In this episode we talk with Doyle Slayton, CEO and Founder of Xoombi, about motivating buyers to follow your lead.
Doyle was in sports broadcasting, cold-calling for sponsors. He learned he loved sales! He moved to outbound prospecting and management, but started to find that nobody picks up the phone anymore! He saw there was a problem.
It’s all about alignment. Doyle suggests how to get marketing and sales together to get sales moving. How does branding fit in the buying process?
Doyle examines a variety of issues in sales today. Every consultant has a different take. What is happening on the front lines? Doyle gives his thoughts on simplicity.
What are the must-have tools? Doyle talks lists, personas, multiple contacts, and accounts. Direct dial numbers and email addresses are key. What does Doyle suggest about marketing automation?
The discussion turns to Saleswings, HubSpot, and other tools of the trade.
How do you combine application with theory? Doyle gives a couple of case studies.
The books, Influence, Pre-Suasion, and The Science of Selling, explore the emotional/psychological side of decisions. Doyle says canned demos are “where deals go to die.” Be different from your competition by being “of” your client.
Doyle boils it down to inspiring buyer action. He makes points on web presence, cool factor, curiosity, scarcity, process efficiency, case studies, social proof, and an easy entry point.
Doyle puts himself in the shoes of his clients. He identifies with them as he advises them. His passion carries into prospecting and sales calls.