The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 3 years ago

How Sales Engagement Has Changed in Last 5 Years

ABOUT THIS EPISODE

In this episode, Mark talks with Tito Bohrt, Founder and CEO of AltiSales, about the changing landscape of sales engagement and Tito offers his best tips on landing high-value accounts. 

Welcome to the sales engagement podcast,this podcast had brought you my outreach Otaio leading sales of evenPlaf oping companies, sellers and customer success, ingaged with firesand customers in the modern sales, eror check out sales, an Ascom for newepisodes, resources and the book on sales ammugement coming soon. Now,let's get into today's episode: Hey Welcome to the sales engagemmentpodcast on Marcossticlo vpssales at out reach, and today we have my long time.Buddy. My chauffeur to the San Francisco Airport helped me out manytimes Tito Boart, CEO and founder of Alt sales. HOW YOU DOING TITO! I amdoing excellent thanks for having me good. Well, Hey! Thanks for all therises to San Francisco airport appreciate it he's always happy to help a buddy out,yesright man! Well, Hey when we were getting together. The sales engagemwentpodcast. One thing that we were talking about was having people on here thathave kind of forward thinking, thought leadership a little bit controversialthat have an opinion out there and so immediately. I thought of you and Ijust love to start the conversation just talking about a little bit aboutyou've, been doing sales engagement and especially with SDRs for a long time.Like tell me a little bit about the genesis, how you got started and Ow youmatural was the first few years yeah. Definitely let me focus a conversationon things hatre going to be help ful to the Guardian, so I started about sixyears ago building a sales development team for Sherfoul, which was a divisionof citrixs on doing cells. Development then, was a little bit different, so wewere high volume callers making about a hundred calls to a hundred and fiftycalls a day per wrep. It was all clicked to dial, so no auto dialers andthe raps had no control of their email. So all the email was run by marketingand then all the phone calls was run by what we called Lee generation team then,and we were purely focused on how do we make these calls on? How do we measurethese calls in a way that help us get better every day? Now things havechanged. A lot because Sele devemment not only has control over email, but you can tose show tuches. You can doother things were like looking at linkein profile for crafting monylemails, there's a there's, many more pieces to it than there was five yearsago. So help me understand five years ago, because there's a lot of peoplethat are still in that spot. I mean you're kind of ahead of the curve like.Why was email so disjointed from the phone I mean. The concept was that marketingwas going to run all the emails because they know how to write emails, and thenthey have the technology like all these templates, through whatever it isMarquetto, but that makes the email look very nice and branded, but theproblem that we've encountered- and everybody has seen this is nobody- isclickking through those emails anymore...

...and, more importantly, as soon as wesee an email that is all branded, we see it US marketing spam Soso. Whatwe're trying to do is actually mimic a one one sales communication right asand when I send you an email, I don't add any of these like nice design to it.It's just a text text o email and then that increases response rates. Do youthink that email it helps you convert phone calls at a better rate? Do youfeel, like it's a totally separate channel that converts and esed to belike in his own silo like? How do you view the how those two work togetherhe's the interesting thing I'm going Ta give you maybe some tips and trickshere that I wouldn't share R otherways but manyou're my good buddy, and thisis your podcast, so he here's some tricks that you can run right like, forexample, nowadays, while you're using sells engagement, if we get tirectly toa voicemell and we're not connecting life to a person, I don't even ask fora callback. My vochmails are like hey mark. I was just payng your websitelooking at how you do Xyz and it seems that you have x many employees for thisfunction. We're working with this other company and thought it'd be relevant totalk to you as well. Can you look at the email it just sent you? My name isJohn Stewart with x company. So I don't start with a name and company. I godirrectly to making an observation, viather voice. Mell. Then I don't askfor a callback. I don't even give them my number like most people have callorID yeah. They want to call me back. They can just press call and itwll callme back, but I point them into an email and then, when they open that email,that email expands on the information that we're talking about and engagesthem right. That's it! That's that's the reason Ha! You Do, sell an egage toengage people into what you want to talk about, and it should be beneficialto them. Of course, what made you change from like this super call,heavery hundred hundred and fifty dollars a day to like push him towardsemail. I think is the fact that one plus one doesn't equal two in this case,so call plus an email yields better results than two calls or two emailsright. So the combination of two different channels, it's exponential, awell that creates, is some people are receptive to email. Some people arereceptive to phone. Some people never pick up thet phone, but listen to voicemails. Everybody has a different working dynamic. So if you hit peoplethrough different channels at least you'll be in the awareness on and nowthey are hearing about you ar from you from different angles, and it might noteven be the right fit or the right moment, but they will co on yourwebsite. They'll investigate a little bit furter, so you kind of like Egain,engage im warm him up a little bit and then who knoas like I just had it.Somebody open an email, a cold email that we had sent them seven months agoand we call him up and they're like wow. This is the right time now, like I'mglad you calld me, but you need to start tracking those things like. Areyou tracking email opens? Are you...

