Peter Drummond

Beanworks Solutions Inc.

Beanworks believes no one with an accounting degree should be doing data entry.  We've combined technology with best in class accounting practices to free accountants from monotonous tasks related to the Accounts Payable process.  Give me a shout if you want to learn more.

Vice President of Sales

Rise HQ

Rise is a Canadian Workforce Management software provider, started in 2011. We compete directly with industry stalwarts like Ceridian and ADP and offer a modern, cloud based system, including modules in Payroll, Time & Attendance and a full HRIS. PaySavvy's mission is to improve the day to day lives of every one of our clients by focusing on every aspect of their day-to-day experience. We are committed to delivering a high quality user experience and personalized client support, a strategy which has resulted in a proud a record of 100% client retention.

My day to day role involves working directly with senior Finance and Human Resources Professionals to identify any challenges in their systems and workflows, and establish whether Rise may be able to address these challenges. If there is potential we provide a customized, live system demonstration. 

Working at Rise is an unbelievable experience, and seeing the team grow and tackle new challenges every day brings a new meaning to taking pride in a company. With new clients switching every day and our brand new office opening in Toronto, expect to see PaySavvy reach even greater heights in 2015!

Account Executive

Payfirma

Payfirma is a financial technology company that brings big banking solutions to all individuals and businesses. Enabling everyone to easily buy, sell and transact with one another using point of sale terminals, online & e-commerce solutions and now on all mobile and smart-phone devices such as iPhone, iPad and Android. We have also created a proprietary cloud based solution that enables business owners to leverage all of the data garnered through their payment processes.

Senior Account Executive & Channel Manager

GLENTEL Inc.

Highlights: I doubled my quota in 2011 selling over 600,000.00 in recurring revenue contracts and hardware.  I won a contract worth over 300,000.00 with the City of Ottawa, the largest contract negotiated by an inside sales person.  I was the top inside sales person for 2011 and while I was there in 2012 I outsold several outside sales people including everyone in Vancouver.

Collective Point of Sale Solutions

• Consistently accounted for over 25% of Vancouver sales by working diligently to win over new clients and by remaining up to date with industry competitors packages and pricing
• Recruited and managed a six person face-to-face client acquisition team for the British Columbia region by negotiating through head office for both individual agent and team compensation as well as discount rates and terminal pricing
• Established on average four new accounts per week by developing an effective script, standardizing the approach towards objections, and by always expanding a network of independent business owners

Outside Sales Manager

VP of Sales | 100M$ Exit | Working for the scoreboard | Follow for sales & finance hacks

Templated emails are on their last leg. 

Reply rates have plummeted to near zero.

iGTM.ai delivers highly personalized emails that generate replies or we refund you.

Enter your domain to claim your campaign at iGTM.ai.

Due to the nature of our signals, we only take one client per industry.

DM me with any questions.

Yesterday we lost a prospect because they had “no authority.”
Today we booked a demo with the same persona.

Nothing changed about them.
Everything changed about how we treated them.

Yesterday:
We heard “I don't have signing authority” and mentally checked out.
Which is code for “we are here to qualify, not to learn.”

Today:
Same situation, but we ran the training and treated it like a Rocky montage and went back in.

Here is what we did differently on the call:
Made him the hero, Chad told him directly that he is exactly who I need to talk to.

He lives the problem every day in a way his manager never will.

Focused on making him look good
We framed the conversation around how he can bring this upstairs without it blowing back on him, and how he can be the one who surfaces the problem clearly.

Stayed on the problem, not the product
We did not rush to “Can I show you a demo.”
We stayed in his world until it was obvious the current way was broken.

His response at the end was simple:
“Yeah, lets book a demo.”

No trick. No magic line.
Just respecting influence more than title.

Takeaway:
If your first filter is “Do you have authority” you are optimizing for the 10 percent of people who sign, not the 90 percent who actually feel the pain.

Influence gets you the meeting.
Authority gets the DocuSign.

What do you think is more important closing sales with signing authorities or developing them with champions?

Founder iGTM.ai | Get Replies or Get Refunded | Instantly generate your campaign at iGTM.AI

What do you do when a prospect says they have no money, no power, no authority?

Most reps hear that and mentally check out.
Problem is, the math does not check out.

There are at least 10x more ICs and managers than there are signing authorities.
So don't worry about BANT on a cold call.

Step one is not authority.
Step one is influence.

You have to make them feel like:
Their opinion is more important than their title
They are the right person to be talking to

Their lived experience of the problem is the input that matters
So instead of bailing, try:

“Sounds like you are probably more familiar than the exec on this since you live it every day. How do you deal with it?”

Now they are not “just a coordinator” or “just an IC.”

They are the only person in the company with the droids you're looking for, they're obi wan kenobi.

Make them feel like their influence matters more than their title, coach them through that next internal conversation 

Or I could be completely out to lunch
What do you think:

Should we develop champions or qualify authority?

“That was a great pitch. What do you want, you want to do a demo or something?”

That line is the output. The input is the call structure.

Here is what actually happened on the call:

1. Research opener
We led with research that triggers the prospect hippocampus or memory centre & asked how he uses similar research to improve conversation rates

2. Storytelling
Then reframed the game of sales using Moneyball:

At bats = dials
Hits = connections
Getting on base = real conversations

Just like in baseball
You don't win by swinging harder, you win by getting on base more often.

3. Expose the gap
Then the question that matters:

“How are you feeding those insights to your SDRs while they are on the phone so they are not losing momentum doing research mid call?”

His answer: they are not. Research happens before, nothing live.

By the time he said:
“That was a great pitch. What do you want, you want to do a demo or something?”

it was just the logical next step.

Most people try to fix the last 15 seconds of a cold call.
You fix this at the beginning.

If you want the full call and the written breakdown we use to coach it, drop “BOOMBACLOT” in the comments.

Chad Vanhouwe our new SDR booked 4 outbound demos in his first week.

No warm handoffs.
No inbound.
No “the list was just really hot this week.”

Pure cold outbound.

Here is what actually drove it:
Live coaching after every call

1. We break down the opener, question flow, and objections while it is still fresh so the next dial is better than the last one.

2. Research based openers
Lead with research tied to a problem that research causes
All signs of scale cause pressure in one form or another

3. Boring consistency on volume
Light day is ~70 dials.
Target is 100 to 120.

Next step: We are rolling out a parallel dialer to push volume even higher

“Are you just reading a script to me?”
One of the most nerve racking things you can hear on a cold call.

Chad heard it on his third day calling.
Like most reps, he froze up.

Reading a script is recommended
Sounding like you are isn't

So we built 3 simple drills to make script reading sound natural.

1. Practice between calls
Chad says practices the opener while the phone is ringing so he's ready when they pick up, it looks weird, but it works

2. Use one piece of research
 Pick a single, specific insight and tie it to a problem in their world.
 The second you stack research points, it turns into a checklist and you sound like you are reading bullets, not having a conversation.

3. If they call you out, own it and move on
 “Yeah, I was. You have so many accomplishments, I had to write them down.”
 Say it, smile in your voice, then get straight back to why you called.

Tone, pitch, cadence are the goals 
These are the habits you can deploy to achieve it

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The Battle

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Engagements

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