Ampliz Podcast

Darryl is the Chief Revenue Officer at the Vanillasoft. He is the Top 19 B2B marketers to follow globally and also the top 10 most sought after SaaS Branding expert for the year 2020. Darryl is the foremost leader in SaaS branding and growth. He unravels the mystery of “what buyers want?” which is a question that haunts any salesperson. “Why are you not delivering it?” the problem that irks most of the customers as many buyers fail to understand customers. He shares his immense experience as CMO in understanding the customer and how did he sell them the product. How customer reacts at a different stage of the funnel, How to minimize friction every level and glide are the prospects to paying customers are some of the key takeaways to look out for in his video.

Bryan Elsesser is the senior director of sales development at Aircall. He is known for his immense knowledge of sales and infectious positive energy during interactions. He shares here how he built the outbound engine of Aircall. What took to build a successful, sustainable, and repeatable outbound engine? He talks about how to create ICP (Ideal Customer Persona), Lead Activation, have a Fluid Lead Operations, Planning your actions, return on engagements (ROEs), and establish asses, and improve the outbound engine.

Art Sobczak is the household name of every high performing salesperson. He is a sales leader, a keynote speaker, mentor, and an award-winning author to multiple books on sales to his repute.

Art is sharing with us a sales script template that can be created by just filling in the blanks so that the prospecting becomes easy and you close deals faster. These templates can be applied while taking a call, leaving a voice mail, or dropping an email. It works everywhere and every time. Here is how Art explains.

Most salespeople say, “Cold calling is dead,” but most salespeople will agree to the fact that “the cold is dead but not the calling.” You deliver the same pitch to everyone; you get ignored and rejected every time because the other party is busy.

However, people are still talking to salespersons that have customized and personalized messages. So planning before the call becomes immensely talented. So salespeople leverage Google, social media, and various other resources to know about the customer.

Here is an example of an unplanned call:

“Hi Pat, I am Dale Stevens with DS Associates. I provide internal communications training and keynote programs, and I like to introduce our training program to you; see if you would like to attend a webinar to learn more about our courses.”

There is no research involved in the above call. There is no personalization involved that can appeal to the caller. He is not at all involved with the prospect.

Below is how a smart call looks like:

“Hi, Pat. I am Dale Stevens with DS associates. I understand that one of your initiatives for the year is strengthening the communication and collaboration between your account management and production departments so you can increase your customer retention and order frequency. With other components manufacturers, we were able to help them do exactly that and raise their retention by 55% in just six months, and they are reordered rate by 34%. I’d like to ask you a few questions to see if it would be worthwhile to speak further.”

A smart call has evidence that the salesperson has done his homework before making the call. The salesperson understands the customer or at least can understand the customer.

Social engineering to gather sales intelligence

What does it mean to use social engineering to gather sales intelligence? In social engineering, you ask around the company to better understand inside out of the situation of the company. Gather as much information as possible and craft a personal message that appeals to the customer without sounding creepy. Here is the pitch to get information through social engineering:

“Hi, I am Art Sobczak with Business by Phone. I am going to be speaking with Dale Scott, and I want to be sure that what I have is going to be valuable to him. I would like to ask you a few questions about it.”

It should not be about selling.

Talk about results, not about the product.

Set call objectives before calling

Set what action would you want from the buyer. Set your intentions. Keep a set of secondary objectives also so that if the primary goal is not achievable at that time, you can always use the secondary purpose to gather more information and keep the deal alive. It means you are never rejected. The agreement is still breathing.

How to nail a voice mail?

During voice leave a question in their mind, create a curiosity to receive your call again. Here is how you do it:

Keep it natural and more conversational. Tweak it to your own needs. Run it through your colleagues to improve it and practice regularly.

Bob is the founder of Inflexion-point Strategy Partners. He is a keynote speaker, mentor, and one of the most critical influencers in sales.

