Sales Activity vs. Engagement - by Tawheed Kadar
TAWHEED KADER, Founder & CEO, ToutApp
Focusing on Engagement
Sales engagement is a really intimate relationship. For someone to give you money, for them to trust you and invest in you, its difficult.
At Tout, we don’t sell, we deliver happiness.
Two sales people and their goal is to make people happy using Tout
Initially they were focusing on output
How many cold calls did you bang out?
how many emails did you send?
how many demos did you do?
At Tout - they think about sales as marketing. What does the modern sales person look like? Today, sales is about engagement rather than activity
People don’t like emails after calls that say “pay us” or “following up” or “next steps”
The goal of Tout sales people is to make customers successful
When they send out emails its about making people successful. Getting them started, showing them a good time
Activity v engagement
In emails, its about getting the most out of the platform
Sales people (from a specific name) get better emails than from “team” (or generic).
Sales people should be tracking their email open and response rates if they’re not (tout pitch)
They send blog posts in emails to provide value. After you provide value, they will come back to you
How do you measure?
They developed ‘ baseball cards’ for sales reps that can track their stats.
The report tells how many emails have been sent, how many emails are getting read, how many are getting responses
Sales isn’t about activity, its about engagement
You should deliver value to their inbox
Radical ways to drive engagement
Modern sales person
Creates and shares relevant content
Finds prospects and does outreach
What if leads find individual people who sell email tools online when searching on google later rather than companies. Instead of ToutApp, you might find an individual sales person
You will find people who know a lot about sales and then ask them for help. Thats how you will find products, through people, not the other way around.
The future of sales if focused on engagement and not activity
Check out notes from other talks from Sales Hacker Conference
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