Sales Talk: The Art of Finding Ideal Clients

In this engaging podcast episode, 'Love Your Sales,' hosted by Leighann, Gretchen Mall, CEO and founder of The Lucky Agency, shares invaluable insights on overcoming sales challenges. The episode dives into common sales nightmares such as missed opportunities and the fear of silent rejections during critical moments. Gretchen shares her journey from a sales consultant to leading a successful B2B lead generation firm that leverages AI to book meetings and build sales pipelines. The conversation highlights the importance of identifying ideal clients, persistence in follow-ups, and the inefficiency of broad or overly specific client targeting. They also discuss nurturing client relationships without being overly salesy and the significance of being authentic and helpful in networking contexts. The episode concludes with Gretchen detailing her company's specialized approach to enhancing their clients' sales processes through technology and data-driven strategies.

Contact Gretch –

Website - https://theluckyagency.com/

LinkedIn - https://www.linkedin.com/in/gretchenmall/

 

Special Thank you to our Sponsors – Genhead – www.genhead.com and Accelerategrowth45 and the AG45 Soul Aligned Strategy Podcast – www.accelerategrowth45.com  

 

Robb Conlon – Intro and outro – Westport Studio - https://www.westportstudiosllc.com/

The Brave Ones – Instrumental Version Song by Jan Sanejko - https://artlist.io/royalty-free-music/song/the-brave-ones/119489

 

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#sales #businessdevelopment #entrepreneur #entrepreneurship #selling #relashionships #customerexperience #podcast #loveyoursales #lastingrelashionships #salescareers #salesmanager #salesdevelopment #traininganddevelopment #leadershipdevelopment #salespodcast #salestraining

 

Leighann Lovely: Welcome to another episode of Love Your Sales. I am so thrilled that today I am joined by Gretchen Mall. Gretchen is the CEO and founder of the Lucky Agency, a Tampa based B2B lead generation powerhouse that helped clients book over 7,000 meetings and create Wow. A hundred.

Plus million in pipeline. Yes, she's keeping score. I love that. With over 20 years of [00:02:00] turning, maybe later into Let's talk now, Gretchen has mastered the art of connecting the right people at the right time. Through her innovative AI powered prospecting magic, she believes you make your own luck in the business and her track record of

Transforming company's sales process proves she's got the formula down to a science. Gretchen, I am so excited to have this conversation 'cause everybody knows that I love to talk sales. So tell us, you know, anything that I did not cover.

Gretchen Mall: Well, thank you for having me.

Um, you know, I got my start doing this. I don't know. You said 20 years? Well, that really needs to be seen, but, you know, uh, quite a few years ago. Wow. Uh, you know, I was actually doing some sales consulting and, um, got put into a, hired into a company that was a recruiting firm and they were looking for, um.

Companies, their clients, excuse me. They were [00:03:00] looking for attorneys who had clerked at Supreme Court who had, um, you know, tier one school experience who had gotten certain grades and big, really specific criteria, and they had a way to find 'em. And I put on my, you know, little sales hat and I thought, could we use this to find buyers and have been working in marketing ever since.

Leighann Lovely: Very interesting. So you saw. The tools that a company was using to, uh, to find a very specific criteria in the hiring process. Mm-hmm. And you flipped that into how do we find clients?

Gretchen Mall: Yeah. Because I felt like, um. My experience into small and medium businesses. Up until that point, I had mostly been enterprise and had run sales teams there.

But, um, really seeing that insight. You know, a lot of times people will talk to anybody who is there, right? Like any human that breathes could [00:04:00] be a potential prospect, um, which is not effective. From a sales or marketing process. And so, um, when you start really getting into who is your ideal client, have you written down, you know, not just the the demographics, but like the psychographics and the infographics about people, you know, how are they hanging out?

Where are they, you know, consuming their