Making the Complex Simple- Matt Paige

Transcript:

Thu, Aug 25, 2022

SUMMARY KEYWORDS 

sales , marketing , customers , linkedin , people , crm , matt , value prop , work , learned , folks , hatch , piece , talking , deal , product , sell , pain , strategy , point

SPEAKERS

Matt Paige & Christopher Smith

Intro

Welcome to the Sales Lead Dog podcast hosted by CRM technology and sales process expert Christopher Smith, talking with sales leaders that have separated themselves from the rest of the pack. Listen to find out how the best of the best achieve success with their team and CRM technology. And remember, unless you are the lead dog, the view never changes.

Christopher Smith

Welcome to sales lead dog today. I have joining me Matt Paige. Matt, welcome to sales lead dog.

Matt Paige

Hey, Chris. Thanks for having me today.

Christopher Smith

So Matt, is the Vice President of Marketing and strategy for HatchWorks in Atlanta. Matt, tell me about your role in it at HatchWorks and about networks.

Matt Paige

Yeah, it’s taken some different paths. So, I’ve played roles in product, customer engagement, and then in strategy in my latest in marketing, so it all kind of weaves together. But yet HatchWorks. You know, we design and build software solutions, both your customer and business will love through our integrated us and nearshore agile teams, and that’s the big piece we want the any product we build to actually be usable, delight your customers, but actually, you know, work for your business, make some money, everything you want to do there. What’s interesting, as of late, our nearshore agile teams have just blown up. Right? It’s ever since the pandemic, having teams down in Latin America, you don’t have to be in an office anymore. So being able to align around time zone has just changed the game out there today. So, it’s been an interesting kind of business model, shift or I guess business live. It’s really grown like crazy for us since the pandemic and everything it.

Christopher Smith

Yeah, it’s the same from our world as well. It’s, it’s what I started my business in oh seven, we’re 100% virtual from day one. And it was completely foreign to everybody. But now because of the pandemic, it’s the new it’s the way everyone’s doing it. So that’s awesome.

Matt Paige

It’s funny how, you know, something like that. It just forced everybody into it. And we all just kind of figured out, hey, this, this actually can be done and it works. And folks don’t want to go back.

Christopher Smith

No, no, exactly. And in, in organizations have to adapt to this new reality, you know, that it impacts selling, and it’s impacts marketing, your messaging, everything. It’s a whole new world.

Matt Paige

That’s the interesting thing, too. You mentioned impact selling like, back in the day, especially in our world, you know, you would be at a client, you would walk the halls, you’d see people in person and the houses are empty now. Right. So, it’s a lot of its shifted to that is virtual spaces LinkedIn, have started getting more active on their meeting a lot of cool folks on there, but it’s just where people hang out is different now.

Christopher Smith

Oh, it’s amazing. We have a partner here in town that they have a whole floor of a skyscraper. Every time ago, there, maybe two or three people on the floor?

Matt Paige

Yeah, I’ve talked to some brands. And they’re, you know, they do kind of the split model, and they go to the office and they sit on zoom there. Same thing different look.

Christopher Smith

All right, good deal. Well, Matt, tell me how did you get started in in this on your journey to VP of marketing strategy?

Matt Paige

Yeah, like I said, it’s kind of been a roundabout journey, right? I didn’t, you know, start coming out of college, say I wanted to be in marketing. And I, frankly, I was a finance major. And I kind of just didn’t go that route at all. I think I found my first job. Some a friend posted something on Facebook. So, they were hiring and worked out. But I got into the product and analytics side of things, really love building products, products that you know, customers enjoy using. And then from there, get into the strategy side of things, starting to connect those dots around building products. And then the strategy piece with value prop, you know, how do people by having a narrative and that kind of naturally transitioned into marketing. So, you have I think having those different facets of understanding just makes you more dynamic, whether you’re a salesperson, whether you’re in marketing, whether you’re an engineer. So that’s a big piece of it.

