How to Craft an Outbound Strategy Leading with Unknown Problems - Becc Holland from Flip the Script

In this MasterSaaS Live Becc Holland joins Arthur Castillo to discuss the flaws in current outbound strategies and introduces the concept of leading with unknown problems. She explains that many salespeople focus on addressing known pains or problems, but fail to consider the larger scope of the issue. By widening the buyer's perspective and uncovering new problems or impacts, salespeople can create a sense of urgency and mobilize buyers to take action. Holland emphasizes the importance of understanding the buyer's world and metrics, and suggests using industry stats and personalization to effectively engage prospects.

Becc Holland is the CEO and Founder of Flip the Script, a free sales training platform. Through her coaching, training, and speaking engagements, Becc Holland has empowered countless sales teams and individuals to achieve higher levels of success and connect with their customers on a deeper level. Her expertise continues to shape the future of sales in the SaaS industry, making her a respected thought leader in the field.

Arthur Castillo is the Head of Dark Social and Evangelism at Chili Piper, where he recently transitioned from being a top-performing Account Executive to marketing. He brings a unique view to marketing with his 7+ years in sales and is on a mission to blur the lines between sales and marketing.

A bit about Chili Piper:
Chili Piper is the most advanced routing and scheduling software for B2B revenue teams.
We solve interesting problems, live and breathe our core value of “help,” and have a ton of fun doing it while fully distributed around the world — powered by espresso and hot sauce.

[0:00:00] Introduction to the topic of crafting an outbound strategy
[0:00:16] The problem with current outbound strategies
[0:02:07] The framework of leading with unknown problems
[0:03:58] The importance of understanding the buyer's world
[0:05:19] How to get to know the buyer's metrics and problems
[0:06:15] Applying the framework to Chili Piper's value proposition
[0:09:35] Example of a cold call or email sequence
[0:11:48] Recap of the three main points
[0:12:41] Execution strategies: relevance vs personalization
[0:13:47] Conclusion and summary of the conversation

[kristiandushopeev]

Finally somebody put a completely different perspective on outbound!