That's great advice. During your experience, what do you consider an underrated sales tactic, and what is an overrated one? Underrated would be not withholding a demo of your product during the discovery call. Complex sales processes can be frustrating for customers. Transparency and making it easy for them to see and understand your product is vital. We live in an era where people expect a transparent buying experience. As for overrated, making customers jump through hoops and over-qualifying leads can be counterproductive. Sales should be consultative and focused on understanding and solving customer problems.

Exactly. It's all about building trust and having a human-based approach. Sales should be consultative and tailored to the customer's needs. Avoid making the process too complex or pushing customers away.

Absolutely. Sales should be smooth and efficient. Internal processes shouldn't hinder closing deals when customers are ready to commit.

That sums it up perfectly. Keep it simple, transparent, and focused on the customer's needs. Thank you, Koko, for sharing your insights with us today. It has been a pleasure having you on the podcast. I believe that organizations should focus more on their customers and improving the buying experience. It should be as easy as going to a grocery store or signing up for services like internet or TV. Simplifying the B2B process can lead to happier customers who become advocates for the company.

I completely agree with you. Having experience in both B2C and B2B, I've learned that there is much to be gained from the B2C side. Large organizations often have too many rules and structures, making customers feel like just a number. But if you can connect with people and make the sale more than just a transaction, you can create excited customers who become promoters of the company.

In fact, even in B2B, about 90-95% of buying decisions are emotional. We are human beings, and our purchasing behaviors in B2C and B2B are similar. B2C marketers excel at leveraging emotions to sell products and services. This is something we can all learn from and apply in the B2B space. If you can create a sense of excitement and trigger emotional responses, it can lead to successful sales.

I've witnessed this in action, especially when it comes to design and marketing. A well-designed website or platform can make a significant impact on how customers perceive a brand. It's important to have a professional and modern appearance because people judge companies based on their look. So, it's crucial to invest in good design and presentation.

Everyone wants to land an Enterprise customer as a startup, but it's important not to solely focus on that. Relying too heavily on one or two Enterprise customers for the majority of revenue is risky. While it's great to have Enterprise customers, it's essential to diversify your customer base. Confidence plays a key role in attracting Enterprise customers. Startups should exude confidence when approaching these big companies, as it helps build credibility and personal relationships.

When it comes to sales tips for startups, my advice is to find what works best for you and not be afraid to try new approaches. Confidence in your product is crucial. Additionally, it's important to identify and target the right customers. Wasting time pitching to the wrong people can be discouraging. Lastly, focus on scalability and building efficient sales processes by leveraging data, systems, and automation.

Failure is a part of every profession, and as a startup founder and salesperson, I experience failure on a daily basis. But failure is not something to fear. It's an opportunity to learn and grow. Developing a winning mindset and having thick skin are crucial for handling failures effectively.

In terms of marketing and sales strategies for businesses in 2023, outbound email is making a comeback. Although there was a point when people believed outbound email didn't work, it is now proving to be effective again. With smart approaches and increased email deliverability, businesses can reach a wider audience without resorting to spamming. Researching different tactics and microstrategies for outbound email can yield great results. Let's invest in outbound email automation because I believe it will deliver results. I've seen it generate positive outcomes for both our employers and customers who utilize our data to reach their target audience at scale. Having quality data is crucial from the start, ensuring accurate contact information and targeting the right buyer profile within the ideal customer profile (ICP). There are numerous tools available for this purpose, including Line and other copywriting AI platforms that can personalize the pitch beyond just using variables like the first name and company. High-price and Dub are also effective tools, allowing the inclusion of embedded images, gifs, and videos tailored to each recipient. Personalization is key in cold email outreach in 2023.

I'd like to mention a couple of tools that have been performing exceptionally well for personalized content creation in cold sales emails: Lavender and Reggie. Another tool worth considering is Dub, a video sales platform that enables the embedding of short personalized videos in outbound emails. Video content, when used effectively, can significantly enhance engagement. In fact, we recently created a demo video using an AI platform called Synthesia, which only took us 30 minutes and yielded impressive results. These tools provide time-saving solutions, foster creativity, and help you stand out from the crowd to attract more customers.

It's important to shift our focus from pushing for immediate calls to engaging in meaningful conversations. By offering value and initiating a dialogue, we allow potential clients to express interest and request a call. Lengthy LinkedIn messages or emails that conclude with a calendar link can be off-putting. Instead, keep messages concise, personalized, and to the point. Building real relationships and starting conversations based on genuine interest will be appreciated by prospects. Additionally, leveraging questions in your emails often leads to higher response rates as it captures their attention and encourages interaction.

During initial calls, prioritize creating a positive and trustworthy impression in a short span of time. Actively listen to your customers, ask relevant questions, and use the information to highlight the benefits of your product. The goal is to guide them to recognize their own needs and connect the dots with your solution. This approach can be effective even in the enterprise space.

While I haven't had much time to read recently due to focusing on sales and building my startup, one book that comes to mind is 'Atomic Habits.' It's a valuable resource for developing better habits, both personally and professionally. Cultivating positive habits is crucial for long-term success, and this book has provided me with valuable insights. So, that's a book that I'll definitely recommend, and a friend of mine recommended that book to me. I mean, that's the best way to learn about books and learn about companies, startups, from mouth to mouth. And people that will vouch for the product, right? And they'll repeat that if it adds any value to them. People that understand, you know, there are some similarities there. They understand where you're coming from, and from experience, putting themselves in your shoes, they can make a good idea of what to actually recommend for you.

One app I like is the Blinkist app. Have you heard of it?

Yeah, I have. Great. It shortens everything to 15 minutes. So if you're busy, you know, say you're on the go, driving somewhere, you got 15 minutes to kill, just listen to one of those audiobooks. You could bust them out real quick. Yeah, you can't complain that you're too busy, right? If you don't have 15 minutes a day. Yeah, exactly. Maybe I'll go ahead and install it on my phone after this. There you go. And I'm just as guilty myself. I need to get back on Blinkist. I haven't spent a couple of weeks, so I'll pop back on there. It's a good reminder. I think that's a great recommendation. Just snippets. Most books, I find, are kind of, you know, some high-level themes, and they can be broken down into several key concepts. If you can understand those, you know, you get 80% of the book right there.

So, what's one thing we should look forward to with Nimbler, and where do you guys see yourselves in the next five years? You know, five years is a long time, but we definitely see ourselves as being successful in the near future and in the long run. So, we're working on a lot of exciting stuff. We're doing some crazy things with AI as well. We knew we had to start with the data because it's the main component in outbound prospecting and sales in general. Once we got to a point where we were very happy and our customers were happy with the quality of our data, we knew it's time to go to the next level. And what we're doing now is trying to provide our current and future customers with a really unique all-in-one solution for all of their outbound needs that's powered by AI and data.

That's great. Well, Koko, I really appreciate your time today, and anybody else interested in getting leads that actually work, that's all the beginning of the sales process right there. You just heard it from Koko. He's the guy to go get your leads from. You can find their product today on NachoNacho's B2B SaaS Marketplace. You can get a juicy 30% off cashback. It's a great deal and a great product. You just heard from him here, and you know, we're getting into using it ourselves here pretty soon too. So, my growth marketing guy is pretty excited about it. We'll definitely be using the product soon as well.

But once again, thank you so much for the time today, and everybody else that joined us, Nacho Nacho is the place to manage, discover, and save on SaaS, up to 30% from great products like Koko's here. And we look forward to seeing your continued success and growing our companies together.

Thank you, Andy. I appreciate you having me. Likewise. Thank you, Koko.