The Rise of the Technical Salesperson

“What stood out to me most was…”

The hardest part of the entire sales process is immediately after the demo call.

You spend 30-45 minutes going over pain points, product, setting expectations, and pulling every data point they ask for from memory.

The prospect asks about features and use cases, throwing curveball after curveball as you command control of the conversation and keep the conversation light and focused on adding value.

If you’ve managed your time correctly you spend the last few minutes detailing next steps, outlining what your follow up will look like, and asking to book time for a follow up conversation.

Then the call ends. Assuming your demo uncovered how your product will fix their pain points, your follow-up to this call becomes the make or break piece of communication in the deal.

First part of that is to let them know that you were listening to them and understood their position. Start your follow up with “What stood out to me most was” and use their words.

Chances are you’re not the only salesperson they’re talking to, and it’s so crucially important that you let them know they left an impact on you.

The Open: A tip to crush your demo follow-up email

The Value Prop: What is vibe selling?

Adding Value: The tech stack that built my agency, Influx.

The Close: Nice to meet you, I’m Ty. 👋

The Upsell: For subscribers only!

You Should be Vibe Selling

More accurately, if you’re not vibe selling then you’re getting left behind.

First off, let me give you a few examples of what vibe selling could be:

1. Give ChatGPT your highest ACV customers and ask it to give you their closest competitors.

2. Give ChatGPT this LinkedIn Industry List and ask it to give you a common thread between your best customers based on industry, employee size, and closest matching companies - then prospect that list on Sales Nav

3. Ask Claude 3.7 to personalize your outreach emails to be vertical specific, focusing on immediately adding value to the companies you’re reaching out to.

4. You can even go so far as to build out AI agents that automate almost the entire account prospecting process leaving you with only needing to dig through accounts to find the right persona.

Then, let me give you a few examples of what vibe selling should not be:

1. “Hey ChatGPT, write an intro email for x position at x company” (As good as LLMs are, there’s still an art to piquing interest)

2. “Hey ChatGPT give me 10 companies that could use this product”

3. “Hey ChatGPT this prospect said they weren’t interested, help me write an email to change their minds”

Yes, you still need to write emails. Awful, I know. That being said - a LOT of the content I write I ask ChatGPT to check for: readability, organization, and conciseness. There is no reason you should be writing emails that aren’t clear or have grammar mistakes.

The Tech Stack I Used to Drive Meetings for My Agency

👥 Hubspot CRM – I used Sales Hub and Operations Hub so I could build sequences and custom workflows using webhooks.

 🔭 LinkedIn Sales Nav - to search for who was currently working for the companies I was prospecting.

🛠️ Surfe – Data Entry Automation. It took 2 clicks to enrich a contact with a likely email address and add the company and contact to Hubspot.

🔎 Hunter.io - email enrichment tool that connected to surfe and gives a confidence score. I was only adding contacts to my CRM that had above a 72 confidence score. Doing that reduced my bounce rate significantly.

Welcome to Sell Me Something

I’ve been in sales for the past 10 years. I’ve sold SaaS, Financial Products, Advertising and Media, and have ran sales training for well over 100 people. Some of which have gone on to work for companies like Meta, GOBankingRates, Instacart, and Uber.

My goal is to use this newsletter to give you every tip and trick I’ve learned along the way.

I’ll keep you up to date with the newest platforms, tools, and trends to help you crush your quota and make sure you’re hitting your accelerators month over month, quarter over quarter, and year over year.

If you read this far, you rock. I appreciate you. LFG.

P.S - I want to build this with the sales community. Make sure you share this with your favorite AE/SDR and hit me with ideas and feedback. If I like your idea enough I’ll feature you in a future edition.