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10 Episode Takeaways
- Focusing on the prospect's problem and providing value is crucial in sales outreach.
- Giving prospects a good reason to engage is essential.
- Offering unique insights or knowledge can help in sales outreach.
- Personalized and relevant communication is important in sales.
- Sales representatives often face pressure to produce immediate results.
- The incentive model for sales reps can have flaws.
- Taking time away from constant company pressure to plan and experiment with different approaches is beneficial.
- Personalization in sales should be targeted towards companies that are a good fit.
- Sequencing and using multiple channels can help reach potential customers.
- Experimentation and targeting are key in sales.
In this episode, Collin Mitchell interviews Jordan Crawford, an experienced professional in growing companies and building automated ABM workflows. The episode covers various topics related to sales outreach and engagement, personalized communication, targeting potential customers, and using data to improve marketing strategies. The speakers emphasize the importance of providing value and a good reason for prospects to engage, as well as the need for personalized and relevant communication. They discuss the challenges faced by sales representatives under pressure to produce immediate results and suggest taking time to plan and experiment with different approaches. The episode also delves into the use of job descriptions to target potential customers, the challenges of outbound email, the importance of personalization and scaling in sales, and the benefits of targeted advertising and customer support automation.
Jordan talks about using job descriptions to target potential customers, the challenges of outbound email, the importance of personalization and scaling in sales, and the benefits of targeted advertising and customer support automation. The key takeaways for listeners include the significance of providing value and a good reason for prospects to engage, the need for personalized and relevant communication, the importance of experimentation and targeting, and the value of customer insights in improving marketing strategies.
Jump to Talking Points
- [00:11] using job descriptions to target potential customers
- [00:15] improving sales outreach and engagement
- [00:18] importance of personalized and relevant communication in sales
- [00:23] tips for effective experimentation and targeting in sales
- [00:25] using customer insights to improve marketing strategies
Guest Bio (Who is Jordan?)
Jordan Crawford is a renowned expert in the field of automated ABM workflows. With a career focused on helping companies build these workflows, Jordan has achieved significant success. Notably, Jordan played a pivotal role in growing Zink.com from zero to 100 million in GMV. Additionally, Jordan has built growth systems for companies like Main Street, Ironclad, and Vouch. These achievements serve as credentials that establish Jordan's expertise and credibility in the field. Jordan's ethos/philosophy revolves around the importance of targeted personalization in sales, leveraging data for targeted outreach, streamlining lead generation through outsourcing, and the key role of experimentation in successful demand generation.
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