Rethinking B2B Outbound Sales: Beyond Just Booking Meetings

Author

Andy Mewborn
April 15, 2024

Good morning to everyone who remembers to cancel their free trials before they get charged ☠️

Here’s what we’ve got today:

  1. Pod episode with Joey Gilkey, CEO @ Apex Revenue

  2. Enroll in our April LinkedIn Growth Mastermind (17 out of 50 already enrolled)

April 15

Rethinking B2B Outbound Sales: Beyond Just Booking Meetings

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In this muy bueno episode, we dive deep into the evolving landscape of sales and the importance of authenticity and nurturing in the sales process. Our conversation with a seasoned sales expert, Joey, sheds light on why traditional sales tactics are no longer as effective and how sales professionals can adapt to the current market dynamics.

Key Takeaways:

  • The Impact of Negative Comments: We discuss the surprising power of negative comments and how they can be more influential than positive ones in certain contexts, particularly in attracting attention and engagement on platforms like LinkedIn.

  • The Role of Authenticity: Our guest shares his philosophy on authenticity, drawing from the book "Power vs. Force" and his personal experiences. He emphasizes that authenticity resonates at a high frequency, attracting and repelling people, which can be a potent tool in sales and content creation.

  • The Shift in Sales Dynamics: We explore the shift from traditional sales tactics to a nurturing approach, where sales are no longer about immediate transactions but about building relationships and providing value over time.

  • Redefining the SDR Role: The conversation highlights the need to redefine the Sales Development Representative (SDR) role from setting meetings to developing the market. This involves understanding where potential clients are in their buying journey and nurturing those who are not yet ready to make a purchase.

  • The Importance of Follow-Up: We uncover a startling statistic that 80% of deals require five or more follow-ups post-meeting, yet 71% of reps do one or fewer. This gap represents a significant opportunity for sales professionals to improve their follow-up strategies and increase their success rates.

  • The 26% Rule: Our guest introduces the "26% Rule," which suggests that making incremental improvements across leads, win rates, and order values can have a compounding effect on sales growth, rather than focusing on massive gains in any single area.

Listen now on Apple, Spotify, and YouTube.

Where to find Joey Gilkey:

Where to find Andy:

Episode Highlights:

  • "Meetings aren't nothing, but they aren't everything." - Learn why the focus on meetings might be costing you more than you think.

  • "You're not doing sales anymore. You're mastering nurturing." - Understand the shift from immediate selling to long-term relationship building.

  • "The money's in the lurkers." - Uncover the hidden value in the silent majority of your audience.

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Andy Mewborn

CEO of Distribute

P.S. Whenever you’re ready – here's how I can help you start getting more leads, traffic, and sales:

1. Get Instant Access to our NEW free mini-course: FULL STACK SALES REP

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