...tracking the lag between when youremail was open and are you tracking how many times those euals are open? Maybesomebody opens your ebout four times. You want togive them a call. You needto start doing those things. Yeah. Do you guys still hammer out a hundred ohundred and fifty dollars a day or you have you substituted in emailingactivity instead, so here's tha interesting part it. It used to be thatwhen Lee generation or selfs development started, it was just a oneperson function right. It was like okay, let's hire some antwo level person outof college, put them on the phone and he's going to get US meetings, and intoday's world you can still have somebody make a hundred calls a day,but HEU got a operbration alize to rest to excellent. So the way we run it iswe have a junior physition where there's Sol purpose. That role is tofind data phone numbers, emails, personalization technique, so theymight go on somebody's linked in profile, see that they volunteered forss children's village that they speak French and German and the emailwill notonly say like hey mark, I see you the bplcells at our each, but I also sayyou know it might start with like Vonjo mark and because you speak French andthen at the end I will say like what age did you decide to learn? Italianand French, like some other questions on my prompt, your reaction tounderstand thiss a personalized message and respond, so we have people who onlyfocus on data. We have people who only focus on calls and you need heads ofthe departments. TTARE helping those areas be operationalized to excellence,so that you leads can flow from hey. Let's select the hundred two hundredfive hundred counds woant to go after to finding the right data putting inthe right email templates, sending I into the right person, aother personwhos on the phone making hundred calls tothay can get better faster and getmuch better results. How do you deal with that so you're, the CEO of yourcompany? You can do whatever you want to, let's say I'm a sales managerworking inside a commercial account, and I have two hundred cellers like I'm,not always going to be able to segment out the roles like that. How do you doit if you're just you know Joe Schmo, Guy and Joshmo company before evenstarted my company? I was an accounting executive working, my own deals and Iwas a full cycle rap, so I had to go, find my own accounts and call him upand try to get myself an meeting and so on. What I did is I quickly identifytarget accounts that I wanted to go after, so I found that the real statemarket apartment management companieas was going to be my area FOCUSD. I founda few different data sources that would give me the information I needed. TheApartment Management Association wikipedia was another one. There was, Ithink, Zilo and I found a few different areas where I could sour data from. Iwent on Awork and I started hiring people in Philippines. An an India andin Pakkison for four five sixdolrs an hour at I would follow a researchprocess that would give me the dat I needed for me to be able to make thephone calls, and at that point I was running everything Touh Excel. I wouldjust like call ourselves different callers and just call up a then callthe next person next person next version, next person and so on, buttoday it's gotten much easier, like...

