Selling Together #14: How To Earn the Right To Their Attention

Happy Wednesday!

In 5 minutes MAX you’ll get:

→ Why you should earn the right to another person's time and attention

→ Dos and Don'ts from 15+ years of outbound

→ A bold take on the funnel

Earn the right

You always want to earn the right to the other person's time and attention. It is especially important with cold outreach, when we have no trust, credibility, or brand recognition built. Big picture, "earn the right" is simply about leading with value that is relevant to the person.
- Leslie Venetz, Founder of Sales Team Builder

Dos and Don'ts from 15+ years of outbound

  • DON'T pitch slap

The pitch slap is when you pretend like you're showing up for one thing (conversation, curiosity, mutual interests), and then immediately do something else (i.e. pitch). It's a sure way to turn people off.

  • DON'T  be disingenuous with your personalization

Sellers have been told they should personalize their messages, but they're still not doing it right. Disingenuous personalization is about you. It is about trying to manipulate them into accepting your message to then immediately talk about the thing you want.

  • DO live in the comments

If you’re not creating, live in the comments. Not everybody's ready to start creating content consistently. But if you still want to build your community and exposure on LinkedIn, start engaging and leaving meaningful comments.

  • DO use your wider network to get referrals
When we think about referrals, we think about only getting them from customers. I think we can use our wider network because they're still building some familiarity and trust there.
- Leslie Venetz

Too often, we simply just don't ask.

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A bold take on the funnel

My goodness friends, these tough times are exacerbating and surfacing industry-wide problems. Top of mind is the long-standing divide between sales, marketing, and partnerships.

It seems like everyone’s competing over attribution. But zoom out, and they actually all share one objective: revenue.

Imagine what would happen if instead of focusing on individual KPIs and targets, they were united under a single shared objective, revenue generation.

Marketing generates leads and builds awareness; Sales closes deals; and Partnerships generates referrals and helps close deals faster.

After all, shouldn't every team in an organization be moving toward the same North Star?

Instead of being bogged down by the old us versus them mentality, why not give the unified funnel a shot?

Let's figure out how to build a more collaborative, more efficient, and more effective organization where sales, marketing, and partnerships are working hand in hand, complementing each other's strengths, and addressing any weaknesses.

And if you're curious about the power of unified funnels, there are plenty of resources out there to help you explore the concepts.

If you've got any inspiring stories about how you're doing this, I would love to hear them. DM me on LinkedIn!

-Jessie Shipman

And a HUGE thank you to RevGenius for helping to amplify this podcast and continue the conversations. If you haven’t joined yet, join the free community.

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