Christopher Smith

You know, what’s great about what you’re doing is I really believe that I’ve learned just through what I do, to be able to sell, you have to be able to put yourself in the shoes of your customer, you have to sit in their chair, you have to live their world and really understand the pain that they feel and what their what their life is like. If you can’t connect that way, you’re going to struggle. And so, I imagine coming from the world of product and product development, you really have to put yourself in those same shoes.

Matt Paige

Yeah, you hit it too. It’s focusing in on that pain like nobody. Nobody wants to be sold. Take it from somebody that gets pitch, pitch slapped a lot, you know, where you just get the cold pitch, don’t do it, right, build the relationship first, offer up some value. First build that rapport, I can tell you, I’ve had folks who go that route, and I’m always willing to talk to him have a conversation, and I end up learning a lot versus folks that do the cold pitch. And, you know, there is some value in that if you got a really strong value prop, but it’s a lot harder sell and it gets back to that piece, right? You get to hone in on what’s the pain that your customers experiencing? And how are you going to get them through that? Like, what’s this, you know, ideal future magical future? You’re gonna you’re gonna take them through transform them along that journey.

Christopher Smith

Oh, yeah. So very excited to have you here on sales lead dog, because I know, we’ve talked about this before we started the recording here that to be successful sales leader, you have to be a team player, and your counterpart on the team, the other the, the offense to your defense or your defensive, your offense, however you want to put it, it’s marketing. And if you don’t have that strong connection, that strong alignment, and where you guys, both groups are working together and going in the same direction, you’re going to struggle. So talking from your position as VP of marketing, how do you create that alliance that that alignment with sales?

Matt Paige

Yeah, and you hit on it, it’s, it’s a team sport, and you can’t tell them sitting down, but I’m six foot eight, I play basketball my whole life. And it’s true, you gotta be able to work together. You know, how I came up, was unique in the fact that I kind of came from the business side, like, you know, I learned how to run a p&l, you understand those different levers and dynamics. I didn’t start working with sales until later on in my career, and I, you know, I think people would throw stuff at me if they could, but I kind of undervalued what, what sales did and how hard it was, you know, you know, make some cold calls. And it’s easy, right? But once you start really honing in on what it takes to be great at sales. It’s not, it’s not for the faint of heart, and it’s not an easy job. But you hit on it, you know, for marketing, I want to see, the way we viewed as marketing is a partner to sales, right? It’s very much, you know, what’s our common purpose? What’s our core goal? Which say, let’s say it’s revenue right? Now, what marketing? Us is marketing, being accountable for that as well, you know, I don’t want to just be accountable for Hey, I generated 1000, marketing, qualified leads, you know, go us, which none of those leads to any type of deals or revenue, that’s kind of productive. And it you know, you get some infighting, and then it’s just not a fun environment to be in. So as much as we can collaborate the sales, the better.

Christopher Smith

Oh, yeah. So how do you as a leader in marketing, you know, work with your counterpart in sales? Or how do you create that bond and that connection?

Matt Paige

Yeah. So, the way I view sales, it’s like a secret weapon that so many marketers do not take advantage of right? You literally have people talking to customers every single day. It’s hard as marketers to get in front of customers, but your salespeople are talking to customers gonna talk to you salespeople. And that’s what we started doing a cadence of interacting with our sales folks getting that feedback loop in there. In they understand what’s resonating. What’s the pain of their buyer? Are we even targeting the right, ideal customer? You know, they are literally on the ground floor when it comes to that stuff. So, if you’re not engaging with your sales team, if you’re not working with your sales team, you’re missing out on so much opportunity.

Christopher Smith

Let’s flip the coin. How should sales be coming to marketing sand, we need to work together? How should that happen?

Matt Paige

Yeah, it’s a good point as well, because, you know, marketing is not just a let’s build a pretty deck. You know, give me some materials I need XYZ. It’s that collaboration piece. It’s coming together. It’s talking about those pain points. And then how do we turn that into a message and a value prop that somebody will actually be interested in? What let’s not even go to interested in buying, interested in giving you know, 15 seconds of their busy time to just even pay attention. Let’s start there. Right. So that’s the key piece is, volume is a partner? Yes. You know, we’re creating the sales enablement materials, but have a discussion, you know, get to know those folks. marketing folks can be a bit quirky. Sometimes sales folks can too. So, I think they can Jive really nicely together. Yeah, I think that’s the piece collaboration.

