This is a YouTube video titled "SalesLabX Automation Case Study" containing a monologue from June 2018 discussing sales automation strategies and the impact of Milton Antony's contributions to improving sales productivity and business growth by smarter targeting and timing of customer outreach.
We were throwing more and more reps at more and more customers, trying to figure out how more calls, more emails could lead to more sales. It's a problem that we all face. And what was interesting to me was that led to a broader conversation around how we automate things, how we look at things, how can we change and be smarter about the way we approach customers and prospects? Because we all know that there's fatigue the more you reach out to somebody, the more you attempt or try to get a hold of them. There's fatigue for that person, there's fatigue on your brand, and that hurts. That leads to somebody, and maybe it's a whole company who may not be replying anymore. The thing that we wanted to learn how to do was have how to reach somebody at a point of pain, at a point of interest. When were they most likely gonna be interested in having a conversation, talking about what their pain point was, and for us to start a conversation about how we could address a need, a need that was their need, not our need to sell something. And so many times, I think that's what newer reps or people who are newer to companies really struggle with is I've gotta get in front of these people, I've gotta demonstrate my value, and I've got to, most importantly, get to that sale. Well, the great thing about what Milton helped us do was look at different tools and assets that opened doors to our reps becoming more productive. Not by making more calls, not by dialing more, not by sending more emails, but by getting to somebody at the right point in time. And it was amazing. The innovation that he brought to our business and what it allowed us to do was be smarter in our targeting, be better partners to people we were wanting to have as customers, and in the end, to grow faster with his help, as he wound up joining our team and not selling me something, we grew our business 30% year on year. And that was an impressive accomplishment that I assure you, in that business wouldn't have been possible without Milton. So I would encourage you to consider how having a conversation, learning more about the ways that he helped me and my business, and just asking those questions about what can you do to help your team be more productive, have more opportunity and win more often? Hope this helps you. If you have questions, get a hold of me via direct message. Have a great day.
