Welcome to another exciting episode of Two Tall Guys Talking Sales with hosts Kevin Lawson and Sean O’Shaughnessey. This episode delves into the vital world of outbound sales in a post-COVID landscape. We discuss strategies for creating an effective outbound pipeline, reflecting on our experiences with trade shows, and how to nail your unique value proposition. Discover how to master omnichannel outreach and understand why persistence is key in today’s competitive market.
Key Topics Discussed:
- The Trade Show Experience: Kevin and Sean open up about the highs and lows of trade shows and how the pandemic has shifted the industry’s focus from this traditional method of sales and marketing.
- Creating an Effective Outbound Pipeline: Our hosts emphasize the importance of having a clear, unique value proposition and understanding how it can resonate with your potential customers.
- Omni Channel Outreach: Kevin and Sean highlight the significance of reaching out to prospects across various channels – emails, phone calls, social media, and even traditional mail. They discuss the need for persistence in reaching out and making numerous touches to get a prospect’s attention.
- Prospecting and Value Proposition: Sean shares insights on how a value proposition can differ based on the industry and target audience. They talk about understanding and tailoring your value proposition to your audience for better customer engagement.
- Leveraging Tools for Sales Outreach: The hosts discuss a range of tools that can assist in streamlining and tracking your outreach efforts, from LinkedIn prospecting tools to CRMs and even task management tools.
Key Quotes:
- Kevin: “Trade shows in a pre COVID environment were the lifeblood of many sales organizations… But here we are in a post-COVID world, and what we saw in the midst of COVID was pipeline evacuation.”
- Sean: “The first thing I tell everybody is, “What are you going to say, and what makes it unique and valuable to your prospects?”
- Sean: “Your unique value proposition may be targeted to a specific customer and you might have a different one targeted to a different customer… but then you need to make unique messaging for every one of those and unique tries for each one of those.”
Additional Resources:
- CRM Tools
- LinkedIn prospecting tools
- Task management tools (Asana, Trello, Monday.com)
Summary:
In this episode of Two Tall Guys Talking Sales, Kevin Lawson and Sean O’Shaughnessey offer a practical, insightful guide to successfully navigating outbound sales in our new normal. They share their expertise in creating a compelling, unique value proposition, omnichannel outreach’s importance, and persistence’s role in sales. You’ll gain a wealth of advice, from understanding your value in a specific industry to leveraging various outreach tools to streamline and enhance your prospecting process. Listen to this episode for a deep dive into the tactics and strategies that can reshape your approach to outbound sales.
