Meridith Elliot Powell:

Hey, this is Meridith Elliot Powell, and yes, it is Saturday morning, a little later, which is my fault. We’ll talk about that in a moment, but welcome to sales logic, the show where we dive into the strategies, discuss the steps, everything that you need to know to sell more effectively and more efficiently. I’m here with my co-host one tired guy, cuz he has worked his off for the last few a few days. Welcome bar

Mark Hunter:

Counter. Well, Hey, thank you. And tired because we are both back from outbound. Of course I was there for six days. You, you were there for, I don’t know. I know, but yeah, four days, uh, it is a mind blowing event. So, uh, and I guess that’s what we’re gonna be talking about. So why don’t we go and roll the video and get into the how’s that sound let’s pop in

Speaker 3:

Prospect with integrity. We will get customers who have integrity. Integrity is the foundation from which everything is built on.

Speaker 4:

You better

Meridith Elliot Powell:

Understand

Speaker 4:

Value, but at the end

Meridith Elliot Powell:

Of the day, see is a relationship business. It is a people business. It is emotional

Speaker 4:

Business. This is sales logic.

Meridith Elliot Powell:

Yes, it is sales logic podcast. All right, every week mark and I come to you on Saturday mornings and we talk about really some powerful things you need to know about, um, sales mark. I, I wanna dive into today’s topic. So I’m just gonna do a really quick rundown of how the show works and then you can kind of dive us through what’s on the, uh, what’s on the table today, but every week we have, uh, we have a topic. Our favorite part of the show is when we take a question from you, our, uh, audience. So if you have a question, go to sales, logic, podcast.com, sales, lodging, podcast.com, or just throw it out there on social media, hashtag sales log. We talk about a book that you should be reading or one that we’re highly engaged in. And then we leave with a lightning round, our top strategies for you to put into place that very next day.

Mark Hunter:

Yeah. And that’s gonna be a fast show this morning, cuz Hey, the topic we’re gonna be talking about, highlights from outbound. That’s the sale focus conference on prospecting productivity and pipeline. So that’s the, uh, that’s the topic. We’ve got a book that’s gonna go along with it. It’s even gonna be a surprise to Meredith because I haven’t even told her how’s that sound, but Hey, let’s, let’s get to, let’s get to the question. The question comes from, and I hope I get his name, correct ish rich from Bangalore India. He says I’m part of an inside sales team for a us based analytics consulting firm. Currently I am struggling to find new prospects and engage my current clients in a conversation due to the highly technical nature of problems and end up depending on the solution team for closure. In other words, he’s confused about how does he handle the entire sales process when he’s only handling a piece of it? So mayor jump in.

Meridith Elliot Powell:

Yeah, I, you know, I loved this. Um, I loved this quite one because first of all, I really appreciate when, uh, when a guest write right in, we just got this one, uh, last week, the second is I can really relate to it. Um, I started in, uh, banking having come out of healthcare and because I had a sales background, my boss said, just get on the street and sell, just get on the street and sell. And the problem was I could sell, I could open the conversation, but the moment somebody really started to ask me some pretty deep questions. I had to go get one of my colleagues to come in and help me. And it was all right, maybe for the first part of it. But then I started to feel inadequate and quite frankly, I just didn’t, I didn’t like it. So I think one of the first things you need to do is what I did.

Meridith Elliot Powell:

I just went to that time to the head of our training department. And I said, what is it gonna take for you to put something special in place for me now, she was really challenged with that because all of their training was based on sales training because that was the skill people did, didn’t know how to do. Um, they didn’t really have anything to intimately understand the stuff that I wanted to understand, but she was gracious and she helped me and she put things, um, together for me, I also went out and asked other people to be really good at this. What do I need to know? And what do I need to understand? So I think you need to take your education into your own hands.

Mark Hunter:

Now, if you don’t have that ability to be able to get somebody within the company to be training you, what, what I’ll, what I’ll share with you is you wanna ask questions and say, you know, let me help, help me understand a little bit more because I’m gonna get somebody involved from our company who really can help you and help understand what the issue is. And so what you’re doing is you’re trying to feel like you’re doing the customer service by asking them in depth questions, because the feeling is you’re gonna get that one special person in the company. So as you’re going through this ramp up of getting educated, like what, like what, uh, mayor was talking about it, it allows you to not quite feel so stupid because again, it can feel a little bit. I now some organizations, there is a clear handoff and sales leaders watching this, listening to this right now, you gotta make sure that you set very clear expectations throughout the organization as to where does the handoff happen and where does the qualification occur? And here’s the key piece. The customer had better feel comfortable with it because if the customer just feels like, oh, I press three for customer service, press four for complain. If they feel it’s nothing more than a, a, you know, find the right person on your own, they’re gonna disconnect. But if they feel they’re, they are actually being routed through a process that’s customized for them. They’ll they will feel special.

