Interviewee: Jason Bhatti, Enterprise Sales Executive at NYC based Synthesio. I have known Jason for many years, in fact we built the inside sales team together with our good friends Aaron Bollinger, who was our boss, and Halit Berisha.
Aside of Jason being an amazing person, he’s a great inside sales executive, who actually taught me how to even use social media for prospecting.
We were catching up a few days ago and decided to do an interview regarding his views on inside sales!
Check it out!
Jorge: I already know the answer to this, but tell us, what is your professional background?
Jason: Currently an Enterprise Sales Executive at Synthesio, a Social Intelligence Platform. I’ve been in sales all of my professional career from working the top of the funnel down to managing existing clients. I’ve spent my professional career making stuff happen. What I’ve found is that the best approach is a consultative sales approach. Diving deep into a potential clients’ needs and goals is all about doing your due diligence. Determine what your clients’ goals are then determine if your solution best meets them. If your product/solution is not a fit kindly tell them so as to not waste anybody’s time, because in this industry time is money. Connecting people and companies with solutions has been my goal since day one and continues to be the driving force behind my success.
Jorge: What is inside sales and how did you get into it?
Jason: Inside sales is just how it sounds it’s working a deal at the very beginning or on the inside. You start with some suspects or people you wish to reach out to. Then through cold calling, emailing, inmailing (Linkedin Messages), tweeting, or etc, you secure a meeting and qualify the suspect who now becomes a prospect. Important initial criteria may also be needed in order for the inside sales person to complete their process. This criteria is different for every organization. Some companies just require the rep get the meeting/phone call while others require a number of “qualifying questions” be answered. These qualifying questions are very similar to any organization. Mainly you’re trying to figure out if your prospect has a budget, a timeline, and you know the decision maker. After qualifying a prospect or lead it gets handed to the outside sales rep to “close.” This person is usually at the account management or director level.
Jorge: What CRM do you currently use and what has been your experience with it?
Jason: Salesforce I’ve used SFDC in the past it does what it needs to do but can sometimes be cumbersome. Another CRM PipelineDeals for instance is great because of it’s simplicity and ease of use. It’s really set up just for sales. While Salesforce is robust and has a lot of great features because it can be set up for Sales, Marketing, or even customer service can make the experience time consuming. Other nuances like having a character limit on notes in Salesforce is an obvious flaw. I mean how am I supposed to fit all my notes for a half a million dollar deal in 500 characters?
Jorge: What are your 3 favorite sales tools/service?
Jorge: Explain your current outbound sales process and what a day looks like while doing it?
Jason: List build in a certain sector e.g. Pharma, CPG, Retail, or Agency Reach out usually LInkedin and direct email Meet with prospects that have been qualified to discuss pricing, onboarding, and technical considerations. Work on RFP’s and Presentations Read articles in the Industry. Tweet and share on networks industry news. Help other sales when I can. You better believe in T.E.A.M: Together Everyone Achieves More.
Jorge: Provide 3 powerful tips for generating outbound leads?
Jason: If for example your client is say mint.com. Google mint.com click the downward arrow next to the SERP link and click similar for find every other company or site that is similar to mint.com https://www.google.com/#q=related:https://www.mint.com/+mint.com Now you have a case study for those new similar suspects. Use an email permutator for find every possible email address.
The process is explained beautifully here: https://www.distilled.net/blog/miscellaneous/find-almost-anybodys-email-address/ Data.com is a gold mine if you put in a little work in and use the free option.
Jorge: What is your favorite market to do lead generation within?
Jason: Well, social media for sure. It’s an exciting space, where everyone is incredibly creative and open minded.
Jorge: What the top 3 mistakes inside sales people make when doing lead generation?
Jason: 1) Fail to follow up, 2) Fail to qualify, 3) Forget to pick up the phone, cold calling by no means is dead. http://www.steveschiffman.com/cold-calling.php