468: Reverse-Engineer Success: Meetups, Cold Calling, and Deal Flow with Alex Berman

Alex Berman is the Founder and President of Experiment 27. Alex is responsible for generating over $6.5 million in B2B sales and over $35+ million in leads for his clients. He also creates weekly videos to help agency owners grow their business and bring in more revenue teaching them how to optimize B2B sales cycles and put inbound marketing strategies in place. He's also a former director of marketing at the 60-person, three time INC 5000 agency in NYC.

Quotes:                                                                                                                                   

“I think most of the testing should take place on other people's dime, and the easiest way to do that is by having a day job first.” – Alex Berman

“The biggest thing that caused us to succeed is that we picked a niche. We do marketing services for other digital agencies—we help other agencies grow.” – Alex Berman

“Just because we have those strengths doesn't mean that is what's actually going to grow our business.” – Alex Berman

Takeaways:

02:21 Picking a specific niche can dramatically improve business growth and focus.

07:07 Break down sales goals into concrete, actionable metrics to create a clear path to success.

17:32 Follow up quickly and personally after networking events, writing notes on business cards to remember key details.

22:05 During sales discovery calls, ask diagnostic questions to understand client needs instead of presenting generic case studies.

28:31 Hire people who are passionate about specific roles rather than trying to do everything yourself.

Resources

Podcast: Play in new window | Download (Duration: 33:08 — 30.3MB) | Embed

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Filed in: Archive 2: 2017 • Interview • Podcast • Sales

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