Do you enjoy your morning commute? Do you use that time to figure out what you want to accomplish? Goals you want to crush? It can be a peaceful time to think about various projects and who to work with to make things happen.
Today, we’re talking to Steli Efti, co-founder and CEO of Close.io, about the intersection of inbound marketing and outbound sales. We discuss where to start, how to work collaboratively, how to grow and scale practices, and HUCA.
Some of the highlights of the show include:
- Starts with customers - if you’ve had success with inbound marketing and data to identify ideal/non-ideal customers, that’s the foundation of outbound sales
- Outbound Strategy: Ask customers for advice on how to sell to them
- Be vulnerable when doing sales, ask for help, and create an MVP for insights
- Decision-maker milestones to reach through outbound efforts that can be improved, replicated, and scaled
- Not all sales reps are created equal; requires consistency and persistency
- Would I want to buy from this person? Would I want to buy something from this person that I don’t really want to buy?
- Salesperson Characteristics: Knowledgeable, influencing, trustful, confident, authentic, honest, competitive, and adaptive
- Depending on your buyers, send emails or make calls to reach them
- Hang Up and Call Again (HUCA): Philosophy that applies to trying again to get everything you want in life
- Get outbound sales and inside marketing to work together to understand what they’re trying to accomplish and what insights they’re gathering
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