Down The Rabbit Hole
Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

Why “Salesborgs” are the Future of Sales & Marketing (Ft. Justin Michael)

June 10, 2021

DTRH Episode 28 

Why "Salesborgs" are the Future of Sales & Marketing 

Ft. Justin Michael 

What is a "Salesborg," you may ask? A "Salesborg" is a human-machine combo, like a cyborg, but in the context of an incredibly tech-proficient individual working in harmony with software and automation to optimize selling and outreach. The future of sales and marketing lies in the hands of salespeople who leverage technology to maximize performance and output. 

This is an image of a fractal pattern. These are found in all of nature. 

Fractal Pattern

 

Key Takeaways: 

  1. Emails are actually visual communications that are best structured in fractal patterns (A.k.a. Fractal heuristics). Our entire universe exhibits these same repeating patterns. Why not our emails? At every level of scale, the pattern outlining the whole; emerges from everything in nature. It quite literally will make the email feel "just right," which will increase pipeline velocity, and therefore, revenue velocity.
     
  2. Do not innovate too far from familiarity: Innovation is what drives humankind forward, but innovating beyond familiarity will often be "too much to handle" for the majority of the population. This does not mean innovate less—it simply means keep innovation at a level of common understanding and normality, then spoon feed it further for people to adjust slowly and comfortably. 
     
  3. The science of personalization and heuristics: Personalization often is misinterpreted as desperation because it goes too far and often feels "creepy" to the prospect. Mention of a prospect’s alma mater and insistency of personalized content is a limiting heuristic. Ultimately it kills your productivity.

  4. Relevance at Scale: If you can’t find a first-degree connection who knows the prospect or an existing relationship in common—switch to industry or persona-based levels of personalization. 

 

Drive_Predictable_Growth_CTA.png

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Justin Michael to discuss a profound and insightful explanation of using mathematical and heuristic principles in your sales and marketing communication and conversation strategies. 

Justin has mastered using the laws of natural form to effectively create content for sales that resonates with prospects and clients in a truly unique way. It resonates to the meta-level, whereas people who engage with his content are likely to subconsciously establish a desire to learn more or set up a meeting due to the nature of the language used. The way it quite literally "felt" to the prospect. 

 

About Justin 

Justin “TQ” Michael is an avid technologist and sales futurist that has sought to automate sales development itself for dozens of cutting-edge technology startups over the last two decades.

Justin has coined the term "Technology Quotient" (TQ) as distinct from IQ and EQ for sales and marketing. He’s releasing a book called “Tech-Powered Sales: Achieve Superhuman Sales Skills” in 2021 as a disciple of Aaron Ross and “Predictable Revenue.” He was the featured case study in “Combo Prospecting” by Tony J. Hughes as “the cyborg rep.” 

Justin has worked for Salesforce, LinkedIn, Sean Parker and consulted over 100 startups on cracking top funnel with converged tech stacks.

Justin started an entire organization (syndicate) for fellow Salesborgs to have a community called Salesborgs.ai.

Take the TQ test! See how tech-smart you are! >>> 

 

"Use resonance, pain, and fear to trigger people emotionally." 

- Justin Michael 

 

Join #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Justin “TQ” Michael or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #Salesborgs #Borg #EmpathaticSelling #Coaching #SalesTips #Heuristics #AI #SAFFG #TQ

Why Cold-Calling Isn’t Dead (Ft. Jason Bay)

Why Cold-Calling Isn’t Dead (Ft. Jason Bay)

May 27, 2021

DTRH Episode 27 

Why Cold Calling Isn't Dead 

Ft. Jason Bay 

Selling has become a world of outbound, especially after the pandemic. Some people say that cold-calling is dead, though, 2020 happened... Cold-calling has become one of the most effective forms of selling again. It has risen from the ashes like a phoenix! What are the need-to-knows for cold-calling? Well, Jason Bay's got you covered. 

 

Key Takeaways: 

  1. Leverage your prospect's value prop to strengthen your own: By doing so, you make the principal point of your conversation about their core values, beliefs, and overall company mission. It creates a well-defined way to make the prospect the hero while strengthening your own value prop in the process. 
     
  2. Share wins that clients are having over sales successes: Driving your team's knowledge and morale by sharing wins that your clients are having. It creates belief in the product, and each win becomes a powerful story for future selling efforts. A sales success on the other hand means the salespeople are literally just doing their jobs. 
     