Christopher Smith

But I think for anything like any relationship, this is not a one shot deal, right? It should be ongoing, there should be a regular cadence, what kind of cadence Do you like to establish with your sales counterpart.

Matt Paige

So, we have a weekly meeting where we have this feedback loop in place. And then we have a monthly cadence where we go, we get a deep, and we actually do this with all areas in our organization of recruiting or engineering, different areas. And we the work that we do in marketing, we run it actually in an agile manner. So, we do two week sprints. It’s kind of everything in Agile works. We do in an agile way, our recruiting team works in sprints, our development team works in Sprint’s marketing does as well. So, we like to align kind of ceremonies, in effect, this feedback loops with our agile process from a marketing standpoint, so sales is just another one of those feedback loops for us. Nice.

Christopher Smith

What are some of your lessons learned key lessons learned from in your role as VP marketing when it comes to working with sales?

Matt Paige

Yeah, key lessons learned. So, I would say sales is a lot harder than people give it credit for. You know, collaborate with sales, listen to what they have to say. And, you know, the biggest thing is just becoming one with your customer, understanding where they’re coming from. And, you know, also talk to your customer sales. If you’re a salesperson out there, have that mindset when you’re talking to folks, you know, in marketing can help with this. But shift your mindset a bit when you’re talking to customers. So, you can provide that feedback to marketing and have that collaboration point like what things are you hearing, there’s a lot of cues, customers will give you that you may not pick up at first. But if you start to have a sort of a keen ear for things, there’s whole, like lines of business lines, you know, opportunity that are there for the taking, if you just listen…

Christopher Smith

just do you ever, in your role of marketing go on sales calls?

Matt Paige

Yes, yeah. So, work a lot of the time on the pitches we’re doing with customers. We haven’t started recording all the conversations that tools like Gong and all those out there, I want to start getting into that we had one of our marketing managers at Smith that joined the team back in April, he sat in, in a sales conversation with a client, he was just like, blown away, like, you know, hearing how the client talks, how the customer talks and a proposal. It was eye opening for him. So, we’re trying to figure out, how can we operationally, you know, build this into our process? So, I think about a lot of things, right? How can you operationally build these things in? So, it’s not? It’s not a hard thing to do? It’s just part of how we work right?

Christopher Smith

What about the handoff, from marketing to sales, it’s kind of maybe getting to some of the tactical things. You know, marketing is doing a lot of work, as you’re saying, trying to develop those MQLs crushing it in that art. But now you got to do a handoff to sales. What’s your experience with setting up that process and managing that process.

Matt Paige

So, what we like to do is provide them as much insight as we can with a we don’t want to feed them. Non quality leads, like if we know it’s not a quality lead, we’re not sending it over. So, we have an opportunity review that we actually go in and fill out as much detail on the company, the customer, where they’re coming from, before we even get it over to sales. I mean, a lot of the times we like to think of it as you know, we’re setting up the pin so sales can knock them down. And it’s not a throw it over the fence type of thing. You know, we’re working with sales throughout that process, just so we have that, that partnership with them.

Christopher Smith

I like that setting up the pins to knock them down. Because that really is I think that is absolutely the right perspective that you know that you’re doing all this work to generate this stuff, but anyone who’s been in your role know a lot of the stuff that you guys end up getting it, it’s, you know, they’re not the right match, you know, it could just be bad data or whatever. But you also get the companies that they’re just like, you know, this isn’t our target customer what you know, someone we can really work well with. So, someone’s got to take a look at this stuff, because the last thing you want to do is feed that stuff over to sales and have them say guys, this is garbage, and then they just shut the door on you. Have you ever had that happen? Have you learned the hard way about that? And can you talk about that a little bit?

