Banish Cold Outreach: Innovative Approaches to Boost Client Trust

Revenue Rehab

This week our host Brandi Starr is joined by Dan Englander, CEO and founder of Sales Schema.

Meet Dan Englander, a seasoned expert in the realm of B2B sales and account management. With a wealth of experience from leading new business efforts at Idea Rocket to authoring acclaimed books on sales strategies, Dan has seen it all. In this episode of Revenue Rehab, Brandi and Dan dive into the intricacies of selling in low-trust environments. Together, they unpack the challenges posed by today's competitive landscape and information overload, probing into strategies to de-risk sales conversations and foster meaningful connections.

Tune in as they explore innovative approaches for complex sales, the importance of identifying trust-rich networks, and the evolving interplay between sales and marketing departments. Plus, Dan offers practical insight on navigating the world of personalized outreach at scale, making this episode a must-listen for any revenue leader looking to enhance their engagement tactics.

Bullet Points of Key Topics + Chapter Markers:

Topic #1 Defining Low-Trust Environments in B2B Sales [07:15]

• Understanding Market Skepticism:

Dan Englander explains the challenges posed by low-trust environments. “In today’s B2B sales landscape, trust is at an all-time low due to the sheer amount of competition and information overload. COVID-19 has only exacerbated this, pushing everyone into remote work, making it harder to build genuine connections."

Topic #2 Strategies for Selling in Low-Trust Environments [12:45]

• Low-Trust Sales Strategies:

Dan discusses the difficulty of selling in a market saturated with information and options. "In a low-trust environment, the key is to de-risk the conversation. You have to build initial engagements around forming connections and finding commonality rather than just pushing value immediately."

Topic #3 The Need for Personalized Outreach in Sales [29:52]

• Effective Outreach Techniques:

Dan talks about the faults of traditional sales methods and the importance of personalization. "Cold outreach isn't effective anymore. We have to find areas where trust already exists and leverage those relationships. It’s about having knowledgeable team members making those calls and creating a systematic yet personal approach to outreach."

This structure maintains the authoritative yet conversational tone, encapsulating key insights shared by Brandi Starr and Dan Englander while providing clear chapter markers for listener convenience.

What’s One Thing You Can Do Today

Dan’s ‘One Thing’ is to focus on ensuring the right people are executing tasks. “Just make sure that your team members are trained, motivated, and properly assigned. This means reviewing who is doing what and ensuring that everyone is working in roles that leverage their strengths and keep them engaged. By aligning the right people with the right tasks, you're setting up your team for success, making your outreach efforts more effective, and ultimately driving better results.”

Buzzword Banishment

Buzzword Banishment: Dan’s Buzzword to Banish is "virtual assistant." Dan wants to banish it because he finds it meaningless due to the global availability of talent and expertise, making everyone essentially virtual.

Links:

• LinkedIn: https://www.linkedin.com/company/sales-schema/?viewAsMember=true

• Facebook: https://www.facebook.com/salesschema

• YouTube: https://www.youtube.com/playlist?list=PLaFCR8Z1_y7xuBuQyVe899i5WjaQWG6Y6

• Podcast: https://www.salesschema.com/podcast/

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