You want to move your deals through the pipeline, but you have no idea how to do it. In this episode, I had the pleasure of chatting with Bob Spina, a successful sales expert known for building and advising high-performing sales teams, on deal acceleration. Join us to hear his strategies on how to slow down and achieve greater success.

Meet Bob Spina

• Bob is well-known for working with Gong and scaled it from under 21 million in revenue to the empire they are today.
• His focus lies in enhancing revenue processes and strategies, offering his expertise across various companies to drive successful outcomes. 
• Currently, Bob is dedicated to advising company leaders, sharing his deep knowledge of accelerating deals and navigating multi-stakeholder environments.

The Importance of Focusing and Understanding the Industry

• We discuss the necessity for sales reps to go beyond tool training and understand the industry trends and challenges faced by their target markets. 
• Having business acumen and understanding what's on the minds of C-level executives gives salespeople a consultative edge, establishing credibility and accelerating deals.

The Power of Relevance and Relationship Building

• Understanding your customer's industry and delivering relevant information can set you apart from competitors who rely on generic, automated messages. 
• Authenticity and personal experiences, not just AI, should be at the forefront of sales interactions.

Multi-Channel Communication

• Utilizing a multi-channel approach is key to accelerating deals. 
• Bob shares the importance of connecting with prospects through a combination of LinkedIn, phone calls, emails, and personalized video messages. This approach helps in nurturing leads through the pipeline effectively.

Sales Advice From Bob Spina

• For Leaders: Measure teams on outcomes rather than just activities. Focus on quality connections and work backward to define key activities.
• For Reps: Be mindful of time and focus on high-impact activities. Do thorough research to ensure every action moves the needle forward.

“When you study the industry and you study the people that are in that industry, you want to make sure that you're meeting them where they're going.” - Bob Spina. 

Resources

Bob Spina on LinkedIn 

Email: bspina@gmail.com

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.