Enterprise Sales & Marketing Leadership - for B2B Companies - CXO - VC - Startup - Success - SaaS HOW TO LEAD A TEAM WITH NO INBOUND AND IN THE TOUGHEST MARKET
Feb 1, 2024
Richard McCarrick, a veteran sales leader in financial services with 25 years of experience, shares insights on navigating tough markets. He discusses the importance of connecting with analytical buyers through tailored messaging and building trust quickly via phone. Richard emphasizes the value of persistence, metrics, and the skills necessary to overcome rejection. He reflects on the slower digitization in the mortgage market and highlights the significance of cultivating relationships. Additionally, he shares the top traits he looks for in sales hires, such as grit and resourcefulness.
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Tailor Delivery To Personality Type
- Match your delivery to the client's personality quadrant (analytical, driver, expressive, amiable) to increase resonance.
- The message stays constant but the delivery should change by persona.
Win Attention With Persistent Phone Outreach
- Be pleasantly persistent and use concise elevator pitches to win initial interest from busy institutional buyers.
- Use phone outreach to build rapport quickly instead of relying on email or instant messages.
Hyper-Focus On A-List Prospects
- Segment prospects into A/B/C tiers and focus hyper-effort on the top 20% that drive most revenue.
- Track metrics like dials-to-meetings so you can improve your baseline productivity.