EP44: The We‘re Set Objection and Why Introverts Make the Best Salespeople.

Marketing can step in and help sales overcome it.

1. Beginning: listen to discovery conversations.

2. Middle: look at support tickets to see the unvarnished truth.

3. End: work on getting the pipeline to be seen as an asset, it belongs on the balance sheet. Ask to be measured on the value we are contributing to help steer my efforts based on results that are being produced.

1. I want to know upfront what's going on - attribution

2. in the middle - discovery

3. at the end - support tickets and we should want to know this first hand.

BONUS SEGMENT: Introverts tend to make the best salespeople.

Why? They have time to THINK before they act and put deep thought into their approach to securing the meeting. Listen to the second half of this episode to confirm why you want more of them on your sales team.

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The complete transcript of this episode is below:

 

Chris Beall (00:35):

Yes, it's kind of funny. Sales and marketing alignment as an issue has an assumption. And the assumption is actually the inverse assumption that is if sales and marketing were aligned and by sales and marketing alignment people mean, do they share the same goals, do they have the same metrics, the metrics interlock? So if marketing does their thing and they do as much of their thing as they have committed to the company to do and if sales does their thing and they do enough with marketing's leads that they generate, their marketing qualified leads, as they've committed to do, then all good things happen, but there's one good thing that doesn't happen and that is information flow coming back from sales attempts to turn marketing qualified leads into actual sales opportunities, and marketing's attempts to go out and get more marketing qualified leads. That is, it's an open loop process. And the reason it's an open loop process is twofold. One is just raw, and that is only up about 9% at maximum of marketing qualified leads of MQL, so never spoken with, never have an actual human conversation.

Corey Frank (01:48):

In sales and marketing alignment, we'll end where we started with the virtual world that we live in today with companies. I can't just go down to the marketing team and the marketing team can't just sit on the sales floor. What do you see here? Is it easier now that we live in the world that we do? Or is it a little bit more challenging? Certainly, I would think that you can get better than 9%. So there's arguably only one way to go there. But what's your final thoughts on that?