196: Generate Targeted Leads and Put Sales in the Pipeline: Outbound Email Marketing, Phone Closing and Objection Handling with Dan Englander

Dan Englander is the founder of Sales Schema, a company that helps agency owners and project-based businesses get more clients and grow their accounts. He was the first employee at the animation studio Idea Rocket, where he played a key role in growing the business from the ground up. Dan is also an author, having written “Mastering Account Management” and “The B2B Sales Blueprint.” He lives in New York and works with creative agencies, especially those offering services like websites and video production.

Dan Englander from SalesSchema.com has some great information for you about marketing funnels and automation. Dan lands many new clients using outbound email marketing, virtual assistants, and phone closing.

He also has used some unique strategies to land new business. For example, he’s contacted up-and-coming tech companies mentioned on CrunchBase or checking job posting on sites like Indeed and AngelList, who needed services such as animation videos. He also walks us through his process of qualifying his process, getting those leads to the proposal stage, feeling them out with test closes, handling objects and feedback, and more.

Quotes:                                                                                                                                   

“It’s very hard to completely and to automate human empathy, and that’s really what sales entails.” – Dan Englander

“Sales calls quickly reveal your position in the market, often much faster than any number of survey funnels can.” – Dan Englander

“If I can learn, teach, or sell something every day, I’ll progress much faster than if I isolate myself from the world.” – Dan Englander

Takeaways:

01:50 Using sales tricks like fake deadlines in one-on-one emails can hurt trust if you don’t have a real reason for them.

06:02 Building your own list of leads is better than buying a pre-made list because you learn more and get better results.

14:57 Personalizing emails, even with simple details like recent company changes, makes your outreach more effective.

18:27 It’s better to ask someone if they can chat before sending a calendar link, so it feels more personal.

21:52 On the first call, make sure the person has a real need, is a decision maker, has a budget, and is ready to start soon.

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Filed in: Archive 1: 2012-2016 • Interview • Podcast