Relationship 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.
About the speaker

Dan Englander

Sales Schema

 - Sales Schema

Dan is Founder and Fractional CEO at Sales Schema

Show Notes

  • 01:59
    Tell us about your book “Relationship Sales at Scale”. Why this topic?
    This book is about any complex B2B selling situations. Relationship Sales at Scale is about combining old-school and new-school selling techniques.
  • 06:10
    How do you translate old
    Companies can translate old school techniques into digital techniques in how they network. Finding connections between themselves and prospects and using those connections to get in the door.
  • 09:44
    Does this technique work for bigger deal sizes?
    This book is for bigger deal sizes. From an average of about mid-five-figure average deal size.
  • 11:29
    Are your clients aware of the challenge youre addressing in the book, or is this book a sort of wake
    Its a little bit of both.
  • 14:36
    How can teams counter the problem of overworking BDRs?
    Getting the most senior person thats willing to get on a call and conducting outreach for them. CMOs are more likely to communicate with more senior staff members as opposed to BDRs. It reduces barriers to entry.
  • 17:17
    What are some of the other things you would recommend to teams if they want to win prospects attention in their inbox?
    Its important to have a lot of personalization in the emails.
  • 19:24
    When is the book being published?
    Monday, June 13th it will be available. salesschema.com/rsas

Quotes

  • “Sort of what this book is is just putting the things that the best old-school sales people have done for a long time and just kind of adding some rocket power and dolls and whistles to it. And it's really combining, you know, the old school with the new and what that means is using this relational approach, using mutual connections between people and doing it in a way so you're sending out dozens of pieces of outreach each day so that you're getting, handfuls of meetings each week and closing hopefully lots of business.” Dan Englander

  • “When you say the word sales, people are like, “oh yeah, that's somebody that closes deals at a, you know, at a car lot,”. But it's not, it's like five different skills. It's creativity, its systems, and all these different things. It's, you know, hustle, it's people skills and all this stuff we know. So, I think it's tough to find that in one person.” Dan Englander

  • “People don't wanna feel like they're on a list. You know, they wanna feel like you put in at least some bare minimum amount of time.” Dan Englander

  • “Some of the best, most talented project managers I've come across in my career have been salespeople, especially for enterprise sales.” Doug Bell

About the speaker

Dan Englander

Sales Schema

 - Sales Schema

Dan is Founder and Fractional CEO at Sales Schema

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