Podcast episode
Hall of Fame: Robin De Vries
30 Minutes to President's Club4 Nov 202434 min
Description
FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a prospecting channel PATH TO PRESIDENT’S CLUB Regional Sales Director @ MongoDB Snr Team Lead High Tech Account Executive @ MongoDB High Tech Account Executive @ MongoDB Enterprise Account Executive @ Ivanti RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
And that nine months that you had to hit your number and beyond. How did you structure your days and weeks? I have time blocking that I use, but I think the biggest focus for us, for me really, was on Friday, I would build a PG plan for the next week, already source all the accounts “that I was going to go after, and my top targets at these accounts, and a POV on why I was” actually reaching out to those accounts. So on Fridays, I started organizing my week that was coming ahead, and I would start time blocking already on Friday, so that I would have time slots in my week, ready to make sure that I had PG pipeline generation on the forefront, everything that I was going to be doing.
How many emails are you making? It makes no difference. As long as you can really do your research on who you're calling, you're going to have way better results if you know why they should answer the phone, why they should talk to you than if you're just spamming 300 people. “Just be focused on who you actually want to talk to and why you want to talk to them instead” of the amount of calls, the volume. Focus on the quality. There needs to be some volume, but if the quality is there, you're going to have a way higher success rate. Amazing. Robin, thank you for joining us. Everybody, stick around for a 60-second recap coming up soon. Your top four actionable takeaways from this episode with Robin.
In Prospecting
Go to 30 MPC.com backslash SKO to save your seat. I'll see you there. Number three on the same topic of personalization. Don't overdo it. I love the way that Robin talked about that personalization is having a good reason to reach out. If you have an event in the area where they have the opportunity to meet with other similar “that might just be on its own a good enough reason to reach out.” We don't have to do overkill and eat into our productivity. Number four, LinkedIn outreach. Don't believe the hype. Just because you sell into engineering or product does not mean that you cannot use LinkedIn as a channel. I love the way that Robin talked about using video outreach on LinkedIn to immediately
reach out. If you have an event in the area where they have the opportunity to meet with other similar roles, that might just be on its own a good enough reason to reach out. We don't have to do overkill and eat into our productivity. Number four, LinkedIn outreach. Don't believe the hype. “Just because you sell into engineering or product does not mean that you cannot use” LinkedIn as a channel. I love the way that Robin talked about using video outreach on LinkedIn to immediately connect with folks in engineering and product roles. Now, Nick, what can our listeners do to help 30 Minutes to President's Club out today? Well, I feel like Robin dispelled a lot of myths that people have that hold them back