Summary:
In this episode, we talk with Leslie Venetz, a sales consultant and founder of the Sales-Led GTM agency. Leslie teaches salespeople about outbound strategies and has had a successful career as a top individual contributor and sales leader.
Leslie shares her personal story about making tough decisions in sales and the long-term benefits of prioritizing the customer's needs. She also reflects on the skills she observed in others, such as adaptability and giving credit to others.
Finally, Leslie explains her motivation for starting her own sales consulting business and emphasizes the importance of outbound sales in B2B revenue generation. She also shares her unique approach to sales training events, which includes mindfulness, movement, and unconventional topics.
You'll learn techniques on how to put the spotlight on other people, how to resist the urge to help while still being helpful, and how to connect in a "non sleazy" way on Linkedin.
Takeaways
- Selling by being human means developing a deep understanding of the problem you're solving and focusing on helping the customer make the best decision for themselves.
- Active listening is a crucial skill in sales, and it involves resisting the urge to be helpful and keeping the spotlight on the prospect.
- Making tough decisions in sales, such as walking away from deals that may not be the right fit, can lead to long-term benefits and build trust with customers.
- Observing skills in others, such as adaptability and giving credit to others, can inspire and inform your own approach to sales.
- Starting a sales consulting business offers the freedom to work on your own terms and with the type of people and companies you align with.
- Outbound sales, including cold calling and cold emailing, is a cornerstone of B2B revenue generation and should not be dismissed or renamed. Sales is a craft and profession that requires care and expertise.
- Unique experiences and perspectives can set sales professionals apart.
- Mindset and skill sets are both crucial for sales success.
- Using reader-centric language in outreach can improve response rates.
- Earning the right to sell is essential in every stage of the sales cycle.
- Authenticity and transparency are key on LinkedIn.
- Revenue Revelry events focus on mindfulness, movement, and sales content.
Key Moments:
03:40 Selling by Being Human
06:17 Understanding the Problem
09:37 Making Tough Decisions
12:26 Observing Skills in Others
23:24 The Importance of Outbound Sales
24:13 Sales as a Craft and Unique Experience
26:05 Unique Approach to Sales Training
27:36 Mindset and Skill Sets in Sales
29:29 Reader-Centric Language in Outreach
31:04 Earning the Right to Sell
32:00 Misuse of Cold Calls
33:15 Optimizing Voicemail Strategy
34:12 Using Texting in Sales
37:15 Being Social vs. Being a Social Seller on LinkedIn
38:37 Making the Ask in Sales
41:28 Authenticity and Transparency on LinkedIn
43:21 Revenue Revelry Events
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