Sales Hustle is now Sales Transformation
Oct. 5, 2021

#165 S2 Episode 34 - Quality or Quantity for Sellers

On this solo episode of the Sales Transformation Podcast with Collin, he's going to talk about what you should care about if you're more focused more on quality over quantity.

By practicing and applying these tips that Collin shares with you can mimick the top 1% of successful salespeople out there. If that doesn't get you pumped then listen to this brief solo podcast.


HIGHLIGHTS

01:21 A common thing among 150 podcasts and the top 1%

01:55 How to start improving quality sales relationships

02:30 An interesting thing about podcasts vs all other publications

QUOTES

00:38 "I want to give you some tips because I think having some balance of some quantity activities, some high-velocity cold calling, or email campaigns, there's a place for that. But I think it's very easy to get caught up in only going all-in in those activities and not dedicating enough time to those quality activities."

01:55 "The easiest way to get started with this is to dedicate time in your calendar to these high-quality targets, these customized approaches, these deep research into how you're going to reach out to them, how you're going to tie in some relevance."

03:42 "You should have a high-value target list that you're going after and those are the prospects you're going to spend more time creating custom videos, creating custom messages. Finding ways to catch their attention, doing some research on social media, YouTube, on podcast, these are all areas you can find the information and focus on building some more high-quality relationships with high-value targets."

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] All right. Welcome to another episode of sales transformation. Today's a solo episode where I'm going to talk about some of the things that you can do to focus more on quality over quantity. Now I'm not saying, and I'm not here. I'm not saying that you shouldn't do. Quantity activities. I think there's a place for that.

[00:00:48] Um, lower value targets, things like that. And it highly depends on what you sell and what role you're in. If you're SMB or if you're enterprise, there's a lot of [00:00:59] variables. So I'm not here to settle that debate, but I want to give you some. 'cause I think having some balance of some quantity activity, some high velocity, cold Colleen, um, or email, you know, campaigns, things like that.

[00:01:14] There's a place for that. Uh, but I think it's very easy to get caught up in only going all in on those high velocity activities and not dedicating enough time to those quality. Activities those higher value targets. Those more customized approaches. And I personally have interviewed over 150. Absolutely awesome sales professionals now on the show, and there's this one common thing that I've heard among some of the elite sellers, the extremely successful top 1% sellers, uh, like Ian Kodiak or [00:01:58] Brandon flew Hardy over at LivePerson.

[00:02:00] And these are enterprise sellers and they spend a lot of time. With their prospects. So the quality of the messaging and the proposal and all of those things are very important. All right. And the easiest way to get started with this. Dedicate time in your calendar to these high quality targets, these customized approaches, these, you know, deeper research, uh, into how you're going to reach out to them, how you're going to tie in some relevance, you know, watch some interviews they've been on listened to some podcasts that they've gone on.

[00:02:45] You can go over to things like. Listen notes. And you can take some notes on podcasts interviews that they've been on. The interesting thing about podcasts rather than your regular like news [00:02:57] publications is people tend to get a little bit more personal, um, on a news interview or something like that. If you're, you know, working with fortune 50 companies and their CEOs or CMOS or their C-level, they typically get interviewed by the news and things like that.

[00:03:10] And. Certain surface-level things that you'll learn on that. Like what are their initiatives, what are areas of growth? Uh, what are some things, you know, that are top of mind for them, but on a podcast you might learn some more personal things about them that you could use in craft into your outreach or your messaging or tying in, uh, you know, what you do and your solution.

[00:03:32] To catch their attention. So the key takeaway here is block time in your calendar for these activities. My good friend over at LivePerson, Brandon flew Hardy was who was recently on the show. He actually schedules what he likes to call deep work. Right? So whether that's like really. Going deep on crafting a proposal, you know, or, you know, [00:03:56] crafting, um, you know, how to engage with a certain prospect or whatever the case is there.

[00:04:02] Um, but schedule time to do these types of activities and you should have a high-value target list that you're going after. Uh, and those are the prospects that you're going to spend more time creating custom videos, creating custom messages, uh, finding ways to catch their attention, uh, doing some research on social media, on YouTube, uh, on podcasts.

[00:04:24] These are all areas that you can find this information and focus on building some more high quality relationships with higher value targets in your account base. Definitely recommend this. I don't want to settle the debate of one versus the other. I think it highly depends on what you do. And also there's a lot of roles where you can do both and not going all in on one is going to [00:04:55] serve you extremely well.

[00:04:56] So if you enjoy today's episode, please write us a review, share the show with your friends and as always we're listening for your feedback. Hey, you stuck around that tells me you're serious about your own sales transformation. If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast. community, and crush your numbers on your leaderboard.

[00:05:19] Yeah. It's free sales cast dot communities. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.