Relationship Sales at Scale — Dan Englander // Sales Schema
- Part 1Finding Balance Between Automated & Personalized Sales — Dan Englander // Sales Schema
- Part 2 Relationship Sales at Scale — Dan Englander // Sales Schema
Show Notes
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01:59Tell 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.
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06:10How do you translate oldCompanies 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.
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09:44Does 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.
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11:29Are your clients aware of the challenge youre addressing in the book, or is this book a sort of wakeIts a little bit of both.
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14:36How 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.
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17:17What 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.
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19:24When is the book being published?Monday, June 13th it will be available. salesschema.com/rsas
Quotes
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“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
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“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
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“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
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“Some of the best, most talented project managers I've come across in my career have been salespeople, especially for enterprise sales.” Doug Bell
- Part 1Finding Balance Between Automated & Personalized Sales — Dan Englander // Sales Schema
- Part 2 Relationship Sales at Scale — Dan Englander // Sales Schema
Up Next:
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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.
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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.
