This Is How You Scale: A B2B Sales and Marketing Podcast

Not sure about what the future of B2B sales looks like? Which platforms should you use and why? Is there such a thing as B2B influencers? Today Steven unpacks all of these questions, and more, to help you and your business navigate through this minefield.

Join Steven and Paul for a series of talks about the changing world of B2B sales. Today, learn more about the man behind The Art Of Sales Academy, Steven Perchikov.Listen to how Steven cut his teeth in B2B sales, his journey to launching AOSA, and what drives him forward.

The biggest channel that most business owners neglect is working with strategic partners.One strategic partner can be worth ten new clients because they're constantly a source of new opportunity.Partnering with entrepreneurs like Shay ☀️ Rowbottom, Mark Firth and Justin Knott / Kelley Knott created opportunities for my business that went above and beyond garnering a single new client.But how do you find the right strategic partners?And how do you engage them to work with you?That's a big question and one I touch upon in the video below.The TLDR versions:+ Understand who compliments your services.+ Create a campaign within Sales Navigator to find them.+ Connect with 40-60+ a day+ Reach out with a relationship first msg to explore the partnership.+ And once on a call, figure out an easy way to test each others skills and build trust without risk (i.e. swap services and advise on your own account or a client who doesn't mind experimentation).Take baby steps towards building trust and letting the relationship blossom.Once it does it could be one of your strongest sources of opportunity going forward!

Picture this.You're at your desk.Having a good day.When all of a sudden you get hit with an email from an angry client.Or perhaps, a client you THINK is angry but you are really just imaging it.And suddenly you start spiraling with anger, pain and shame.As much as I hate to admit it, it still happens to me.Dealing with what comes up when things don't go my way, especially with paying clients, has been one of the biggest challenge and growth experiences of my life.It's forced me to take a look at WHY those triggers are coming up in the first place.And little by little, begin to unwind them.So that I can live a more peaceful life,With a grander vision,Without CONSTANTLY being snagged by personal baggage.Want a productivity hack? A sales hack? A growth hack?Figure out what's getting in your way emotionally and resolve it.So many doors will open up for you once you do.I go into a bit more detail in the audio below.Take a listen, and let me know what you think!

Here's a Linkedin Hack that will help you create HYPER relevant contacts to add to your network.The more relevant the contacts ...the more valuable your network.Additionally, if you can create a SUPER TIGHT and RELEVANT audience, then you can send messaging out that SOUNDS personal and relevant at scale.This is the key to SEMI-PERSONALIZED OUTREACH.Personalized messaging at scale.Find the right strategy to make this work is the difference between generating 20+ appointments a month with 3 hours of work VS. generating 3 appointments with 20 hours of work.This video below will give you one of the KEY hacks to make semi-personalization work for you.Listen and enjoy.

A recent SaaS company I worked with did everything right.They were innovative. They had a killer product. And they'd raised a good amount of investment.Despite all that they had trouble getting clients outside of their network.The problem was their product was TOO robust.And the complexity of what they did diluted the power of their messaging.In short, they didn't have a hook.A sentence and strategy in their messaging that would light up their prospects and get them to respond to their outreach.When they brought us on the first thing we did was spend several hours deep diving into what they did.And after quite a lot of digging we found an angle that blew up their pipeline with dozens of Fortune 1000 banks and consulting companies (their target market).In the video below I break down EXACTLY how we found that hook and why it worked for them.I hope it helps you find and refine your own too.

Does booking 10 new sales calls in 10 days sound crazy?It's not, and here's why.The simplest and fastest way to do this is leveraging LinkedIn.But to do so you have to implement the "right" type of direct outreach strategy.No crazy canned and spam messages.No blank profile with poor positioning.Do this wrong and you start off with an immediate handicap.Then you have to know how to find the right audience within Sales Navigator.There are thousands of little tricks to find your perfect audience.If you use those tricks properly, you can uncover the perfect starving market for your outreach.Then comes the direct outreach strategy.Most people feel this is spammy.But that simply isn't true.You can make an offer that adds value to your prospects life and doesn't come across as spammy if you have the right hook.That hook is vital to your success. It's the difference between being intriguing and being part of the noise.You want the hook to be personalized, to intrigue and resonate with the right audience, so it's a no-brainer "yes" to speak with you.If you do this process the right way...You'll find that little sliver in the market where your message resonates.Once you find that hungry audience, you can hit those targets.