  3. Proof + Passion x Persuasion = The Equation: It's the golden combo. Proof of concept by telling stories, passion while doing so (true belief in what is being sold), and the ability to persuade, and sell past the "no" is necessary for a successful cold call

 

Start_Selling_Smarter_CTA.png

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Jason Bay to discuss the cold-calling process, how to effectively sell while using a phone, and talk about the best practices to get the outcomes you desire. 

Cold calling has recently had another boom, though that boom is driven by mobile number access. Cold-calling has been dead for quite some time, though it has resurrected itself as a reprieve in our noisy digital world. 

 

About Jason 

Jason Bay is Chief Prospecting Officer at Blissful Prospecting. He helps reps and sales teams who love landing big meetings with prospects but hates no-to-low-response cold emailing, and salespeople who do not feel confident while making cold calls.

Jason works with reps and sales teams from companies such as Zoom, CBRE, Databricks, Bolton & Company, Fortinet, and numerous others. Selling is the only "adult job" Jason's ever had. And he’s done everything from selling house painting services door to door, running outbound call centers, to help hundreds of reps master cold outreach.

 

"80% of prospecting success is the art of conversation." 

- Jason Bay 

 

JOIN #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Jason Bay or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #ColdCalling #Prospecting #Sales #Coaching #SalesTips #SDR #BDR #SAFFG

Making Sales a Force for Good (Ft. Marcus Cauchi)

Making Sales a Force for Good (Ft. Marcus Cauchi)

May 6, 2021

DTRH Episode 26 

Making Sales a Force for Good 

Ft. Marcus Cauchi 

When did the sales industry go down the proverbial toilet?  What happened to a customer-centric business model or buyer safety? The customer is not an afterthought. Value is delivered through transparency, commitment, and constructive conflict. Competency is measured by solving problems without fearing confrontation. 

 

“67% of buyers consider sales and salespeople to be 'morally bankrupt'.” 

- LinkedIn State of Sales 

 

Key Takeaways: 

  1. Engaged employees create 273% more profit: Salespeople and other employees are not "assets." They're human beings that need a mission, vision, and purpose to see value in who they are and confidence in what they do. 
     
  2. Buyer safety should be central: The customer should NEVER be an afterthought. Centralizing a business around protecting and serving the customer is proven to keep growth at a high trajectory. Play an infinite game. 
     
  3. Decision-makers want to be challenged: Do not avoid conflict with the customer or prospect. They're not "always right." If what they believe is actually hurting them—help them realize there's a better way

  4. Fact: quota-based sales are not effective: The performance of a sales team that doesn't have to "meet quota" with leadership that has a solid ethical foundation who have the freedom to build quality relationships sell more. 

 

Start_Selling_Smarter_CTA.png

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Marcus Cauchi to talk about how sales have become "morally bankrupt" and what we need to change to make selling a force for good. 

The sales industry has plummeted into a deep, dark hole that was dug by incompetence and tragic desperation. Salespeople have become feared and avoided and this has caused serious issues with the way we view business development. 

Something fell off in the 70s and 80s where salespeople became predatory, aggressive, and were told that "it's okay to lie if it gets you the sale." Sales leaders must work together to reconstruct the industry to become a force for good. 

 

About Marcus 

With over 30 years of experience in sales, Marcus believes that selling is a service profession, not a self-service profession. 

Unfortunately, he’s found not everyone sees it this way, which is why he’s a man on a mission to rewrite the sales industry. This is due to where the practice has been driven by the unscrupulous and incompetent. 

Marcus is furious that the financial cart is being put before the customer success horse. He's livid that salespeople are being trained, encouraged, and incentivized to lie, manipulate, and mis-sell by managers and leaders who make the customer pay a heavy price for their greed, lack of competence, and soulless immorality. 

 

"1/3 of B2B buyers want a 100% seller-free buying experience." 

- Gartner 

 

JOIN #SAFFG (Sales a Force for Good) 

 

Feel free to connect with Marcus Cauchi or Rob Turley on LinkedIn, or follow Rick @The_Inquisitor or Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #buyersafety #procustomer #SAFFG #channelsales #customerfirst #Scale #Growth #Mindset

The Power of “No” in Sales & Negotiation

The Power of “No” in Sales & Negotiation

March 25, 2021

DTRH Ep.22: The Power of "No" in Sales & Negotiation - Ft. Arturo Del Rio Jr. 

