Smashing your outreach and achieving a high conversion is the dream of every sales team on the planet. Thinking you can achieve this without a formal cadence process is ludicrous!
Joining us on this episode is Mark Kosoglow, VP of Sales at Outreach. Mark discuss how you can increase your conversion rates and take a step towards that dream with a killer cadence process.
Places you can find Mark:
- https://www.linkedin.com/in/mkosoglow/
- https://www.outreach.io
- https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345
Timestamps:
[02:20] – An intro to Mark and his journey in sales
[04:15] – Key learnings Mark took away from his first job in sales
[07:45] – The inspiration for Mark’s book
[10:10] – Mark’s definition of sales cadence
[11:45] – The number of outreach touches you need for a lead
[12:45] – The first step before executing a cadence plan
[14:20] – Mediums you should be using to engage with your prospect
[16:45] – Cold calling is not dead?
[18:50] – The best time to overcome an objection
[20:20] – Luigi’s quick recap
[24:20] – Aligning your content to customer personas
[26:25] – Content you should put in your emails to get engagement
[27:35] – Shhh! The secret to getting people to show up to meetings
[31:55] – One thing that Mark would do differently
[33:35] – Biggest influence in Mark’s career
[34:40] – Sales: A science or an art?
[35:40] – Where you can find Mark