Bob sheds light on how B2B sales have evolved over the years. He also shares from his decades of experience of mentoring and working in sales how a salesperson can upgrade them to cater to the evolved b2b sales customer.

As buying becomes more and more complex, three things need to answer by the salesperson before the customer attempts to buy from you. They are

Why Change

Why should your customer change the way they are doing things? Why change the status quo? Whenever the contrast between the current state and the desired sate is low, the change of status quo is less likely to happen. When the results are of immense value, and the customer recognizes them, the change happens. If the customer finds the current direction is far more risky and dangerous than they may have realized, and their future potential is far beyond their current state, then the changes take place.

Help them see not only the obstacles in their path but also the way to remove them. Show your customers that you will be the key to remove the barriers as you helped them discover it. Remember, do not manufacture problems.

Four factors that define change are:

Why choose you?

The next big question in line after the customers identify with the problem and understand that they need to change is, why to choose you. Before choosing, they have to get the answer to the following questions:

Why should they act now?

Build a case of urgency, what is projected return on investment, and why do they need to start now? Be strategically relevant and tactically possible. Have the evidence of your achievements so that it gives them the confidence to invest in you now.

Create a believable value story. There are four parts of the value story:

There are three elements why someone would choose you

Two reasons why should they act now:

Andy Paul Is the host of a much celebrated and very informative podcast called the Sales Enablement Podcast. He is the Head of Revenue Performance Evangelism at ringDNA. He is one of the key influencers in the field of sales and sales enablement.

Andy shares form his decades of experience in high-performance sales, what kind of mindset helps in significant sales. In other words, you can say he will be letting us into the minds of high performing salespeople, and find out what they have in common.

The mindsets of a salesperson that are often spoken about are confidence, persistence, and resilience. The issue is, these traits focus on the seller and do not look from the angle of a buyer. It is a problematic approach as it ignores what a buyer is trying to accomplish or what is a buyer’s job. Their job is to make the right investment decision that works for them. Therefore, a buyer is set out to achieve the following things:

All the above has to be done with the involvement of a salesperson.

Developing Business Acumen

A buyer is set out to solve strategically urgent problems with the possibility of the fastest and highest ROI. The buyer’s focus has changed from speed to value .i.e. how fast can you deliver on your promises? How soon a salesperson can help them identify problems quickly and solve the issue.

Therefore, the role of a salesperson is no more selling but helping the buyer in understanding and solving the critical issues that are haunting their organization. The role has changed from a seller to a problem solver, a seller focused approach to a buyer-focused approach. The seller needs to develop their business acumen through which they can help buyers in arriving at a purchase decision.

With excellent business acumen, a seller can:

Be more curious

The salesperson needs to have the curiosity of a child. They should be interested to know why a buyer is facing a hassle and what the solution is. To get this information out, a seller has to do the following things to satiate their curiosity:

Listen more and be Open-minded

Have a mindset of a student (learn it all) vs. an arrogant prick (know it all). Feed your curiosity. Try to learn as much as possible about the customer and their problem. No single problem is ever the same. Listen to understand the buyer. Find out:

If you develop a curiosity based mindset .i.e. curious about customers, curious about their problem and interested to understand and solve their problems can take you, a salesperson a long way.

[Ampliz] Web Summit edition The Startup show presents your unique experience of startups from the #Websummit, Lisbon 2019. 

About Chandago: 

Chandago is a  company that offers solutions focused on transparency and fairness of raw data exchanges between Internet / mobile users and the numerous digital world players. Our main objective is to restore a relationship of trust where the user feels considered again.

Featuring: Antoine Dumas Martin, Chief Sales, and Marketing Officer 

 of Chandago sharing experience and learnings from Web Summit.

Website URL: https://chandago.com/

Reach out to Antoine Dumas Martin on LinkedIn

https://www.linkedin.com/in/antoinedumasmartin/

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I am your host: Varun Nair 

Reach out to me on LinkedIn https://www.linkedin.com/in/iamvarunnair

Ampliz website: https://www.ampliz.com/

About The Startup Show: 

Watch and hear Startup Founders share their experience and learning. 