...there's tool that can enable you toorchestrate your whole team to be able to do that at scale. It's superinteresting, like I think, that's one of the first black holes that you findwhen you start to really get into seals. Engagement in this, like hey structureprocess, that I want someone to follow that you knowis optimized to really get.You know this desired outcome, whether it's a meeting or you know, rebooking ano show or whatever it is, but like this datapiece becomes really important.You know we like to say here like outreaches an engine like it can doreally great. But if you don't put in awesome fuel, then like it's only goingto go so fast, how do you help people? So I mean thatsounds like an investment I'm going to hire people on upwork for Forto sixdollars an hour and like a lot of people, wouldn't go that route ifyou're one person and you have to do the job, how much weight do you placeon getting your data right, ind, the research right correct, so the way Ithink about it is a framework that I stole from Tim. Ferries. Overit is fora workweek book, maybe ten twelve years ago, and it's eliminate Automadelegatdo. You follow that mentality, but everything you start doing. You doyourself after you're doing it well feel free to delegate, and if you candelegate and the other person can do it well, try to figure out. Is there wayto automate right? You know if you are buying into the frame Orgolf, okay,yeah. I can now make a hundred calls a day and send five hundred emails. If Iwant to but you've never written a personalized email and you're justtrying to crank out any email out there. Then your effectiveness is going to beso small that, even if you crack up five times to volume, your results aregoing to be really bad you're, just going to burn t through your leads- andI see this is like the most common mistake that so many companies aregoing they're just like buying marketing automation, softwareessentially or sales engagement softer on blasting the market and that won'tget you results. What are you going to do is first go and write tenhyperpersonalized emost to ten very valuable prospects, go through thatmotion and then what would be your followup in Ol to that wil? Be Yourfollown Beim up to that and then spen a month just to me that an then afteryour month is done, go back and operationalize. It figure out whatparts parts of that email can be turned into templates or turn those emailsinto templets and figure out what parts of those emails are variables that arealways truth, like company name and first name an things like that and whatother parts do you need to do a little bit of research on such as likelanguages that you speak or organizations they volunteer at ornumber of employees that they have for a certain department after you can dothat, then you can delegate it so give it to somebody else who can delegatethat N, then maybe even further, you can autimate hey. Can you build an APIplug an that will go and clean up their company name instead of saying I'llreach, ot IO, INC, it'll, just say I' reach, and if we can do that, youoperationize to excelence, but it's a slow process to get you to automatingeverything, and once it's Ot, I ma your...

...esults are going to go through the roof.It's crazy to me that, like people really equate automation with this,like sashing burn mentality, like that's the first thing like, if yougive a rep bu ability to automate their work, they're immediately going to goto volume, help me understand a little bit. How do you talk to people aboutthat? How do you make sure that doesn't happen? You advise a lot of companiesto how do you help them understand that, like that's, not the best first step,like that's, going to kill you in the end, I just run them through a mathexercise about their target audience right. I'm like how many companiesyoure trying to reach out to what's your market they're like well athousand or threethousand or Fivezand, I'm like okay. How many personas do youhave they're like okay, maybe three or four of thet, I'm trying to reach outto like okay, five hosand there's twenty Thouseno people, you're emailing,five hundred a day, you're emailing! Let's take two housand a week. You havetwenty hosand. What are you going to do after ten weeks you be emailed withevery porty they're, like I don't know, I'm going to email them again: okay, SaMessaging you're going to burn through your lead,so quickly right. So what I tell him is one of your most important metrics isyour account to demo ratio right or your yield? How many accounts are youyielding to conversion right? So with one of our clients? I think I had thisstatistics a little bit better before, because we got five hundred accounts ony. go them sixty seven demos with five hundred accounts right. So that's anawesome yeal because they have five hsand accounts and now we know we canget them six hundred and seventy Damos and six hundred and seventy demols willgive them work for a couple of years. So now they can just up the number ofpeople or you know, control that variable and it'll be consistent. Butif you evel blast your whole market and whatever ssalt you get, it's not scale,but you can't double that you can triple that so focus on your yield.First automations always! Second, that's super interesting. Not only isthere like a calculatable lifespan, but this idea that what e you going to dothe second time, what a e you going to do the third time, and then you can'tdouble and triple something when you just done it with a hundred percent ofyour people right like there's, no way to get three times better at likesending out five hundred emails a day. It's just not going to work. How do youget people to think about this first set of accounts and going after Hem tokind of set that first yield metric to help them understand like give me likea pattern or a sequence of steps that you're using to go after Hem and thetime value associated with each one that it takes for a rep to do it? Whatare you going to figure out is who derives the most value from yourproduct right? Who would be most excited to use it? So, for example,when I was at Reputationcom we were a technology that was helping companiesget better ratings and reviews on their Google maps locations. So what we caredabout is how many locations do you have...

