The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 months ago

Friday Fundamentals 149: Appy Choudhary

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Friday Fundamentals 149: Appy Choudhary

Hey, everybody's Sam Jacobs. Welcometo Friday fundamentals. You know Friday fundamentals and the sales hacker podcast. It'sthat short five to ten minute format where we bring you actionable insights to helpmake a difference in what you do today, and we've got nobody more actionable thanhappy choudry. Appy is one of the leaders in the sales development arena. I'll give you a quick bio, and we talked about it because hewas our guest earlier in the week, but he's a senior sales leader withover fourteen years of experience. He's built and led str teams and AE teams. He's done the IC work, developed go to marker strategies. He's currentlya top performers current company, blend. He's built an STR team from scratchedhis previous company, launched darkly, and he's been a director of sales.He knows everything about sales, including Sadler, medic and all the like, andhe is an expert in terms of creating pipeline and generating opportunities using thesales development function. Now we're going to ask him what's his top piece ofadvice for personalized in the sales process. Before we get there, we wantto thank our sponsors. We've got two...

...sponsors. The first is outreach.Friday fundamentals is brought to you by outreach. Outreach triples the productivity of sales teamsand powers them to drive predictable and measurable revenue growth by prioritizing in theright activities and scaling customer engagement with intelligent automation. Outreach makes a customer facingteams more effective and improves visibility into what really drives results. Were also sponsoredby pavilion. Pavilion is the key to getting more out of your career.Our private membership connects you with the network of thousands of white minded peers andresources where you can tap into leadersh opportunities, professional development, mentorship and other servicesmade for high growth leaders like you. Unlock your professional potential with a pavilionmembership. Gets started today a joint pavilioncom happy welcome back to the show. Thanks for warm welcome, Sam, excited to be here. So ourFriday fundamentals question for you is, what are your what's your top piece ofadvice to drive personalization in sales outreach so that you can create more opportunities.There's a lot that goes into that Sam and let's deep dive into it.So starting with emails. Prospects have a...

...ton of information on the Internet.So I advise my SD has to spend five to seven minutes of doing researchon those prospects, including on their Linkedin trofile, zoom in for anything onGoogle News, looking at Youtube and checking them out on twitter, compiling allof that information and personalizing those emails where it's less about the company, meand the product you're trying to sell and it's more about the prospect. That'sthe advice on emails. Then talking about phone calls, we use outreach atblend and there's something very interesting that outreach can show. Not a lot ofthings use it, but looking at what time of the day do I SDRteams get the most connects and most replies. So when in str looks into thetime in the on the heat map...

...in outreach reporting and they can seethat, okay, they get most of the replies between eight am or andten am Pacific Time or two PM to four PM Eastern time, they shouldblock that time and spend most of their time calling their prospects within that timezone. Obviously some advice is to research well about your prospects. Something mytop performers do is they basically open linkedin profiles of all the prospects they aregoing to call within the next one hour and they are actually on the linkedinprofile when they are making a call. That helps them personalize on the spotand gain traction other than email personalization and called personalization. We also use sendOo for our gifting strategy. So anyone who's engaging with our emails or mystar team had a good connect with or...

...someone referred as to someone will probablygo ahead and send them something really nice. It could maybe a handwritten gift cardor a blend succulent or some co branded cupcakes which includes the brand logoof blend and the prospect company. That works out really well. So that'son gifting. And then my team also uses linkedin in a way creative way, other than just connecting and trying to engage with prospects activity. They sendvoice notes, they send Linkedin selfie videos to prospects to show how much eagerthey are to connect with them and how they can actually solve their challenges andpaint points. So all of this helps in personalization and connecting with prospects,and so I love it. Happy and so you know the theme of thedays, of course, P personalization and...

...getting creative and APP these teams usevideo, they use sending, they use linkedin voice messages and selfie videos.Just you know, dropping your prospect into ten email sequence is just not enough. That's not enough anymore and it really shows a lack of inventiveness and innovationand it's too much. So so take happy's advice. Personalize your outreach toto your tier one prospects, to your tier a prospects. Appy, remindus. If folks are interested in getting in touch with you, what's thebest way? The best way to connect with me through my linked in profiles. I'm pretty active on Linkedin. So feed free to each other and connecton Linkedin. Awesome. And the folks want to reach out to me,you can Sam at joined Pavilioncom, thanks again to our sponsors. Outreach triplingthe productivity of sales teams the world over, and pavilion the key to getting moreout of your career unlock your professional potential with a pavilion membership. Getsstarted today at Joint Pavilioncom happy thanks so much for being our guest on theshow this week. Thanks again for having...

...me so it was a pleasure.We loved having you and, folks, I'll talk to you next time.

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