3:36 - Lead generating strategies
10:09 - Cultivating a relationship with your leads
12:29 - Creating a sense of urgency
18:58 - Special offers and free trials
26:44 - Favorite tools
Lars Mangelsdorf is the co-founder and CCO at Yokoy, a spending management software company which enables companies to automate their expense and credit card processes using artificial intelligence. He previously worked as Senior Account Executive at Beekeeper.
Back in Spring 2022, Yokoy raised a $80m series B round from Sequoia, and since then it seems like they can’t grow their team fast enough. They’ve also recently launched a prepaid Yokoy Mastercard. Lars currently leads his own sales team, and has over a decade of sales experience, during which he accumulated valuable insights. He shared some of these insights with us in this episode, and we’ve summarized them below.
How can you generate leads?
Once you have your lead, make sure to do proper lead qualification. You’ll want to have a checklist of things that need to happen for you to be willing to do a 1h demo call with them.
How can you create a sense of urgency?
What are a buyer’s main motivations?
If you can prove to your prospect that your solution will make them save money and gain recognition from their peers, it’s a done deal.
"We went from not having the money to hire people, to hardly being able to hire fast enough."
"Buyers have two main motivations: money and recognition."
If you would like to listen to our previous conversations with Lars, check out episode 77 and 237.
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