In today's episode, Ryan continues his conversation with renowned podcast host, Will Barron. They consider high-performer traits in sales, focusing on the importance of habits and how they can impact success. Will also shares his insights on the use of AI in sales, sharing a practical example of leveraging AI tools to streamline content creation for his YouTube shorts.

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KEY TAKEAWAYS

• Setting habits, especially in prospecting, can lead to consistent performance and success in sales.

• Assertiveness, comfort with talking about money, optimism, not being a people pleaser, high self-esteem, personal accountability, and goal-setting are key traits of high performers.

• Controlling emotions and pushing through tasks even when not feeling like it is essential for success.

• AI tools can be beneficial for speeding up processes, such as generating content ideas and questions for content creation.

• Using AI tools for generating questions for content creation can save time and increase content output, leading to higher engagement and views.

BEST MOMENTS

"One of the things that I get the all new starters in our program to do is to prospect daily. And that is such a transformational leap in most salespeople's and small business owners and founders, if they're doing founder-led sales."

"Nobody wants to do cold outreach. Nobody wants to do content creation if you're doing inbound marketing, inbound lead sales. Nobody wants to do cold calls. But you have to do them routinely, systematically, every day to build that habit. And then it becomes like brushing your teeth, where it's an activity which is neutral."

"I used to be a massive procrastinator. Unless the deadline was three minutes from this moment in time, I wouldn't have started any project. I got over that by understanding this concept of the emotional, 'caveman' part of my brain."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Ryan sits down with Will Barron, the renowned host of The Salesman Podcast. Will shares his expertise on how to effectively combine attention and prospecting strategies to overcome challenges in sales, particularly in acquiring new customers.

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Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS

• Combining attention and prospecting in sales is incredibly important in overcoming challenges in pipeline activation.

• Will Barron emphasizes the importance of creating content that answers buyers' questions and aligns with their desires to attract and engage prospects effectively.

• The key elements of a successful outbound strategy include targeting the right person, crafting buyer-centric messages, and focusing on booking meetings rather than closing deals.

• Consistent exposure through multiple platforms and interactions can help build unconscious trust with prospects, making them more likely to engage.

• Simplifying messaging to create curiosity and elicit a response from prospects can be more effective than overwhelming them with product details.

BEST MOMENTS

"If you can just call someone, or you are just able to email someone to book meetings, you absolutely shouldn't be doing content marketing."

"You've got features, benefits, great, no one gives a shit. What are the desires of the buyer? How can you tie what you do with not even solving a problem, the desire behind that problem, why they want to solve it?"

"You're just trying to give them just enough where they go 'Wills emails me, and I would not be doing my due diligence in my role if I don't jump on a quick call of him."

"I think there's a lot of value of being like hyper direct. At least that's the way it is. I've shifted and I'm like, hey, this is where I'm at. This is what my pricing is."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

This is the second part of Ryan’s conversation with Tyler Barron, CRO of Encapture, where they discuss AI use cases for sales and marketing. From leveraging AI for strategic research and RFP automation to creative prospecting and collaborative ideation, Tyler and Ryan share their expertise on using AI to enhance efficiency, scale ABM efforts, and improve deal scoring.

Join 2,500+ readers getting weekly practical guidance to scale themselves and their companies using Artificial Intelligence and Revenue Cheat Codes.

Explore becoming Superhuman here: https://superhumanrevenue.beehiiv.com/

KEY TAKEAWAYS

• AI tools can significantly enhance strategic research for high value deals, allowing sales teams to efficiently analyze financial documents and earnings calls to identify potential problems and align solutions with strategic initiatives.
• Automating RFP and vendor questionnaire responses using AI can save significant time and resources, especially for companies dealing with similar questions across multiple clients.
• Leveraging AI for one-to-one creative prospecting can lead to highly customized outreach using a prospect's own language and quotes from their public appearances.
• AI powered call analysis tools can be used for efficient "game film" sessions, allowing teams to quickly review and learn from customer interactions without listening to entire calls.
• Collaborative use of AI tools across departments can dramatically reduce project timelines and enable rapid implementation of time sensitive campaigns.
• AI presents opportunities to scale ABM efforts by enabling the creation of custom content for specific accounts more efficiently.
• Data driven deal scoring using AI can help identify patterns in successful deals and apply those insights to future opportunities, improving win rates and deal velocity.
• Focusing on analyzing top performing customers and deals can lead to significant increases in deal size and help identify the most promising opportunities in the market.

BEST MOMENTS

"We primarily are getting value out of AI tools right now for strategic research. We have higher ACV deals, longer sales cycles, and we're trying to prospect up to the C suite."

"I think one of the biggest things that I've learned about kind of the scale up stage is that you can't outrun your supply line as a revenue leader and so you really got to bring everybody along with you at the company"

"Every year doubled our deal size and a hundred X, our largest deal. Just from that alone. Vista equity uses it to actually to convert companies from a bill to three bill in like three years."

Ryan Staley

Founder and CEO

Whale Boss

ryan@whalesellingsystem.com

www.ryanstaley.io

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets