In Sales Strategies

Brandon Bruce, Donald Kelly, The Sales Evangelist

How can you be more efficient with emailing? How can you get more insights from the prospect?

Today’s guest  is Brandon Bruce who has come from humble beginnings to now co-founding and growing Cirrus Insight with $12 million in revenue and #44 on The INC 500 List. They were the first Gmail salesforce connector in the market when they launched it in 2011.

In this episode, we talk about what’s not working in sales today and the things you should do.

Here are the highlights of my conversation with Brandon:

What has changed in the sales landscape:

Positive: Tremendous amount of energy, enthusiasm, and everybody’s hustling

Negative: A big push from people coming in who focused on just getting the deal done.

The downsides of having “push” mentality:

Retention issues since there wasn’t any sustainable relationship built

Find that balance between being easy and being pushy.

The Concept of the Raving Fan

Raving fans are unpredictable in a great way. When you make these customers happy, they’re so happy that they might go out and do some crazy things for you that you won’t have any idea about. Who knows what could happen?

Tactics to Reach Out to Prospects: Meeting Them Halfway

Meet your buyers halfway. Make it really easy for the buyer to contact you. But how are you going to have those conversations?

1. Put your calendar on your website so they can schedule a time with you at their convenience. Make it a buyer-driven demo

2. Attach.io – they do attachment tracking and document management

3. Post the pitch slide deck on social media, your email signature, or on your website so people can view whenever they want to see them.

How You Can Improve Your Email Outreach:

1. Make your emails short.

Have them 2-3 lines long with simple sentences and paragraphs. It has to be super easy for people to read it at a glance.

2. Add links.

Put a link or two, and let them be at the same place so people can easily click on them. This could be in the form of a simple CTA and another link after your P.S.

3. Have an interesting subject.

4. Don’t lose faith!

5. Ask for feedback from other people in the game.

6. Send your emails early, preferably at the same time you check your emails too (which is usually upon waking up)

7. Make sure they work on mobile and they’re easy links.

8. Make sure the preview that pops up in their phone is interesting enough that they’ll open it.

Brandon’s Major Takeaway:

Keep up the excitement. Sales is always a hustle. Make sure you’re meeting customers halfway. Make deals that are easy for them to say yes to. Be clear in your message that you’re easy to do business with.

Episode Resources:

Cirrus Insight

Connect with Brandon at brandon@cirrusinsight.com or catch him on LinkedIn.

Check out the TSE Hustler’s League.

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