Alessandro Bogliari, CEO and Co-Founder of The Influencer Marketing Factory, a global influencer marketing agency, talks with great guests about influencer marketing, social media, the creator economy, social commerce and much more.
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תוכן מסופק על ידי Eric Quanstrom. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Eric Quanstrom או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.
דומה לEnterprise Sales Development (CIENCE)
The Partnership Economy explores the power of partnerships through candid conversations and stories with industry leaders. Our hosts, David A. Yovanno, CEO and Todd Crawford, Co-founder, of impact.com, unpack the future of partnerships as a lever for scale and an opportunity to put the consumer first.
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The fun email marketing podcast. Sell more of your online courses, grow your membership and bring in more coaching clients with email marketing that doesn't stink. Sound good? Then join your fellow Email Marketing Heroes for your weekly dose of fun, practical, yet brutally honest email marketing advice. You can listen in to a piping hot, fresh episode every 'Email Marketing Wednesday' or if you prefer learning with your eyes instead of your ears, we turn each episode into a full written blog ...
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Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Zapier’s CMO), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
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Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
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Some Goodness is hosted by Richard Ellis, a seasoned sales leader passionate about inviting top business minds to share their wisdom. Each episode is only 15-20 minutes, perfect for your commute or workout.
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Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
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Insightful interviews with authors, experts, entrepreneurs, and thought leaders who share valuable marketing tips, growth strategies, and resources. Hosted by John Jantsch, one of America's top small business marketing experts, this show is dedicated to helping you craft effective marketing strategies that will grow your business. Whether you're a small business owner, marketing professional, or marketing agency owner, you'll gain valuable insights and actionable advice on topics such as mar ...
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The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
Brian Burns
10k
279
No BS Allowed - Are you sick of empty suits telling you to work harder? - Learn about The Maverick Selling Method, which models the world's best salespeople and what they do differently. If you are in sales and are passionate about selling, you will like this podcast. The focus is on b2b sales and selling. If you are selling or in sales, this podcast is for you. I cover cold calling, spin selling, challenger sale, solution selling, and advanced selling skills. Strategic selling, LinkedIn, sa ...
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Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
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Player FM - אפליקציית פודקאסט
התחל במצב לא מקוון עם האפליקציה Player FM !
התחל במצב לא מקוון עם האפליקציה Player FM !
))
Daily Deals
פודקאסטים ששווה להאזין
בחסות
Join us each week as celebrity guests pitch an idea for a film based on one of the SUPER niche sub-genres on Netflix. From ‘Steamy Crime Movies from the 1970s’ to ‘Australian Dysfunctional Family Comedies Starring A Strong Female Lead’, our celebrity guests will pitch their wacky plot, their dream cast, the marketing stunts, and everything in between. By the end of every episode, Jimmy Carr, Comedian by night / “Netflix Executive” by day, will decide whether the pitch is greenlit or condemned to development hell! New episodes on Wednesdays starting May 28th! Listen on all podcast platforms and watch on the Netflix is a Joke YouTube Channel . The Big Pitch is a co-production by Netflix and BBC Studios Audio.…
The Power of Networking in Sales: A Conversation with Scott Leese
Manage episode 380856514 series 2971102
תוכן מסופק על ידי Eric Quanstrom. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Eric Quanstrom או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.
In the latest episode of the Enterprise Sales Development Podcast, we were privileged to have Scott Leese as our guest, a seasoned sales consultant known for his expertise in networking and relationship-building within the sales industry. Scott emphasized the undeniable power of personal connections, networks, and the strategic importance of a "go to network" approach. He shared that in today's dynamic sales landscape, having a robust network can be the key to unlocking unprecedented opportunities and ensuring one's presence in influential decision-making circles. The discussion revolved around the art of networking, with Scott providing insights into how professionals can effectively build and leverage their connections. He stressed the significance of immersing oneself in communities where key buying decisions are made, ensuring that sales professionals are not just observers but active participants in these pivotal discussions. While the episode touched on the potential impact of AI and technological innovations, the central theme remained clear: in the world of sales, genuine relationships and trust built through networking often hold more sway than any other factor. WHAT YOU’LL LEARN Importance of networking in sales Potential Impact of AI in Sales Benefits of networking QUOTES “I don't see how cold calling is gonna work. Long term. People don't use e-mail the same way they used to. So I don't see how cold emailing prospects is gonna work long term” - Scott Leese [2:55] “The best way to stand out is to prove your authenticity and sincerity as a human being.” - Scott Leese [14:49] “Just track network growth as a KPI.” - Scott Leese [21:35] “Networks take time to build. So you better start building it today.” - Scott Leese [33:01] TIMESTAMPS [0:00] - Meet Scott Leese [5:21] - AI Sales Scripts [8:15] - Impact of AI on Sales Jobs [14:14] - Importance of Personal Connections [17:05] - Go-to-Network Strategy [21:58] - Referral and Affiliate Fee System [24:20] - Trust in Referrals [25:54] - Benefits of Network-Based Sales [27:33] - Importance of Networking [36:40] - Connect with Scott CONNECT Scott's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices
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116 פרקים
שתפוManage episode 380856514 series 2971102
תוכן מסופק על ידי Eric Quanstrom. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Eric Quanstrom או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.
