The Prospecting Masterclass ep. 23
Hey there Croners! Our journey into the depths of Sales never stops, here with episode 23 of The Prospecting Masterclass, the original Crono column that gives you insights and tips right from the best minds in sales.
Today our guest comes all the way from Brazil, bringing a bright perspective on B2B sales and marketing: Felipe Soler, Sales Account Executive at Agendor.
Enjoy reading the interview!
Hey Felipe, let's start with the "easy" question: 5 words to describe yourself!
Loyal, respectful, fun, competitive, ambitious.
What’s your background in B2B Sales? How things have changed?
My journey in B2B sales began in 2018 with Agendor, also marking my entry into the SaaS sector.
It felt like being discovered for my talents in small teams/companies and then moving up to the big leagues. This opportunity allowed me to develop my sales skills, leading to a rewarding mature path focused on strategic sales, achieving results, and maintaining a keen curiosity and enthusiasm for the field.
As time progressed and my experience grew, I realized the need to refine my work approach.
Initially, I engaged in a significant amount of manual tasks, which, while effective to a certain extent, became a barrier to efficiency and productivity. Today, with the knowledge gained over the years, I can better organize my work, utilizing tools and automated strategies to optimize processes and ensure more consistent and efficient performances.
What would you suggest to someone starting today in B2B sales?
For anyone starting in B2B sales, my advice is to look for good online courses, because today in Brazil we don’t have specific sales colleges. The key is understanding that anyone can become a salesperson, not just those who “speak well”.
Reading books like “Predictable Revenue” by Aaron Ross, a classic that still holds relevance in the B2B market, is also crucial.
I also like to reinforce a theory that I have been developing throughout my career that being good at sales means being a problem solver first, helping clients find solutions, not just selling them something. A consultative technical sale is only completed when a problem is resolved, and this must be your main drive.
How do you blend marketing and sales techniques? What’s the role of communication in Sales?
In my current role, integrating marketing and sales is crucial because a significant portion of our leads comes through inbound sources. So, our sales pitch must be aligned with our customer acquisition campaigns.
I’ve also extensively worked with outbound sales, where knowing who your buyer is, having well-defined buyer personas, and using the right tools to reach them make a huge difference, such as finding decision-makers contact details to streamline manual work.
Communication is everything in sales; it’s how you connect with potential consumers, understand their needs, and communicate not only about your product but also your mission and market vision.
Do you think there are differences in how you do sales in Brazil compared to other regions?
Brazil is a very large country, currently home to 203 million people. Consequently, we have significant regional differences and a certain difficulty in establishing a unified culture within complex business relationships.
Some professionals are not organized with their schedules and professional commitments, and a substantial portion of the market still remains somewhat disorganized in this regard.
A phenomenon is occurring where a large portion of meetings is shifting from calls and emails to WhatsApp, a widely used tool in Brazil. This has changed the short-term sales landscape, especially in the last 5 years.
How do you see B2B outbound sales changing in 2024? What challenges and trends do you anticipate?
2024 will be an important year for B2B outbound sales, as companies need to keep up with the main market challenges and trends. These include:
1. Data-driven decision-making: Companies must use specialized software and conduct thorough end-to-end mapping of their processes to identify and optimize any friction points, thereby enhancing customer improvements.
2. Omnichannel communication: It’s increasingly important to connect with potential customers across multiple platforms, not just online, as many markets become oversaturated.
3. AI integrations: Being data-driven is no longer enough. Companies must now integrate AI to streamline processes, reduce manual labor, and improve the customization of approaches.
However, to achieve all this, I believe that companies engaged in outbound prospecting need to have three well-organized fundamental pillars:
1. Hiring aligned with a winning culture: It’s vital to have team members who are there to make a difference, not just to fill a space.
2. Competitive salaries and commissions: Valuing top salespeople is crucial for reaching goals and keeping a motivated team.
3. Humanized and personalized approach: Regardless of the communication channel, customers should never feel like ‘just another number’. Addressing their issues and ‘solving problems‘ is essential for engagement.
Keep reading The Prospecting Masterclass!
