How to stand out in a noisy world, Roy Raanani

Don't let another conversation disappear into thin air

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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

Related Articles:

• Order Wes's new book, "The Sales Whisperer® Way"
• Get private coaching from Wes to grow your sales
• SOAR your sales with the first guest on The Sales Podcast

Links Mentioned In The Sales Podcast

• Visit Chorus to learn how to apply the Conversation Cloud™ to grow your sales
• No-cost proof of concept
• Follow Chorus AI on LinkedIn