In the latest episode of the Enterprise Sales Development Podcast, we were privileged to have Scott Leese as our guest, a seasoned sales consultant known for his expertise in networking and relationship-building within the sales industry. Scott emphasized the undeniable power of personal connections, networks, and the strategic importance of a "go to network" approach. He shared that in today's dynamic sales landscape, having a robust network can be the key to unlocking unprecedented opportunities and ensuring one's presence in influential decision-making circles. The discussion revolved around the art of networking, with Scott providing insights into how professionals can effectively build and leverage their connections. He stressed the significance of immersing oneself in communities where key buying decisions are made, ensuring that sales professionals are not just observers but active participants in these pivotal discussions. While the episode touched on the potential impact of AI and technological innovations, the central theme remained clear: in the world of sales, genuine relationships and trust built through networking often hold more sway than any other factor. WHAT YOU’LL LEARN Importance of networking in sales Potential Impact of AI in Sales Benefits of networking QUOTES “I don't see how cold calling is gonna work. Long term. People don't use e-mail the same way they used to. So I don't see how cold emailing prospects is gonna work long term” - Scott Leese [2:55] “The best way to stand out is to prove your authenticity and sincerity as a human being.” - Scott Leese [14:49] “Just track network growth as a KPI.” - Scott Leese [21:35] “Networks take time to build. So you better start building it today.” - Scott Leese [33:01] TIMESTAMPS [0:00] - Meet Scott Leese [5:21] - AI Sales Scripts [8:15] - Impact of AI on Sales Jobs [14:14] - Importance of Personal Connections [17:05] - Go-to-Network Strategy [21:58] - Referral and Affiliate Fee System [24:20] - Trust in Referrals [25:54] - Benefits of Network-Based Sales [27:33] - Importance of Networking [36:40] - Connect with Scott CONNECT Scott's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices
…
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116 פרקים
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1 The Art of Sales Evangelism: Building Quality Pipeline and with Donald Kelly 54:34
54:34 
הפעל מאוחר יותר 
הפעל מאוחר יותר 
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לייק 
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הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי🎙️ Want to fill your pipeline with quality leads and close more deals faster? Tune in as Donald Kelly, the Sales Evangelist, reveals his proven strategies: A 3-step LinkedIn outreach method that sparks conversations Creating content that makes your target buyers stop scrolling The multi-channel approach to earning trust and booking meetings Optimizing your LinkedIn profile to build credibility Tapping your network for warm introductions to decision makers Putting your buyers first in every interaction Whether you're in BDR, AE or leadership, you'll walk away with actionable ideas to implement today. Donald's infectious energy and real-world examples make this an episode you don't want to miss! Follow this show and never miss an episode packed with sales tips you can use immediately. Click the Follow button 👆 now!…
1 Mastering the MATT Framework: Unlocking the Secrets to Successful Sales Development 49:40
49:40 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:40
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode, Jimmy Chen, Sr. Director of Sales Development at Sigma Computing, shares his invaluable insights on optimizing sales development using his MATT framework (Messaging, Activities, Targeting, Timeline). Discover how to craft effective messaging, prioritize activities, target the right accounts and personas, and leverage timeline for better results. Jimmy and host Eric discuss overcoming outdated dogmas, building consensus, and the importance of thoughtful management in the ever-changing sales development landscape.…
1 Mastering LinkedIn for B2B Sales: Insider Tips from Top Voice Jason Tan 43:31
43:31 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי43:31
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיDive into the world of LinkedIn mastery with Jason Tan, LinkedIn top voice and founder of Engage AI and DDA Labs, on this week’s Enterprise Sales Development Podcast. Discover the secrets behind leveraging LinkedIn for substantial business growth, the fine line between effective automation and genuine engagement, and innovative strategies for enhancing your social selling efforts in 2024. Whether you’re a seasoned sales professional or just starting out, Jason’s insights and experiences offer invaluable guidance for anyone looking to unlock the full potential of LinkedIn. Tune in for actionable advice and strategies to transform your LinkedIn approach and drive success.…
1 Dale Thorn Debunks SDR Myths: The Undeniable Human Element in AI's Era 44:31
