Rejection often sends professionals running before the real game begins. Trailblazer in the sales industry, Danielle Cobo, brings her wisdom from her journey in copier sales to dental equipment, showing how breaking down monumental goals into bite-sized tasks can make a world of difference. We chat about the power of setting personal KPIs to monitor progress and maintain a keen focus on long-term objectives.

Shifting gears, we trade in the old-school tactics for a consultative method centered on truly understanding customer needs. Danielle and I share our personal stories of how confidence can blossom through dedicated learning and development.

👤 About the Guest

Danielle Cobo is the author of Unstoppable Grit, and is a keynote speaker, sales trainer, and senior consultant at Precise Selling.

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📈 At RapidScale, exceptional technology is powered by exceptional people.

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Rejection isn't the end—it's just a stepping stone to future success, or as Mark likes to put it, “only a moment in time.” Uncover the strategies to turn a "no" into an opportunity, keeping your head held high and your momentum strong.

Discover how reaching out to your favorite customers can be more uplifting, plus how to quickly get back on track by making more prospecting calls and focusing on potential "yeses."

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📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

How strong is your: Deliverability, Lead Sourcing, Copywriting, & Data Quality? Join us as Tal Baker-Phillips from Lemlist unpacks the secrets to successful prospecting that can elevate your sales game. Tal sheds light on the critical components of prospecting, such as the ever-evolving art of copywriting.

Each of these elements is vital, and ignoring even one can derail your efforts. Discover cutting-edge email prospecting strategies that prioritize quality and precision over sheer volume. We explore the power of strategic sending practices, such as inbox rotation, and the importance of A/B testing to maintain deliverability while expanding outreach.

You'll learn the significance of focusing on a single problem per email and how value-based calls-to-action can ignite genuine conversations with your prospects. This episode promises to redefine how you connect with your audience and optimize your email communication for maximum impact.

👤 About the Guest

Tal Baker-Phillips is a Sales Leader at Lemist in Paris, France. Learn more about Lemlist here.

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📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Taking charge of the prospecting dance is crucial—not just repeating the same old moves, but instead offering fresh insights with every interaction. Mark highlights the significance of initiating contact with a phone call followed by an insightful email, rather than the other way around. Learn how to adjust your follow-up tempo according to the sales cycle, whether it's a quick daily interaction for frequent buyers or a weekly engagement for larger, capital expenditure sales.

By understanding the value of consistent and innovative communication, you can maintain interest and stay ahead in the sales game.

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📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Networking face-to-face and online has a huge impact on business growth and job searching. We welcome Casey Hasten from Success North Dallas as we discuss setting the stage for networking that truly matters. Mark and Casey highlight the significance of making meaningful connections that leave a lasting impression.

Drawing insights from the book "The Go-Giver," we discuss how to offer value without expecting anything in return and the importance of follow-up meetings to strengthen connections. Mark shares his frustration with the "connect and pitch" culture prevalent on LinkedIn, advocating for a more genuine approach. Mark also reveals his secret to remembering networking details to ensure consistent and authentic interactions.

👤 About the Guest

Casey Hasten is the CEO and Chief Recruiter at Ascend Talent Partners LLC and CEO of Success North Dallas, a premier relationship-building organization.

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📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Mastering the BAMFAM method—book a meeting from a meeting. Learn how to turn “I’ll get back to you,” into a commitment. Get ready to tackle common scheduling hurdles and involve key stakeholders effectively while keeping your proposal process smooth and focused.

Mark offers actionable advice on how to be deliberate in your prospecting efforts, enhancing your sales strategy and building stronger client relationships. This episode is a treasure trove of tips to help you close more deals and prevent potential clients from slipping away.

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📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

The Power of Customer Testimonials. Join Mark Hunter and branding and marketing expert Ernie Harker as they explore the transformation of product features into compelling value propositions. Salespeople often find themselves focusing too much on product features, missing the crucial connection with customers. Ernie shares his insights on shifting from a feature-focused approach to storytelling that highlights customer experiences and benefits. We discuss the common pitfalls of sales meetings and training that emphasize product details over customer impact, leaving sales teams without the tools to communicate real value.

Listen in as they uncover the powerful impact of harnessing customer video testimonials as a marketing tool, and the value of creating a library of these testimonials for sales teams to connect with prospects on a deeper level, capturing real-world success stories that resonate with future customers.

👤 About the Guest

Ernie Harker is The Billion Dollar Branding Guy; a keynote speaker, author of Your Brand Sucks, C-store marketing specialist, and entrepreneur.

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📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com

Discover the strategic secrets of handling Requests for Proposals (RFPs) with precision. Uncover the nuanced decision-making process that can transform your approach to RFPs from a mere bidding war to a calculated business opportunity. Whether you've helped draft the RFP, or you're entering uncharted territory with a new customer, you’ll learn when responding can position you to influence future negotiations. Explore how aiming for second place or pushing competitors into unsustainable bids can ultimately lead to more lucrative outcomes for your business.

⭐ Leave us a rating or review on your favorite podcast app. We actually read them!

📈 At RapidScale, exceptional technology is powered by exceptional people.

Join the sales team at RapidScale, part of the Cox family of companies, and a leader in managed cloud solutions. Learn more at RapidScaleJobs.com