...and how valuable it would be to getbetter ratings. So I looked at a few different things. I looked at WHO'ssearching for things online that ends up looking at a map, ends up looking atlocations and how valuable are those customers. So I know that restaurantsdo that a lot, but I also know that, like when you're looking for a plumberwhen you're looking for like any service, an electrician like whateveryou're looking at that, but also when you're looking for apartments like whenI'm looking to move, I want an apartment in a very spectificGographical, ocasions or card dealerships. So e started identifyingsome of the areas and he can do that through a variety of different wayslike if you're, a early state, startup, youjust Goin to think long and hardabout it. But if you're a more established company, you can startlooking at your internal customers who's already using what you're sellingand why are they using it and then try to estimate the value. So what I foundout is, if I reach out to companies that had apartment buildings in SanFrancisco. I know that the average rent there for a two bedroom apartment isabout forty five hundred bucks. I know that a successful lead conversion forthem was very valuable, so charging them ahundred bucks a month for for hour. Software was very cheap right if theyget one more client por one more client that year it paid for that in a so yeah.So I was like they derive the most value and that's why I focus on themright. Well, if I focus on restaurants, a pizza shop might make a fifty centprofit margin on their pizza sale as ot as valuable to get that, and then it'slike You'e Gon, to convince some one, the volume of leads and so on. So Ifocused on quality first, but I would encourage everybody to go on their crmor look at their client list figure out who is using their technology and why?Why are those people finding it helpful? Sometimes you have to even go interviewthose customers an once you have that data is much easier to hone into agroup and find either on association or a trade show, or some sort of way totrack. Who is involved in this industry where gang to find more people likethem and start building a list so build the list with the lowest hanging fruitthat you can find right. That's a little bit easier said than done, but Ithink, as a leader or as a sales rap like that's partially. What you'regetting paid for is the expertise to be able to do that like we have toeliminate an excuse of that's hard from from our you know, reasons we don't dothings just because it keeps us from getting busy on the things that areimportant. So then tell me like what is like a pattern or a sequence thatyou'll use to go after someone once you have those identified. You then targetlike your personas and then what is t a series of steps you'd use to to get intouch with someone I'll clarify something there rather than the lowesthanging through. You should go to the highest value accounts right, so itmight be lower hanging for reputation, Ot com, to go talk to the restaurantsthat are already looking for this, but the problem with that is they don'tderive as much value right. They are looking at ten competitors becausethey're like really looking for a solution that fits exactly how theywanted to fit, but as by the fact that it's easier to get the meeting is noteasier to drive revenue. Well, if you...

...reach out to somebody who doesn'tnecessarily know that you exist or this technology is even possible, yet itwould create high value for them. You have an amazing target right on this,usually get some people to rethink like for me when we're doing selle todevelopment services. Yes, we can go after ever you startup in Silkan valleyand help them do selves debolment, but hey guess what I actually talk to abank that wants us to help him set up meetings with fortune. Five undercompanies, companies like apple that have a hundred billion or three hundredbillion dollars in cash and help him manage that money, and if you can dothat, you can get paid tons of money to help a company usually doesn't have asales development function, set up meetings for them and they're very muchwilling to pay for that. So don't go for the lowes hanging, don'tnecessarily go for WHO's. Looking for your solution, go for who would benefitthe most if they had this Mo motion, then we're going to write a sequence toanswer the question. You're asking is writ an email yourself like it put somework right, so I should publish this one, but I remember sending an emailfirst to. I think I even know you actually reached out to me, but forLarce Nilson. I remember that I sent him an email like the way larzs and Ibecame good friends- is as eniman email an a lars. We met briefly at aconference before OAS just looking at your company, and I found all thesethinthings about you, like you, have fifty five rabs split between all thesegeographies. You Use Song Marquetto Youre Sin Bomora using this technology.I know this how you operate. I know revedue efficiency really matters toyou. I think I have some ideas about how to help you, which coul be open toto a chat, and he actually ended up like grabbing that email, sending it tohis whole organization and saying this is how you do odbound called cells tocomment. You guys should think about this unimplemented more, but it's justlike be very caring, like if BEU willing to give and figure out whatthey care about and how you can impact their business. You Kan O understand alittle bit better. What's the impact that your technology or your solutionor Youre offering has inyour clients- and I ben can t explain that briefly onwith arguments about their specific situation and how you would improvethat you're setting yourself up for success? Do you start with email orstart with phone? I don't think it matters necessaarly. We tend to startwith phone in a very interesting way, though, like when you start with phoneand then seven minutes later we trigger an email that says hey mark. I justcalled you at Blah. Blah Blah is tat the best number to reach you at andthen quick introduction to why we were reaching out right. So I saw you BlahBlah Blah Blah Blah Blah and found this ine linkedon profaling. So I thoughtthis would be a good fit and so on. So we like phone first, but you might aswell do the same. Like some people, email saying, can I call you in fifteenminutes at this number and then people are like why aure Goingta call me andthen they open your email yeah. Some people might get annoyed so, like somepeople over use this, and you just got...

