We are joined today by Gerry Hill who is RVP EMEA, Strategy and Alliance at ConnectAndSell. His company’s cloud-based dialing technology enables B2B businesses to have more conversations with their intended targets than serial dialing. With extensive experience in risk assessment, cost analysis, and market entry strategies, Gerry brings a wealth of knowledge to sales professionals navigating challenging markets.
Gerry will take us on an exploration of innovative sales strategies, diving into mastering sales lead generation in tough markets, understanding private equity's role in business efficiency, and engaging senior prospects. He shares actionable insights on boosting sales productivity using agile teams and scientific approaches.
Topics covered during this episode include:
- Why mastering sales lead generation in challenging markets is required for boosting sales team effectiveness.
- The role of private equity in value creation and operational efficiency through operating partners.
- Proactive strategies for slower markets, focusing on aggressive closing techniques and system improvements.
- How to confidently engage with senior prospects and uncover opportunities to add substantial value.
- The evolving landscape of sales strategies, emphasizing outbound sales and agile methodologies.
- Benefits of small, specialized sales teams for productivity and morale.
- Transforming lead generation by moving clients from fear to curiosity within seconds during cold calls.
- Effective sales strategies emphasizing permission-based openers and confidence in outbound sales.
- Why the emergence of operating partners in private equity is essential for enhancing company performance.
- The necessity of balancing labor and valuing experienced talent in today's market.
- How trusted advisors and value articulation become vital in down markets.
- Importance of selling underlying technology rather than just products in the SaaS industry.
- The role of executive buy-in and structured sprints in applying agile frameworks to sales.
- How nurturing relationships over time is critical for long-term demand creation in outbound sales.
Gerry Hill on LinkedIn: https://uk.linkedin.com/in/beaccurate
