- I eluded to this in one of the vlogs that we did recently
but one of the new key hires at Experiment 27 has been
a senior sales manager.
One of the reasons why we added the senior sales manager
is to help improve our internal sales guys.
This is also helping with X27 processes
to help get things better.
When you grow as a company, one of the things that
I've heard from more successful business owners
to do is to invest in a higher quality team.
So, that's one of the things that we're really
improving in X27 in hiring a stronger team
to help defend our position and make us a better,
more scalable, more successful company.
We hired a sales manager.
His name is Patrick Doohan and he's working weekly
with Billy, who's our sales guy,
who you saw in a previous vlog.
If you wanna check out the HustleCon vlog, he's in that.
And here are the learnings from the first week
of working together.
This is the presentation Patrick sent.
So, let's jump into it.
The way that we approached training Billy in the first week
was Billy has a strong SaaS background.
So, he's extremely good at booking meetings with companies.
Eight, nine, ten, even twelve cold qualified meetings
per week was nothing for Billy.
He was crushing his numbers every week,
but we were less confident in his closing abilities
and in his ability to speak about the company itself.
A lot of the stuff we covered were what you might call
basics, but these are going in assuming he knew already
how to book meetings and how to get those people
interested enough to meet with us in the first place.
First, Patrick went through how to set up an initial
sales meeting.
He reviewed the cold email process, figured out
how we could change it.
We also looked through identifying prospects key problems,
issues and goals.
So, we've wrote out a list of questions and maybe
in a future video, I'll run through what those
specific issues and questions were.
But right now, I just wanna do a high level overview
of what we did.
Then we went over how to aggressively follow up
with an opportunity, follow up was one of the
big things that Billy was missing,
which is he would take a call and this is a problem
a lot of sales people have.
He'd take a call and he would only follow up like once
or twice when it really takes like five, six,
sometimes even seven calls with a prospect
to know for sure that they're not gonna buy.
So, aggressively following up and coming up with some
solutions to some issues, finding some deals that we thought
were cold and that weren't gonna close
and then, getting them closer to closing.
Then, handling the proposal process.
We're still working on this, but we're improving
our proposals making them more custom
and in a future video, I wanna talk about
what we're doing along those lines
'cause right now, we still use a fairly generic proposal
that looks customized, but it's not as custom
as something like we were using back at my last
agency or that a lot of agencies use.
So, handling the proposal process is something
that we touched on as well.
Also, in this first week, he went deep
with the closing process.
Billy has always been good at asking closing questions,
but he only really leaned on that one question,
which was, "What's your timeline or what's the timeline
"for when you see us implementing a service?"
For you guys, if you don't ask closing questions,
it's a really good first question to ask
because it really helps them open up,
but we added some new closing questions to the process.
This is the type of thing that adding a senior
sales manager could really help with
because Patrick has studied all these sales books,
like he knows these little tricks that even somebody
who's been selling ya know, like us,
don't really know.
I'm not a big fan of selling by the book.
I'm more of a fan of selling via gut feel,
like learning their problems and gaging their
solutions that way.
The last thing is the importance of setting and hitting
weekly activity goals, which is something we talked about
in previous videos.
Billy's goal still is eight meetings per week,
which means 200 plus cold emails sent
and 200 plus cold calls per week.
So, making sure he hits those base numbers
and then, that hits the meeting goal number,
which will eventually hit the closes number,
which is four closes a month.
Where we are right now is, we're halfway through July.
Billy's closed two of the four needed.
So, actually not even halfway through July.
We're on July eighth, so we've got about 20 more days
and I'm pretty confident that these are gonna work.
If you found this video valuable,
let me know in the comments.
If you want me to go more in depth on these learnings
with Billy 'cause we can go super deep, right?
I can show you the questions that we're asking
in the sales meetings.
I could show you maybe even some recorded sales calls.
We're getting some of those.
Like, if this is interesting to you guys,
let me know.
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