Sometimes old school sales people forget the importance of data. Nothing can help shape and guide the sales process better than having the right types of data. I have a wonderful guest today, who challenges the sales status quo and the ideas of what types of data are important and how to apply that data to the sales process. Then we dig even deeper into the data side of sales.

Jason Vargas works in the trenches as the Managing Director of Sales Development at Datanyze. If you aren’t familiar with Datanyze, you should check them out. Especially, if you are doing business development. They specialize in helping to find data for tracking, analytics, prospecting and more. Jason is on the rocketship of data analysis, and it shows as he shares new insights and more with us.

Episode Highlights:

• Identifying the rights types of companies and accounts to target
• Segmenting by other methods besides demographics
• Leveraging technology data or technographics
• Prioritizing segments by how sophisticated their sales methods are
• Finely tuning who we want to go after and target
• Maximizing everyone’s time by prequalifying accounts
• Focusing on the pre sales conversation instead of finding prospects
• Focus on the first meeting and taking that meeting to close
• Offloading the data finding process including accurate phone numbers
• Customization is important with large companies
• Automation and sales templates can save time with small companies
• Utilizing a database for mass personalization
• Having reps record and transcribe a call to use for an email template
• Hitting send and transforming a prospects day
• Metrics for outbound 20 emails and 20 phone calls
• Focusing on quality over volume
• Patient and persistence persuasion
• Outreach and finding out where people are on the ladder
• Startups should not have sales territories, but account profiles
• Looking outside the box and leveraging technology, process, and people

Resources:

• Datanyze
• Jason on Twitter @jasoncvargas
• [email protected]
• Jason on LinkedIn
• The End of Solution Sales - Harvard Business Review