In this episode of Enterprise Sales Development podcast, we speak with Alex Levin, Co-Founder and CEO of Regal.io. Alex discusses how he rethinks the phone channel approach for busy clients and shares the lessons he learned for best dealing with customers, including those who aren't having a great experience with your brand. He talks about developing a minimum buyable product and provides tips for anyone running a sales teams and needs to think through some of the pitfalls and things to avoid.
WHAT YOU’LL LEARN
Regal.io’s approach to rethinking using the phone as a sales channel
Lessons Alex learned from business-to-consumer (B2C) marketing that could be applied to business-to-business (B2B)
The importance of getting customers to buy in
A masterclass on the transfer of confidence
Why Alex organizes buyers by industry and subindustry instead of GEOS
How to think about the buyer’s experience
QUOTES
“I think we had this realization that actually customers enjoy having this conversation with a brand when they can’t get what they want online, when it’s something about your health, your wealth, your kids, your pets, your car, your house, more complicated things. Actually having a conversation is good for disambiguating complicated topics and getting the answer much faster.” -Alex Levin [02:44]
“I highly encourage people at Regal and other places to think of their experience in the past as a starting point, but not as an ending point.” -Alex Levin [09:53]
“That’s the biggest cheat that a lot of organizations forget is every new employee that you have, you should be asking them, who are the two or three people they’ve ever worked with on whatever dimensions you think are important.” -Alex Levin [23:56]
“I’m not on the side that believes in full automation, but I believe in the power of tools to massively enhance what a salesperson can do.” -Alex Levin [27:32]
“One of the things that I lament specifically in phone sales is the fact that the outcome today where people are being spammed by numbers they don’t know is not driven by bad people who are doing this, but is largely driven by bad technology.” -Alex Levin [31:51]
TIMESTAMPS
[00:01] Intro
[00:25] This week’s guest: Alex Levin
[01:57] Rethinking the phone
[03:45] Lessons learned at Angi
[10:40] Things that didn’t scale
[12:52] What he learned through direct response
[17:35] Important features and what could wait
[20:44] Setting the quota and expectations
[23:05] How to screen for right cultural fit
[25:03] Borrowing from B2C inspiration for B2B
[29:14] Joining these concepts together
[36:50] Organize by industry and subindustry
[40:54] Where does value lie?
[44:10] How to contact Alex
[44:42] Always listen to the customers
RESOURCES
Angi
Minimum Viable Product: a guide by Eric Ries
Chorus
Gong
HubSpot
Gated
CONNECT
Alex Levin on LinkedIn
Alex Levin’s website
Alex Levin on Twitter
Email Alex Levin
Regal.io website
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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Enterprise Sales Development with Alex Levin | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
