495 - Leveraging a Fractional Sales Expert to Amplify Your Revenue with Harris Kenny
Episode Overview
In this episode, we jump into fractional sales and its potential advantages, especially for tech consulting businesses. Harris also shares when and why you should hire a fractional sales expert while addressing the challenges and the need for continuous development and improvement.
Key highlights
- The concept of fractional sales and how it can benefit businesses that have some traction and a marketing team in place. They also acknowledged the challenges of implementing this approach and the need for experimentation and continuous improvement.
- The choice between using an agency or a fractional salesperson for lead generation. They concluded that agencies are more suitable for defined offers and markets, while a fractional salesperson is needed for more strategic and nuanced approaches.
- The reasons why someone would choose to hire a fractional expert like Harris instead of hiring someone internally. They also talked about the different types of outbound channels that work for their target audience, such as LinkedIn, email, and social media.
- The importance of using both inbound and outbound approaches for company growth. They also explored different tools and strategies for finding and reaching out to potential customers, including leveraging databases, technographic filters, and job data.
- The use of data and AI in their roles. They explored tools like Apollo, Clay, and the likes in achieving better results.
- Using GPT for sales tasks, highlighting its effectiveness in generating job titles and improving sales strategies. They also emphasized the importance of domain knowledge and personalized approaches in utilizing the technology effectively.
About Harris Kenny
Harris Kenny founded Intro CRM, a sales agency based in Denver, Colorado. He helps build scaleable systems for sales teams, integrating with HubSpot and Close. He has been in sales for over 13 years and has helped drive tens of millions of dollars in revenue for emerging technology and service companies.
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