Matt Paige

Yeah, sometimes he gets back to the partnership right and just being aligned on the process upfront because I’ve been in areas where there is no real process, and it’s kind of havoc, and, you know, people are they’re either making it up on the fly, or they have their own interpretation of the process, which creates conflict, and it’s kind of unnecessary conflict. But yeah, and it’s funny, you know, one of the best sellers I’ve ever met is Brandon Powell, Powell. He’s the founder of our company, and he can rattle off the hatch work story better than anybody else. But I’m sure it’s the same with you. You’re just starting your own company. It’s an I didn’t realize this starting out. Like it’s, it’s a foundational thing, no matter who you are, if you’re starting a company, you got to be able to sell I don’t know, if anything from your side that when you were getting started starting your company, anything that was interesting, in terms of, you know, that mindset, getting something off the ground?

Christopher Smith

Oh, yeah, it’s, I don’t come from a sales background. Yeah. So, I’ll I’ve learned by falling on my face a whole lot of times. And, and learning from that in you know, what? Doing the thing of like, Okay, where did I screw up? Where did I go wrong? What, you know, what’s my takeaway for the next one, so I don’t do that again. And I wish I was more like, a Brandon, you know, where, but I just, you know, I have a different I came on a different path. And but it does come back to the same point of view better know your customer, and who it is you’re going after, and you better have a value proposition that resonates with them. Yeah, if you don’t, you’re just spinning your wheels. And like, you’ve got to start there, you’ve got to get that dialed in, you better have your messaging dialed in. And that’s again, another key point that I’ve learned, sales, working hand in hand with marketing that I have to give that information to them. As I learned things that I hear from my customers all the time when I’m talking to people, they’ll say something, I’m writing that down, I’m immediately foreign that onto my marketing team saying, I just heard the best thing from a client, we need to use this in our messaging. Do you get that same kind of, you know, it sounds like you’re getting that today. But as that evolved for you over time, or is that just something you’ve learned early on in your career?

Matt Paige

Yeah, it’s evolved over time. You know, as a sales folks, the best way to get marketing engaged, give them some of those good nuggets, you hear from your customers. And that’s, that’s how to do it. But now, like I said, I came from a product background. And the whole thing is, you know, ship something early, you know, if you’re not embarrassed with your first version of your product, and you’ve shipped too late type of thing, you want to get this feedback loop started. So, I’ve had that mindset from the product side of things, and I’ve tried to transfer it to the marketing and sales side, I learned the hard way. Like I built products before where I tried to go played it, you know, the one more feature trap, you just keep adding and adding and it’s, you know, somebody can tell you something a million times, but back to your point until you actually fall on your face and experience it. You know, sometimes you need that to, to learn.

Christopher Smith

Oh, yeah, yeah. What’s the I want to be careful how you say this, because, but what’s the worst experience you’ve had interacting with sales? Have you had any just really bad experiences working with sales?

Matt Paige

That’s a good one. I you know, there’s not as many, like internally sales teams I’ve worked with, that I can think of, but I’ve definitely had plenty with folks trying to pitch me.

Christopher Smith

Oh, that’s great. Let’s talk about that.

Matt Paige

I’d love to. I do. Yeah. So, the, you know, the I have no idea who you are. You add me on LinkedIn. And before we can even know who you are, it’s, you know, trying to sell me something. The cold email trying to sell me something. And, again, strong value prop. And if you’ve done your homework that can work. Right. And that’s the big piece on the sales side. If you know your ICP, if you know, the value prop and the pain point this customer has, then it can work, the cold call piece can work. One of the biggest things I’ve learned on the strategy side of things, though, is you know, people want to talk about you know, what’s my ideal customer? So, people think, Okay, what size of company? What’s their industry? You know, these kinds of firmographic type things, demographic type things? That’s, that’s not what you need to know. You need to know, what are those triggers? What are those pain points that your customer experience experiences? If you can hone in and find customers when they reach that pain, your gold right and that one thing I’ve came across you relatively recently is the different stages of awareness. And there’s like five stages, right? It’s, it’s unaware. Like, I don’t even know that I have a pain point or problem, or I don’t want to acknowledge it. It’s problem aware. Okay, I know I got a problem. Solution aware, I know there are solutions out there that can solve my problem. And then most aware, I think it’s the last one, you have kind of got down to a shortlist. And from a marketing perspective, you know, and sales, not everybody’s going to be ready to buy, not everybody’s going to be in that most aware stage. When you want them to be. So, the key thing is, you want to make sure you’re top of mind when they get there. All right, so it gets back to that, you know, don’t pitch that mean, get to know me, hone in on that.