44:31 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי44:31
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיDive into the heart of sales development with Dale Thorne as he shares his unparalleled insights on SDR leadership, the vital role of human connections in an AI-driven world, and his mission to mentor sales leaders globally. Don't miss this episode if you're ready to elevate your sales strategies and embrace the future of SDR with wisdom and warmth.…
1 Empathy in the Inbox: Crafting Prospect-Focused Pitches with Arianne Hatfield 44:22
44:22 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי44:22
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיDive into the essentials of sales development with Arianne Hatfield, a seasoned SDR leader with a rich background from SAP to Lucidworks. This episode unpacks the power of AI in sales, the significance of fundamental sales practices, and innovative strategies for personalization and gifting. Discover how to leverage ChatGPT for impactful account research, the importance of curiosity in sales, and practical advice for crafting memorable prospect interactions. Whether you're an aspiring SDR or a veteran looking to refine your skills, Arianne's insights offer invaluable lessons on thriving in the modern sales landscape.…
1 Unlocking the Inbox: Navigating the Secrets of Email Deliverability with Benny Rubin 1:03:25
1:03:25 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי1:03:25
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of "Unlocking the Inbox," host Eric Quanstrom, CMO at CIENCE Technologies, interviews Benny Rubin, CEO and co-founder of Senders, an email deliverability and sendability company specializing in the B2B sector. The discussion focuses on the challenges and strategies of ensuring emails reach their intended inboxes, a critical issue for businesses in the face of evolving digital communication standards and practices. Eric and Benny explore the technical and strategic aspects of email deliverability, including recent changes by major email service providers like Google and Microsoft, the importance of proper email infrastructure, and effective content personalization. They also delve into the four key elements of successful email delivery, game theory applied to email campaigns, and common misconceptions about email marketing. The episode is designed to offer practical advice and insights for marketers and sales leaders looking to improve their email outreach effectiveness. It covers how to navigate the complexities of email deliverability, the impact of email sendability on campaign success, and actionable steps for businesses to enhance their email engagement and performance.…
1 From CEO to Catalyst for Change: Adam Robinson's Sales Development Revolution 48:27
48:27 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי48:27
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this gripping episode of the Enterprise Sales Development Podcast, hosted by Eric Quanstrom of CIENCE Technologies, we dive deep with Adam Robinson, the visionary CEO of Retention.com. Known for his dynamic approach to sales development and his critical eye on outbound strategies, Adam shares his revolutionary journey from leading traditional sales teams to pioneering innovative practices that challenge the status quo. Discover how Adam's thought leadership and strategic pivots are reshaping the landscape of sales development, driving efficiency, and fostering growth amidst a sea of conventional tactics. From his candid insights into the pitfalls of standard outbound methods to his successful overhaul of sales processes at Retention.com, this conversation is a treasure trove of actionable advice and transformative strategies.…
1 From Med School to Market Mastery: Skye Snayd's Sales Development Secrets 42:04
42:04 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי42:04
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיDive into a riveting episode of the Enterprise Sales Development Podcast with host Eric Quanstrom, CMO at Science Technologies, as he converses with Skye Snayd, the dynamic founder of Skyline Consulting. Skye shares his unique journey from a potential career in medicine to becoming a trailblazer in sales development. Throughout this episode, listeners will explore the critical aspects of customer discovery, the effectiveness of tailored marketing, and how sales strategies are evolving with technological advancements. Skye provides hands-on advice and shares personal experiences, offering invaluable insights for anyone in the sales and marketing arena. He highlights the necessity of genuine interactions and forward-thinking methods in our fast-paced, competitive world. This episode is a goldmine of practical knowledge and innovative ideas, perfect for both experienced professionals and newcomers eager to enhance their skills in sales development.…
1 Unlocking Sales Enablement Secrets with Paul Butterfield 39:33
39:33 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי39:33
