Revenue = Frequency x Competency: Learn How to Balance the Equation with Chad Burmeister, Ep #183
Release Date: 03/04/2020
How can a salesperson be a door opener? How can you nail lead generation and prospecting? What do you need to focus on? In this episode of Sales Reinvented, Caryn Copp shares some of her award-winning process—including touching on the 5 Planks of Door-Opening Success. If you’re ready to take your prospecting and lead generation skills to the next level, do not miss this episode! Caryn Kopp is the Chief Door Opener® and Founder of Kopp Consulting’s award-winning Door Opener® Service. Caryn’s company lands executive-level prospect meetings for their clients using the skills of...info_outline What Does Success Look Like For You Right Now? Ep #228
What does success look like for you today? How has your definition of success been impacted by the COVID-19 pandemic? Have you changed your expectation of success based on the world you’re currently living in? In this special episode of the Sales Reinvented podcast, you’ll hear the first-ever podcast episode exchange. Christie Walters-Herbert and Jeff Bajorek from “The Why and The Buy” podcast reminisce on 2020. They talk about how to change your definition of success and why you would want to in 2021. Don’t miss it! Outline of This Episode [4:20] You can’t hit a target you...info_outline It’s Time to Rethink the Way You Prospect According to Jeff Bajorek, Ep #227
Jeff Bajorek believes that prospecting is so much more of the sales process than people give it credit for. He emphasizes that “Prospecting is understanding your message from the get-go. Prospecting is creating tension. Prospecting is demonstrating your expertise.” Success with prospecting relies completely on being someone worth talking to with something worth talking about. Listen to this episode of Sales Reinvented to hear Jeff share his thoughts on the prospecting and lead generation process. Jeff Bajorek is a consultant, coach, author, and podcast host. He helps sales teams perform...info_outline Why Referral-Driven Lead Generation is a Game-Changer with Joanne Black, Ep #226
What is the key to driving more leads into your pipeline? How does prospecting become something you enjoy—not a chore? Joanne Black believes it’s through referral-driven lead generation. It’s a game-changer that most salespeople don’t know how to properly employ. Joanne shares the details in this episode of Sales Reinvented. Don’t miss it! Joanne Black is America’s leading authority on referral selling, a sales contrarian, and the author of and She works with sales organizations to build a referral culture, ensure a qualified pipeline, and get the one-call meeting. Outline of...info_outline The Importance of Trigger Events with Tony Hughes, Ep #225
Tony Hughes works with companies all over the world and the universal problem that he sees is that no one has enough leads in their sales pipeline. The problem is that if you don’t create opportunities, you have nothing to close. All of your other sales skills are moot if you can’t apply them. So how do you generate leads? What should your prospecting process look like? How can you leverage technology and trigger events to get your foot in the door? Tony Hughes shares his process in this episode of Sales Reinvented! Tony Hughes has 35+ years of corporate and sales leadership...info_outline Brynne Tillman’s Genius LinkedIn Prospecting Process, Ep #224
According to Brynne Tillman, lead generation and prospecting are both top of the funnel drivers—and the top of the funnel drives all business. If you don’t have opportunities in the door, it doesn’t matter how good your product is. It doesn’t matter how good of a salesperson you are. If you don’t have the first conversation, you won't make a sale. Brynne believes the power lies in warm connections. Listen to this episode of Sales Reinvented to hear her take! Brynne Tillman is the CEO of Social Sales Link and a LinkedIn Whisperer who teaches business development professionals on how...info_outline How to Get Better Prospecting Results According to Chad Burmeister, Ep #223
How do you get better prospecting results? What is the best and easiest way to bring in leads? How do prospecting and lead generation play valuable roles in the sales process? In this episode of Sales Reinvented, Chad Burmeister shares how he pairs innovative thinking with leading technology to get better prospecting results. Chad Burmeister is the CEO of ScaleX AI which aims to solve salespeople’s pipeline problems. Chad’s goal is to empower sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset. Don’t miss his valuable...info_outline You Must Plan Before you Prospect per Mary Grothe, Ep #222
Why are both lead generation and prospecting important functions of sales? Have you ever closed a deal that wasn’t in your pipeline? What are you doing if you aren’t prospecting? Prospecting and lead generation are the lifeline to your sales pipeline, according to the guest on this episode of Sales Reinvented—Mary Growth. She emphasizes that you need a certain amount of deals in your pipeline that—when divided by your close rate—help you meet your goals. You have to know what you need to do to hit your number. If you need to hit $1million in sales and you have a 25% close rate,...info_outline Why a Compelling Offer is SO Important to Prospecting with Cory Bray, Ep #221
Do you struggle with prospecting and lead generation? Is getting a meeting with a potential customer like pulling teeth? Cory Bray believes the struggle is often because you aren’t giving your prospecting a compelling offer. No one is going to be enticed by a sales meeting. A sales meeting may even be a deterrent. What does Cory recommend doing instead? He shares advice, strategies, and tactics to navigate the process in this episode of Sales Reinvented. Don’t miss it! Cory Bray is the Managing Director at . Cory has built high-performing sales teams in industries that range from...info_outline Persistence = Successful Prospecting, According to Kristie Jones, Ep #220
Persistence is one of the best things a salesperson can do to achieve successful prospecting, according to Kristie Jones. Lead generation and prospecting are a long game and there are skills that a salesperson needs to develop to be successful in these areas. What are they? How can you improve your prospecting and lead generation skills? Kristie shares her tips + tactics in this episode of Sales Reinvented. Check it out! Kristie Jones is the go-to expert for SaaS companies wanting to build or scale their sales teams. Her 19+ years as a Sales Leader in the SaaS space fuels her passion to...info_outline
Revenue = frequency x competency is one way that Chad Burmeister measures productivity. You have to be able to do more in a shorter period of time—you must increase your frequency. Over time, as you gain experience and focus on frequency, your competency will grow. This increases productivity and therefore increase revenue. Chad and Paul discuss this topic in-depth in this episode of Sales Reinvented.
