#RelationshipsMatter | Employee Spotlight: Timothy Serafino
Incept is a place where relationships matter. We're a creative, diverse, and engaging community uniting more than 200 team members with Fortune 500 companies, blood centers, and B2B sales teams across the United States and we want to share some of the stories from the people that make this team great every day.
Today we bring you Timothy Serafino, Incept's Business Development Manager.
Incept is a place where relationships matter. We're a creative, diverse, and engaging community uniting more than 200 team members with Fortune 500 companies, blood centers, and B2B sales teams across the United States and we want to share some of the stories from the people that make this team great every day.
Today we bring you Timothy Serafino, Incept's Business Development Manager.
Transcript:
My name's Timothy Serafino. I am the Business Development Manager here at Incept for our Incept Grows division. In my role now I am responsible for helping find local companies who need lead generation and inside sales support.
Working in the lead generation industry is really interesting for me. I've enjoyed the opportunities I've had to have conversations with people in all sorts of different industries about their growth plans, their desires to become better companies, better business leaders, and ultimately sales and new business development is something that's kind of industry-agnostic. Everyone needs it and everyone wants it and everyone, to some degree, is trying to crack the code and figure out what the best way to go about that is. So to introduce us as a unique approach to that problem has always been a really fun conversation across both business-to-business and business-to-consumer type industries and businesses.
Relationships are so much fun for me to make new ones and stay in touch with current ones and cultivate whoever I can, both personally and professionally. I've had the unique opportunity to generate relationships with people all over the world, and my favorite part about those conversations, whether they're personal friends that I have in Australia or business contacts that I have right here in Canton, it's just that everyone has a story to tell, everyone has something to share with the world and something to teach me as a person. Again, whether it's personally or professionally I love learning from the people around me and meeting new people and hearing their stories.
My favorite thing that I did this year was and I was fortunate to be able to, was take a two-month kind of sabbatical from work to go backpack Eastern Europe with my wife, so we ended up seeing something like 15 countries in two months.
Again, my name's Timothy Serafino. I'm the Business Development Manager here for Incept Grows division at Incept, where relationships matter.
Two Truths and a Lie
Want to get to know Timothy a little more? See if you can spot which one is the lie in a game of Two Truths and a Lie:
Think you know the answer? Find out here.
6 Lead Generation Quotes To Make Yourself A Better Salesperson
The position of lead generator is one that requires creativity, attention to detail, self-motivation, and stamina. While it can get tiresome at times, the best lead generators keep a positive attitude and look to other professionals in the field for motivation. Timothy Serafino, Incept's Business Development Manager, does exactly that.
The position of lead generator is one that requires creativity, attention to detail, self-motivation, and stamina. While it can get tiresome at times, the best lead generators keep a positive attitude and look to other professionals in the field for motivation. Timothy Serafino, Incept's Business Development Manager, does exactly that.
His Incept story began in 2013, when he joined the team of Conversational Marketing Experts who specialized in customer retention for one of Incept's largest e-commerce clients. He took a hiatus in 2014-2015 to teach English in Korea and to travel the world with his wife. Timothy returned to Incept in 2015 to lead the sales strategy for a new division called Incept Grows. In this role, Timothy is responsible for building relationships with small to medium-sized businesses throughout Northeast Ohio and help them increase their top of the funnel sales activity.
Keep reading to see his 6 favorite lead generation quotes that have helped accelerate his sales career:
6 Lead Generation Quotes To Make Yourself A Better Salesperson
“Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service. ”
“If you are not taking care of your customer, your competitor will.”
“You don’t need a big close as many sales reps believe. You risk losing your customer when you save all the good stuff for the end. Keep the customer actively involved throughout your presentation, and watch your results improve.”
“Make a customer, not a sale.”
“If you are not moving closer to what you want in sales (or in life), you probably aren’t doing enough asking.”
“Sales success comes after you stretch yourself past your limits on a daily basis.”
3 Fundamentals for Building a Lead Generation Script
We try to use the term, “script” loosely at Incept Grows. No one wants to be read a bullet point essay word for word from a stranger they weren’t expecting a call from. It is nice however to have something ready to go for a point of reference to be sure you’re covering all the bases in your conversations. These tips will help you create an effective script to supplement your inside sales strategy.
We try to use the term, “script” loosely at Incept Grows. No one wants to be read a bullet point essay word for word from a stranger they weren’t expecting a call from. It is nice however to have something ready to go for a point of reference to be sure you’re covering all the bases in your conversations. These tips will help you create an effective script to supplement your lead generation strategy.
It’s OKAY to have multiple scripts for different touch points
You don’t have to hit the prospect with your company handbook right off the bat. Introduce yourself & something you have in common, whether it’s geographical region, local organization membership, or industry expertise. If you have the time, even researching a fun fact about their company can do wonders. Gauge their interest and at the very least, open the door for future opportunities by asking for email contact information. You can always follow-up and go more in depth once you’ve broken the ice.
Don’t sound like a billboard
I’ve seen some pretty bad scripts submitted to our department in my almost two years as an Account Growth Specialist. “Hi my name is _____ and we do this. I can get you qualified in four easy steps!” or even “Did you know you could be saving $xxxx with _____?” How can you possibly be saving someone money if you don’t even know what systems or procedures they currently have in place!? It's approaches like these that give cold calling a bad name. This takes me to my next point…
Be HUMAN
This is the most important rule of all. You’re doing nothing more than engaging with another human on the other end of the phone. Talk to the prospect like you would a friend. Be authentic, ask questions, and make a genuine attempt to understand what exactly it is they do as a business. It helps to have the prospect’s website up when making the call. “I see here on your website that you guys do _____. I was curious if that includes X, Y, & Z?”
What techniques do you use when developing a lead generation scipt?