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the "Enterprise Sales Development Podcast", our host Eric Quanstrom engages in a deep dive conversation with Paul Butterfield, a renowned leader in the field of sales enablement and the CEO of the Revenue Flywheel Group. They tackle pressing topics like effective strategies for training sales development teams, the unique challenges at the top of the sales funnel, and the undeniable potential of AI in sales enablement. Paul shares his wealth of experience in the field, with invaluable insights into improving customer journey enablement and transforming sales processes. This episode offers a blend of concrete techniques, personal experiences, and forward-thinking tactics for sales enablement, making it a must-listen for anyone looking to advance in this arena. Tune in to learn from one of the best in the business.…
1 Leveraging AI for Sales Excellence: A Podcast with Ryan Staley 39:05
39:05 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי39:05
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיHarnessing AI for Sales Success: Interview with Ryan Staley on Enterprise Sales Development Podcast In this episode of the Enterprise Sales Development Podcast, Eric Quanstrom, the CMO of Science Technologies, converses with special guest Ryan Staley, the CEO and founder of Whale Boss. Whale Boss is a consulting firm that specializes in helping sales teams transform with AI. Staley shares his insights into the potential of AI to greatly improve sales processes and results. He discusses how AI can enhance sales teams' research capabilities and productivity, warns of the risks of ignoring AI advancements, and outlines strategies to leverage AI efficiently in a sales environment. 00:00 Introduction and Welcome 00:22 Guest Introduction: Ryan Staley 02:52 Ryan's Journey and the Start of Whale Boss 04:47 The Impact of AI on Sales 06:51 The Sales AI Accelerator 07:37 Implementing AI in Sales 10:39 Improving Business Acumen with AI 15:08 Prompt Engineering for Sales 18:06 AI's Role in Sales Interactions 19:02 Addressing Job Loss Concerns in the AI Era 20:40 The Importance of Embracing AI in Business 21:11 The Impact of AI on Job Roles and Age 21:55 Harvard and BCG Consulting Study on AI 24:14 The Role of AI in Sales Development 24:46 Implementing AI in Your Team 28:11 The Future of Sales with AI 28:35 The Power of AI in Business Scaling 32:17 The Role of AI in Content Creation 35:20 The Importance of Good Inputs for AI 36:31 How to Leverage AI for Business Categorization 37:28 Final Thoughts and Contact Information…
1 Beyond the Pitch: Email Psychology, and More with Johnnie Salimbene 46:15
46:15 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי46:15
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn a recent enlightening episode of the Enterprise Sales Development Podcast, we had an in-depth discussion with Johnnie Salimbene, the head of business development at Connex One. Our conversation spanned crucial sales topics, from the nuances of leadership and the significance of consistency to the art of perfecting one's pitch and leveraging tools like Sales Navigator and ZoomInfo. Johnnie's insights on email psychology, AB testing, and the importance of personal development stood out, offering listeners a comprehensive understanding of today's sales landscape. This episode is not just a discussion; it's a masterclass in sales development. Emphasizing the human touch in a tech-driven world, it underscores the need to be human, relevant, and consistent. If you're looking to elevate your sales game or gain a fresh perspective on sales strategies, this podcast episode is a must-listen. Dive in and discover a treasure trove of sales wisdom. WHAT YOU’LL LEARN Why consistency and intentionality are crucial in the sales process Email psychology The process of perfecting a pitch and finding a natural way to deliver it QUOTES “You're gonna learn more from prospect calls that you will from, you know, your manager telling you about the call center industry.” - Johnnie Salimbene [19:34] “I think learning is something that's it's undervalued but when put it in the right place and your commitment to it on a consistent basis, consistency is key. It will just come naturally.” - Johnnie Salimbene [24:00] “It all has to do with like really delivering a relevant message and following that with a necessary or relevant call to action.” - Johnnie Salimbene [37:15] TIMESTAMPS [0:00] - Meet Johnnie Salimbene [5:59] - Leadership and coaching [9:59] - Structuring for consistent performance [15:37] - Leveraging tools for sales [22:15] - Importance of learning and curiosity [25:57] - Healthy habits and discipline [29:22] - Building a winning team [36:33] - Email psychology and framework [44:40] - Connect with Johnnie CONNECT Johnnie's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 The Power of Networking in Sales: A Conversation with Scott Leese 38:40
38:40 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי38:40
