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About This Episode
Stand out.
Be seen.
Get noticed.
Chances are, you are competing for your prospect’s attention on a regular basis so standing out, being seen, and getting noticed have to take priority if you really want to connect and engage.
How do you do it? How do you get someone’s attention in a meaningful way?
Our guest today on The Sales Engagement Podcast was Josh Braun, Founder of Sales DNA. Josh started out as a kindergarten teacher and has taken his love and passion for teaching to the B2B world.
We talk about how to create meaningful engagement that sets you apart and Josh shares some incredible stories of this process at work.
Here are the highlights of our chat.
Find Their Problems, Don’t Ask What Their Problems Are
Josh talked about being meaningfully different and how it creates engagement.
It’s less to do with your product and marketing and everything to do with how you approach your prospects.
His process is to find what problems your prospect has and then tell them how you have the best solution to their specific problem.
You’re asking what’s meaningfully different to them, asking “What’s the job they’re doing now, how can we help them do it better?”
For example, here at Outreach.io, it’s less about selling how you a prospect can send more emails or the tech behind it–it has everything to do with making that prospect happy by booking more meetings, without having to hire more heads.
The problem: your prospect wants to book more meetings, quicker and easier.
Josh suggests that you take the time to list all the different types of problems you can solve for a prospect and then framing those problems as questions that make them say “Oh, what do you mean?” or “I hadn’t thought of that.”
How To Get 50% Of Your Prospect’s Mindshare
Ask these thought-provoking, prodding questions at the top of your funnel and you’ll create immediate engagement and cut through the white noise of your competition.
If you’re sending the same email templates and asking the same “What can I do for you?” questions as everyone else, you’ll be lumped in with everyone else and have to fight for your fraction of your prospect’s mindshare.
But when you break the pattern, asking questions that address their specific problems, you’re suddenly separated from everyone else, getting 50% of their mindshare.
This post is based on a podcast interview with Josh Braun from Sales DNA. To hear this episode, and many more like it, you can subscribe to The Sales Engagement Podcast.
If you don’t use iTunes, you can listen to every episode here.
About The Podcast
The Sales Engagement podcast is the #1 podcast focused on engaging your customers and prospects in the modern sales era. This show features real-life stories and best practices from revenue leaders doing the job day in and day out, in a casual, radio-like talk show.
Each episode features modern tactics, strategies, hacks, and tips to get the most out of your sales engagement strategy and help you navigate the next generation of sales. You’ll find energetic talks that will provide you with real actionable value around building meaningful connections and creating a better selling experience through authentic conversations that you can measure.
The Sales Engagement podcast is here to help B2B sales leaders, customer success leaders, and marketing leaders innovate and usher in the next era of modern sales by building pipeline, up-selling customers, and ultimately generating more revenue with more efficiency.
Hosted by Joe Vignolo, Senior Content Managing Editor at Outreach, and Mark Kosoglow, Vice President of Sales at Outreach.
