Scripts, Talk Tracks & Messaging: How to Keep Marketing & Sales Happy w/ Jocelyn Quall

#61: Listen as Jocelyn Quall, the Senior Director of Marketing and Sales Development at RESIDE Worldwide, discusses the role of scripts in marketing and sales. Jocelyn and Tyler look at the right way to approach scripts, how to ensure they’re dynamic, and how leveraging them can help you have the right conversations with prospective clients. Full episode show notes & more: https://thesaleslift.com/61-scripts-talk-tracks-messaging-how-to-keep-marketing-sales-happy-w-jocelyn-quall/ Approaching Sales Scripts (0:32) It's understandable to be unsure of scripts because they can make people sound robotic and monotonous. However, the key to scripts is not just crafting a message but understanding it and working with it. From a marketing perspective, it's about crafting the message of the brand and company, then adapting the value proposition so that the sales team can speak to a variety of clients in a way that works and that they can make their own. Evolution of a Dynamic Script (4:40) As the industry changes and companies pivot to selling a different type of product or to a different person, it’s important to keep your script dynamic. So you don’t get stuck on the words. In sales, it's really important to believe and understand what you're saying, especially as a new SDR. So your first ninety days or six months is all about getting comfortable with what you're saying. Stop selling and start talking to people like they're human beings. It's a matter of sheer respect. Marketing and sales are about hitting people in the right way, at the right time, so that they hear your message. SDRs are likely hitting people with the right message at the wrong time. If you've done your prospecting, you'll know when it might not be the right time. So asking that permission upfront is so important. Otherwise, your message may fall on deaf ears. It's a conversation for a reason. You need to be adding value to the person you're talking to, and you need to leave that person better than you found them. Different Types of Scripts (10:09) There are certain key things SDRs need to find out before they can pass something over to sales to show they’re doing their job. If you're just trying to hit five qualifying questions, you're not listening to what the person says on the other end of the phone. Or they've already answered it in passing, and you're not reacting to what they're saying. Scripts are also important for setting the call's tone, whether it's a cold call, discovery call, etc. And they become a lot looser once you get past the intro of the call. You have to have the tools and resources now to be smart about how we go about sales and marketing. The last thing you want is to insult people by reaching out to them when they never needed your services. Jocelyn Quall's Bio: Jocelyn is the Sr. Director of Marketing & Sales Development at Reside, a leading prop-tech and B2B global hospitality provider. She is responsible for driving all lead gen and demand growth efforts for the Reside brand portfolio. Jocelyn has spent her career working with B2B and B2C hospitality leaders; growing with the industry as it pivoted toward technology-led and experience-driven. She is a passionate storyteller and loves crafting messages that elicit emotions and drive engagement with her audience. After hours, you’ll find Jocelyn mastering her job as a first-time mom to Liam, honing her communication skills with her husband, and chasing her chickens and dog around her property in Monroe, WA. She’s always ready to host family and friends with a bottle of red, a new recipe to test and a story to share.