Meridith Elliot Powell:

I, I think that is, I think that’s great advice. I’d also say that, um, just aside that for the, for a year or six months to a year, this is gonna be your education going out on those calls. We really paying attention to how the person that you’ve brought with you is handling that ask to be a part of the process, take notes, learn because that’s gonna be some of the best training, um, that you are gonna get is watching other people and how they handle those calls. So just decide that this is gonna be your, your education and for a while, you’re gonna need to hand it off, but you’re gonna take the time you’re gonna learn and you’re gonna pay attention and you’ll get stronger in each of those pieces every time. So be a student, even on the sales call.

Mark Hunter:

And as you learn, focus your effort on one particular piece at a time, don’t try to learn everything in the organizational. One time you’re has become overwhelmed, but if you learn one piece at a time and become comfortable with it, and then you build the next building block, build the next building block. I think you you’ll get up to speed a lot faster than you realize. And suddenly you’ll become that key influential person that customers want to speak to. So it’s good. Hey, let’s jump into the topic. Outbound highlights. <laugh>

Meridith Elliot Powell:

Where

Mark Hunter:

Do we start? Where do we start?

Meridith Elliot Powell:

Where do we start? Well, first of all, if, if we have one listener out there, that’s all we could possibly have, who is not familiar with, um, with outbound. Um, I put it at the bottom here, outbound conference, uh, dot com. Just go ahead and, uh, and check it out. Highlights from outbound. Well, first of all, mark, I would say, I have to say the biggest, uh, highlight was just being in person again. I mean the energy, the stage, the, uh, you know, the, just the people, um, engaging and talking was just really, really exciting. Wouldn’t you agree?

Mark Hunter:

Yeah, totally agree. And what’s interesting is the people who are there. We were talking about this last night, Jeb, Anthony, Victor, and myself. We were talking about how the, the sales people who are there are so committed to the industry and, and, and I’ve made the comment, you know, we’ve gone from creating a sales community to creating a sales move yeah. Of really elevating sales as to what it can be and should be. And because it was amazing, the level of conversations I was having. And throughout the week, I had several coaching calls I had to break away through and people were asking me and several people who I was coaching was actually, they were listening to the virtual and they were sharing with me their highlights. And this is what’s interesting. Victor made this comment. He said, it was a little bit like mental candy.

Mark Hunter:

If you think about this, because he would be talking to somebody and they took one highlight away from one speaker, but then he took away a different highlight, talked to somebody else. They took away a different highlight. Everybody takes away different highlights, depending on where they are on the sales journey, where they are in their sales, uh, customer base, where they are in their, their needs development. But it’s amazing. You could not come away from there without gaining sites. And that’s something I find very key, great salespeople never stop learning. They are continuously finding something new that they can add to their repertoire. Something, they can change something, they do a little bit differently, but they never stop learning. And that’s what we had. We had a room full, both in person and online of top performing salespeople, continuously learning.

Meridith Elliot Powell:

Yeah. And do you know, was something that really struck me about the audience? I was thinking about this on the way home yesterday is that, um, from the very first outbound I went to, to, to this outbound is, uh, how much, um, the audience was younger. There are a lot more women in the audience, a lot more minor in the audience. It really hit me how diverse, um, sales is becoming, you know, um, years ago, pretty much every sales audience you, you, you spoke to was typically, um, older white men. It was just typically been that type of a, um, you know, a profession, but it’s really, uh, really expanding because I really think that people are, are catching onto just how great a profession it is.

Mark Hunter:

Uh, I think without a doubt. And what’s interesting go back to the first event we held, we held it in, uh, 2000, uh, 17. Uh, we had about 300 people there and I would say two thirds, three quarters of the audience came because they were solopreneurs. They were solo print. In the, in other words, they were just a, they had a solo business. We have shifted today to where we see more sales teams coming. Yeah. And I think this really screams and shouts about the quality of the content and how companies this is. What’s interesting companies know, and, and, and, and smart sales leaders know they have to continuously invest in their people. And, and I had a couple conversations with several people who made the comment that they, they had come on their own dime, but they were willing to invest. And they’re saying, because of outbound, they said, you know what, they’re, they’re going to increase the amount of money they spend on themselves personally investing in themselves because of how much of that they got out of outbound and they go, wow, I want to keep this learning process going. And that’s a key, that’s a key piece. Sales people have to be continuously learning and challenging themselves. And, and, you know, I, I dunno, what, what, what, what’s something else

