How to Build Pipeline Non Traditionally | Monica Stewart - 1750

Sometimes, stepping outside of the box works magic when traditional methods fail. Sales representatives must quickly think of unique ways to build their pipeline when nothing else works.

But what if you can't think of any new sales techniques?

Listen to this episode of "The Sales Evangelist Podcast" to discover new sales methods. In today's insightful episode, host Donald Kelly speaks with guest Monica Stewart, an expert in aiding startup founders to grow and scale their sales organizations sustainably.

They discuss various critical points addressing the challenges and innovations within sales strategies. Monica shares valuable insights and suggestions for revolutionizing sales approaches.

Learn non-traditional sales methods for building a pipeline in this TSE episode.

The Paradigm Shift in Sales Training

• Monica and Donald discuss the vast differences in training among salespeople and the urgency of embracing nontraditional methods for pipeline development.
• They acknowledge that adapting B2C selling tactics to B2B environments has multiple benefits.
• Monica also illustrates the importance of creativity in nurturing partnerships, the strategic use of influencers, and inbound methodologies to decrease customer acquisition costs and expedite the sales process.

The Art of Building Partnerships

• Monica emphasizes the need for careful consideration while forming partnerships. She points out the necessity of assigning a dedicated person to manage these relationships, ensuring these valuable connections don't become an afterthought. Partnership nurturing is a pivotal activity to prevent the stagnation of these crucial relationships.
• Monica delved into the nuances of understanding what motivates partners beyond financial incentives. She recounted her experience with SalesLoft at Scaled, where she pioneered their unofficial partner program and spent considerable time fostering relationships, significantly impacting both businesses.

Leveraging Networks: The Nearbound Concept

• Nearbound marketing refers to the strategy of utilizing one's personal and professional networks to build pipelines and secure customers.
• Monica shed light on how this sales approach can lead to information gathering and earning referrals within target companies.
• When using this concept, she advised one to be deliberate and original in reaching out to the right individuals, leveraging existing customers' networks, and staying involved in the circles of the target demographic.

Startup Growth and Scaling Challenges

• Monica shares a story about a client who focused on constructing a partnership network instead of traditional outbound sales, culminating in reduced customer acquisition costs and successful sales endeavors.
• She pointed out the difficulties in cold outbound sales, including a low success rate.
• She attributed it to issues such as over-hiring, lack of thorough training, remote work dynamics, and scattered sales techniques.

Emphasizing Trust and Connection

• Monica and Donald also cover the significance of trust and personal connection in business dealings.
• They explore innovative means of identifying and contacting potential clients through LinkedIn and the profound impacts of establishing relationships with industry influencers.

Building Nontraditional Sales Foundations

• Monica stresses the importance of uniting sales teams under a shared vision and a consistent methodology.
• Furthermore, she advocates for the CEO or sales leader to initiate and drive partnerships.
• However, the 'nearbound' concept is usable by anyone with a network to leverage for potential business prospects.

Thanks to Monica’s invaluable insights, you now have several untraditional sales methods to test out. For those interested in delving deeper into the strategies discussed, contact Monica for further conversations and strategic consultations. Also, subscribe to The Sales Evangelist Podcast for more advice in the sales industry.

"And that doesn't necessarily mean that those techniques are even good. It also doesn't mean that those are the right techniques for your market and buyers and for the way you need to sell for your company." - Monica Stewart.

Resources

Monica Stewart on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

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