Disruptur

Ready to make the change and see what good looks like? Let’s get you to the dream state. Individually what does that look like for you? Where will you be? What freedoms will you enjoy? Demand + Outbound Actions = Revenue

Leaving a stack of money on the table? Here is likely how this is happening in your organisation. Where you aware? One of the biggest things I continue to hear from leaders in CS / Operations / Delivery departments is “we are too busy processing in order taking mode” I ask, “So who is calling your existing data base, dead-lists, lapses, and placing where are they now calls?” I am swiftly told, “ we have order takers and processor’s here, we don’t have anyone who has that skillset”. When I came up through the ranks in some of these departments myself, in the early mid 2000s, placing those calls was a heavy part of the role. What’s caused the change to being solely junior order taking process working mindsets ; Decrease in salary Direction top down “that’s a sales function” What I’ve found through speaking to countless businesses is this is the work that’s easily missed and slips through the cracks and the leaky bucket most organisations of the 2022s don’t even know they have as “that’s someone else’s job, is the mentality”. Hoping it doesn’t require the brain power of Nikola Tesla, to understand why correcting this is vitally important. Demand + Outbound Actions = Revenue #ManderovicMethods #disruptur #sales #Marketing #SDR #ClosedCircuitSelling #GTM

Don’t sell the meeting. Sell the experience of how you will help them win. Yes the gurus and many leaders won’t like this post. If we work from the frame of the buyers shoes, what would they need to see to meet them in their buying cycle, we are effectively creating an inbound experience from and outbound action. Let that resonate. I guarantee the deal will close faster and you will have a much more aligned experience. The secrets to my success in #ClosedCircuitSelling was in essence shortcutting the churn of the traditional sales process actions. And in turn, providing the Ultimate Customer Experience. Wouldn’t you too, prefer to be operating from there? Demand + Outbound Actions = Revenue #ManderovicMethods #disruptur #sales #Marketing #SDR #ClosedCircuitSelling #GTM

What is the future of sales? What is the future of the SDR role? What are the ways in which we can do better, less with more, while increasing your revenue. In this episode, my guest and I dive deep into these topics and leave no stone unturned from what sales was, is, and perhaps should be as an outline for better business success. Unless you have lived under a rock in the digital world, my next guest should be known to you. James Saywhatsales Buckley, encapsulates in my opinion everything that modern day workplaces should be fighting over. If you want to strike relevance with your key target audience, this isn’t one to miss. I present to you James Saywhatsales Buckley chief Evangelist & Host JB Sales for episode 49 Better Business Building

Knowing which deals are about to expire, and if they are in the market.. handy? I’m hoping the reasoning of why this is game changing doesn’t require the brain power of the Great Nikola Tesla. Linking this knowledge with what I discussed yesterday on DISC personality profiling while prospecting, @humantic with working a list properly, with validated channels, sets you and your business for success. Coupling that with, companies who are actively searching for what you do, creates you a #ClosedCircuitSelling opportunity then it’s just on you, to have the right conversation. Demand + Outbound Actions = Revenue #ManderovicMethods #disruptur #ClosedCircuitSelling

I’m hoping the reasoning of why this is game changing doesn’t require the brain power of the Great Nikola Tesla. 🤣 Here I demonstrate the ease of use to work your list, through click of a button with Humantic AI For a more in-depth look at this, also check out the recent post by Mark Bangs (link in comments). CC Collin Mitchell Demand + Outbound Actions = Revenue disruptur.co

Valued employees waking up to inbound meeting requests? Social Selling = Business Skills 101. Right time, right messaging, right channels. Technology isn’t going backwards folks. If your staff are not omnipresent, conducting multi threaded conversations and are the key driving force to the front of your business, while customer success are key orchestrators or outbound opportunity spotting You are dead in the water. Don’t you think it’s time to update to what good looks like? Demand + Outbound Actions = Revenue

Let’s build your simple, repeatable, predictable systems that get you the attention you and your business deserve. Cut down on the manual churn. Hyper target your prospects. Validate where they like to be communicated with. Know how to make it real for them. Know what will tip the scales in their favour. Sound good? It should. Demand + Outbound actions = Revenue #ManderovicMethods #disruptur #Fullcycle

What’s driven dashboard management and left leading coaching and inspiring by the wayside? The actions of yesteryear are equivalent to trying to hit rocks together to start a fire against where we are today. Many don’t know what they don’t know, and don’t know easier, faster, smoother, frictionless more cost effective more efficient manners exist. Demand + Outbound actions = Revenue #ManderovicMethods #disruptur #Fullcycle

