In this episode of the Vendi Sales Podcast, Kyle Jager interviews Harriet Mellor, CEO of Your Sales Co., discussing the evolution of her business, the importance of lead development, and the collaboration between sales and marketing. Harriet shares insights on the challenges faced in prospecting, the role of AI in sales, and practical tips for achieving sales success. The conversation emphasizes the significance of networking and building relationships in the sales process.

Takeaways:

-Harriet's business has evolved from a one-person operation to a lead development service.

-Lead development as a service fills the gap between marketing and sales.

-Salespeople often overlook the importance of follow-up with leads.

-AI can assist in research but should not replace human interaction in sales.

-Sales and marketing teams need to communicate regularly to improve lead quality.

-Prospecting requires a combination of education, tenacity, and resilience.

-Salespeople should focus on low-hanging fruit in their pipeline.

-Networking is crucial for maintaining a healthy sales pipeline.

-Sales success often comes down to consistent, incremental efforts.

-Understanding the sales process and nurturing leads is key to conversion.

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