Down The Rabbit Hole

Top-of-the-Funnel Optimization (Ft. Patrick Joyce)

November 18, 2021

DTRH Episode 38

Top-of-the-Funnel Optimization

Ft. Patrick Joyce

Optimizing the top-of-the-funnel is not an easy job, but it doesn't have to be difficult. Multi-threading is a misunderstood process, it takes time and effort, but the fruits you can bear from being an effective multi-threader speaks for itself. Engagements we have with prospects and how we interact with their network and environment is critical to a new buyer feeling safe, familiar, and comfortable. 

 

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Key Takeaways: 

  1. Build your network: The age-old saying of "it's who you know, not what you know" has a lot of truth behind it. Modern sales do need the consultative expertise driving the conversation to achieve successful outcomes, though the connections you have and are able to leverage are a great way to connect with a new prospect through introductions
     
  2. Multi-thread your outreach: Multi-threading is a powerful thing. It enables you to have something we like to call "coverage." The more coverage you have, the better the outcome—usually. 
     
  3. 30:70 rep to prospect talking ratio is ideal: According to Sandler Sales Training's theory, it is ideal to have a 30:70 talking ratio. Rule of thumb, "If your lips are moving, you're not learning." 

 

"'Approach those with pain but aren't ready to visit the doctor yet." 

- Patrick Joyce

 

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 Patrick Joyce. Patrick is a top-of-the-funnel expert. We discuss how Patrick became a salesperson after being a math teacher, how he evolved into an entrepreneur, and how he got to where he's at now. Patrick specializes in sophisticated multi-threaded outreach to penetrate and navigate difficult enterprise accounts. 

 

About Patrick 

Patrick trains sales reps and builds outbound sales funnels that reliably start new business in new markets. The techniques I use to penetrate new accounts are unprecedented and have proven highly effective. Patrick helps businesses ranging from $6M-$1B valuations. 

 

Feel free to connect with Patrick Joyce or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter! 

#DTRHpodcast #SalesEnablement #MultiThreading #TopOfTheFunnel #SalesStrategy #Prospecting

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