Christopher Smith

Yep. And that’s where marketing can really help you is the salesperson as a sales leader is that I’ve, I’ve talked to him because doing what I do selling CRM, I’ve dealt with the sales teams that like, Hey, I said, That guy in email, he never responded, one email isn’t going to do it, one phone call isn’t going to do it, you know, you’ve got to have a plan, you’ve got to have a strategy about how you’re going to go after that customer. That’s where you leverage the marketing team that say, help me come up with some messaging where that’s going to resonate. And because we know who they are, we know they probably have these problems. But no one’s going to pick up the phone, you know, and call you after one email.

Matt Paige

Yeah, so there’s different, like with our hatch works, our deal sizes are usually bigger. Right? So, nobody’s buying alpha one. When does point what email right? I mean, some there’s some free trial, you know, lower investment type of products that does work on a more of a product lead deal. But you hit the nail on the head, right? It’s okay, we get a client, this is a good target for us. Let’s work with marketing, let’s have multiple touchpoints kind of map out the customer. It’s a big, big part of it.

Christopher Smith

Oh, yeah. And hit them across channels. You know, it’s not just email of it’s not just hey, I sent a connect message on LinkedIn buy from me. You know, that that’s the thing that you know, what amazes me is how you see the shifts in how people the tactics, and late, you know, lately really, I think the last, to me, it’s blown up during COVID. But LinkedIn, you know, people trying to engage with me and sell to me over LinkedIn. And how just incredibly ineffective it’s become because there’s just so much noise. Yeah. From your position with marketing and strategy and trying to break through that noise. How, what’s your approach for breaking through all that noise?

Matt Paige

Yes, I think it’s being authentic. Right. Let’s take LinkedIn for an example. A really good book I came across recently, a founder brand by Dave Gearhart is an awesome piece on this, but we’re working with our CEO, Brandon on this and he’s, he’s already done this in the past. We’re really trying to amplify it, building his brand on LinkedIn. And it’s not about patchwork cetera, et cetera, tech, patchworks. It’s tell your story, you know, talk about what you’ve experienced, yes, it should have a tie to your value prop and what you do, but I like the 8020 rule, like give me 80% of value, content, your perspective, the pain you’ve experienced, and maybe sprinkle in about 20% of patchworks. Because at the end of the day, if you provide people value, if you build an audience that they get to know who you are, well, they’re naturally talking about LinkedIn, you know, they’re gonna go look at the profile and see what you where you work and all of that. And you build that connection. I’ve had, just in the past month, we’ve had several opportunities come in just through LinkedIn. Right? It’s people he knows, and it just triggers them, right? It’s, oh, yeah. Brandon’s, that hatch works. I have this pain point in this need. And they’re actually coming to you. You’re generating demand versus trying to, you know, do cold outreach.

Christopher Smith

And that’s the key you hit it right on the head. That’s what I’ve learned is that it’s not about trying to get them to engage, you know, respond to your stuff. It’s you’ve got to find a way for them to come to you through LinkedIn or whatever tool you’re leveraging LinkedIn is a great example of it though. If you’re giving value if you’re putting stuff out there, that’s helping people. They are going to find you and come to you.

Matt Paige

Yeah, yeah. One thing I tell my daughters, you attract more bees with honey, right and provide that value, provide something sweet, something good. A lot of people like that a lot more.

