#17 Jen Allen-Knuth — Lead generation 101 for service based businesses

Jen was a full-cycle Enterprise Sales rep for 18 years. As a seller who made every mistake in the book, she believes sellers don’t need to be motivated; she feels they need to be empowered.  Jen teaches the strategies and tactics to earn buyer attention and trust. She has sold $50M+ to C-level Sales, Marketing, and Strategy executives while at Corporate Executive Board, Gartner, and Challenger Inc. (the company behind The Challenger Sale). Jen was a Relationship Builder who learned to sell like a Challenger. Jen has hosted the Winning the Challenger Sale podcast (growing the audience from 2k to 20k listeners per month) and created the role of Chief Evangelist at Challenger. This Is when she fell in love with speaking at SKOs to help Sales and marketing teams rethink their beliefs and assumptions about how to earn buyer attention and trust and defeat the status quo. SPEAKER LINKS Host, Paul Syng: https://linktr.ee/paulsyng Guest, Jen Allen-Knuth (aka DemandJen): https://demandjen.com/ EPISODE LINKS Spotify, Apple, Anchor & more: https://anchor.fm/PAULSYNG TIMESTAMPS 00:00 Warming up and stretching 02:14 Who is Jen, and why she can't stop rescuing animals 03:49 Jen is not your guru (*wink Tony Robbins) 06:10 Lead Gen (Sales 101 with email and social) 09:04 How to know your client's problems 12:33 How to write a crispy email 15:25 Who do you email at a company? 18:04 Don't make this rookie mistake 19:47 Showing up like a boss to the first booked meeting 22:42 How to compound your upfront research by getting curious 24:17 Jen's LinkedIn strategy 27:09 Knowing your client's priorities 28:54 How to show up on social media 31:36 Another reason why you should be personable online 32:36 Bite-sized summary by Paul 33:15 Wisdomous last words by Jen 33:48 Josh Braun fan club 34:21 3001 questions all about me 36:04 Closing remarks

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