Outbound Sales No Fluff - Review

Outbound Sales No Fluff

 Given the overwhelming response to my previous #BookReviews & #ProductReviews within the Sales and Marketing space I have now taken my continuous insightful banter with Ryan Reisert next level.

 Let’s find out if #OutboundSalesNoFluff outlines if Ryan truly is right.

 Review 1

Page 3

 “Build a list of problems that your products solves”.

 “ Attn Leaders

 If you leave it up to your sales reps to create a list of problems your product solves, you’re doing it wrong.

 Provide them with a list and regularly update it based on their conversations with qualified buyers. “

 In my experience the reason that the gap between this being non existent and the norm as stated, is simply due to higher ups having no connection to the  Omni present channel validated prospecting skills that are required now, as they didn’t come from it.

 It’s hard for them to coach lead and inspire, as they don’t know what they don’t know.

 Ryan’s right on this one!

Review 2

Page 9

 Target companies to sell to people.

 Having the awareness and understanding that the personas of a CFO and CEO will be different as they have different key drivers that’s going to make it real for them.

Review 3

Page 10.

Basic Buyer Persona

 Although the way Ryan looks at these exact questions is slightly different to how I would do this myself, essentially he is prefacing “what’s in it for them, or what’s going to make it real to them”.

 So in essence we get to the same outcome of ;

 What is going to change in their lives

Who will they look good too

Show me, the dream state.

Review 4

Page 13

 Where are these people!

Lead scraping tools

Databases & List vendors

Networks & Associations

In person events

 I know this one seems obvious, but the amount of companies I’ve seen looking at me like deer in the headlights regarding how do they build the list, or source one.. is staggering.

 Anyone following my body of work knows I would also strongly advocate for trigger events on people who already love and believe what you do, through competitors.

 Podcasts who listen to or guest on what you do, are also more likely to have valuable conversations.

Review 5

Page 14

 First, second, third, finally

 Highlights what’s needed to be understood with reflect to picking the input sources for you to build your list.

 Considering your total addressable market, where those contacts live, and timeline reflecting pipeline.

 The simplicity shown here by Ryan, would still show some advanced BD / Top funnel workers what’s what.

Review 6

Page 15

 Ryan is wrong!!

 “Atten Leaders “

 “ A sales leaders job should be to remove the roadblocks preventing sales.

 Building lead lists is not high value activity for a professional sales person. Having insufficient list of prospects is a major road block for reps. If you leave this work up to your reps, you shouldn’t be surprised when they struggle to hit their numbers”.

 I hate to say it, but this is probably the truest most accurate statement yet.

 What I see in most companies I work with, this is left up to the rep.

 The organisation doesn’t even know their Ideal Customer Profile.

 They don’t know that the top of funnel team spend 70% of their time researching, creating? Validating lists, which takes them away from their core function.

 I’ve seen some reps who smash the amount of great conversations, work endless weekends to create these lists, to ensure they can be hyper targeted during work time, effectively working 60 hour weeks instead of 37.5.

 Set your teams due success.

Take them out of the churn.

 Or find those that can.

Review 7

Page 17

 5.        If cold calling is dead, I quit.

 Cold calling in the traditional sense ie, here is a phone book and a phone get to it, is dead.

 Every touch these days should essentially be a warm call.

 Targeted Audience

+

Personalised Messaging

+

Right timing

+

Communication in the correct channel.

 Although Ryan uses different language to those of you who follow me closely, he is very correct.

We are at the age where you have everything readily available to enable almost selling into a #ClosedCircuit.

 Those that continue to resist what I refer to as Business Skills 101, will get further and further behind.

 Review 8

Page 18,19

Truth 1

All communication channels are useful with some prospects some of the time.

Truth 2

No prospect ever sits at their desk waiting for you to contact them.

 Truth 3

Despite Truth 2, outbound sales can be incredibly effective.

I couldn’t agree more with these statements.

Right messaging at right times, where they want to be communicated with is key.

That’s the biggest misstep in business is not validating channels and still have churn and burn approaches but expecting bigger and bigger results.

 That shows poor leadership, and no connection to the doing.

 Ryan’s Right.

 Review 9

Page 25

 Buckets leads for maximum success.

 In this one Ryan goes into this methodology of why segmenting your list into channels that your key target audience want to be communicated with, where they want to be communicated with.

 And let’s face it, if you aren’t validated your channels, and know how to play where your key target audience plays, honestly what are you doing?

 After-all it’s about increasing valuable conversations irrespective of where they are, what’s important is they are had.

 If you would like to hear Ryan’s best mathematical explanation of this, tune into his featured episode on sales and marketing podcast

 So, although Ryan and I use different key language Ryan’s Right.

 Review 10

Page 33

 What tools did top sales people use 20 years ago?

 A phone book

A phone

A note pad

 Can that still work? Sure. But just because a horse and buggy can take you from San Francisco to New York doesn’t mean it’s the best way to get there.

 This is my exact sentiment for businesses who cling to things of yesteryear that’s literally causing them a leaky bucket in every aspect of their business, but they are choosing not to look in the right places.

 Sure, on the surface it looks fine if you only look at the ways things have always been undertaken.

 But looking under the hood, of how things are done 2022+ and beyond, I guarantee you will see a different story; if you know what you are looking at.

 Ryan, and I although we use different language, again he uncovers some big truths here.

 Review 11

Page 35

 You’re not allowed to install new programs on the work computer? Use a personal computer during off hours. You don’t have budget to buy leads? Use 10 different free trials and hack together a list! Or pay for the tool or service yourself and make enough additional commission to more than cover the cost.

 I’ve said this before, but I’m say it again, as it’s also substantiated in Ryan’s book, arguing #RyansRight. if you are asking your team to not operate this way, you are in the stone ages, literally asking them smack rocks and sticks together and asking them to build Tartarian housing structures.

 Technology isn’t going backwards, assist them to take them out of the churn.

 Your reps will love you for it. So will your companies market impression.

 Review 12

Page 41

 These are the fundamentals of outbound sales. They won’t turn you into a rockstar sales rep overnight, but they’ll get you started.

 This could be the first time I disagree with Ryan.

 This book and its value is completely underplayed. The way in which it’s presented would run circles around some of the more seasoned reps, that I’ve seen.

 So over to you guys to get the book and decide!

#ClosedCircuitSelling is one motion to create and capture demand, and remove abrasion from client acquisition pre and post-sale.

Utilising this framework, we build ecosystems for Done for you clients, removing the requirement for marketing, new business and key account management.

Demand + Outbound Actions = Revenue

#ManderovicMethods

#ClosedCircuitSelling

#outboundsalesnofluff

#BookReview