Meridith Elliot Powell:

You came up? Well, I think, I mean, I, I think if I have to look at the overall, um, you know, messages and things that were there, I mean, first of all, I was really struck by how much, one of the biggest things that hit me was how much we were definitely focused on, um, the, the play of marketing and sales now of the fact that, um, I really felt a big message coming across strong in this outbound was that the future, the power of it going forward is gonna be those sales teams that embrace marketing and those market teams that really up their game, as far as intimately understanding what’s going on with the sales team so they can be of value. But I just, like, I saw so many speakers. Um, you included who talked about the fact that no longer can marketing and sales really be silos.

Meridith Elliot Powell:

You’re just, we are coming out of, of it. We are past that point. Like the thing that keeps coming up for me was there was so much focus on the fact that we have to have the relationship in there. Right. We gotta pick up the phone, we gotta get back in person. We, in fact, I had a, I was having a sideway conversation side, um, side conversation with somebody, and I said, what’s working in your sales right now. And he said, getting back in front of the customer, but you can’t get in front of the customer if you don’t have the marketing message. And I just heard that over and over

Mark Hunter:

Again. Oh, I so true and amazing how many times that came up, sidebar conversations. Yes. Several times, several nights. I know you participated in, in one of the, um, after dark events, after dark, I particip in a couple of ’em and, and every night that question came up in terms of how do we integrate better sales and marketing? How do we bring those two things together? And, uh, and, and that’s key and that’s key. And, and not only from a social media standpoint. And that, that was also interesting, the number of conversations. And I know that are several virtual events that people came up to me and asked me about virtual sessions regarding social selling and social media and so forth. And they wanted to get my perspective because they know that I kind of, mm. I kind of stand out on, on some pretty mm, bold statements that you can’t get sucked into that machine and, and, and believe in it. But it’s amazing how people haven’t open in mind today that I don’t think they had yesterday about how to integrate things. Yeah,

Meridith Elliot Powell:

I would agree. I love that Matt said here that, um, marketing teams need to step up and embrace revenue responsibility. I, I, I love that. I think that is, um, I think that’s really powerful. One of my favorite, um, uh, sessions was that one that Jeff does, uh, live from stage, um, where he does handling objections and just that the, um, the, the key and innovative ways to, to really, uh, to really handle objections.

Mark Hunter:

Oh, I’ll tell you what it is, because this is, this is one of the key pieces. And, you know, what’s interesting is, and this says something about the sales community. You know, several times people would ask for volunteers to jump in and there was no hesitation on people jumping in, no hesitation at all. And it, it says two things, a sales people are, are, maybe we’re introverts inside. Boy, we get in front of a room and we become an extrovert, but B there’s a hunger and a willingness to be challenged. Um, Monday afternoon or Tuesday afternoon in the V I P session, uh, I was doing with, uh, Anthony and Victor. There was a gentleman there who, boy, I’ll tell you what we, it was almost like we were taking him to the cleaners <laugh> and I won’t go into the details on it. And he was loving it.

Mark Hunter:

He was absolutely loving it because we were helping him reshape what he was doing and how he was doing his whole sales process. But it was a hunger to learn. And that brings up something else, the need to associate with stronger people. Yeah. I mean, it’s, it’s, I mean, you come away from a thing like that, and you hear what other people are doing. You hear what other people are seeing. And we really do become the sum of the five people we associate with the most. And it’s just mind blowing how it changes your thinking. It changes your perspective. And again, I, I had several people come up to me Friday yesterday saying, mark, this changed my career. This Ely, I had a lady come up to me yesterday. And, uh, I met her on the first day and had a question. She had a question for me at, and then she came up on last day. She said, mark, you have totally, I can’t tell you the amount of time I’ve been on the phone with my marketing team. She’s with a small startup company only about, I think there’s like four people in sales, three people in marketing. She says, I can’t believe the amount of time I’ve been spending on the phone with marketing, how we’re gonna rebuild this, rebuild. That that’s huge.

Meridith Elliot Powell:

Yeah. I agree. Uh, I love Alexander grace, so go glad you attended. Um, outbound is the best conference for sales, and you’ve always thought marketing and sales should collaborate to grow revenues. It’s encouraging to see this integration moving forward. I, that was one of the biggest messages that came from me from outbound really is you can’t, you can’t, you really can’t, um, hide behind this anymore. The other thing that, um, the other thing that I really loved a about outbound this year, that I thought was more this year than I’d ever seen before, is there was so much more opportunity for the audience to just ask us questions, just engage, get involved and ask us anything they wanted to know, which I thought was a really powerful part, um, of the conference. So much of it was based on questions from the audience or questions where we didn’t necessarily have planned answers. We just put things out there.

