30 Minutes to President's Club | No-Nonsense Sales 154 (Sell): Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)
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Jul 19, 2023 
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Sell The Meeting By Depositing Value
- Offer concrete value for the next step instead of pitching your product.
- Frame the meeting around insights they will gain even if they never buy.
Audit Cut 40% Waste In BDR Time
- At Vision Critical Kyle audited the BDR workflow and found huge time waste.
- He discovered over 40% of reps' work touched poor-fit contacts and cut that out.
Cut Waste By Targeting Higher-Quality Leads
- Audit who your team actually spends time contacting and stop wasting time.
- Spend more upfront effort to target higher-quality, more relevant leads.