Christopher Smith

Now, we do go to Matt’s LinkedIn profile. He’s just are two recent posts? How was the puppy doing?

Matt Paige

Oh my gosh. So yeah, for you, for those y’all that don’t know, my mother-in-law just got a brand-new puppy. And going into it, it’s my mother in law’s dog, right? I, we have a dog, we have an eight-month-old at home. We don’t need a second dog. But the dog spent the night at our house last night, and I’m afraid it may, it may find its way to our house. So, I’m trying to make sure there’s that line of separation. Or just say no to a six-year-old with a puppy.

Christopher Smith

Yeah. But you know what I liked about that, Matt, is you’re not just posting business stuff on LinkedIn, you’re posting about you on LinkedIn. And that’s another way for people to get to know you and connect with you. Right?

Matt Paige

Yeah, and one of the biggest things I’ve learned a really kind of recently, too, I mean, is people buy from people, it’s basic, it’s simple. But it’s true, right? That people don’t buy from brands they buy from people, they don’t care if you’re CEO or VP. It’s funny, we’ve done as of late customer interviews, kind of leveraging the jobs to be done framework, if you’re not familiar with it, just Google it. It’s an awesome approach. But talking to our customers, and one of the things we ask them is, you know, how do you decide who to pick, and it’s without fail? See, I’ve either worked with this company or person before I know them, I trust them, or somebody has referred them to me, without fail, even the people that say, oh, I Googled it, they circle back to what actually somebody, you know, provided a referral. So, for anybody in sales, you know, in sales folks know this, it’s the relationship, right? That’s the big piece there. Trust, social proof on the marketing side. It’s something we’re really starting to hone in on and leverage goes a long way.

Christopher Smith

Yep. We haven’t talked about CRM at all. I wanted to kind of loop that into the conversation as an organization. what’s working well for you guys, when it comes to CRM, or what do you guys struggling with when it comes to CRM?

Matt Paige

Yeah, so this is an area it’s a pain point for us being completely honest. So, we have leveraged several kind of outside partners in the past, for marketing, we recently brought it in house. And you can kind of see their, their touch on it throughout our HubSpot, the platform we’re on now. But for us, it’s getting back to basics. Right? We want to make sure our, our contacts are filled out, they’re in the right stage or pipeline. In deal flow is in the right spots. And we actually went through and kind of re organized and re kind of structured our deal flow. It really was about simplicity, we cut out like four steps. I don’t know from your perspective, but simplicity always wins in my book. Oh, amen. Yeah, that’s been the main thing. So, trying to get our lists clean. And then, you know, starting to see how we on the marketing side can start to segment some of those lists and work directly with sales to do some more targeted approaches.

Christopher Smith

Yeah, the worst I’ve seen way to claim head over 300 fields on their opportunities. Oh, yeah. You know, like, that’s insane. It’s absolutely insane. There’s, you know, it just ridiculous and in, it is about because it has to be usable, right. And it has to be, you know, easy to pick up easy to manage, and you need your data to be right. So, it’s simple, doesn’t mean it’s only four fields. Simple means it’s focused and aligned with your strategy and supports your strategy. So, it’s easy to use to me, that’s simple. And, you know, if you have that alignment, where people start to get away from simple as when CRM isn’t set up to support your sales process or your marketing process, so then you have all these workarounds, and all these other things that you have to do to make it work. And, but if you’re spending that time and creating that alignment to strategy, it does become easy.

Matt Paige

Yeah, and people assume that you know, it’s technology that fixes problems. Technology does not fix problems, it will ever your process inefficiencies, but back to your point on simplicity, like they’ve kind of like a bit of a nerd when it comes to like, you know, how human nature and how the brain works and all this they’ve done studies with this where, you know, I think it was like with jelly, they offered up 10 types of jelly, right, you know, more variety more things to choose from. And then they in the other group they offered I think it was like three choices. The one with three sold like it was you know, twice as much or something crazy like that. But same when you’re trying to ask somebody to fill, fill stuff that out to many fields, they’re not going to do it.

Christopher Smith

No, and it’s not, it’s gonna be incomplete, it’s gonna be wrong because they’re gonna rush or whatever. And in it really is about doing that work to really understand what do we need to move the deal forward. And I, I see that all the time, we just said, I’ve yet to see technology, fix the problem, it’ll put a big old spotlight on it. And also, technology’s not going to fix bad process. Process should be supported by your platform, but it should not define your plan your process, you know, and I think that’s another common pain point.

Matt Paige

That’s coming from two guys that actually have built in build software for a living, right?

Christopher Smith

Yeah, yeah. Yeah, I have clients come to me all the time, like, so what, you know, what’s going on? Why? Why do you? Why do you want CRM and you’re like, oh, you know, our sales process, blah, blah, you’ll immediately launch it and like, we need to fix this, this, this and this, and I’m like, Guys, let’s take a step back here. What we through your process, and then you find out like, well, we really don’t have a process or, you know, it’s chaos, and they’re hoping technology is going to organize their chaos. And that’s just, there’s no shortcuts, there’s no silver bullets, you’ve got to do the hard work. It’s the same with marketing. It’s the same with sales. I wish there were silver bullets for marketing or sales or technology, there just aren’t it always comes down to hard work.

Matt Paige

If you find any, let me know. But what’s funny, though, is like, can you for sales folks, this solution selling component and you hit on it right? If you’re a salesperson, and you can actually help provide that value upfront before you even trying to sell the thing? Like you mentioned the process, understanding that, like that’s gold for your, whether it’s like an implementation team developer or depending on what type of solution you have, you know, that’s, it’s an awesome way to go about it. If you’re on the sales side.

Christopher Smith

Oh, totally. Because then I’m not selling them on become their partner. I’m here to partner with you to fix your problems. And I’m here to help.

Matt Paige

It’s a complete reframing of how they view you know, totally,

Christopher Smith

Well Matt, we’re on our time here and sales lead dog. It’s been great having you on and listening to and really getting the perspective from the marketing side. If people want to reach out connect with you. They want to learn more about hedge works. What’s the best way for them to do that?

Matt Paige

Yeah, easiest way. Find me on LinkedIn. Matt page spelled pa i GE emails Matt at hatch works.com. Pretty easy there on Twitter, but I kind of just use it as a scratch pad for my LinkedIn. And then hatch works hatch works.com. LinkedIn is where you’ll find us doing the most activity and, and yeah, that’s those are the ways to find this.

Christopher Smith

That’s awesome. We will have if you didn’t catch that, we’ll have it all in our show notes. impeller, crm.com forward slash sales lead dog you’ll find Matt’s episode along with all our others. So be sure to check that out. Matt again, thanks for coming on sales lead dog and welcome to the pack.

Matt Paige

Yeah, I appreciate it, Chris. Thanks for having me.

Outro

As we end this discussion on Sales Lead Dog, be sure to subscribe to catch all our episodes on social media. Follow us on LinkedIn, Facebook, and Instagram. Watch the videos on YouTube and you can also find our episodes on our website at empellercrm.com/salesleaddog. Sales Lead Dog is supported by Empellor CRM, delivering objectively better CRM for business guaranteed.

 

Quotes

• “Take it from somebody that gets ‘pitch-slapped’ a lot, you know, where you just get the cold pitch, don’t do it, build the relationship first, offer up some value.” (5:00-5:10)

• “The way I view sales, it’s like a secret weapon that so many marketers do not take advantage of, right?” (8:09-8:17)

• “There’s a lot of cues, customers will give you that you may not pick up at first. But if you start to have a keen ear for things, there’s opportunity that are there for the taking, if you just listen.” (11:47-12:02)
• “I like the 80:20 rule, like give me 80% of value, content, your perspective, the pain you’ve experienced, and maybe sprinkle in about 20% of patchworks.” (23:30-23:40)

Links

Matt Paige LinkedIn
HatchWorks LinkedIn
HatchWorks Website

Empellor CRM LinkedIn
Empellor CRM Website
Empellor CRM Twitter