Practical Prospecting 42. All About Value Selling with Zach Wright
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Sep 19, 2023 Zach Wright, co-founder of Syft AI, is dedicated to modernizing B2B sales by emphasizing value over volume. He discusses the evolution from generic outreach to personalized selling strategies powered by AI. The conversation dives into the challenges junior sellers face and how collaborative discovery can enhance results. Zach also explores the innovative use of AI in prospecting, advocating for a cultural shift towards value-based selling. His insights aim to inspire the next generation of sellers to thrive in a competitive landscape.
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Value Selling Requires Deep Research
- Value selling requires deep research on a prospect’s business to personalize outreach effectively.
- Automating challenge identification and contextually relevant value statements simplifies value selling at scale.
Automate Finding Buying Signals
- Upload account lists to automatically scrape key buying signals like news and job postings.
- Use these signals to personalize and prioritize outreach efforts for better engagement.
AI Enhances SDRs, Doesn't Replace
- AI won't replace SDRs but makes sales roles more efficient by automating research and reducing inefficiencies.
- Aligning sales and sales development with better collaboration tools is key to unlocking potential.