Mark Hunter:

Yeah. Yeah. And I think that, again, that talks about how everybody has a different lane that they’re playing in, and yet we’re all learning from everybody’s lane. I’ll tell you what, the amount of networking and the amount of, of, um, and, and, and this year we’re so different cuz we, we had no lunch, you know, we fed people, don’t worry about it. Yeah. But there was no breaks and so forth. Uh, so, so to speak, those scheduled networking pieces were not there. It was funny. I I’m standing on the curb last night waiting for my Uber, which you do not try to get an Uber in Centennial square area. The night that the Atlanta Hawks are having a home game <laugh> and there’s something going on in Centennial park and there’s something also in Mercedes-Benz arena. I’m just, I’m just saying it’s not a good time to try to catch an Uber.

Mark Hunter:

And, uh, a gentleman comes up to me, um, who had been with us at outbound and, uh, we had an absolute wonderful 20 minute conversation. Well, I’m patiently waiting for my Uber. Uh, but it, it, again, these were the conversations that carried over. Um, uh, I went out to dinner one night with my team and we were at a restaurant and there were some other people there from, and boom, before we know it. We’re all talking together, collaborating, talking, sharing ideas about sales that really, that really speaks highly about the sales community. Um, so anyway, let’s

Meridith Elliot Powell:

Well, let’s, let’s answer, um, John’s question. He you’re under the messaging. What other marketing questions were top of mind, John? One of the biggest things that, um, that came up at, uh, about marketing and this came up in a couple of side conversations I had and a lot of my breakout was lead quality was that sales and marketing really needed to marry needed really needed to integrate more on lead quality and on the follow up system on helping salespeople nurture those leads, um, really nurture those leads along that where marketing and and sales leaders needed to get was they needed to clearly define role responsibility and really help each understand not only how they complement each other, but what their role is in implementing each other. And, and it’s gonna be, like I said, this isn’t rocket science. It’s not a topic we haven’t heard before, but, but what I got from outbound was there’s an urgency around it. And if you can get out in front of it, you’re gonna really, you’re gonna shine in 2021, 2022. And that’s what outbound is about, is picking up the, you know, where should you be focusing your time, energy and resources.

Mark Hunter:

Yeah, I, I’m gonna add to that. The, the Gulf between MQL and SQL is too wide MQL marketing, qualified lead, and SQL sales qualified lead. That Gulf is too wide. Now there’s always gonna be differences, but we have to bring those too much, much, much closer to together. Absolutely. And as a salesperson, I’m gonna say MQL has gotta come closer to SQL. Okay. <laugh> I’ll just, I’ll, I’ll just be point. Hey, uh, time is moving fast on us. Let’s jump to the book. Are you ready for the book? Are, are you ready for me to surprise you? Yeah, it’s a surprise. Yes. Anthony, Ian Reno’s book eat their lunch because I’ll tell you what is a book that takes you all the way through the sales process. Um, and it’s about eating the customer’s lunch before they eat your lunch. And I’ll tell you what, he came out with it a few years ago and, um, jump on it.

Mark Hunter:

People jump on it. Um, because I mean, I, you know, if you were at outbound, you really do realize how much of an intellectual Anthony. Yes. And I mean, every year he becomes more and more. I mean, the guy is the most well-read well learned individual. Uh, but anyway, he’s got three books out. I really like eat their lunch. So anyway, grab that book. So anyway, Hey, uh, also early book tickets are available for outbound 20, 22. There’s only 100 early bird tickets. Uh, outbound, uh, is the September, the week of September 18th, 2022. Okay. We’re moving to September. We’re moving to September, go to outbound conference.com and early bird tickets are now available. There’s only 100 of them. And once those are gone, that’s it. That’s it. So jump on those because I’m sure those will be gone here. Uh, I hate to say it, even by the time this actually gets out to iTunes and Spotify and everything, they might be gone better, better tell you something. Before we went live. When, when I was in the green room with Meredith, uh, sharing her some of the little insights that we got plant, let me it’s this, this, one’s gonna mind this. One’s gonna blow your mind to west. Oh, I can’t

Meridith Elliot Powell:

Wait. I’m going to block my calendar today.

Mark Hunter:

You better block your calendar. Um, so anyway, Hey, with that, we need, we need to get into, we need to get into the lightning round and the lightning round is top things we learned from outbound go.

Meridith Elliot Powell:

Um, number one is that it is time to get back in front of the customer.

