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Live Digital Panel - July 22, 2020

Out-teach, not just outreach

The modern buyer has more information at their fingertips than ever before. Sites like G2 crowd help to inform buyers decisions before even getting in a meeting.

Because of this, the role of the modern seller has changed. Join us as we discuss key strategies to help you and your team out-teach your competition.

This special event brings together Aditya Kothadiya, Founder & CEO of Avoma and Katherine Andruha, Global Sales Development Leader at Coursera, who will participate in elevated discussion on the long-term outbound approach, which includes educating and delivering value over an aggressive x number of touches.

Key Themes -

  • Prospecting - What’s Old is New?

    • Balancing quality & quantity

    • Automation & personalization

    • Cold calling & LinkedIn spam

  • Our Buyer’s World is Different too!

    • Buying today

    • Buying empathy

    • Know your buyer

  • To Compete!

    • How should I think about my competitors?

    • Good vs. Bad Behaviors

Key Takeaways -

  • Personalization is about relevancy - do your research on who you’re prospecting to, and include this at the beginning of your message. The best part of prospecting is listening.

  • Your prospect can tell if they are part of an SDR calling quota. Make sure your SDR’s do their homework and are prepared when someone finally picks up the phone.

  • When thinking about competitors, lead with differentiation and your org’s manifesto. Also, never bad mouth your competition, it’s a bad look.