Podcast episode
Hall of Fame: Sarah Brazier
30 Minutes to President's Club4 Jul 202229 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 We're running it back! Here's one of our all-time favorite episodes on 30MPC. FOUR ACTIONABLE TAKEAWAYS Write like a human - especially in your Linkedin DMs. No over-formal language. Leverage up by reaching out to ICs, then getting referrals to the VPs. Tell them it’s a cold call, then ask permission to sell before ya start selling. Use permission-based selling in your upfront contract. Get the buy-in on the agenda. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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I still haven't gotten my head around the best way to do it. Are you just sending... are you sending a connect request with no message? Are you sending a super tailored message in the request? Are you doing an in mail? What's that LinkedIn outreach look like? Just to stand out in the immediate, having a note's really important. “I also decline any note” hey Sarah, I want to tell you about my product or something that's really generic. I prefer when someone writes something that showcases their personality and the fact that they actually took the time to understand at least a little bit of who I am as a person. So I thought if that's how I feel about it,
Are you sending a super tailored message in the request? Are you doing an in mail? What's that LinkedIn outreach look like? Just to stand out in the immediate, having a note's really important. But I also decline any note that's just like, hey Sarah, I want to tell you about my product or something that's really generic. I prefer when someone writes something “that showcases their personality” and the fact that they actually took the time to understand at least a little bit of who I am as a person. So I thought if that's how I feel about it, then a C-level executive or a VP of sales or someone who is getting bombarded by SDRs all the time, they're gonna want that but even more because they're probably gonna be way more annoyed
within 10 minutes of sending the email. So are you literally putting the first sentence of your email just in the subject line instead of using like a catchy subject line that you're hoping gets an open? Are you basically transitioning that line into the subject? So I try to do things that are like what I would have said in the first sentence anyway, or. “Allie, saw your LinkedIn share.” And then the next sentence is, in the body, read your calling all hustlers, in quotation marks, because that's what she says, and hiring for remote BDRs. Sales leaders at companies like, and then I throw in, their biggest competitor that uses our tool, leverage our solution to surface winning behaviors from top performers.
Yeah. So the phone rings. Ring, ring. And you say hi. Hello. Nice day. Hey Arman, this is Sarah Brazier with Gong on a recorded line. Have you been? Sure. Yeah, I've been fine. How are you? I'm doing great. Thanks for asking. Hey, I know that there is no good time for a cold call, so I can keep it super brief. “Is it cool with you if I tell you the reason why I called” makes sense for you to either hang up on me or continue the conversation? I know you guys over at Gong. What's going on? Yeah. Yeah. Totally. Yeah. Well, I was gonna ask if I can give you the high level of what we do, but I don't know anything about Carter right now. But I'd say something like, Hey, I noticed that Carter has grown like 20% over the past six months, your sales work.
My feelings have nothing to do with this. It's like, do you want to hear about this thing? Yes or no? Well, it's true. I see a lot of salespeople. They'll cold call somebody. And then that person will say, oh, not interested, or they'll hang up on them. And they'll think, oh, I guess that account wasn't a good fit. I'm going to take them off my list. But there's two parts to the cold call. There's the actual “getting to the point where they are listening, not just hearing, listening to your value proposition.” And then there's the actual value proposition. Does it resonate with them at all? If you can't get past the first part, you're just another telemarketer. And they are not actually listening or hearing what you're saying. So it's useless. So in my mind, you have to get them to buy in and commit to the conversation, whether it's the contextual lead that Armand does, or Sarah, you and I have a really similar opener where you're saying,
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