Mike Scher is CEO and co-founder of FRONTLINE Selling, developer of Staccato PRO―a sales development platform that leverages the social DNA of a buyer in order to contact and engage with the right decision makers and influencers. Join us now as Mike and I discuss multiple topics including the biggest challenges sales reps have in reaching the right decision makers, how to balance the quantity of proactive sales touches with effectiveness and efficiency and how FRONTLINE analyzed the data from over 1.8 outreaches to develop its platform.
[5:29] What is the Staccato methodology?
[6:47] What are some of the broad categories of challenges that companies have with B2B prospecting?
[7:58] Mike shares some of the findings of the Staccato case studies.
[11:37] What are the two big problems salespeople have in getting to the right decision maker?
[13:25] Rather than quality vs. quantity, Staccato takes the effectiveness vs. efficiency approach.
[17:02] Mike shares some of the major findings revealed by Staccato’s study of 1.8 million outreach efforts.
[23:09] Staccato is a technology, as well as a methodology that involves a teaching component.
[23:19] How Staccato teaches salespeople how to prospect in the same way airline pilots are taught how to fly airplanes.
[27:32] How Staccato elevates the level of performance of the B- and C-level players.
What’s your most powerful sales attribute?
My two ears.
Who is your sales role model?
My father, he had an amazing work ethic.
What’s one book that every salesperson should read?
The Joshua Principle: Leadership Secrets of RSVPselling by Tony Hughes
What music is on your playlist right now?
It’s all Country music.