It's undeniable that B2B prospecting has changed, and what used to work probably isn't working for you anymore.

That's why I invited my guest, Yoni Tserruya, the CEO and co-founder of Lusha, to share insights on what's changing in the B2B prospecting world and what you can do to adapt to these changes to keep closing deals.

Meet Yoni Tserruya

• After noticing how easy it was to connect with anyone in the world thanks to social media, Yoni also observed that customers were becoming more accustomed to generic outreach. 
• He created the company Lusha to help sellers craft messages that prevent their customers from ignoring their outreach attempts.

Personalization Matters in Sales

• A friend of mine shared how some of their reps are getting 50 booked appointments per month. However, they’re sending a crazy number of emails to get those appointments. Even though they’re closing deals, it’s happening at such a slow pace that it seems pointless.
• Yoni shares how more personalization in emails is important and how it helps sellers book more meaningful appointments. He also explains how the future of sales relies on relevance to help keep their pipeline filled.

How to Become More Personal

• Thanks to AI technology, we are now able to cut down the time spent on finding data. But what you might not realize is how it can be used to make your outreach more personal.
• Yoni explains how AI tools are wonderful for all non-selling activities, while sellers should focus on building relationships and connecting with prospects. Separating the tasks between sellers and AI tools will allow outreach to stay personal.
• Yoni provides details on how his product, Lusha, helps sellers make their outreach more personal for customers. He explains how it prevents you from having to waste time switching between different products and how it makes the prospecting process easier.

“We want to make salespeople human again. We want to bring back what they love to do, what they’re good at, and what they signed up to do.” - Yoni Tserruya. 

Resources

For more help personalizing your outreach, check out the AI sales tool Lusha. 

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.