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of the Enterprise Sales Development Podcast, we were privileged to have Scott Leese as our guest, a seasoned sales consultant known for his expertise in networking and relationship-building within the sales industry. Scott emphasized the undeniable power of personal connections, networks, and the strategic importance of a "go to network" approach. He shared that in today's dynamic sales landscape, having a robust network can be the key to unlocking unprecedented opportunities and ensuring one's presence in influential decision-making circles. The discussion revolved around the art of networking, with Scott providing insights into how professionals can effectively build and leverage their connections. He stressed the significance of immersing oneself in communities where key buying decisions are made, ensuring that sales professionals are not just observers but active participants in these pivotal discussions. While the episode touched on the potential impact of AI and technological innovations, the central theme remained clear: in the world of sales, genuine relationships and trust built through networking often hold more sway than any other factor. WHAT YOU’LL LEARN Importance of networking in sales Potential Impact of AI in Sales Benefits of networking QUOTES “I don't see how cold calling is gonna work. Long term. People don't use e-mail the same way they used to. So I don't see how cold emailing prospects is gonna work long term” - Scott Leese [2:55] “The best way to stand out is to prove your authenticity and sincerity as a human being.” - Scott Leese [14:49] “Just track network growth as a KPI.” - Scott Leese [21:35] “Networks take time to build. So you better start building it today.” - Scott Leese [33:01] TIMESTAMPS [0:00] - Meet Scott Leese [5:21] - AI Sales Scripts [8:15] - Impact of AI on Sales Jobs [14:14] - Importance of Personal Connections [17:05] - Go-to-Network Strategy [21:58] - Referral and Affiliate Fee System [24:20] - Trust in Referrals [25:54] - Benefits of Network-Based Sales [27:33] - Importance of Networking [36:40] - Connect with Scott CONNECT Scott's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Frameworks for Success: Alan Versteeg's Guide to Impactful Sales Strategies 49:53
49:53 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:53
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development Podcast, we talk with Alan Versteeg, the Chief Revenue Officer at Growth Matters. We discuss sales processes and share insights on why sales happen or don't happen, and emphasize the importance of treating sales as a profession and taking ownership of one's career by constantly practicing and learning. We also discuss the importance of relevance in sales, and how to lead with value, providing examples of frameworks that can help achieve desired outcomes and stress the importance of creating environments that support sales professionals and constantly refining practices through coaching and measurement. If you're interested in learning more about sales processes and gaining actionable insights, I highly recommend listening to this podcast interview. It's packed with nuggets and takeaways and provides fascinating conversation from beginning to end. Check it out and let us know what you think! WHAT YOU’LL LEARN Sales processes and strategies The importance of mindset and growth mindset in sales success The barriers to change in sales and how to overcome them QUOTES "We believe that if you unluck the potential of the sales manager, you can change the family trees of sales professionals." - Alan Versteeg [6:19] “The only reason we measure something is to improve it. And if you're measuring the wrong things, you're improving the wrong things.” - Alan Versteeg [21:12] “When you think about memorable moments in marketing, they are vulnerable.” - Alan Versteeg [46:20] “The energy we spend trying to be perfect is not only wasted energy but detrimental to self success because authenticity accelerates trust.” - Alan Versteeg [47:55] TIMESTAMPS [0:00] - Meet Alan Versteeg [7:30] - Mindset and mobility in sales [10:30] - Practice and relevance [15:56] - Authencity and importance of relationships [21:00] - Conversion rate and measurement [24:14] - Main problems in sales [27:09] - Importance of helping customers [30:07] - Framework for sales training [37:41] - Barriers to change in sales [41:53] - Fear of failure and vulnerability [48:28] - Connect with Alan CONNECT Alan's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Crafting Success in SaaS: Insights and Strategies from Yesware's CEO Joel Stevenson 46:11
46:11 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי46:11