Market awareness and brand impressions. You would be better off resending a copy of their white paper to them, and what you took from it, and showing you have insight into them and their company than flogging to death your readily available company content. There has to be some uniqueness about it. Relevance. The same goes for webinar and event requests, If you are sending generic messaging to unknown relationships, that very bridge is now burned. Remembering it’s about making it real for them. Not pushing them into your cadence. If you aren’t confident in the right business actions without causing brand damage. Find someone who is. 🤩 Demand + Outbound actions = Revenue #ManderovicMethods #disruptur #Fullcycle

Clients story, not yours. But how do we frame that? Everyone in the business world would now understand the vital importance of demand, content and storytelling. But what if I told you the biggest misstep is still pushing telling your story or product, and not actively listening to theirs?? After-all understanding your clients why, their key drivers and what business transformation could transpire should be pivotal right? What if there was a simple way to make that happen? There is. There will be an emergence of a B2B podcasting roles that will sit between sales and marketing. What better way to learn from your key target audience and dream clients, than to promote them, learn from them, and actively listen, and speak to them as peers. Innovation in this space is about to explode if it hasn’t already. Just look at what Salescast and Guestio have already brought to the table. Tell their story. Truly listen. Learn Elevate. Technology isn’t going backwards. Demand + Outbound actions = Revenue #ManderovicMethods #disruptur #Fullcycle

Social Selling = Business Skills 101. Can we not agree that we no longer need to label the top of funnel actions of getting to the right person through multi platform actions as social, but simply business skills? Winning the deal is now about the actions and skillset associated on multi platforms, multi threaded approaches and no longer about narrow one dimensional actions undertaken. Demand + Outbound actions = Revenue #ManderovicMethods #disruptur #Fullcycle

Did you know the LinkedIn algorithm does this? Want to see if you are being viewed amongst your peers that are already winning? Scroll down your page and see “people also viewed at the bottom” check the results. That’s who LinkedIn believes you are most similar too. Now, if you don’t want to giving business to your competition and advertising them, turn off this feature in settings. Funnily enough I saw Mark Bangs discussing this on Breanna Davila post also.. credit where credit is due to everyone sharing what they have found and can take from LinkedIn to help others. Demand + Outbound actions = Revenue

Did you know on LinkedIn you can also do this? So no prizes for obvious advantages of selling into communities that already think and like what you do. You obviously know that you can search your potential clients on LinkedIn. Their followers are also a community of who believe what you believe and are likely to engage with content specific to solving their problems. Did you know, before you connect with this stakeholder you can view their connections. I’m hoping the next logical step doesn’t require the mind of Nikola Tesla.. You then have a list of connections, another community where what you do strikes relevance. Demand + Outbound actions = Revenue

Have you also considered this? Okay Adem Manderovic il bite. Selling into communities of people is something for those of you that follow my content, tips or maybe have jumped on a consultancy call know I bang on about. Why? Because they already believe what you believe. Justin Welsh recently posted with reflect to the importance of layering comments on your key target audience (prospects) and how to be seen at that level when perhaps you aren’t. He is 💯 this will help you grow in those arenas. But have you also considered, another list of communities in addition to my tips on podcasts, WhatsApp Slack that believe what you believe are the posts likes and comments of posts similar to solving your problems or robust discussions pertaining to it? George Suarez and I actually discussed this recently. Those that haven’t checked out the power of Opnbx.ai you really should. Again, hoping it doesn’t take the brain power of Nikola Tesla here to ascertain next steps. Demand + Outbound actions = Revenue

Are you failing to do this? The biggest missteps I continue to see and hear from speaking to business leaders around the globe are misunderstanding how simple your GTM can be to set yourself for success. Spinning plate 1. Identify Create Educate Demand Spinning plate 2. Build a list Wash the list Validate and verify Call the list Follow up Where those continue to go wrong is playing analogue when the recipe plays digital. Understand demand. Understand validating your channels. Strike with precision. Speak to those who believe what you believe. Make a difference to them and their business. Long gone are the days, of “we have always done it this way”. Put up the closed sign now. Demand + Outbound actions = Revenue #ManderovicMethods #disruptur #Fullcycle

Have you ever considered where all this is heading? Have you every thought about social proof and third party peer reviews simply becoming more than just that? What I see is not only a reflective review system, but companies working together to leverage their feedback on any service or product fit, in 360 degrees. Peer to peer reviews - feedback so reflective that if you aren’t up to scratch, the market will tell you.. Demand + Outbound actions = Revenue

