How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 7:12

   in sales, particularly opening doors, it really doesn't matter what you say. It's more about how you say it, which is why these things like permission-based openers changed over the past couple of years because it's how people say it, not what they're saying. And so, if I have confidence and I've recently worked with a BPO client, then I might target them that way. “Similarly, I might start with a broad list in a tool like LinkedIn Sales Nav” that can show me where I have a lot of team-linked intros or exec intros that I could potentially make. And then I'm going to obviously cherry pick and prioritize those that have a higher converting channel to open up the account. And so, if we unpack this and we say, you've now got a subsection of those 75 accounts,

   In Company search and data tools

2. 13:46

   through four different custom fields or personalization or key points, whatever you want to call it. One is the industry. So other people in the BPO are facing this challenge. And so this is often your hypothesis. Here's how we're helping other clients in the BPO industry. What challenges do you have? Some might call it the pain buffet, right? “Second is the company level.” So I personally might sell into HR or finance or talent or legal teams. And the way I approach them, there might be some commonality because I'm reaching out to Carta. I might have Carta-specific relevance. There's also personal relevance. I find that's the least valuable for an AE because you can't replicate it and reuse it.

   In Account-based personalization

3. 19:21

   Turns out she didn't. She was saying that she did. Right. And so I was saying, well, actually, we have a template that I can share deals HRAS when folks typically look for it and the types of categories and features and functions that you might need. This helps her do her search. “So I'm helping her make a better decision.” This starts to paint the vision. Then she has a bunch of questions. Well, how do you integrate with Google Sheets? How do you do this and that? And so I answer those questions. And then she makes a key distinction. She brings back to the emotional level. She says, wow, I can see why this is possible or how it's possible now. It just feels like there's a lot of work to get this done internally.

   In Needs and requirements discovery

4. 19:23

   Turns out she didn't. She was saying that she did. Right. And so I was saying, well, actually, we have a template that I can share deals HRAS when folks typically look for it and the types of categories and features and functions that you might need. This helps her do her search. So I'm helping her make a better decision. “This starts to paint the vision.” Then she has a bunch of questions. Well, how do you integrate with Google Sheets? How do you do this and that? And so I answer those questions. And then she makes a key distinction. She brings back to the emotional level. She says, wow, I can see why this is possible or how it's possible now. It just feels like there's a lot of work to get this done internally.

   In Needs and requirements discovery

5. 25:08

   Remember, how we say things matters just as much as what we say. And so if my CEO, Alex, gives an introduction, regardless of what message you use, that's gonna come across so much stronger. I think it matters which play you're running. Personally, the way that I divvy up is, we'll say, okay, above, like let's say on these five, “you tackle below the line, generate interest.” Okay, the people ops analyst is opening the emails a lot. I'm going to send that message, strategic message, one-off, maybe a cold call, whatever it is, to the chief people officer. Because it sounds like in this function, there is interest. So I go above the line in that function. And then they say that my assigned SDR is below the line.

   In SDR and AE operating model

6. 26:50

   I want to ask you about these plays. It sounds like there's a spectrum. You talked about the exec to exec intro, which is probably the highest converting play, highest likelihood of getting a meeting. And then you talked about the total and utter cold outreach, which is probably the lowest converting play. What are the other plays that you're running in between those two? “So exec outreach, shared investor, mutual investor.” There's a partnerships angle like with Armand, previously at Pave. We have a partnership with Pave. I was working on selling into some accounts there with them with deals. So there's a number of angles that you can go at. From there, there's a lot of other people that have exhaustive lists of various sales plays you can run. I'm not that type of guy. I want to have five to 10 that I know like the back of my hand

   In Founder network outreach

7. 28:26

   salespeople should be doing. Now I got to ask you about a shouldn't. And so the final question is, what is one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps? FUD, fear, uncertainty, doubt. Don't do it. It's low behavior. It's poor integrity. Don't talk bad about your competitors. “Don't lean into the pain funnel” and make your prospects keep talking about something that they clearly don't want to. Don't negate the emotions of prospects when they come to you and say, hey, this is expensive. If you tell them they're wrong, they're going to pull back, right? If you say, no, it's not. Or it's expensive compared to what? Yeah, probably feels like it's expensive because you're using manual, not paying anything for your payroll previously.

   In Pain-point messaging

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.