31 min listen
1093: Engage Buyers Thoughtfully at the First Point of Contact with Robert Zimmermann
1093: Engage Buyers Thoughtfully at the First Point of Contact with Robert Zimmermann
ratings:
Length:
42 minutes
Released:
Sep 15, 2022
Format:
Podcast episode
Description
Robert Zimmermann is the CRO at Qualified. He talks about the golden opportunity to meet buyers and acquire them at the first opportunity when they visit your website. Robert is also joined today by Howard Brown, Founder and CEO at Revenue.io.
Robert and Howard discuss the best use cases of AI and human sellers in engaging customers on your website, as well as the increasing use of video to provide a human connection immediately. They also comment on the changing nature of enablement that must train sellers to meet buyers who are now more informed than ever before.
HIGHLIGHTS
Digital body language: Connect with buyers at the moment they are on your website
Interact with buyers: Moving from chat to video on demand on your website
Focus on pipeline during a recession
AI cannot replicate the nuances of human interaction in sales
Enablement must train sellers how to meet buyers in context
QUOTES
Engage buyers at the first point of contact - Robert: "Statistically, about 80% of buyers will probably buy from the first company or person that they engage with. So why would you open yourself up to a situation where you're not responding to these people are target accounts of yours, a strategic account, so that you're trying to pursue the moment that they're there."
AI and human sellers have their optimal uses in sales - Robert: "That type of A.I. in chat has a very useful function in a highly process-oriented environment like a support environment. But sales is nuanced. Sales is about connection. You talk about this a lot, Andy. Sales is about that curiosity, about what's important to your company but what's important to you? You can't get that through A.I. You have to get that through interaction."
Find out more about Robert Zimmermann in the links below:
LinkedIn: https://www.linkedin.com/in/robertzimmermann/
Website: https://www.qualified.com/
Connect with Howard in the links below:
LinkedIn: https://www.linkedin.com/in/howardbrown/
Website: https://www.revenue.io/
Email: howard@revenue.io
More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com
Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com
Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com
Explore the Revenue.io Podcast Universe:
Sales Enablement Podcast
RevOps Podcast
Selling with Purpose Podcast
Robert and Howard discuss the best use cases of AI and human sellers in engaging customers on your website, as well as the increasing use of video to provide a human connection immediately. They also comment on the changing nature of enablement that must train sellers to meet buyers who are now more informed than ever before.
HIGHLIGHTS
Digital body language: Connect with buyers at the moment they are on your website
Interact with buyers: Moving from chat to video on demand on your website
Focus on pipeline during a recession
AI cannot replicate the nuances of human interaction in sales
Enablement must train sellers how to meet buyers in context
QUOTES
Engage buyers at the first point of contact - Robert: "Statistically, about 80% of buyers will probably buy from the first company or person that they engage with. So why would you open yourself up to a situation where you're not responding to these people are target accounts of yours, a strategic account, so that you're trying to pursue the moment that they're there."
AI and human sellers have their optimal uses in sales - Robert: "That type of A.I. in chat has a very useful function in a highly process-oriented environment like a support environment. But sales is nuanced. Sales is about connection. You talk about this a lot, Andy. Sales is about that curiosity, about what's important to your company but what's important to you? You can't get that through A.I. You have to get that through interaction."
Find out more about Robert Zimmermann in the links below:
LinkedIn: https://www.linkedin.com/in/robertzimmermann/
Website: https://www.qualified.com/
Connect with Howard in the links below:
LinkedIn: https://www.linkedin.com/in/howardbrown/
Website: https://www.revenue.io/
Email: howard@revenue.io
More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com
Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com
Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com
Explore the Revenue.io Podcast Universe:
Sales Enablement Podcast
RevOps Podcast
Selling with Purpose Podcast
Released:
Sep 15, 2022
Format:
Podcast episode
Titles in the series (100)
Episode 7: Sales Differentiation, with Leanne Hoagland-Smith: In this episode, Leanne Hoagland-Smith (noted sales blogger, business coach and author of “How to be the Red Jacket in a Sea of Gray Suits” ) dishes out the straight talk advice on how to deliberately plan for sales success. by Sales Strategy & Enablement by Revenue.io