...to make sure that your actual emenalcontent on the things that you are saying are hyperrelevantier market. Sohow many phone calls? How many emails will you put in a sequence before yougive up? We usually have nine total steps, but that's our average andhere's. How we're thinking about it and operationalizing to excellence. Ourfirst sequence to a company is actually a little bit shorter. We might go fiveto eight steps and the resont for it is we just want to grab the low hangingfruit and move account to account to account really quickly. So we don'twant to spend too much time trying to get this. One person n account x. Ifthere's another ten thousand accounts we could be reaching out to, they mightbe needing our solution open to discussing it and we're just likeinsisting on this bad prospect right. So we do five touches. It might bethree calls to emails or two callflee emails run through our hole marketreally quickly and then go back to square one on the second Gol. We mightdo eight to ten touches, we're going to add. Maybe a social touch, we're goingto add a little bit f, more personalized information. In there wehave refined a little bit o our phone script, because we've talked to so manypeople already an then we're going to go again through the whole market. Anthen we go back to score one on we might do wit, twelve thirteen fifteentouches. So I increase a number of touches aside. Tauch Accounts MultipleTimes, but I always let them rest for at least thee to six months. An thereasont for it is your prioriis change every three to six months. If you askeme what I need ID six months ago, viso what I need now very different, whatI'm looking at now versus what I'm going to be looking at six months fromnow. I don't know what it's going to be, but it's I know it's going to bedifferent, so I know you're an analytics guy and I'm super interestedto see. If you can pull this number off the top of your head. How many peopledo you think reply to that email that says? Did you did I dial the rightphone number with a correct phone number yeah I mean that's a strategy thatwe've run again that I haven't run specifically on our accounts like we dothe opposite, Wheo call and then Oh, that's wher. You asking that I catch tthis right. Number Yeah, we've had a few people tell us that it's not theright number, but we're not doing that to increasereplies, we're going that to increase open rates anther. What we want them toreply to is the messaging below it right. It's like. Oh, I saw again likeI saw that you lead a spall steam of a lot of remote sales trips, and I knowthat keeping the conversations consistint across your team might bedifficult. This other company is doing the same and here's the result. So youshould use goal. Recording services like x right. Would you be open toconversation? What it does is theyill respond to the second part of the email,not say that wasn't my right phone number right. If they want to call thatjust except to mean, if they don't want to call, they won't correct you to theright fun of it, but it will for sure increase your open, rigts yeah. That'sinteresting! All right. Tell me a little bit about in the last year, orso were. Sales engagement, platforms and technology have really come theprominence. I would consider them a...

...necessary part of any sales team if youwant to run with best practices like tell me how that is changed, how you dothings from back your citric days when they were doing a hundred to a hundredand fifty dollars a day, and how has it helped you? How Hoes it hurt you? Howis it helped? You understand what you do better yeah. I think that one of the biggestthings is that you can have their reps understand much better. Why they'redoing what they're doing back in the cintrix days, we needed to be operatingat scale for us to be able to really use it correctly right. So our biggestthing was that we had a couple data analysts that were analyzing all thecall logs. In the background, I'm trying to figure out what cals weregoing, how far trying to like link that to the call source and things like thatand just very complicated, like math, and then the decisions were being madeon the excect level to decide, are going to hire more people, how manymore calls are going to make and so on, and try to drive all these statisticslike with today's technology, I can have one SDR to calls and hundredemails thee really good. They can look otheir statistics and figure out howmany open rates, how many wats or response rate, and even further like.What's our positive response rate like if I send this email, what percentageof the responses is actually positive, fraid, because a very easy way toincrease response rates is start with your email by saying hi John. If thisis not a good fit, just tell me no, and I won't email you again and theyre likewhat I yo imediately would do, is just reply. No, I don't even read the restof the email, so we probably Rad through the roof. Yet foser responsesgo down. So you got to understand all those metrics N. today's salesengagement tools allow you to understand really what is actuallyworking to get you closer to a meeting an get you closer to a sale rather thanhaving to have a team of tenstrs a sales obs person, data person andmanager. Before you needed fifeen twenty people today w you can probablyrun a really effective team with three to five. I remember the first time thatI worked with my sales team on creating a sequence. You know, as in thisHampton in in northern Virginia with a white board with a guy named Chris andChris, and I mapped out this eight step or nine step process. That was supposedto happen over three weeks and it worked really great for him for twoweeks and he could somewhat manage it himself and because of that initialsuccess, we wrole it out to the rest of the team, and you know after two monthsthere was one guy on my you know, twelve to fifteen person team thatcould actually managed the process, the way that we wanted to run it becausethe rest were just running it in the spreadsheet and esing their calendar,and it was just kind of like all over the place like how much easier is itnow for your team to like run a really coordinated process in order to get ameeting like you talked about earlier. Here's our five touches in the nexttummer and here's our eight touches. Then the next time round. Here's ourtwelve touches. How much more fidelity do you think people have to the systemnow than they used to?...

I think it's much easier right, becauseSeles engagement platforms allow you to take coure next action with littleclicks right. So before a lot of reps were living in their crm, then you haveto click around, find the account then find the contact hand finhd. The taskthen figure out what you're going to do next then either you know, make the action like coll from yourcell phone go back market completed like it's so much work. While withtoday's Ticnowledge G, you can just go and execute execut, execut, execute andand the leads get thrown into a sequence of steps that needs to befollowed and you log in, and it tells you exactly what you're going to do. Soyou don't even need to think too much about it. However, I you stillrecommend people understand the dynamics behind it or why we're doingwhat we're doing yeah it's infinitely simpler to run much more complexworkflows that are required today, because again, if you send me a massemail in one thousand, nine hundred and ninety eight three percent responserate right today, like zero poin, oors, O Zer, one right, yeah, O it's insane, you just need to get somuch better for you to be able to get. Even if you get tamples start gettingone percent positive, responseorate one to two, your genius like Gainyou, canEma hunder people get a meeting you're the best yeah I mean that would deol. Do youimagine if you can send a hunred Amasday your positive responserate Tis,one percent? We have a few complets for a few of our campaigns that get us onepercent one point one or one point to er thing is our highest one, but with ahundred emails we get a meeting. So that means in a month twenty work dayswe're sending a hundred names day. We get twenty meetings just via email. I want to end this by asking you twospecific questions. Let me ask the first one which has to do with this,because I find it super compelling is there's a lot of noise today. You know,you can argue, there's more noise today than there was ten years ago. I don'tknow if there is or not you know. I think people were still busy ten yearsago, but why do you think or how do you think somebody can get really good atbreaking through the noise like? How do you get to that one to two percentpositive reply rate? It's all about providing insights like you're, saying,there's, there's a lot of information being thrown at us on what catches myeye and what probably catches your Ey Mark was an executive of the company is:What are you telling me that is relevant to my context, that can makeme better hm right. If you can make me and my team better in a way that I careabout you're going to win, I don't care whatyou do, how you do it. I recently told this was somebody on my teams that askme about it. I said I pay for things that bring me value. That includes ourtools and our salaries and everything else like you're, not bringing value. Idon't pay. That means pay money or pay attention by the way. So, if you don'tbring me value, I'm not paying attention, I'm not paying money. It'sdo you mention that I almost in some...

