Simplifying the Process of Prospecting w/ Nicolas Vandenberghe [Episode 284]

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Among the many topics Nicolas and I discuss in this episode are best practices for the routing of sales opportunities, the importance of the hand-off process from SDR’s to Account Executives and how to perform real-time meeting confirmations from prospects.

My guest today is entrepreneur Nicolas Vandenberghe. Nicolas is the co-founder and President of Chili Piper, an intelligent calendar system for sales teams.

KEY TAKEAWAYS

  • Routing sales opportunities is based on an algorithms using custom fields.
  • The hand-off process from the SDR to the Account Executive should be handled with just the click of an icon.
  • The Chili Piper software pre-fills in the client information and dynamically inserts it into the invite.
  • Only one click to open the calendar, one click to select the time and one click to confirm is all that is required to set a meeting.
  • In Salesforce, you can change the owner and convert the lead in real time.
  • Sales can self book a meeting in real time.
  • A prospect is able to confirm a meeting immediately with a single click.
  • Information fields can be prompted to ensure the SDR is capturing and conveying all the information needed for the sales process.
  • Chili Piper software adds value and leads the Account Executive towards a more effective, proven process.

MORE ABOUT NICOLAS VANDENBERGE

When out in the field selling what is your most powerful sales attribute?

Prospects know Nicolas will be there when they need him.

Who is your sales role model?

Nicolas’ role model was a person in his past who was able to rephrase his client’s problem into a solvable framework.

What’s one book that every salesperson should read?

The Sales Development Playbook by Trish Bertuzzi

The Sales Acceleration Formula by Mark Roberge

What music is on your playlist right now?

Philip Glass