Sales Transformation #229 S2 Episode 98 - From Psychology Major to A Phone Freak & SDR/BDR Advocate with Kevin Hopp
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HIGHLIGHTS
- From psychology and philosophy to sales
- Find the path of least resistance when it comes to your nature
- Salespeople have to be go-getters
- AEs should know how to prospect
- Sales is more than just a numbers game
- Treat your employees right and take a long-term strategy
- Hire fast, fire fast
- When you're cold-calling, you should know who you're calling
- SDRs and BDRs don’t have to be sellers
QUOTES
Kevin: “One of the things that I highly advocate for other people to do is to try and find your path of least resistance when it comes to your nature. What's Kevin Hopp's nature? I'm kind of loud, I'm kind of outgoing, I am an extrovert.”
Kevin: “The nature of sales is you have to have a forward-leaning mindset.”
Kevin: "Salespeople are the kind of people that say, okay, I'm gonna go make it happen today. You gotta have a little bit of that spunk, little bit of that pizzaz in your attitude. Otherwise, it's not gonna work out well for you. You can't sit on your ass and wait for anyone to do anything for you in sales. You have to do things. Even if you got inbound leads, you have to call them."
Kevin: “AEs absolutely need to remember that going out and creating a connection with someone, in an absolutely cold environment with no preconceived notion on either side, full stop. I will argue that against anybody. It's harder than closing, it's harder than you know, complex deal management, it's harder than enterprise sales."
Kevin: “It's a rare breed of sales leader that understands modern prospecting and also understands the sales closing aspect of it, the higher level sales management stuff.”
Kevin: "I think that's one of the biggest problems is, Sales leaders don't see SDR as a long-term investment and they don't put the thought into, okay, well their day can't suck. Like how come the AEs are travelling all over the country and taking their Zoom calls, whatever and they just get to say, oh the leads aren't qualified and they miss quota and they don't get fired but a BDR, whose doing 300 calls a day and not converting as high as they could or should, gets axed."
Kevin: "When you're cold calling, you should know who you're calling. You should know what role they play in their organization and why that's relevant, what business challenge you can solve for them, and then you need to have a specialized, very differentiated pitch for them."
Kevin: “Cold-calling and top of funnel is about aligning business challenges and valuable outcomes, and having high-level discussions about that. And that's when sales starts.”
Learn more about Kevin in the links below:
- Youtube: https://www.youtube.com/channel/UCthQXJkNh0Bhj_8IQOGtiAw
- Podcast: https://pod.link/1601548363
- Linkedin: https://www.linkedin.com/in/khopp/
- Email - kevin@salesgig.com
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