Quick Fire Follow-up Questions!
In a rapid-fire Q&A, sales leaders Mark Colgan, Nia Woodhouse, and RevvedUp Co-Founder Mark Walker answered all the remaining questions from their recent webinar.
Whether you’re refining your lead lists or exploring creative outreach methods, there’s plenty here to sharpen your game in our very quick and practical summary.
Watch the full recording here.
1. Lead Lists That Work
Want a lead list that delivers? Here’s the simple recipe:
- Start with accounts. Tools like Crunchbase and Apollo can help you identify the right companies.
- Add the people. Once you know your target accounts, map out decision-makers and influencers that you want to outreach to.
Quick Win: Use tools like Lead Magic to validate contact details and avoid the dreaded bounce rate.
Nia’s Tip:
“If you’re just starting out, you don’t need expensive tools. LinkedIn Sales Navigator can be a powerful resource when used with a well-defined ICP.”
2. Reaching the "Unreachable"
Not everyone lives on LinkedIn—but you can still find them.
Creative Solutions for Hard-to-Reach Industries:
- Call first. Nia advocates for a phone-first approach. “It’s direct, and it works.”
- Guide them. Add links to personalised videos in your email PS, encouraging them to visit your platform.
- Go offline. Mark W suggests attending industry-specific events or conferences to connect face-to-face.
Mark C’s Reminder: “Fish where the fish are.”
3. What to Do When Email Fails
We’ve all been there—emails aren’t getting replies, and the frustration is real.
Your Backup Plan:
- Dial it up. Pick up the phone.
- Send something special. A handwritten note can work wonders.
- Show up where they are. Conferences, webinars, or even direct LinkedIn outreach can be game-changers.
4. Lead Magnets for Traditional Markets
Lead magnets don’t have to be flashy. They just need to be useful.
Mark W’s Example: In industries like oil and gas, try offering benchmarking reports or actionable insights. You’ll attract the right prospects by solving real problems.
Event Idea:
Host an exclusive breakfast or dinner for key decision-makers. It’s targeted, memorable, and can spark valuable conversations.
5. AI + Human Touch: Finding the Balance
AI isn’t here to replace you—it’s here to make your job easier.
Smart Ways to Use AI:
- Automate research.
- Generate ideas for emails and LinkedIn posts.
- Personalise at scale.
Key Insight: “Collaborate with AI, don’t let it take over,” Nia advised. Mark C added, “The real power lies in training the AI to reflect your tone and style.”
6. The Consultative Approach
Tired of feeling like a “salesperson”? Try being a trusted advisor instead.
Steps to Consultative Selling:
- Ask questions that uncover real pain points.
- Assess motivation—are they ready to solve the problem?
- Only pitch when you can genuinely help.
Mark C summed it up best: “Think like a doctor. Diagnose before you prescribe.”
Lightning Round: Takeaways for 2025
If you only remember one thing, make it this:
- Nia: Get a coach to cut through the noise.
- Mark Colgan: Focus on solving people’s problems.
- Mark Walker: Stay curious and keep learning.
Final Thought: Whether you’re cold calling, testing lead magnets, or experimenting with AI, the secret to success is simple: solve problems and build trust.
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Let’s make 2025 your best sales year yet!