Unlocking Success in B2B Sales: A Conversation with Leo Polonsky

The Prospecting Masterclass ep. 19

Hey there Croners! We’re finally back with episode 19 of The Prospecting Masterclass, the original Crono column that gives you insights and tips right from the best minds in sales.

In our interview with Leo Polonsky, Inside Sales Representative at Clari, we delve into his unique journey and experience in B2B sales. Polonsky, known for his smart and hardworking approach, unfolds the challenges he faced, the impact of AI, and the future trends that will shape B2B outbound sales.

Thank you, Leo!

Enjoy reading the interview!

Before diving into technical stuff... Who is Leo in 5 words?

I don’t like to toot my own horn; so I don’t know how I’d describe myself in 5 words. Here’s how I hope people see me: resourceful, empathetic, smart, hard-working. 

But, as always, one can hope!

Leo's Background in B2B Sales

Leo Polonsky boasts a rich background in B2B sales, particularly as a Sales Development Representative (SDR) for the past three years. His assignments at companies like Couchbase and Clari coincided with his pursuit of a marketing degree, showcasing his commitment to continuous learning and skill development.

Like many other SDRs, he transitioned from a broad spray-and-pray approach to a more strategic one. This evolution mirrors the dynamic nature of B2B sales, emphasizing the importance of adapting strategies for optimal results.

What role do you think AI will have in the future of B2B sales?

“Computers will always help us solve tasks that we don’t want to do.”

Parallels can be drawn between AI in B2B sales and technology applications in agriculture, where machines efficiently sort produce. In B2B sales, AI takes on tasks that are repetitive or time-consuming, enabling sales professionals to focus on high-value activities. Leo expects a continued integration of AI in sales processes, automating mundane tasks and enhancing overall efficiency.

What advice would you give to an SDR that has just started their career?

“Good question – hard to answer briefly.  There are a lot of different possibilities that you can go down right now – some will not turn out the way you want them to. Probably most.

But right now is the best time to make mistakes, to take risks. 

Because you’re not betting a ton on them. Because you’ll bounce back, you have the time. Because if you don’t, you’ll always wonder what could have been.

Your career will naturally build from risks and mistakes. Go into things as hard as you can. That way, you know they just weren’t meant to be. 

Like Yoda said: Do or do not. There is no try.”

Overcoming Challenges in Prospecting and Outbound Sales

We asked Leo to tell us one of the hardest challenges he had to overcome in his career. He told us about a time at Clari when he had been tasked with introducing Clari Copilot to the AMER market. The challenge involved creating a playbook from scratch, requiring collaboration with marketing to develop customer personas, copy, and sales engagement techniques.

A huge task, combining different abilities and managing skills. Leo’s strategic approach, leveraging studies and key stakeholders, resulted in undisclosed but substantial ARR and ACV. Showing how organization and information are pivotal.

The Future of B2B Outbound Sales

Leo identifies the current era as the golden age of sales tools, with numerous companies disrupting revenue technology. 

Looking ahead, he anticipates a shift from point solutions to more versatile platform solutions together with a decline in the prominence of individual point solutions, replaced by multipurpose platforms

This evolution, akin to the innovator’s dilemma, will introduce new disruptors vying for market capitalization.

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