Episode 118: Sales are all in the Details - Nick Hart

Predictable Prospecting's Podcast

Making a sale is rarely a one-and-done encounter. Instead, it’s an ongoing process and a series of conversations, sometimes with multiple different people. In order to sell effectively, you need to be able to keep up with important details about each prospect, including what your last conversation entailed and when is the best time to schedule the next call or email. This can be a daunting task, but tools that allow you to streamline the process can help.

Outreach.io is one of those tools. Outreach is designed to help salespeople remember critical details and schedule ongoing conversations. Today’s guest is Nick Hart, the customer success manager at Outreach.io. Listen to the episode to hear what Nick has to say about what’s happening at Outreach and what he thinks about things like email personalization, referral strategies, and building and testing your processes before you implement new sales tools.

Episode Highlights:

• New things that are happening at Outreach.io
• Key things to look at for people who are looking for a solution like Outreach
• Understanding the different personas that you may be selling to
• How to approach sales from different channels
• Email personalization
• Referrals, and the benefits of a top-down referral approach
• Why it’s important to test and experiment with your processes
• The importance of providing value with each interaction
• Why you need to build the processes that work for you before implementing a new tool
• Why understanding and mastering tech tools for sales is going to be more important as time goes on
• How marketing professionals can help pave the way for the sales team

Resources:

Nick Hart

Outreach