Podcast episode
Why You Should Never Mention AI in Your Sales Calls (Nick Casale, Handoffs)
30 Minutes to President's Club27 Feb 202434 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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over. Like when I started as an SDR, prospecting was just sitting on LinkedIn, trying to find people that were in our ICP, going to another platform and try to find their email, adding them to Salesforce. Some of that's already been automated a lot, but AI is going to basically say, Hey, just tell us who you sell to. “We'll pull in all the contacts with all the information and personalization points for” all of them so that you can then just go about it. That basically is going to save you hours and hours and hours of grunt work. So again, you can. Focus on selling and doing your job with human intuition, with true human personalization and actually trying to get the other person on their line to take the meeting, buy your
You could have someone like log into your account and do it, or you can do it through a couple other tools. But it's not false. I'm not reaching out. I'm just automating something that I would do anyway and would take me way longer. But yeah, you just have them basically do that process of connecting with all the people that you want to have in your network, because we all know it's a lot easier to go in and “send those messages when you're already connected to someone than if it's completely cold.” And you start to have people notice these chains of mutuals where they're like, okay, Nick connected to these other 30 people I know that are CS leaders or whatever it might be. That's a really good sign. Yeah. One thing that I was doing related to the prep itself is a lot of times I'll find that a
I'm always thinking about what can I do to juice the deal right now? And one of my favorite plays is looking at the VP of marketing's mutual connections that I have with them and being like, oh, cool. They're connected to this customer here. I'm texting my customer and being like, Hey, I'm talking to Armand. “Would you please go put in a good word for us?” And they'll get on the phone. And the next time I meet with that VP, the tenor of that meeting is totally different. And it's kind of nice. You almost have like a Salesforce of your own customers selling for you. My question for you is I understand the, okay, it should add
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like an insert other performance system here? And I would see a lot of the junior sellers start to sweat because they'd be like, shoot, I know we don't integrate with Eladus. This is really, really bad. And our savvy sales engineers, or if a senior rep was on the call, would always just ask, interesting, I haven't heard that request super often. “I'm curious, what were you hoping to do with that?” And inevitably what they would say is, oh, I want to pull in the performance information, which all lives in their HR system, which we do integrate with. And so anytime you get a random feature request, what a prospect is doing is they're trying to piece together in their head, how two systems might technically work together, or what they
Here are our top four actionable takeaways from this episode with Nick Casale. Number one, do not neglect internal research when you're preparing for a sales call. There's all sorts of external information that you're able to find when you're prepping for a call, LinkedIn information, your prospect's website, et cetera, but you should also be looking at, hey, have we talked to this company before? “If so, can I talk to the AE who spoke with them?” Can I see what other interaction we've had with them? Number two, prep for your sales calls by understanding lookalike conversations. So if I have a meeting with Nike, I'm going to go find my colleagues who met with Adidas and Puma and figure out what those folks cared about and that will inform my perspective
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