Podcast • Nov 09, 2022

Sales Influence Podcast: The Dark Sales Funnel

In this episode, Joe McNeill, Chief Revenue Officer at Influ2, talks about the role of sales and how there is light at the end of a dark sales funnel.

Joe McNeill

Chief Revenue Officer at Influ2

Victor Antonio

Host of the Sales Influence Podcast

Key Points

[03:37 ]	Leadership advice: before you ask anything from your team, give them value first
[05:13]	How to connect with your audience in the post-pandemic times: the importance of group buying, strict budgeting, and diversified decision making between different stakeholders.
[07:00]	Three layers of value from Influ2: sales, marketing, and their alignment.
[09:15]	The new definition of digital advertising — more targeted, precise, and multichannel.
[10:43]	On important data signals for better understanding of the pipeline: people who only saw a person-based ad are 2-4% more likely to convert, whereas people who engaged with it in any way are 8-12% more likely to convert to pipeline.
[13:29]	On the next steps after a lead converts to the pipeline
[15:13]	How to cater to the needs of every stakeholder inside of constantly expanding buying committees: the power of multithreading
[16:36 ]	How to build campaigns based on the audiences that you’re going to show the ads to: the value of first-party data in comparison to old-fashioned contact forms.
[18:41]	About the time and budget that it takes to implement the technology like Influ2
[23:03]	How generating pipeline has changed in the last year and the challenges of outbound selling: more volume leads to less quality leads to lower conversions
[24:50]	How to generate revenue by shifting your focus from sales as selling initiative to commercial initiative
[27:22]	Tips for companies who really want to adopt a holistic approach to generating revenue
[32:58]	Best practices in content development: iterations, authenticity, and embracing failures.
[37:07]	On credibility and staying true to your business value
[40:01]	Is ROI dead?
[41:42]	In conclusion: how to support your SDRs the right way.

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