Hi Croners, for the fourth episode of our column “The Prospecting Masterclass” we have with us the rising star of the Italian B2B sales market.
Micheal is an expert in Sales Processes and Strategy. As a fractional sales strategist, he helps startups and companies achieve their goals every day.
The thing we like about his answers is that they are simple, direct, concrete. These are the answers of a person who gets his hands dirty in business every day. Just the way we like it.
Find his interview below. Thanks Michael!
Here is the interview with Michael Saruggia, enjoy reading!
1) Hi Michael, can you tell us about yourself and your experience in B2B Sales?
I am Michael Saruggia, fractional sales strategist who partners with to scale top of the funnel leveraging technology, data and personalization without the need of a team of SDRs.
2) How would you describe yourself if you could only use 5 words?
Fractional B2B Growth Advisor.
3) What are the most difficult challenges you have faced regarding Prospecting and Outbound Sales in your past and current professional experiences? How did you solve them?
A) B2B data quality
Always tough, especially in foreign markets. What is working right now is combining different data sources, both personal and company, to increase the likelihood of success as much as possible.
B) Deliverability, social bans
It’s always difficult to scale companies to such a volume without finding troubles. Spam filters get tough and Linkedin finds automated activities. Use multiple domains (10+) and multiple social accounts (3+) with relative low activity.
C) Create processes to save time and deliver better results
Sales ops is really time consuming, always working on how to do less and produce more. What’s kinda working right now is to decrease as much as possible the number of tools you are using to increase focus.
4) How do you see B2B outbound sales changing in the next 12 months? What challenges and trends do you anticipate?
The old way of lead gen will be completely dead. We will see less and less people asking for meetings and more people using outbound to create inbound. Which means using outbound to create communities / share content to actually turn strangers into people ready to buy without endless sales cycles.
5) What advice would you give to someone starting today as an SDR?
Stay up to date with technology and test as much as you can. I already see 1 single person being productive as an entire team of BDRs. Leverage data and technology not to be outdated soon.