Uvaro Week 3

Dug into cold calling and discussed aspects like scripts, techniques, and so on.

• Ask leading questions during a cold call
• In case the call is too long, you can say that I’m really enjoying the conversation and I didn’t mean to consume so much of your time
• https://www.youtube.com/watch?v=Zfe5_bVBLEI&feature=youtu.be
• FUD — Fear, Uncertainty, and Doubt

https://www.linkedin.com/pulse/sales-pods-nice-theory-so-practice-tito-bohrt/

Discussed the difference between SDRs and AEs.

AE has a prospecting component too! ABP.

• Sales teams should have 10–20% personalization in their communication

Discussed how job hunting is like prospecting

• A good thing to ask in an interview is whether the SDR shadows AE meetings. And ask about PODS vs ROUND ROBIN structure.
• Don’t use mirroring during interviews.

Managing upwards: Managing up is about using the traits of a good manager to help bring out the best in you as an employee. When done effectively, managing up makes your manager’s job easier, as well as your day-to-day job.

Never skip CLARIFY and VALIDATE in the conversation

Readings:

• The power of Quarterly Business Review
• The Essential Guide to Quarterly Business Reviews
• How the Sales to Service Handoff Looks From Your Customer’s Point of View
• Nailing the Customer Handoff Between Sales and Customer Success
• The Mindful Sales Rep
• 21 Networking Tips That Will Help You Rock Your Next Business Conference
• 10 Ways You Need to Change How You Think and Talk to Succeed at Sales
• How Enterprise Infosec Teams Can Avoid Security Questionnaire Bottlenecks