#54 How to hit 60% reply rates by having a conversation with Mark Colgan

Patrick and I loved interviewing 50+ sales leaders for our B2B Startup Sales podcast. But we honestly never imagined to build a demand generation business out of it. Mark did so very successfully with Speak on Podcasts to help B2B Tech Brands increase brand awareness and generate more demand by speaking on podcasts your audience listens to and trusts. After spending 12 years in B2B sales, marketing and recruiting, Mark and I talked about the value of having conversations instead of pitches, always be connecting and why cold email is not dead at all. Here are 3 things among the many more I learnt from him: Always be closing is dead. It’s 2021 and ABC means always be connecting as the new decade is all about building long-term, trusted relationships, resulting in increased customer lifetime value, referrals, case studies and more 60% reply rates on cold email are still possible...if you invest the time, focus and energy to personalise your messaging and connect with human beings instead of just “spray & pray” 8-12 step sequences Sales is about having two-way conversations and not a sales person pitching. Enough said on that (Elephants vs Lions anybody?)