Scale Your SaaS 242: How to Be More Effective in Sales Outreach - with Ekin Ober
EPISODE SUMMARY
What do you think are the makings of a great software sales leader? Is it having years of sales experience under one's belt? Is it a sales degree from a famous university? Do they know the ins and outs of sales like the back of their hand? While these can certainly help, the common denominator of all good sales outreach is a solid process.
Greencube CEO Ekin Ober talks about the importance of nailing your sales process and other prospecting techniques with Host and B2B SaaS Sales Coach Matt Wolach. She is also a living testament to how someone without a sales background can succeed. Watch and enjoy becoming another success story in the field of SaaS!
PODCAST-AT-A-GLANCE
Podcast: SaaS-Story in the Making
Episode: Episode No. 242, "How to Be More Effective in Sales Outreach - with Ekin Ober"
Host: Matt Wolach, a B2B SaaS sales coach, Entrepreneur, and Investor
Guest: Ekin Ober, CEO of Greencube
TOP TIPS FROM THIS EPISODE
- Keep your Salespeople Happy to Get Results
- Make Prospects Feel Special with Personalized Messages
- Keep Following Up
- Prioritize DPT when Hiring
- Look for Passion in Applicants who Fell Short
EPISODE HIGHLIGHTS
- Prospecting has Three Main Issues
- Process is Essential
- Pipeline Comes Through Different Avenues
TOP QUOTES
Ekin Ober
[8:31] "What do you want to do as a salesperson? You want to make the person feel special. 'I've spent time with you. I spend time looking at your profile. I know a little bit about you. Hey, you posted this recently. Hey, I know this about your company.' So there's that research aspect of it."
[20:01] "I don't know if I'm a salesperson. I don't know if I'll really get to that point. But you told me that it's never about being a salesperson. It's about following the process, knowing your process, and knowing what to say, what to do, and when."
Matt Wolach
[10:18] "Doing it the right way gets the salespeople happier... And if they're using the right processes and the right tools, it's going to get the results which of course will make you happy. It's going to lead to the better bottom line, but it's also going to make them happy."
[18:47] "The only reason I would accept them (job applicant) if they're bare, there is that I see potential, and I see opportunity. And I want to believe in them. And if they come with energy and passion, like you're saying, that shows me that they're going to want to put the work in there. They're going to want to make it work out."
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