Top of the Funnel Optimization

Optimizing the top-of-the-funnel is not an easy job, but it doesn't have to be difficult. Multi-threading is a misunderstood process, it takes time and effort, but the fruits you can bear from being an effective multi-threader speaks for itself. Engagements we have with prospects and how we interact with their network and environment is critical to a new buyer feeling safe, familiar, and comfortable.

"Approach those with pain, but aren't quite ready to visit the doctor."

- Patrick Joyce

Overview

In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Patrick Joyce. Patrick is a top-of-the-funnel expert. We discuss how Patrick became a salesperson after being a math teacher, how he evolved into an entrepreneur, and how he got to where he's at now. Patrick specializes in sophisticated multi-threaded outreach to penetrate and navigate difficult enterprise accounts.

Key Takeaways

Airs this Thursday, 06-10-2021 @10:00-11:00 AM EST

Build your network:

The age-old saying of "it's who you know, not what you know" has a lot of truth behind it. Modern sales do need the consultative expertise driving the conversation to achieve successful outcomes, though the connections you have and are able to leverage are a great way to connect with a new prospect through introductions.

Multi-thread your outreach:

Multi-threading is a powerful thing. It enables you to have something we like to call "coverage." The more coverage you have, the better the outcome—usually.

30:70 rep to prospect talking ratio is ideal:

According to Sandler Sales Training's theory, it is ideal to have a 30:70 talking ratio. Rule of thumb, "If your lips are moving, you're not learning."

About Our Guest

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Patrick trains sales reps and builds outbound sales funnels that reliably start new business in new markets. The techniques I use to penetrate new accounts are unprecedented and have proven highly effective. Patrick helps businesses ranging from $6M-$1B valuations.

Transcript

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