Our guest for this week's episode is a sales trainer behind some of the fastest-growing sales teams Silicon Valley has produced over the last 25 years. He is a best-selling author and his latest book Outbounding has taken the prospecting world by storm. In our conversation, he shares his secrets to effective C-suite engagement. I can't wait to share with you the insights of the President of M3 Learning, Skip Miller.
These are some of the questions we're discussing:
- What are the trends in outbounding these days?
- What are the advantages of targeting senior executives compared to middle management?
- What sort of channels do you recommend for outbounding and reaching senior executives?
- If you get a senior executive on the phone, what is the starting point of that conversation?
- What differences have you noticed in the trends or nuances of communication companies have with senior executives in Australia compared to those in the United States?
- Have you noticed communication styles change over time with the emergence of digital channels?
- What are the most common mistakes sales teams make when attempting to engage the C-suite?
- How do you find the balance between formulating a sales process and still leaving enough space for reps not to act like robots?
- What are some of the things sales enablers can do to set their sales team up for success when engaging with the C-suite?
Here are some of the resources referenced in this episode.
Where to find The State of Sales Enablement:
