BANT

Welcome to another insightful episode of “Two Tall Guys Talking Sales,” where hosts Kevin Lawson and Sean O’Shaughnessey dive deep into the crucial topic of building a new pipeline for business growth. In this episode, Kevin shares his expertise on net new pipeline growth, offering valuable strategies for sales leaders and teams to enhance their sales processes and achieve success.

Key Topics Discussed

1. Net New Pipeline Growth: Kevin emphasizes the importance of building a net new pipeline, focusing on strategic and tactical levels to drive sales success.
2. Activities That Matter: The discussion highlights the significance of consistent, purposeful activities that contribute to sales success, moving beyond quotas to meaningful engagement.
3. Sales and Marketing Synergy: Kevin stresses the need for sales and marketing to work harmoniously, focusing on acquiring and retaining customers through collaborative efforts.
4. Role of Sales Leaders: The episode delves into the responsibilities of sales leaders in ensuring their teams focus on the right activities and engage with the right prospects.
5. Importance of Sales Process and CRM: Kevin discusses how a well-structured sales process and effective CRM usage are crucial for managing and converting leads effectively.
6. Personal and Professional Brand Building: The conversation touches upon the importance of salespeople growing their network and brand to attract the ideal client profiles.

Key Quotes

• Kevin: “Activities do matter… It’s about doing the things consistently over time that we know return success.”
• Kevin: “Sales and marketing should be complimentary, not adversarial… Our whole goal is to acquire and retain customers.”
• Kevin: “As salespeople, we have a responsibility to be intentional… about creating enough relevant content via activity to get in front of the right people.”

Additional Resources

• Sales methodologies like MEDDPICCC, SOAR, and BANT.

Summary

In this episode of “Two Tall Guys Talking Sales,” Kevin Lawson discusses the critical aspect of building a new pipeline for business growth. He provides a comprehensive overview of the strategies and activities necessary for sales success, emphasizing the synergy between sales and marketing, the role of sales leaders, and the importance of a well-structured sales process. This episode is a treasure trove of insights for sales professionals looking to enhance their approach to sales and achieve their goals in the coming year. Don’t miss this opportunity to learn from the experts and elevate your sales game.