Next Best Customer

Summary

In this conversation, Blake Johnston emphasizes the significance of pre-call education and framing in the sales process. He discusses strategies for engaging prospects before meetings, including the use of text messages over emails, personalized follow-ups, and the collaboration between sales and marketing teams. The conversation highlights the impact of effective communication on reducing no-shows and improving overall sales metrics.

You can find the entire cold lead conversion course at www.coldleadconversion.com.

Takeaways

• Mastering pre-call education is crucial for sales success.
• Effective pre-call education can significantly reduce no-shows.
• Text messages are more effective than emails for communication.
• Personalized follow-ups enhance prospect engagement.
• Salespeople should customize their outreach to prospects.
• Automation can streamline the pre-call education process.
• A clear pre-call education template is essential for consistency.
• Educated prospects lead to better sales metrics and outcomes.
• Feedback on pre-call materials is vital for improvement.
• Collaboration between sales and marketing teams is essential.

Sound bites

"Pre-call education decreases no-shows."

"Personalized follow-ups are key."

"Automation can streamline the process."

Chapters

00:00 Mastering Pre-Call Education

02:52 The Importance of Communication Mediums

05:47 Sales and Marketing Collaboration

In this episode, we discuss how to begin and end a first B2B sales call to maximize conversion. This information is based on working with hundreds of clients on cold lead conversion and B2B prospecting.

In our free Cold Lead Conversion course (www.coldleadconversion.com), we walk through all the key steps it takes to convert prospects into revenue.

In this episode, we talk through some groundbreaking work were doing with clients helping them map their total addressable market. This is a completely different way to think about the current state of who you're targeting and how you move them from not knowing your company at all into the sales pipeline and eventually to a closed deal.

In this episode of Next Best Customer, I talk with Jason Wilmot of Hacktics. Jason is an absolute expert in all types of paid advertising. We talk through the basics that everyone should be doing as well as in-depth Facebook and Google paid strategies.

For more info on Jason check out hacktics.com

Jason's LinkedIn Profile: https://www.linkedin.com/in/mrjasonwilmot/

In this episode of Next Best Customer, I have the opportunity to speak with Nigel Green about 2021 sales strategy planning. Nigel is the author of  Revenue Harvest and someone you need to be following in the sales world. 

Nigel's company works with leadership teams on designing, building, and implementing winning sales strategies. 

Revenue Harvest: https://therevenueharvest.com/

Nigel's LinkedIn: https://www.linkedin.com/in/revenueharvest/

Nigel's Sales Plans: www.nigelgreen.co/salesplan

In this episode, I have the opportunity to connect with Michael Gegg of South Thames Marketing about critical B2B Marketing trends. Michael's team put together an extensive research report studying how to stand out in professional services marketing. During our conversation we dive into topics about content strategy, messaging, and what marketers actually want to read!

Download the full report here: https://souththamesmarketing.com/standing-out-in-a-crowded-market/

Connect With Michael on LinkedIn: https://www.linkedin.com/in/michaelgegg/?originalSubdomain=uk

I hope you enjoy the show!

In this episode of Next Best Customer, we talk with Ann Sieg of E-Commerce Business School. Ann is an absolute market expert for both B2B and B2C. During our conversation we talk about how e-commerce marketing relates to more core B2B marketing, specifically diving into really owning the funnel. 

Check out Ann's LinkedIn profile here: https://www.linkedin.com/in/annsieg/

I hope you enjoy the show!

In this episode, Jason Bay of Blissful Prospecting drops by and discusses holistic marketing strategies, how to create great messaging, and everything else outbound marketing. If you aren't following Jason and Blissful Prospecting you should be, they are putting out some of the best B2B sales and marketing content in the space. 

Jason's LinkedIn Profile: https://www.linkedin.com/in/jasondbay/

In this episode of Next Best Customer, Seth Thompson from Imperium Data Networks joins us to talk LinkedIn strategy and personal branding. Seth is an awesome follow on LinkedIn, he puts out really engaging content. For more info on Seth, check out his LinkedIn profile below.

Seth's LinkedIn Profile: https://www.linkedin.com/in/seththompson/

For More Information on Next Best Customer Visit: www.outboundview.com

In this episode, we dive into some advanced tactics using offline strategies to drive outbound marketing. Postal.io is this awesome new platform that helps with things like sending handwritten notes, personalized packages, and unique gifts to both prospects and customers. 

Check out Erik here on LinkedIn: https://www.linkedin.com/in/erikkostelnik/