Finding Balance Between Automated & Personalized Sales — Dan Englander // Sales Schema
- Part 1 Finding Balance Between Automated & Personalized Sales — Dan Englander // Sales Schema
- Part 2Relationship Sales at Scale — Dan Englander // Sales Schema
Show Notes
-
02:36How can we find the perfect balance between automation and great prospect experience?Salespeople need to find the sweet spot between focusing on the numbers and optimizing experiences for individual prospects. Sales teams also need to carefully leverage data. Find out the contacts who are more likely to communicate with you instead of reaching out to all prospects.
-
07:16How do teams solve their problem balancing between automation and personalization?The first thing they can do is talk to their total addressable market. Find the best way for your team to build a relationship with your market sooner rather than later. Teams should then focus on automation and be deliberate about it.
-
10:10Did ABM bring this debate to an end?This conversation still exists because there is an increased demand for our attention. Teams dont need more touchpoints, they need to create human and relational experiences.
-
14:34What are some metrics to look for to see if your sales team is going in the right or wrong direction?If at least 90% of the people you reach out to dont get upset when they see your communication then youre on the right track. If your team is able to get a high open-rate then you are also on the right track.
-
17:56Are there other tips for people to do better in terms of personalization?Sales teams shouldnt immediately jump into cold messaging prospects. First of all, figure out where they have a relationship/connection with a prospect. Also have a few channels not owned by anyone, for example, email.
Quotes
-
“In the sales context, once you've had a conversation with somebody, automating has much greater risks and costs than not automating right before that.” Dan Englander
-
“The fact is, everything can be ROI-positive. Me getting on a podcast is ROI-positive, sending somebody emails can be ROI-positive, cold calling can work, LinkedIn can work, all these things can work.” Dan Englander
-
“Oftentimes the things that are breaking through are very timeless and very human and very relational and less about case studies or funnels or all these sorts of things, at least in this B2B context.” Dan Englander
-
“Gardner Forester said that 77% of B2B buyers felt like the selling experience that they had was either bad or an overly complex experience.” Doug Bell
- Part 1 Finding Balance Between Automated & Personalized Sales — Dan Englander // Sales Schema
- Part 2Relationship Sales at Scale — Dan Englander // Sales Schema
Up Next:
-
Part 1Finding Balance Between Automated & Personalized Sales — Dan Englander // Sales Schema
Founder and Fractional CEO of Sales Schema, Dan Englander discusses the relationship between automation and personalization when it comes to prospecting. While automation makes processes quicker and more efficient, teams should aim to create personalized experiences for their prospects to improve outcomes. Today, Dan talks about how teams can effectively do this.
-
Part 2Relationship Sales at Scale — Dan Englander // Sales Schema
Founder and Fractional CEO of Sales Schema, Dan Englander discusses his new book ‘Relationship Sales at Scale’. This book incorporates the best old-school selling techniques with the best new-school selling techniques to help readers close more deals. Today, Dan discusses the concepts found in his book and how your sales team can benefit from them.
Play Podcast
