Nov 10 2022 35 mins
The fragmented B2B SaaS SDR/AE/CSM model slows down learning.
Promoting SDRs too fast might be setting them up to fail.
John Barrows is a Top 0.001% Sales Legend “door-to-door printer full-cycle sales graduate”, playing the infinite game and enjoying the journey.
👉 Here are 5 Top 1% Tactical Sales Nuggets from him on our Europe’s B2B SaaS Sales Podcast (1st comment).
1️⃣ Get commitment for a “follow-up on the follow-up”
When asked for a follow-up email, commit indeed.
Send 5-7 bullets on priority, timing and impact.
Realise senior people reply much more often.
Aim for a 25-30% rate.
Close 90% of them.
2️⃣ Replace the subject line 2x
After 2-3 emails, change the subject to “Still Interested?”
“Either way, I don’t want to unnecessarily email you”.
If unsuccessful, change again to “Did I lose you?”
3️⃣ Focus on quality before quantity
Do NOT over-automate your outreach for quantity’s sake.
Focus instead on how to integrate your touches.
Impact people in different ways.
Be a “mini-marketer” yourself.
The “Social” matters.
4️⃣ Relevance trumps Personalisation all day
People do not care about personalisation.
They care about relevance.
Stop fake personalisation.
Be relevant.
5️⃣ Hire for attitude instead of skills
You can technically develop B- to A- players.
You can teach skills, technique & methods.
But you cannot teach attitude.
Be consistent. For years.
Ignore competition.
Play the infinite game. 🚀🚀🚀