Live Better. Sell Better.

Slow Down to Speed Up: Personalization Leads to Lead Conversion with Stephanie Valenti

Jan 4, 2023

37:55

This episode of the Live Better Sell Better Podcast features Stephanie Valenti, Chief Revenue Officer at SmartBug Media. Lead conversion is the biggest indicator that personalization works. Stephanie shares her insights on bringing old-school customization tactics back to the field.

She digs into how salespeople need to learn to grind it out over the phone, learn to use the mailer to send snail mail, and rethink their in-person meetings which can close big deals. The point is to slow down and become more creative in prospecting to truly stand out.

HIGHLIGHT QUOTES

Old school methods provide creativity in selling - Stephanie: "We had followed Sandler methodology, so then you use that mailer as your pattern interrupt. Did you get the card I sent you? When the receptionist would stop you, are they expecting your call? Yes, they are. You're not lying. You said you were going to be reaching out and they received your card.

"So we would plan those and then reach out a week later from the card sent to make sure they received it, opened it, et cetera. But so it kind of goes into personalization, but it also goes into how are you getting creative and trying something new and giving them a reason why you are calling outside of what you're selling."

Target hand raisers and personalize a message to them - Stephanie: "On a hand raiser, why not take a second? Why not utilize the tools that you have, such as ZoomInfo? Why not go research the company a little bit, understand what they do, and customize a message saying, I know that you inquired, and this is why I think that we should meet. And then provide that simplicity of scheduling."

You can find out more about Stephanie in the links below: