Taking an Adaptive Approach to Sales - Mike D'Aloia - Coach2Scale - Episode # 032
Today’s guest is a visionary leader, a sales maverick, and has an accomplished career in executive roles. Mike D'Aloia is the Executive Vice President and Head of Sales at Quid. Mike joins Host Matt Benelli to discuss adaptive sales strategies, the evolution of sales technology, and the significance of personalized selling. He also shares invaluable insights into nurturing team members' career aspirations and the transformative potential of AI in sales.
Takeaways:
- Adopting a one-size-fits-all approach in sales processes and metrics is a myth. It’s important to adapt processes based on situational needs, and have distinct processes for different sales types (e.g., enterprise vs. commercial sales). This adaptability allows for more responsiveness to market changes.
- Outreach today needs to be hyper-personalized, such as persistently leaving voicemails, in reaching and engaging potential clients. Consider the value of adapting to other outreach methods (e.g., using LinkedIn, TikTok) based on the target audience.
- Coaching plays a crucial role in improving individual and organizational performance. Coaching is not just how to hit sales targets but also aiding in the personal and career development of team members. Make sure to use regular, goal-oriented coaching sessions and show genuine interest in team members' career aspirations.
- The concept of a 'Win Team' involves collaborative effort across departments to close deals, especially in complex sales environments. It's crucial for sales representatives to involve content experts, strategists, and other relevant personnel in sales processes to maximize success and deal value.
- Leaders should encourage sales reps to 'own' their sales strategies, applying their unique styles and experiences while aligning with the organization's overarching goals. This can lead to more effective and personalized sales tactics.
- Embracing generative AI tools for tasks such as email composition and customer research is encouraged. These tools can help sales teams enhance their messaging and outreach strategies, staying ahead in competitive environments.
Quote of the Show:
- “No two deals are the same in the enterprise.” - Mike D'Aloia
Links:
- LinkedIn: https://www.linkedin.com/in/mikedaloia/
- Website: https://www.quid.com/
Shoutouts:
- The First 90 Days, by Michael D. Watkins: https://a.co/d/45rCZ6k
- Bard/Google Gemini: https://gemini.google.com/app
- Christina Smears: https://coach2scale.transistor.fm/episodes/the-power-of-building-diverse-teams-christina-smears-coach2scale-episode-030
Ways to Tune In:
- Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
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- YouTube: https://www.youtube.com/@Coach2Scale
CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.
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