How to stand out in a noisy world, Roy Raanani

February 25, 2019

Don’t let another conversation disappear into thin air

Click here to download the episode. 

Sales Tips you’ll learn today on The Sales Podcast…

  • He was an inside sales rep and had no visibility into what was happening on the front line 

  • Record all conversations and map to Salesforce and HubSpot

  • No need to take notes

  • Determine what your top performers say and do to close the sale

  • This helps you listen better and pitch less or wait until you have done a thorough discovery before pitching

  • Get more people involved in the buying cycle and conversation

    • The biggest predictor of making a complex sale is how many people you can get into a meeting simultaneously

    • One is the loneliest number

    • Have video turned on for both parties

  • Make sure there are clear next steps when the meeting concludes (Get The Sales Agenda to solve this!)

  • No company is too small or big

  • Management and the culture sets the pace on acceptance of this

  • NPS is through the roof with Chorus AI

  • This helps reps learn from one another

  • Notify the prospect in the calendar invitation and the sales rep can tell the prospect that they’ll send them a recording of the meeting when it’s done

  • Review “game film” together once a week

  • Battlecards in real time

  • No setup required

    • Click of a button

    • No IT help needed

  • This gives you “what’s working” and “what’s happening in the conversation” vs just a recording and searchable transcription

  • Chorus AI will tag topics automatically so you can scroll ahead to get to the relevant information

  • His first business

  • Raised over $50 million in venture capital

  • People are key

  • Know who your customers are

  • Came from management consulting

  • Found a trend that the top performers weren’t being tapped for critical insight to push up to management

  • Was working 100-hour weeks

  • Quit when his son was born and took a “year on” instead of a “year off”

  • Brought in two friends from college. One was a great engineer who was running his own company and another who was an expert in speech recognition.

  • Become fanatical. Dive in.

  • Early customers took a risk on him.

  • First, do no harm.

  • Own your mistakes.

  • Landed some paid pilots and did some free beta trials with the offer of grandfathered pricing

  • Took about six months of initial development then another six months of what their target market looked like.

  • Built his own dialer in the beginning but realized after about six months that they were taking on too much.

Do only what you can do. De-risk what you are building.”

  • How to stand out in a noisy world

    • Referrals and testimonials

    • Love on your customers to build word-of-mouth

    • Share insight

  • Does make outbound calls

  • Sendosa

  • “Peak: Secrets from the New Science of Expertise“

  • Avoid weak words and phrases like “normally,” “standard,” “generally”

  • Sales should be an apprenticeship model

  • “High level problem solving with dire physical consequences.” Joe Rogan

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Links Mentioned In The Sales Podcast