5min chapter

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Back to The Fundamentals of Sales with John Barrows - The Transaction - Ep #4

The Transaction

CHAPTER

Emphasizing Genuine Messaging and Personalization in Sales

Exploring the significance of personalized videos and relevant communication over automation in sales, and the role of AI tools in enhancing business acumen.

00:00
Speaker 1
Because once you can make the connection to the business That you actually want to work and you think you can help them for whatever reason because you know You've helped other people before your messaging comes across a lot more genuine It's it's not you don't have to come up with a pitch You just have to figure out how to structure your messaging so it comes across the right way And that's where a video to somebody, you know, it is like a genuine video being like hey cragman I've been following you on link 10 for a while man And you just posted something the other day to bull my mind And I've been thinking about it a lot because we have some stuff here that I think can really help that And look, I just wanted to share some info if you if you can do that great if not man I just love to talk to you right stuff like that like video, right? People try to be perfect on video. No, you know, what's you know, what's perfect? AI is perfect You know what our human you know what is actually a superpower for us as human beings We're not perfect So like I screw up on voicemails I I kind of throw up on myself on a video to show that I'm actually a human being And I don't templatize what I'm sending out there Everything that I send to a client if it isn't personalized It's absolutely relevant And I think that's one thing I want to make sure that everybody listens to and writes down if they're listening to this Look, the holy grail of prospecting is personalization and relevance Right if you can be personalized and relevant you tend to win the day And obviously you got to care and it has to be the right fit um But if you force me to choose between personalization or relevance Oddly enough and you guys know me from the YU YU nowadays and personalization all that other stuff Uh-uh. I'd actually I'll go with relevance all day long over personalization You know why just because you know I went to the university of Maryland does not buy you any points these days, right? But yet I still get emails from sales with me like who join us So you went to you Maryland go Terps and then it harks us cuts to some stupid value proposition that I have zero interest in it I'd much rather have you say hey john, you know as a sales as a v as a ceo of a sales training organization Have you made the switch from on site to remote delivery and retain your revenue streams? Like that's a very relevant question. You can ask somebody like me and guess what you can ask 50 other ceos of sales training organizations That same exact question So my point is is like a you got to care and the hyper focus on quality over quantity I think the quantity game is over quite frankly if you're a smb I don't know why you're doing prospecting as an smb sales rep Like that that almost has to be marketing in my opinion because marketing can do it better The ai tools are better than we are right and unless you have a super hyper targeted list with smb But your acv isn't high enough to be able to do that So I I cringe when I see smb reps just hammering out template emails because I personally think marketing should do that way better than us When you creep into the mid market of the enterprise, that's where real prospecting happens That's where quality matters. That's where having a prospectus and business acumen learning about a company Actually matters. I'll give you a quick like here's another one You know like so here's where the ai tools. I think are coming in spades right now Not to automate to augment Anybody who looks to ai to automate is is a fool's error in my opinion Augment and not just on the prospect. Everybody's chasing the prospecting side with ai. I actually think that's a fool's error It's the business acumen side You know how these ai tools are my business acumen is on steroids right now Like I found this a this 10. I don't know you guys been following but I found this 10k analyzer Yeah, it's a 10k analyzer. It's literally you you type into the chat gbt what you do So you're oh it's sales training about it. Give me your value propositions Then you then you go grab a 10k You pump it into this thing. It summarizes it within five seconds. It summarizes the key takeaways the 10k Kit takes it with kick picks out their key pain points aligns your messaging about how you can help them solve it And then crafts messaging you can use to then reach out to the client about like are you kidding me? That took a two to three hour process for me down to five minutes And now I can actually sound like I know what i'm talking about I used to avoid 10k is like you read about like talk about a snooze fast Like i'm usually read the first paragraph of a 10k and then the rest of it even a blah blah blah Boric wrap right so now I can do this in five seconds So that's how I think if you start to leverage these things to be Let all the tech do all the heavy lifting but be the last mile So before it goes out there, you don't just hit send when this sucker comes up with some messaging or whatever it is But you use that to learn And then you put your flavor on top and you humanize it and then you hit send then you make the call then you have the meeting Now you're cooking with gas
Speaker 3
No, god, I love that
Speaker 2
I I I love that I felt like you could I mean instinctively mad. I'm a little disappointed that you didn't clap there I mean honestly like that was yeah, okay there Good Excellent.

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