Bonus Round with Channing Ferrer

Show Notes

#98.5 Channing Ferrer joins Outbound Sales Lift Bonus Round to answer rapid-fire sales questions.

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Explore the human side of sales and business with host Tyler Lindley. Leaders in their field share a dose of inspiration through stories about life and business. Sales professionals provide tactical tips you can put into practice today. It all comes together to help you chart your path forward.

Achieve your goals on your terms — get inspired by stories from extraordinary people, elevate your performance with the latest outbound tactics, and find the lift you need to take your career to the next level.

Outbound Sales Lift
Episode #98.5
Bonus Round with Channing Ferrer
Hosted by: Tyler Lindley

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[00:00:00] Tyler Lindley: Welcome to Outbound Sales. Lift Bonus Round with Channing Ferrer. Here are a few off the cuff sales questions for Channing? Channing, double tap on a cold call. Yes or no? Double tap on a

[00:00:14] Channing Ferrer: cold call. I have no idea what you

[00:00:15] Tyler Lindley: mean. Calling someone twice in a row. Oh, .

[00:00:18] Channing Ferrer: Yes.

[00:00:20] Tyler Lindley: Okay, awesome. Personalize every email to a prospect, yes or no?

Yes, definitely. Leaving a voicemail on every phone call. Yes or no? No. Meeting reminders, yes or no? Yes. How many? One. One meeting Reminder. One. Okay. Awesome. One sales software to hit your quota. What, which tool are you using?

[00:00:40] Channing Ferrer: I've gotta go, unfortunately with LinkedIn. Sales Nav. Sales Nav. Okay. It's, yeah, it's kinda like the must have these days.

As much as, I hate to say it cause I keep paying for it. It's a, it's expensive, but it's,

[00:00:52] Tyler Lindley: it's a good tool. It's expensive, but worth it. Love it. Inbound or out?

[00:00:56] Channing Ferrer: Inbound by far is the first priority. Yeah.

[00:00:59] Tyler Lindley: Okay, awesome. The best sales manager you've ever had and why?

[00:01:05] Channing Ferrer: Let's see. Um, I'm gonna go back to my first sales manager.

It's, you know, where I learned the most. Bill o you know, back in the day he taught me the basics of, of selling and really selling is consulting. It's asking a lot of really

[00:01:16] Tyler Lindley: good questions. Awesome. Love that. What's the best sales book you've ever read and,

[00:01:23] Channing Ferrer: Oh man, I thought you might ask me this. It's so hard to nail down one book.

I gotta say I love being be a couple pink. Yeah. Um, so I'll go with Daniel Pink to sell as human. Yes. Thank you. I was forgetting the name of it to tell

[00:01:35] Tyler Lindley: Ahu I figured. Yeah. Yeah. What is your why in sales chanting? Why are you in sales? I

[00:01:40] Channing Ferrer: love solving problems and I think that's what sales does is I started my career in consulting and I've very quickly realized consulting isn't all that it's meant out, made out to be, but uh, sales is the epitome of consulting where you're going in and, and understanding a problem and solving that.

So that's, that's what's kept me in, in it, year and year. Love it.

[00:01:59] Tyler Lindley: What's your preferred outbound channel and why? So, phone, email, LinkedIn, and why?

[00:02:05] Channing Ferrer: Yeah. LinkedIn is, I think these days the best, um, the best outbound approach. It's just you can personalize, you can get much more direct. You can also connect through comments, not just, you know, directly to the person.

So there's, I think, a variety of ways through LinkedIn to make connect.

[00:02:21] Tyler Lindley: Love it. What's your morning routine to start your day in sales?

[00:02:25] Channing Ferrer: I wake up at, usually around 5 45. I get a workout in, get a little bit of light breakfast. I'm sitting down at my computer at seven 30 and I'm planning the day. I've got an hour of planning that I put on my calendar, and that can be.

A mix of planning. It's maybe a little bit of networking that I'll do every day. I'm always doing some amount of, of networking and that kind of gets me going for the day. And the planning can be what does my day look like? It could be, you know, things beyond just the, that one day in terms of maybe I wanna do some things in the next couple days that I'll be able to prep for.

Um, so that's a lot of the first hour plus of every day for me. And then I'll dive into meetings thereafter.

[00:03:01] Tyler Lindley: Love it. Awesome. Final question. Knowing what you know now. What advice would you give to your former self on your first day in sales?

[00:03:11] Channing Ferrer: I would say it's a marathon, not a sprint. So take it kind of one step at a time.

I think. Time boxing is a really important thing. I didn't do that early on and I've learned a lot by doing that. Just time box, your day, time, box, your week. Remember, it's a numbers game as well, so you don't need to hit all your numbers in the first day, the first week it comes and goes, and that's why it's a marathon, not a sprint, but keep track of those numbers and if you time box your day, you'll, you'll get there.

It's just you keep a little structure. It helps a lot. Awesome.

[00:03:40] Tyler Lindley: Love it. That's it for today's bonus round. Thanks for listening. You can head over to thesaleslift.com to check out the full podcast interview and more. Thanks so much Channing. See ya.