The Advanced Selling Podcast: "Right Under Your Nose" Summary

Release Date: January 29, 2025
Hosts: Bill Caskey and Bryan Neale
Episode Title: "Right Under Your Nose"

Introduction

In the January 29, 2025 episode of The Advanced Selling Podcast, Bryan Neale takes the helm solo to delve into a pivotal yet often overlooked aspect of sales strategy: leveraging existing resources right under one's nose. Inspired by his absent co-host, Bill Caskey, Bryan emphasizes the untapped potential within sales professionals' current networks and CRM systems.

Main Discussion: Uncovering Hidden Opportunities

Bryan introduces the concept that significant sales opportunities may already exist close to the salesperson, metaphorically "right under your nose." Rather than constantly seeking new leads or relying solely on traditional methods like cold calling, he advocates for revisiting and capitalizing on existing lists within the Customer Relationship Management (CRM) system.

Key Points Discussed:

1. Closed Lost Opportunities:

   • Definition: Prospects that engaged in meaningful conversations and had opportunities but ultimately did not convert.
   • Strategy: Bryan recommends making the "Closed Lost" list the primary prospecting tool. He argues that over time, the initial reasons for the loss (e.g., budget constraints, timing) may have changed, making these prospects viable again.
   • Timing: The optimal window for re-engagement is between six to twelve months after the closure. This period allows for relationships to cool and perceptions to reset, increasing the likelihood of a positive response.
   • Quote:
     “Closed lost is so definitive and we tend to think about selling as such a straight line with an answer and it's a yes or no.” (15:30)

2. Inactive Clients:

   • Definition: Former clients who had active relationships but became inactive over time.
   • Strategy: Reaching out to inactive clients can result in boomerang clients or valuable referrals. Bryan stresses the importance of initiating contact to reignite relationships.
   • Timing: Depending on the contract length, re-engagement might occur one to two years post-inactivity to ensure sufficient time has passed for a fresh start.
   • Quote:
     “If they did good work, they felt bad leaving, it ended well. And if they did, that person cannot only boomerang as a client come back. They can also become a great referral source for you.” (30:45)

Implementing the Strategy

Bryan outlines a practical approach to utilizing these lists effectively:

• List Selection: Identify and print out lists of "Closed Lost Opportunities" and "Inactive Clients" from your CRM, regardless of the platform (e.g., HubSpot, Salesforce).
• Prioritization: Focus first on prospects from the six to twelve-month window within the "Closed Lost" list, balancing recency and the need for a natural cooling-off period.
• Personalization: Tailor outreach efforts based on past interactions and any new offerings or changes within your company that may address previous objections or needs.
• Persistence: Consistently work these lists as ongoing prospecting targets rather than treating them as one-off efforts.

Quote:
“If you're bent on going out and getting new, you forget the goldmine right under your nose.” (10:20)

Benefits of Re-engagement

Bryan emphasizes several advantages of this strategy:

• Cost-Effectiveness: Re-engaging existing or previously interested prospects requires less effort than generating entirely new leads.
• Higher Conversion Rates: Familiarity and previous interaction increase trust and the likelihood of conversion.
• Referral Potential: Even if prospects do not return as clients, they may refer others, expanding your network organically.

Quote:
“If you do what I'm teaching you, you're gonna wish that you would have done it sooner.” (40:12)

Conclusion and Action Items

Bryan wraps up the episode by encouraging listeners to integrate "Closed Lost" and "Inactive Clients" lists into their daily prospecting routines. He underscores the importance of perseverance and strategic timing in nurturing these existing relationships to unlock substantial sales opportunities.

Final Quote:
“This is your landing spot for prospecting. Make it your go-to destination.” (45:00)

Additional Resources and Engagement

Bryan invites listeners to connect via email for a chance to win a reward and to explore further training opportunities through Blind Zebra's sales operating system. He also mentions engaging with their LinkedIn group and Bill's Insider groups for live training sessions.

Key Takeaways:

• Leverage Existing Data: Utilize your CRM's "Closed Lost" and "Inactive Clients" lists as primary sources for prospecting.
• Optimal Timing: Revisit these lists within a six to twelve-month window to maximize the chances of successful re-engagement.
• Consistent Effort: Treat these lists as ongoing prospecting tools rather than one-time endeavors.
• Maximize Relationships: Rebuilding past relationships can lead to returning clients and valuable referrals.

By refocusing efforts on the opportunities already within reach, sales professionals can streamline their processes, enhance efficiency, and significantly boost their sales success.