Pouyan Salehi is the co-founder and CEO of PersistIQ, the complete outbound platform engineered from the ground up for sales. In today’s installment, I chat with Pouyan about PersistIQ and how sales reps need to have this as one of their sales tools for reaching out to prospects.
There seems to be an incredible amount of innovation in the sales technology space. The goal of most of these is effectiveness and efficiency, generating more revenue per hour of selling time. PersistIQ combines automation with human elements to make reps more efficient at outbound sales. Getting from point A to point B is a challenging and tedious task. Personalization matters now more than ever, and persistence always wins out in the end. Salespeople need to follow up and get the right amount of authentic valuable touchpoints.
Sales is both an art and science; it’s all a numbers game. Reps shouldn’t be blasting people mindlessly who aren’t qualified prospects. The model for inside sales is going to change based on necessity; the potential customer base is exhausted. There is a huge opening for someone to concoct a recipe on how to personalize touchpoints and make them more scalable.
There is a danger of too much automation; new software is coming out daily to make it easier for salespeople to blast those emails. In B2B sales, there is a very critical core element to sales, and that is the human factor; you need to protect, preserve, and amplify it. However, some pieces of the puzzle can and should be automated, which is the execution problem.
PersistIQ helps reps with intelligent follow-ups and smart safety checks before reaching out to the prospect; it will let them know if anyone else in the company has contacted them, which is a great attribute to the program. Sales reps need to step back and take a look at the activities that make a difference and spend time on those.
Every sales interaction has to be able to deliver some value to the potential buyer. PersistIQ has changed the way people measure data, it used to be based on open rates, now it is based on tracking response rates. One of the best ways to add value is by researching, sales reps need to write up a bullet point list when reaching out to their prospects.
What’s your most powerful sales asset?
Understanding the customer.
Who’s your sales role model?
Pouyan has many role models for various aspects. He learned asking the right question and listening is the key to the closure of the deal.
Name one book that every sales person should read.
Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese
What’s your favorite music to get you pumped up?
Prince and Atmosphere
What’s the first sales activity you do every day?
What’s the most frequently asked question you get asked by salespeople?
How do I do more than two touchpoints?
What’s one tool you use for you now sales management that you can’t live without?