Ampliz presents The Startup Show is India’s #1st Vodcast series.

About Parking Koi:

30% of the traffic problems are created due to roadside parking & their mission is to solve this problem as well as traffic congestion in the process.

Their model is simple. They help you park safely (Monthly & Hourly) in their nearest parking hubs & contracted residence parking places where they maintain security, parking automation & 24/7 cc tv surveillance.

Website: https://parkingkoi.com/

Parking Koi is really an experienced startup that is proving to be one of the best startups from Bangladesh. They also completed SeedStar Growth Program, Startup Istanbul top 100.

Key Timestamps:

How did they solve the problem: 02:42

Product Market Strategy for Parking Koi: 08:41

Go-to Market Strategy for Parking Koi: 13:33

What is the revenue they generated: 19:37

Advice for the young entrepreneur: 25:32

Biggest challenge: 26:46

Starring: Rafat Rahman

Linkedin:  https://www.linkedin.com/in/rafat-rahman-927785176/

Hosted by: Varun Nair ( https://www.linkedin.com/in/iamvarunnair )

Ampliz website: https://www.ampliz.com/

#One of the few Growth Stage Startups from the Websummit 2019, Lisbon.

[Ampliz] Web Summit edition The Startup show presents you unique experience of startups from the #Websummit, Lisbon 2019. 

About Advocado: 

CONNECT MULTI-SCREEN CUSTOMER JOURNEYS WHEN IT MATTERS MOST; ACROSS BROADCAST, OTT, CTV , FACEBOOK, INSTAGRAM, AMAZON, & GOOGLE.

Featuring: Brian Handrigan , Co-Founder and CEO of Advocado sharing experience and learnings from Web Summit.

Website url: https://www.myadvocado.com/

Reach out to Brian Handrigan on LinkedIn

https://www.linkedin.com/in/bhandrigan/

Subscribe!!!

I am your host: Varun Nair 

Reach out to me on LinkedIn: https://www.linkedin.com/in/iamvarunnair

Ampliz website: https://www.ampliz.com/

[Ampliz] Web Summit edition The Startup show presents you unique experience of startups from the #Websummit, Lisbon 2019. 

About Byme.app: 

An app where you can save any product, you want to buy and you can buy it whenever we do have the time or money

Ampliz #websummit2019 edition The Startup Show - Hear Startup founders share their experience and learnings of their startup with a 10k growing community.

Featuring: Fernando Luca , Founder and CEO of Byme.app sharing experience and learnings from Web Summit.

Reach out to Fernando Luca on LinkedIn

https://www.linkedin.com/in/flucadetena/

Subscribe!!!

I am your host: Varun Nair 

Reach out to me on LinkedIn: https://www.linkedin.com/in/iamvarunnair

Ampliz website: https://www.ampliz.com/

Influencer marketing platform for 2020, Mohit Kumar - Founder of Connecsi on

About The Startup Show: 

Watch and hear Startup Founders share their experience and learning. 

Ampliz presents The Startup Show is India’s #1st Vodcast series.

About Connecsi:

Connecsi is a 360° influencer marketing ecosystem that helps brands and influencers to connect and collaborate effortlessly. Currently, this $8 billion industry is dependent on expensive and outdated solutions. At Connecsi, we want to optimize this experience using AI & ML based automation. 

Website: https://www.connecsi.com/

Key Timestamps: 

What is Connecsi: 04:11

Go to market strategy for connecsi: 09:23

How it helps influencers and clients: 11:14

Biggest challenge: 15:21

Advice for the young entrepreneur: 25:12

Starring: Mohit Kumar

Linkedin:  https://www.linkedin.com/in/mohit-kumar-73405/

Hosted by: Varun Nair ( https://www.linkedin.com/in/iamvarunnair )

Ampliz website: https://www.ampliz.com/