Outbound Squad
Providing value is mostly B.S. (do this instead) with Leslie Venetz
Apr 15, 2025
Leslie Venetz, an expert in modern outbound strategies and author of 'Profit Generating Pipeline', dives into the pitfalls of traditional sales wisdom. She emphasizes the importance of building genuine trust and defining your ideal customer profile. Leslie critiques the vague messaging often seen in sales, advocating for strategic segmentation to enhance outreach. She also discusses the critical balance between product and customer voice in sales messaging and underscores the necessity of soft skills in fostering meaningful connections.
38:40
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Quick takeaways
- Focusing on creating tangible offers relevant to prospects replaces the traditional notion of providing value in sales.
- Establishing a precise ideal customer profile (ICP) enhances targeting and effectiveness in outbound strategies, allowing for tailored outreach.
Deep dives
Defining Value Beyond Traditional Metrics
Providing value to prospects is often misunderstood in sales, as many struggle to define what constitutes value. Instead of traditional offerings like brief consultations, sales professionals should focus on creating tangible offers relevant to the prospect's specific situation. For instance, instead of merely asking for a meeting to showcase a platform, it may be more effective to provide a detailed assessment of their current processes that identifies areas for improvement. This shift emphasizes delivering concrete benefits that resonate more directly with potential buyers' needs.
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