The Prospecting Masterclass. Ep.2

Hi Croners, we are excited to announce the release of the second episode of our column, “The Prospecting Masterclass“. Our guest today is Bill Ortiz, B2B SaaS Sales at Mailshake.

Bill is definitively one of the best Sales in the international B2B SaaS market. In our opinion, his secret is a shocking amount of enthusiasm. Making a call with Bill is always a wonderful experience. Never met another salesman like him.

It sounds like something simple, but try to think of meeting an empathetic, cute, enthusiastic Sales or one that you hate from the first minute. Which of the two would you buy from?

Find his interview below. Thanks Bill!

Here is the interview with Bill Ortiz, enjoy reading!

1) Hi Bill, can you tell us about yourself and your experience in B2B Sales?

Thank you for asking. I have been working in B2B Sales for the past 12 years, specializing in helping companies improve their sales performance and drive revenue growth.

2) How would you describe yourself if you could only use 5 words?

Energetic, Positive, Hard-Working, Sales Guy

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?

The most difficult challenge is adapting to change in the market and dealing with market conditions.

In 2008 I was working as a Mortgage Consultant for Capstone mortgage and banks like countrywide, world savings, and many others went out of business and collapse! 

Dealing with that type of change was overwhelming! 

Let’s move forward to recent times, while working for LoadSmart as a Sr. Digital Sales Rep booking DEMO’s and presenting. 

Because of COVID and dealing with the Chinese new year and the war with Russia and Ukraine made it impossible to sell in that market my advice is to build relationships and offer solutions sometimes we face conditions beyond our control and the only way to build a territory is by building relationships and instead of selling giving solutions sharing best practices! 

In both of those situations, I was able to adapt to change and was referred to companies by maintaining a positive attitude and doing good business!

4) How do you see B2B outbound sales changing in the next 12 months? What challenges and trends do you anticipate?

I anticipate several changes and challenges in B2B outbound sales over the next 12 months. 

One trend I see is a greater emphasis on personalization and relationship-building in sales outreach. 

Customers want to feel heard and understood, and sales teams that can effectively communicate the unique value of their product or service will be most successful.

Another challenge will be the increasing use of automation and AI in sales outreach. While these tools can help streamline the sales process, they can also lead to impersonal and generic messaging that turns off potential customers.

Finally, I see a continued focus on data-driven decision-making and analytics in sales.

Sales teams that can effectively track and analyze their performance metrics will have a significant advantage in identifying areas for improvement and optimizing their outreach strategies. 

Overall, the next 12 months will present both challenges and opportunities for B2B outbound sales teams. Success will come to those who can balance automation and personalization, while leveraging data and analytics to drive performance and results.

5) What advice would you give to someone starting today as an SDR?

Understand your ICP get to know how that person thinks and get familiar with their day-to-day operations!

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