Chad is the founder and CEO of ScaleX.ai—ScaleX leverages artificial intelligence and sales automation to automate up to 75% of sales reps tasks so that they can focus on higher-value work. He is the author of multiple Sales Hack books and a recently published book about AI for sales. Chad is passionate about helping sales professionals crush their quotas and increase revenue.
Outline of This Episode
- [0:57] Chad Burmeister’s definition of productivity
- [2:55] The reality of effective sales professionals
- [4:48] Steps to balance the equation
- [9:10] Attributes of a great salesperson
- [11:30] Chad’s favorite productivity tools
- [19:17] A story you can learn from
Are salespeople really less productive?
The prevailing statistic is that approximately 50% of sales professionals are hitting their quotas. Chad believes this isn’t accurate. He points out that finance departments are usually the ones setting the quotas for sales professionals to reach. Have they set the bar too high? Are they setting unrealistic expectations?
Chad points out that it takes ⅔ the amount of people to drive 1 billion in revenue compared to 5 years ago. They are actually ⅓ more productive! There are technologies in place that helps salespeople become more efficient and effective. In the long run, he doesn’t think sales pros are less productive—he thinks unrealistic quotas are manipulating the numbers.
Improving productivity is still possible
While Chad believes the bar is being set too high for quotas, there is always room for improving the productivity of a salesperson. He states that the average seller executes 50-60 sales activities per day—but that baseline can be improved.
There is a lot of noise in selling. So much so that in the last two years alone, it now takes 10x more sales touches to book a meeting. To increase revenue, you need frequent meetings to make a sale. How can that be done?
Chad points out that email marketing is proving to be ineffective, with an average response rate of 0.5-3%. Social selling fares much better, with an 8-12% engagement rate. Ultimately, he believes phone calls are having a resurgence and is still one of the most effective ways to connect with your prospect.
Getting on the phone with your prospect is the hardest part. This is where Chad recommends agent-assisted dialing. You initiate the dial, and a combination of software and human intervention navigates you to the person you need to connect with. Keep listening to find out why Chad believes this helps increase productivity.
What attributes make a productive salesperson?
According to Chad, a high-achieving salesperson has to perform at a better level than anyone else. He shares a story about an athlete who made Presidents Club three years in a row. He was a football player used to being pushed to do better and be better than the competition. He took that mindset into his sales position and blew his sales team out of the park.
He did so by learning tricks and tactics that set him apart from the competition—and didn’t share them with anyone else. One of the tools he used was agent-assisted dialing. He would come to the office early and initiate calls on the East Coast and drive 1,000 calls to someone else's 100.
Chad points out a simple tip to live by: know the metrics of your team and focus on increasing your frequency. Statistically speaking, more phone calls equals more conversations. And as you increase your conversations, your competency soars. Your revenue should increase. But it all starts with a willingness to do more than everyone else.
Revenue = Frequency x Competency: Tools that help you balance the equation
Chad is a firm believer that you must embrace the technology available to you and leverage it in a way that benefits you. It’s a given that everyone should have a good CRM. But what else does he think you need?
- LinkedIn Navigator: 90% of companies use this tool, and it should be 100%. It helps you build and nurture customer relationships on LinkedIn.
- Agent-Assisted Dialing: Getting someone on the phone can be a monotonous process. Making calls that an $8 an hour worker could do is wasting your time, so he recommends outsourcing it.
- BDR.ai (or another similar program): Something that executes social sales activities to allow you to focus elsewhere.
- Calendly or Chili Piper: Gone are the days of emailing back and forth to lock down a meeting. These tools simplify the process of connecting with your prospect.
- FlowEngine.ai or Get The Lead: help find leads, ranks who you should reach out to, and even helps you gauge what to say to the leads.
Chad is passionate about what he does. To get the most out of his expertise and hear in detail how he operates, listen to the whole episode!
Resources & People Mentioned
- Rob Jeppsen on LinkedIn
- Skip Miller on LinkedIn
- The Bridge Group
- Bregal Sagemount
- LinkedIn Helper
- Flow Engine
- Get The Lead
- Chili Piper
- AI for Sales by Chad Burmeister
- How to Get a Meeting with Anyone by Stu Heinecke
- I Want to Be in Sales When I Grow Up! By John Barrows
Connect with Chad Burmeister
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK