The Death of Cold Outreach

The Shift from Sales to Marketing Mindset

Rethinking SDR Roles and Responsibilities

Building Relationships in Sales

Creating Meaningful Connections in Networking

Storytelling as a Sales Strategy

In this episode of the GTM After Hours podcast, Mark Bliss and Trevor van Woerden discuss the evolving landscape of sales and marketing, emphasizing the decline of cold outreach and the need for sales professionals to adopt a more marketing-oriented approach. They explore the importance of building authentic relationships, the role of SDRs, and the significance of storytelling in sales. Trevor shares insights on how sales reps can differentiate themselves and the value of engaging with their audience on platforms like LinkedIn. The conversation culminates in advice for new sales professionals, encouraging them to embrace their roles and focus on ethical selling. Takeaways<ul><li>Cold outreach is no longer effective in sales.</li><li>Salespeople need to adopt a marketing mindset.</li><li>SDRs should focus on building relationships, not just making calls.</li><li>Quality of outreach is more important than quantity.</li><li>Sales strategies must evolve with changing market dynamics.</li><li>Sales teams should be incentivized based on conversion rates.</li><li>Effective outreach requires understanding the prospect's needs.</li><li>Sales and marketing alignment is crucial for success.</li><li>Building genuine connections leads to better sales outcomes.</li><li>The sales process is now more relationship-based than transactional. Building relationships is more important than just closing deals.</li><li>Intimate dinners with plus ones can enhance networking.</li><li>Co-branding at events increases credibility and engagement.</li><li>Authentic engagement leads to meaningful connections.</li><li>Sales reps should share personal stories to differentiate themselves.</li><li>Storytelling is a powerful tool in sales strategy.</li><li>LinkedIn should be used for authentic engagement, not just sales pitches.</li><li>Sales reps need to understand their clients' needs deeply.</li><li>Creating a safe environment for sharing stories fosters connections.</li><li>Rookie sales reps should embrace their roles and stay true to themselves.</li></ul>Sound Bites<ul><li>"Cold Outreach is dead."</li><li>"You have to prove your worth."</li><li>"What if we just label that as marketing?"</li><li>"It's about quality, not quantity."</li><li>"Salespeople sell what you pay them to sell."</li><li>"SDRs are my favorite employees, period."</li><li>"You can't treat it like it was 20 years ago."</li><li>"You need to do more than that."</li><li>"That's not relational. That is a hustle."</li><li>"You have to watch for that."</li><li>"You can become the authority on it."</li><li>"It's a good job. It's a worthy job."</li><li>"Stay true to yourself. Stay true."</li></ul> <a target="_blank" href="https://riverside.fm/?via=mark-bliss">Start a Podcast on Riverside!</a> Want to finally start that podcast? Riverside's AI makes podcasting easy! <a target="_blank" href="https://www.honeybook.com/signup?code=mark62974&amp;redirect=true">Next level freelancing with Honeybook</a> Honeybook is your 1-stop-shop for all things freelancing. Send invoices, book meetings, and more! <a target="_blank" href="https://www.buzzsprout.com/?referrer_id=2318223">Easy Podcast Distribution w/ BuzzSprout!</a> Easily get your podcast everywhere people listen with BuzzSprout! Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you. <a href="https://www.buzzsprout.com/2368035/support">Support the show</a><a href="https://www.linkedin.com/in/markbliss/">Continue the conversation by connecting with Mark on Linkedin!</a>

In this episode of the GTM After Hours podcast, Mark Bliss and Trevor van Woerden discuss the evolving landscape of sales and marketing, emphasizing the decline of cold outreach and the need for sales professionals to adopt a more marketing-oriented approach. They explore the importance of building authentic relationships, the role of SDRs, and the significance of storytelling in sales. Trevor shares insights on how sales reps can differentiate themselves and the value of engaging with their ...

Rethinking Sales Strategies with Trevor van Woerden