Saying "no" to prospects, clients, partners and while negotiating is a powerful thing. Being a "yes man" doesn't get you where you want to be. Backing up that "yes" can be very difficult and, in some cases, destroy relationships. No is often the factor that gets you the outcome you want. 

Key Takeaways: 

  1. "No" is a powerful word: It can reframe an entire negotiation and defines your limits. 
  2. No one likes a "yes man," it takes "no" to grow: You'll get used up dry—over and over again.
  3. Stand your ground: If you even give an inch, you'll be at a disadvantage. No means no.

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Arturo Del Rio Jr. to rant about how saying "no" and using technology as a strategy is of the greatest importance for both your team and your business. 

Rob and Arturo are both CEOs of artificial intelligence companies and announce their partnership to create the world's first AI growth suite. 

Warning: This episode gets intense. 

 

Predictable_Growth_Org_2x7z5yg.png

 

About Arturo 

Arturo Del Rio Jr., CEO & Co-Founder of ADMD Solutions, brings seasoned leadership and executive direction with his deep passion for delivering substantial revenue growth to customers (our Fans) in highly competitive markets. In the last two decades, Arturo collaborated side by side with organizations, including IBM and Sungard, to create & build top-performing teams. 

Moving forward with his vision for ADMD, Arturo couples his passion for growth with disruptive AI-based technologies to bring to the Global Marketplace the World's first end-to-end AI Growth Suite. 

When Arturo isn't growing businesses, you’re sure to find him in the woods or on some lake fishing, playing flamenco guitar and singing, or cooking up a storm while enjoying a glass of Spanish wine. 

 

“Help others achieve their dreams and you will achieve yours.” - Les Brown 

 

Feel free to connect with Arturo Del Rio Jr. or Rob Turley on LinkedIn, or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #Negotiation #No #SalesEnablement #AI

Social Selling: Explained (Ft. Alexander Low)

Social Selling: Explained (Ft. Alexander Low)

March 19, 2021

DTRH Ep.21: Social Selling: Explained - Ft. Alexander Low 

It's about time someone really explained how social selling works... Become a social selling Jedi by learning social sales psychology and the best practices to master the art. Alex and Rob joined forces to leak the esoteric recipe for success. 

Key Takeaways:

  1. The Paradox: The point of social selling is to sell. If you sell while social selling, you'll never sell a thing. 
  2. Do Not Pitch: The pitch is for the birds. It's not the point. The point is to connect and set a meeting.
  3. Be Human: Just because it's virtual doesn't mean you should change your typical social patterns.

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Alex Low to tear away at the facade created by a virtual selling environment we call LinkedIn. 

Selling on social media platforms is not unlike any other form of selling. That is usually where people end up going wrong. They feel like they have a license to pitch at will when, in reality, nobody wants to be sold to. No one. 

Though, people love communicating and love to buy things. The key is to approach as if you were meeting someone for the first time at a cafe, and have a damn good reason to be doing so. Being genuine, showing real interest, and understanding the psychology behind what people need to be willing to engage with you is the secret sauce. 

 

Selling_Smarter_Org_2x9eh74.png

 

About Alex 

Alex Low likes to refer to the following story to describe his mission and purpose. 

 

In 1519, Ferdinand Magellan set sail from Spain with five ships to find a western route to the Moluccas. Battling storms, mutinies, and the unknown, Magellan died before reaching his destination. One ship ultimately returned to Spain after circumnavigating the world. 

We are in a world of firsts at the moment, all of us trying to navigate our way through 2021 and what the future will mean for us. 

Why, your digital Magellan you may well ask? 

In the world of Sales & Marketing, it may feel like at times you are all at sea, not knowing where to begin with your digital transformation journey. Or maybe you are part way through and now feel like the programme has lost its bearings. 

Alex helps teams map out a digital transformation journey, across sales and marketing, ensuring you reach your destination. 

 

Feel free to connect with Alex Low or Rob Turley on LinkedIn, or follow Alex @alexander_low and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #SalesTraining #askdigitalaskalex #socialselling #guidedselling

Technology & Marketing Psychology - “Get Shit Done” (Ft. Angela Proffitt)

Technology & Marketing Psychology - “Get Shit Done” (Ft. Angela Proffitt)

February 25, 2021

DTRH Ep.18: Technology & Marketing Psychology "Get Shit Done" - Feat. Angela Proffitt 

"Get Shit Done." Yeah, that old chestnut. The ultimate question is, "How?" Getting shit done is a formula. An age-old recipe. How do we get shit done? By using technology, marketing effectively, and reading a potential buyer's mind before meeting them.

