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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Every place a page here uses this source, in the order the words come in it.
right? It's compensation. If you were going to sell into, say, Reebok, and you noticed that someone had already spoken to, say, Nike, you can actually focus your time on going and talking to that AE, right? Or you can focus on listening back to those phone calls or really understanding, hey, what is behind our walls that I can understand a little bit better and bring to this deal “now that I have all of this public information.” And once you have the public information all automated, you'll find these other dots that you can connect. So you can say one of this company's, say, key objectives for 2024 is sustainability. I'm going to actually slap the team and say, has anyone talked to anyone about sustainability as a key focus? How did you take that conversation? What worked and what didn't?
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.
There's no value in a car with AI or the car that self-drives. The value is, would you like to be able to work while you commute to work? I mean, look, for all you know, that person loves driving their car. And you just spent all this time talking about this. “So again, focus on what allows your customers to do.” And I think you're going to come off as a breath of fresh air in the sales process where everyone is focusing on AI. Again, like you said, Nick, no one is talking about, oh, you know, this is cloud-based. So you don't have to download the software and refresh the software because that's table stakes.