Podcast episode
Hall of Fame: Nick Casale
30 Minutes to President's Club2 Sept 202435 min
Description
FOUR ACTIONABLE TAKEAWAYS Do not neglect internal research when you're preparing for a sales call. Find out if your company has spoken to them before and dig internally. Prep for your sales calls by understanding lookalike conversations your team has had in the past. Use the lighthouse email to engage someone at the top, mid-deal cycle. Don’t just pull them into the boat. Let them know that the boat is there and you have an awesome champion so they can affirm you’re in the right place. Don’t say “AI” in your sales call. Instead, focus on the problem they want to solve and what they want to do. PATH TO PRESIDENT’S CLUB Co-Founder @ Handoffs Director, Sales @ Sendoso Manager, MM & ENT Sales @ Sendoso Founding Account Executive @ Sendoso RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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to think this way, and you'll start to find these patterns when you're on calls, even if you have to force it at first. Do you know Sarah yet? What you just said reminds me 100% of a conversation I had with Sarah two weeks ago. Actually, if you're up for it, if she loves connecting with other people in the space, “I think you two should chat, and if you do this really well, it's a value add for absolutely” everyone involved, because who doesn't want to also connect with someone who is like-minded? They can both level up through that conversation, and by the way, obviously, you're doing it because you know Sarah's a huge fan of what you're selling, and you know it's like, Nick said we should talk? Oh, yeah, we love them over there. This one I think is huge.
In Referrals
It takes a certain amount of time, because you do have to start to build up sort of that rolodex of, hey, I've sold X number of accounts, I've worked with X number of people, and I think if you're doing it in a way that's genuine, you don't fall into that trap everyone falls into of like, there's one reference customer we're all just harassing. “Don't go harass them to do some huge formal case study for your business, because those” are a ton of work, but just have it be someone where you do try to genuinely build up. Like, again, you can't force these. It has to be something that's genuine, but I think people just don't even have the emotion to do it, but maintain relationships with your customers. All this stuff compounds, it's all the best practices from sales. If you don't email people, just email them.
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