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In this episode of the 1% Edge podcast, Carlos Nouche speaks with Kyle Delipoli, Director of Sales at Erpley, about the critical role of prospecting in sales. They discuss the importance of building a qualified pipeline, the challenges of cold outreach, and the necessity of persistence and consistency in prospecting efforts. Kyle shares insights on effective outreach strategies, the significance of voicemails, and how to balance persistence with respect for potential clients. He also reflects on his journey in sales and the challenge she has faced, emphasizing the importance of learning from failure.
Takeaways
- Prospecting is the lifeblood of sales.
- Qualified leads are essential for a healthy pipeline.
- Sales reps should actively engage in prospecting.
- Utilizing multiple outreach channels increases visibility.
- Persistence is key; don't stop until you get a response.
- Voicemails should be clear and concise, highlighting value.
- Respect your prospects' time while being persistent.
- Consistency in prospecting leads to mastery of the skill.
- Learning from failure is crucial for growth.
- Sales is about solving problems, not just selling products.
Titles
- Mastering the Art of Prospecting
- Building a Qualified Sales Pipeline
- The Power of Persistence in Sales
Sound Bites
- "Prospecting is always the number one priority."
- "You gotta be brutally honest with yourself."
- "It's all about priming memory."
- "You don't stop until somebody says no or yes."
- "It's a privilege to offer them a chance."
- "You gotta get it into your habit."
Chapters
[00:00] The Importance of Prospecting
[03:06] Qualifying Leads vs. Junk Pipeline
[05:55] The Role of Sales Reps in Prospecting
[09:07] Channels of Outreach and Their Effectiveness
[11:55] Persistence in Prospecting
[15:02] Voicemail Strategies
[17:58] Balancing Persistence and Respect
[20:45] Consistency in Prospecting
[24:02] Kyle's Journey and Challenges in Sales
[27:13] Final Thoughts and Advice