 

Episode Summary 

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Angela Proffitt to discuss how to "Get Shit Done" with the "Queen of Productivity" herself to fill those sales and marketing funnels.

Growth hacks are life lessons that are essential to success. Using the tools that enable you to require far less effort yet still be able to do more with more efficiency and effectiveness is critical to getting yourself into the most advantageous position possible. Learn how to get more done in less time and how to get better results with less effort.

Reading a potential buyer's mind using key elements of marketing psychology is critical to a smooth pipeline, and a shorter sales cycle. Creating a community around a product or a service is the most effective way to generate revenue from marketing materials, such as podcasts, webinars, and blog articles.

 

About Angela

Angela Proffitt is an award-winning 8-figure entrepreneur and CEO of GSD Creative. She is no stranger to the spotlight and is currently the host of the Business Unveiled podcast. As a consultant with several books as well as an in-demand speaker, Angela has appeared on ABC, CMT, TLC, E! as well as other national networks.

With a degree in psychology and proven expertise in productivity strategies that scale your business, her work has been featured in publications such as INC, Success, US Weekly & People magazine.

When she is not speaking, writing, or creating content, Angela can be found working with other CEOs, executives, entrepreneurs and or solopreneurs to implement and master processes that can turn any business into a profitable business.

Angela’s expertise has been extended to clientele such as Kellie Pickler of American Idol, Hillary Scott of Lady A, Patrick Carney of The Black Keys, country megastar Jason Aldean, and Eddie George former, a former Tennessee Titans football player—to name a few.

Angela currently serves as Mentor Chair for the Nashville chapter of the Entrepreneur's Organization; a global business network for entrepreneurs who make over one million in revenue.

 

Click to define YOUR Ideal Customer Persona! >>

 

Feel free to connect with Angela Proffitt or Rob Turley on LinkedIn, or Follow Angela @AngelaProffitt_ and Rob @RobTurley2 on Twitter! 

#DTRHpodcast #FollowTheWhiteRabbit #Sales #SalesEnablement #Coaching #SalesTips #productivity #gsd #getshitdone #Motivation #Business #smallbusiness #productivitytips #Entrepreneur #leadership #planahead #timemanagement #goals #visionboard #vision #innovation #technology #distractions #mindset #gsdacademy #foundation #timeblock

Opportunity Prediction Drives Loyalty

Opportunity Prediction Drives Loyalty

November 27, 2020

DTRH Episode 9: Opportunity Prediction Drives Loyalty (Ft. Matthew Binder)

How can salespeople attract new customers, increase demand, create more value, and drive customer loyalty? There are a few complex ways to do so but the most simple, yet effective way is by leveraging predictive opportunity scoring. 

In today’s episode of Down The Rabbit Hole, our host, Rob Turley, delves deep into the mind of Matthew Binder to learn how opportunity scoring predictions add a significant advantage to your sales process and will generate a tremendous increase of ROI. 

 

1. How do we choose the leads and opportunities we invest in?

2. What components of your business do you consider?

 

Identify the needs that are causing customers the greatest pain and that is most vital for a brand to solve. By focusing on these pain points you can uncover latent needs that your offerings could fulfill and ultimately, create differentiation between those needs among your key target market.

 

There are numerous hidden costs and opportunity losses become more frequent the longer a business pushes back on integrating predictive opportunity scoring technology into their sales and customer success models.

 

Some Advanced AI technologies can score sales opportunities to determine the likelihood of having a positive engagement and which prospects are not a good fit—wasting less time and substantially reducing the Cost of Acquiring Customers (CAC).

 

Here to uncover all about opportunity scoring and its many valuable applications is Matthew Binder. His depth of experience in the sales industry and in his current role as an Account Executive at Toggl makes Matthew an industry leader in revenue strategy.

 

Feel free to connect with Matthew Binder or Rob Turley on LinkedIn!

 

#DTRHpodcast #FollowTheWhiteRabbit #SalesEnablement #ROI #PredictiveAnalytics #Sales #OpportunityScoring

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