Alex is the CEO of a marketing and lead generation agency Experiment27. He’s responsible for generating over $6.5 million in B2B sales and over $35 million in leads for his clients.
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3 Key Points:
- Develop an assumption that you are doing a terrible job; this will help you seek feedback and improve
- Hire two sales people instead of one; you can benchmark their performance and analyze whether there is an issue with the product or the market.
- If something is not working and you have the numbers to show it, you have to be willing to pull the trigger.
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Time Stamped Show Notes
(click the time stamp to jump directly to that point in the episode.)
- [01:10] – Alex is a digital nomad without a permanent home base
- [01:35] – Alex’s area of expertise is lead gen for services and businesses
- [01:47] – Share something we don’t know about your area of expertise that as entrepreneurs, we probably should: It’s easy to get in front of gigantic Fortune 500 companies if you have the right case study and you frame it the right way
- 02:10 – Check out Episode 1388 of Entrepreneurs On Fire for Alex’s first interview!
- [02:30] – Alex went from being an entrepreneur to a business owner when he hired 6-7 people in a month to fulfill a client order. He created systems and processes so that he could have the work effectively executed. Instead of doing everything under the sun, they started focusing solely on lead generation.
- [04:07] – Productization lead to lot of client pushbacks; clients were seeking custom stuff outside of what Alex was offering
- [04:45] – Refund rates spiked up in year 2; hiring an account manager managed to reign in refunds
- [06:34] – Hiring a production manager and account manager has led to process optimization
- [06:56] – Constantly analyzing and improvising cold call metrics, such as response rate and subject lines, leads to further process optimization
- [07:22] – Alex can effectively cater to organizations servicing different industries by implementing agile processes
- [08:38] – When meeting a client, Alex always goes with the assumption that they are terrible at what they do—he digs in and attempts to get negative feedback in a bid to further improve
- [09:56] – Switching to a no-nonsense, data driven approach helped Alex zero in on issues with a client account and fix them
- [13:32] – Alex suggests hiring two sales people instead of one; you can benchmark their performance and analyze whether there is an issue with the product or the market
- [14:04] – Alex fired his sales team, hired a sales trainer and two junior sales guys underneath him—the first sale was made within 30 days, which was a big improvement from the previous arrangement
- [15:29] – If something is not working and you have the numbers to show it, you have to be willing to pull the trigger
- [16:01] – Alex monitors his 13 employees spread across the globe by setting clear goals for each one of them
- [16:44] – Sales reps tend to lie to avoid getting into trouble
- [18:02] – The one advantage of being a digital nomad is the freedom to work anywhere; the disadvantage is the difficulty with creating friend groups
- 18:50 – Parting Piece of Guidance: “The most valuable thing that I have used so far in the three years of business is Upwork. Hiring freelancers at $25, $30, $40 bucks an hour… Paying top rates on Upwork has been the biggest life hack for me”
- 19:08 – Check out FREE videos on sales training, cold emails and Alex’s entrepreneurial journey at b2bSalesTraining.com
- 19:14 – Connect with Alex via email
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