Biggest growth hack for B2B and how business is undertaken with simplicity? In 2015 I told a global organisation this was about to happen. In 2018 and 2019 I told another this was about to happen. B2B podcasting provides you and your new business acquisition team ungated access to those you want to speak to the most. This doesn’t mean to pitch slap them, but it does mean to speak and learn from those whom you would like to be your peers. Now the flipside of this is, it’s an accelerated learning opportunity for anyone who wants to hear from others who may have thought similarity to them, wanting to push what’s possible. For me, my top 5 for learning from the best are ; 1. Sales Transformation. By Collin Mitchell and Salescast 2. Best Of Sales Skills (BOSS) Podcast by Mark McInnes 💥 3. Simply Sales and Marketing by Charlotte Lloyd 4. State of Demand Gen Refine Labs by Chris Walker 5. Blissful Prospecting by Jason Bay If you are in sales or marketing and aren’t listening to these daily, you are missing out. Demand + Outbound actions = Revenue

Intentional actions = intended results. What are yours? Nail these areas and you will win, and win big. Demand 1. Identify who what where 2. Create content speaks to key target audience 3. Educate shows them why it’s important 4. Demand why it’s important now, who they will look good to and what will transform for them against cost of doing nothing. Outbound Actions 1. Build a list - I hope you still aren’t doing this manually.. 2. Wash the list 3. Validate and verify - email, phone, socially where they play. What’s the biggest company problem? What’s the company most talked about? What’s their dream state?? 4. Relevance 5. Conversations where what how - follow them (Socials) call, email, Comments, DM. (Combo Sequence). 6. Follow up - Still the same level of importance when you came to me? Boiler Room. Companies have taken the foot off the gas with morning WIP on the fly trainings ; 1. What’s the biggest weirdest objection yesterday? How could we solve that? 2. What’s the strangest stall when getting to credit? Who wants to dive in on what we could do to change that? 3. Did we have any deals go sideways after handover? Was the agreeable comms plan implemented or was this something that sat outside of our vision? Demand + Outbound actions = Revenue

Still using Google AdWords? Have you thought of this? Depending on where you live those leads are costing you between $57 and $110 in your native currency. But I ask you this, how many of them are complete rubbish? How many big deals do you need to close to cover the cost of haphazard targeting? Have you not thought of this? Demand 1. Identify who what where 2. Create content speaks to key target audience 3. Educate shows them why it’s important 4. Demand why it’s important now, who they will look good to and what will transform for them against cost of doing nothing. Outbound Actions 1. Build a list - I hope you still aren’t doing this manually.. 2. Wash the list 3. Validate and verify - email, phone, socially where they play. What’s the biggest company problem? What’s the company most talked about? What’s their dream state?? 4. Relevance 5. Conversations where what how - follow them (Socials) call, email, Comments, DM. (Combo Sequence). 6. Follow up - Still the same level of importance when you came to me? ✅ Understand demand. ✅Understand validating your channels. ✅Strike with precision. ✅Speak to those who believe what you believe. ✅Make a difference to them and their business. Demand + Outbound actions = Revenue

Don’t know who your best fit clients are?? Invest time in understanding your customers to ensure your content can directly speak to them. Again, seems painfully obvious but so many miss this step. 👇 Demand 1. Identify who what where 2. Create content speaks to key target audience 3. Educate shows them why it’s important 4. Demand why it’s important now, who they will look good to and what will transform for them against cost of doing nothing. Understand your targeting and you are working your content well, but while doing that, complete these actions against your ideal customers. 👇 Take note of what you learn while undertaking these activities. This will not only give your segmentation, but also a book of learning. Outbound Actions 1. Build a list - I hope you still aren’t doing this manually.. 2. Wash the list 3. Validate and verify - email, phone, socially where they play. What’s the biggest company problem? What’s the company most talked about? What’s their dream state?? When were they funded? Technographic.. 4. Relevance 5. Conversations where what how - follow them (Socials) call, email, Comments, DM. (Combo Sequence). 6. Follow up - Still the same level of importance when you came to me? Lastly, may seem obvious but practice - Whip around the floor, if that’s virtual.. check out Nooks Boiler Room. Companies have taken the foot off the gas with morning WIP on the fly trainings ; 1. What’s the biggest weirdest objection yesterday? How could we solve that? 2. What’s the strangest stall when getting to credit? Who wants to dive in on what we could do to change that? 3. Did we have any deals go sideways after handover? Was the agreeable comms plan implemented or was this something that sat outside of our vision? Bringing simplicity back to end to end service delivery, obtaining outcomes. Original video credit - Twentieth Century Fox, edited by me. Demand + Outbound actions = Revenue #HighVolumeisDead☠️ #ManderovicMethods #disruptur #Fullcycle #Outsourced #sales #Marketing #SDR #BDR #content #Taken

Are you struggling with this? Find those who understand what you are saying and allow you to continually speak and operate from your highest levels of self. Don’t dumb down your service delivery, or offering to pander to those who can’t grasp what you are saying or doing as they can’t evaluate your worth. Demand + Outbound actions = Revenue #HighVolumeisDead☠️ #ManderovicMethods #disruptur #Fullcycle #Outsourced #sales #Marketing #SDR #BDR #content #business

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