...ways- and you could tell me Fif- youthink I'm wrong here, but I someways almost think it doesn't matter so muchwhat the message is as long as the message very concisely states how youprovide value, what's more important is being in front of that person at theright time, when they're willing to consider that message, would you findthat to be true or not Har is it is a message more important than timing? No,I think, of course, timing is going to be important, but it also o dependsagain. This is a little bit of the question about biggest value versas lowas singing fruit right so like one strategy is to go on after the lowesthanging truit, which is, can I use intense data? I can source from somefrom provider like Gombora figure out who's, looking for a solution similarto what I'm selling and then email them. Are you going to run intohypercompetitive deals where they know they need you and they trid to squeezeyour margins down and then the second option is: Go: try to figure out WHO'sthe highest value acount, where like, for example, for you right at our reach?What are the industries in which getting a meeting with a potentialcustomer or partner or channel Parter or whatever it is? Are the mostexpensive, like I'm talking to a client right now for us, where the cost permeeting they currently have is between eight and ten sand dollars, becausethey only give them a trade showse and I'm like I'll give them to you for lessthan a thousand other like insane, and this is theyre like we've triedoutdorsing, it's it's a paint in the as like. We hate it like it's all likeblasting emails and we annoy customers, and we only focus on fortune fivehundred, but we follow the same methoology that we're talking abouttoday. Right, like hyper, transparent, use, all the coal recordings, you canhyberpersonalized templats, and even if it's not the right time, it dependswhat you're focusing on right. So for us, yes, we try. We want to get as manymeanings as possible, but, like I said, I just had a client open, an email fromus. I was like seven or nine months ago. Thath we sent it and we detected thatwere like seven months ago that he opened this Emai like send this emalseven months ago. He just opened it it's the right time. We call them.Ewe've got a meeting, so the timing matters, but do you want tohyperfocus I'm timing and optimize for the short term? Or do you want tohypers focus on value Ond, try to bring the highest value clients over time andfocus on that? So I don't think one approach is better than the other itjust. What is your company focusing on if Youre, on a stretch for increasingrevenue? Maybe timing, if you're trying to build a long term, sustainable, highprofit margin, Business Fox, Anvaly, oi? Think it's good. So let me finish withthis last question. Let's say you had to go back three years in sales,engagement technology, you had to use what was only available three or fouryears ago. What would be your biggest pain and implementing your highlysuccessful strategy? Right now, if I was using my tools, I think, even threeyears ago there 's still an inability...

...to build the playbuck the right way. Sothere was like mail merge that I was using. There was some email tracking,but it was not perfectly integrated. There are no ways to like hit a placesuch as like after three opens like make a call, so I think there have been and also the useter interface. It wasjust so much more difficult, like you had to be a computer ceek to be able toactuall literally in today's world, with the technology and how easy it isto execute tasks. I have people who are in their s or even yeah late s whoaren't good at computers. They don't know how to work excel form e last atall, they've, never done that they barely navigate through browsers. Yetif I put them on our EAGH lhiy lock in they know where to click and what to doand how to work so literally eny yeararold a five year old can figure itout a fifty five year old can figure out. You Give Hem the platform, an it'just like click and do, and you can make manatory to select a dispositionon the phone and you know tells him it it won't. Let them send if I'm variableis not inputted, so there's like controls so that you don't mess it uplike I've sent emails four five years ago, lickely not to atonof people, butwhere, like the variable w was like parenthesis, enter their they hmy God. What am I doing than likeeverybody's? Like we hate your spam, I'm like sucks, you know you won't run into thoseproblems day. Yeah Wall Tito, as always man appreciate the conversation. Iencourage everyone listening search for Tito, an linked in he has three or four.Maybe five articles on Linkedin that'll just blow your mind, thinking aboutsales development, how to organize territories, and just some veryprovocative stuff that you may or may not agree with, but it does theultimate thing that great content does, which it makes you think and solidifyyour own beliefs- and I just want to thank you for coming on today Tito andgiving us some time and if you want to give a everybody, THAs listening aquick little hey. This is what alti sales does and how to get a hold of youyeah. Definitely thanks for hosing me and again, like I am Tito Bord Yo canfind you on linkedin. That's probably the best way. If you mentioned youheard about me on this podcast I'll accept yous a frend. We can chat morehappy to help than Yeah Thaall thes salls. I mean we're. Helping companiesbuild sales, sevelopment teams, hand, it might be a start team, which is likewe're starting from scratch. You don't even have tha data, you don't haveanything! You just want more conversations. You need more sales,smallest companies, we've worked with, don't even have any of Rithanit likethey're, in hy colminator or they're like really starting out and then again,you've heard we work with CITRIXS and huge companies to so. If you have ateam and you're trying to get better and you don't know how or how tooverationalize it call me up, and my team can help you figure out what arethe best data sources? How do we find intent? How TDO WE provide more value?How do we explain things briefly? How...

...do we run smart and interesting placeon our sequences? How do we measure the effectiveness of our campaigns and thenhow do we ultimately scale this so that your team, as ove revenue engine soyeah? I think that's it boom well, hite, that's all for today, thanks toto andwe'll catch, you guys on the next to sales, engagement, podcast yeah! Thankyou mark fuckon. This was another episode of the SalesAngagement podcast Jonas at sales, engagementcom for new episodes,resources and the book on Sales Magement coming soon to get the mostout of your sales and gating strategy. Make sure to check out out reached otio the leading sales and Bepo Pot Soe you on the next episode.

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