How Consistency And Persistence Helps Victor Gichun Outsell Competitors And Achieve B2B Success

Have you ever wondered what sets the top performers apart in B2B sales? Is it innate talent, exceptional skills, or just pure luck? In this intriguing episode of the “Predictable B2B Success” podcast, our host, Vinay Koshy, sits down with the extraordinary Victor Gichun, a pioneer in outselling the competition.

Victor challenges the conventional notions of success, revealing that it’s not about being a natural-born singer, dancer, or author. According to Victor, it’s all about consistency and persistence. Through his captivating journey and real-life experiences, Victor shares his secret to achieving predictable success in the B2B arena.

Get ready to uncover the secrets of persistence and consistency as Victor Gichun takes us on a transformative exploration into the power of never giving up. From making countless cold calls to harnessing the latest technologies, Victor’s insights will inspire and empower seasoned professionals and aspiring entrepreneurs.

Join us as we delve into the world of relentless determination and discover how consistency can pave the way to unparalleled success in the cutthroat world of B2B.

Watch the episode

About Victor Gichun

Victor Gichun was born in Ukraine and moved to Moscow after the collapse of the Soviet Union. He built a successful software development company in Moscow and, in 2011, decided to fulfill his lifelong dream of moving to the United States.

Victor had initially planned to continue his software business in the US on a larger scale. However, he quickly learned that the market and business environment were different than what he had expected. While watching TV on his first day in the US, Victor saw his direct competitors advertising during prime time, spending large amounts of money on marketing. This made him realize that he needed to adapt and create a different business model to succeed in the US market.

The Power of Consistency and Persistence: Lessons from Victor Gichun

Consistency and persistence are key traits that separate successful individuals from the rest. In the episode featuring Victor Gichun on Predictable B2B Success, we learn how these qualities fueled his journey to outsell and outperform competitors. This blog post will explore key points from the episode and provide actionable takeaways to help you cultivate consistency and persistence in your business endeavors.

1. Embrace the Long Game:

Gichun’s success in cold calling was not immediate. He made numerous calls to uninterested prospects before finding his stride. The key takeaway is to embrace the long game and understand that success often requires time and perseverance. Rome wasn’t built in a day, and your business growth will likely follow the same principle.

Actionable Takeaway: Commit to a daily routine of tasks that contribute to your business goals, be it making calls, sending emails, or networking. Set realistic expectations and remain consistent with these activities over an extended period. Rome wasn’t built in a day, and slow and steady wins the race.

2. Seek Unique Niches:

Gichun ventured beyond the recycling industry to differentiate his business and offered reverse logistics services. His company carved out a unique niche by catering to specific needs like recycling, remarketing, and data destruction. This strategic decision allowed them to set prices and make more money doing the same work.

Actionable Takeaway: Conduct market research to identify potential untapped niches within your industry. Find ways to provide products or services that stand out from competitors. Understanding what customers are looking for and addressing those needs can position you as a valuable and indispensable solution.

3. Learn from Top Performers:

Gichun mentioned how he listened to recorded discovery calls to identify successful strategies and shared them with his sales team. Additionally, involving top performers in training new team members contributed to their success.

Actionable Takeaway:

1. Create mechanisms for knowledge sharing within your team.
2. Encourage mentorship and collaboration between experienced team members and newcomers.
3. Record and review successful interactions, analyze the patterns, and implement them in training programs.

Learning from those who excel in their roles can accelerate growth and inspire others to strive for excellence.

4. Optimize Your Hiring Process:

Gichun transformed his hiring process by taking inspiration from Alexander the Great’s army recruitment strategy. By using specific criteria to identify candidates who demonstrated top performance and rejecting those who couldn’t prove it, he increased the efficiency of his team.

Actionable Takeaway:

1. Review and optimize your hiring process.
2. Identify criteria that are indicative of potential top performers.
3. Ask candidates specific questions that gauge their track record of success or aptitude for the role.
4. Reject individuals who don’t meet your criteria, even if it means narrowing down your search.

By focusing on quality over quantity, you can build a team of consistent and persistent individuals.

5. Leverage Automation and Technology:

Gichun highlighted the importance of automation and technology in streamlining business operations. Tools like Apollo helped him find leads, analyze email statistics, make calls, and provide direct phone numbers. Leveraging automation allowed him to connect with prospects effectively, utilizing resources efficiently.

Actionable Takeaway: Assess your business processes and identify areas that can benefit from automation. Research and invest in software or tools that streamline your operations, from lead generation to client management. By automating repetitive tasks, you can free up time and resources, enabling you to focus on crucial aspects of your business that require human attention.

Conclusion:

Consistency and persistence are fundamental ingredients for achieving success in any business endeavor. From Victor Gichun’s experiences, we have gained valuable insights and actionable takeaways to implement in our businesses. 

Embrace the long game, seek unique niches, learn from top performers, optimize your hiring process, and leverage automation and technology. By incorporating these strategies, you can cultivate a culture of consistency and persistence that will propel your business toward predictable success. 

Remember, success rarely comes overnight, but with determination and perseverance, you’ll be well on your way to achieving your goals.

Some areas we explore in this episode include:

• The importance of persistence and consistency in outselling and outperforming competition.
•  Victor’s journey from starting as a recycling company to providing reverse logistic services.
• The strategies the company employs to differentiate itself in the market and acquire large clients like Google.
• The recommended book, “Blue Ocean Strategy,” for finding a unique niche in business and setting higher prices.
• Insights and strategies for making effective sales calls and initiating conversations with potential customers.
• The significance of sharing insights and strategies among the sales team for improved success.
• The challenges faced in the business growth and the improvements made in the hiring process.
• The role of technologies like Apollo in finding leads, analyzing email statistics, and making direct calls.
• The benefits of automation and outsourcing in business, with examples from Victor’s experience.
• The importance of learning sales techniques, handling objections, and positioning the business correctly.
• And much, much more.

Listen to the episode

Related links and resources

Connect with Victor

• LinkedIn

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