Mark Hunter:

I’m gonna add, talk to marketing. What are, what is their definition of an MQL and begin to ask yourself, how do you align that closer to your SQL?

Meridith Elliot Powell:

Yeah. Um, I really learned that, um, that I’m not gonna take no for an, an answer that there are so many different ways that I can overcome objections and keep that relationship moving

Mark Hunter:

Along. Empathy is something we learned about during the pandemic. It is not going away.

Meridith Elliot Powell:

No empathy’s big that leadership and sales really need to be integrated that even just because you think of yourself as a sales professional, we talked so much about leadership and what we need to do to lead the customer, what we need to do to lead our other, um, you know, our other members, those types of things,

Mark Hunter:

Video, video, video,

Meridith Elliot Powell:

Yeah. That you better learn to adapt that what you’re using right now may not be, may not be working in a month, but that the sales professionals who, uh, succeed are those who can adapt and change rapidly.

Mark Hunter:

And that means be continuously learning, learning, learning,

Meridith Elliot Powell:

Learning that, um, again, I’m gonna repeat you are the average of the five people that you spend the most time with this came up over and over again, you need to push out of your, um, of your comfort zone and, um, and be around really successful

Mark Hunter:

People. And with that, I’m gonna add the value of a mastermind group. And before we get away, we need to talk about the sales line mastermind group. So, Hey, why don’t you share one more? I’ll share one more. We’ll we’ll talk a little bit about the mastermind group and then we’ll close things down. Um,

Meridith Elliot Powell:

One of my most big, uh, aha moments, I think I knew this, but it was a good reminder is that the, um, the, be that to get a close to sale, to get a sale to close, you need to start at the beginning of the

Mark Hunter:

Sale, um, to say, be confident in everything that you do, knowing that you’re influencing and impacting people. So, Hey, we, we, uh, before we close this down, we got something really, really kind of cool sales, logic, uh, mastermind group Meredith, and I are doing this. It is really gonna help you in the second half of the year. And we want you to go out to sales, logic podcast. You can get kind of the registration form, get signed up for it. Um, we’re accepting members right now. So Meredith, why don’t you kinda walk through a little bit about the Genesis of the idea and the outcome people will get?

Meridith Elliot Powell:

Yeah, well, it’s, um, it’s, it’s a genius idea. You’re gonna love it. You’re gonna be blown away at the, um, at the price for it. We are in essence is gonna guide you through third and fourth quarter. If you are looking for a way to make third and fourth quarter, your best quarters on record, and to be well positioned for 2022, you wanna join this mastermind. We’re gonna meet every month. We’re gonna have an online community, but we are going to give you the skills, give you the strategies, give you the, and most importantly, the accountability to make third and fourth quarter, your best on record.

Mark Hunter:

And, and it’s so important because this is the community. And, and, and we’re gonna be holding people accountable, Meredith and I are leading this, and it really is gonna be that, that intimacy that you need. So sales, logic, podcast.com the get the application get involved. It is very, very affordable. It kicks off like right now. Uh, we want you involved with that. So anyway, Hey with that, I wanna say, can I, can

Meridith Elliot Powell:

I just, can I just tell when we say affordable, we’re ridiculous with affordable. Uh, this is a six month mastermind. It is only $197, $197 to be part of a group that you can connect to. You can learn from, but most importantly, that’s gonna support you in moving your efforts forward.

Mark Hunter:

Yeah. I’m, I’m almost embarrassed to say how cheap that is, but, um, but, but, but that’s because we both made the commitment. We don’t want anybody saying price is a barrier. We don’t want anybody saying price, a barrier. So this is one of those things that it is so affordable. I don’t, I don’t care if you can’t your company isn’t paying for it. You can certainly pay for it, do it. This is investing in yourself and the ROI. So, Hey, with that wanna say, thank you for listening to sales logic this week. If you like what you hear, subscribe, rate, and review the show on your favorite podcast app. If something we’ve said has earned you a single dollar, consider telling a friend about our show. It’s how we grow to help you grow. I’m Mark Hunter

Meridith Elliot Powell:

And I’m mayor to Elliott Powell.

Mark Hunter:

Remember when you sell with confidence and integrity,

Meridith Elliot Powell:

Uncertainty suddenly becomes your competitive advantage and the

Mark Hunter:

Sale becomes logical.

Meridith Elliot Powell:

All right, check out. Sales, logic, podcast mastermind. We’ll see you right back here. Next week, Saturday morning, 9:00 AM Eastern. My fault. We were late today. I had to do a presentation, but we will be back on time. Next week. We’ll see you, then sell your heart out until we see you next week.