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of the Enterprise Sales Development Podcast, we had an insightful conversation about the present landscape and the anticipated future of sales development with our esteemed guest, Joel Stevenson, the CEO of Yesware. Throughout our discussion, we delved deep into various subjects, including the rich history and the projected future trajectory of sales development. We also touched upon the inherent challenges associated with pricing and effectively monetizing a SaaS product in today's competitive market. A significant portion of our conversation was dedicated to understanding the profound impact of AI tools on the sales development arena and how they are reshaping the way businesses operate. Furthermore, we explored the prevailing trends in the B2B SaaS sales sector. One of the key takeaways from our discussion was the undeniable importance of personalization in sales pitches and the pivotal role of building genuine relationships with potential clients. Tune this episode for great insights from the best! WHAT YOU’LL LEARN Current state of sales development The impact of AI in the sales development space The importance of personalization in B2B SaaS QUOTES “If we annoy the shots of the buyers so much that they invest very heavily in defense mechanisms that's bad for everybody.” - Joel Stevenson [15:33] “I think now there's an opportunity for sales people to up their game and just be better.” - Joel Stevenson [25:13] “I hate to say it, but it almost seems like we've passed through the golden age of marketing measurement” - Joel Stevenson [32:26] TIMESTAMPS [0:00] - Meet Joel Stevenson [6:10] - Sales trends [14:33] - Current state of sales development [26:07] - How AI affects the sales development space [36:11] - Joel opinion on how to approach sales in the saas market [44:50] - Connect with Joel CONNECT Joel's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Tapping into the Brain: Neuroscience-Inspired Sales Strategies with Joe Ingram 53:40
53:40 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי53:40
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of the Enterprise Sales Development Podcast, the “Sales Genius” Joe Ingram, boasting tons of sales experience, shared his insights on building formidable inside sales teams. Delving into topics ranging from the critical importance of attitude and consistent activity in inside sales, to the enduring power of cold calling, Joe also highlighted the intriguing role of neuroscience in sales techniques. He emphasized the significance of aligning with prospects by matching their energy levels and speaking rates. Moreover, Joe broke down his proprietary four-step sales process, detailing its efficiency in enhancing deal closures. He enriched the discussion by offering invaluable advice on fostering effective communication and genuine rapport with clients, asserting that these elements are foundational for cultivating trust and sustaining long-term business relationships. WHAT YOU’LL LEARN Neuroscience applied in sales Cold call pro tips How to efficiently communicate with prospects QUOTES “The phone is the most crucial tool you have in any business because it's an immediate call to action.” - Joe Ingram [8:28] “Truly great salespeople do it, they explain the process first so the person knows where they're going. And then as you go, you actually add credibility to yourself.” - Joe Ingram [27:41] “We all have the ability to adapt, we choose not to. And when we choose not to adapt our personality to the prospect, who is it?.” - Joe Ingram [32:57] TIMESTAMPS [0:00] - Meet Joe Ingram [6:50] - Joe’s recipe for sales success [11:22] - Joe on people to people interaction with neuroscience [21:50] - Joe’s tips on cold calls [30:13] - Matching personality types in sales [38:54] - Joe’s importance in communication in sales [43:14] - Emotional aspect of B2B buying [52:00] - Connect with Joe CONNECT Joe's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Trials and Triumphs: Kevin Gaither's 30-Year Sales Journey & Vision for the Future of SDR 49:06
49:06 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:06
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of "The Enterprise Sales Development Podcast," we delve into the vast experience of Kevin Gaither, a seasoned sales consultant with an impressive three-decade track record. Gaither pulls back the curtain on his journey, candidly discussing the missteps he's encountered along the way and, more importantly, the invaluable lessons each one taught him. From the pitfalls of overconfidence to the necessity of adaptability, he offers a rare glimpse into the trials and tribulations that have shaped his successful career. Gaither also sheds light on his concerns regarding the Sales Development Representative (SDR) role, questioning its current direction and potential pitfalls. Yet, as always, he balances critique with constructive guidance, sharing a wealth of coaching tips for upcoming sales professionals. Whether you're a veteran in the sales field or just starting, Gaither's insights promise a fresh perspective, reminding us all of the importance of continuous learning and evolution in the sales arena. WHAT YOU’LL LEARN Mistakes and lessons learned in Kevin’s 30 year trayectory in sales SDR role future and concerns Coaching tips QUOTES “if you say dials don't matter, you're missing the point because you have to have some inputs.” - Kevin Gaither [10:12] “It's not one funnel, and so oftentimes I see leaders they wanna have like one spreadsheet or one tab, and it's just not true. You know, you've got to be looking at, you know, the sources of your revenues from inbound marketing, outbound, SDRS, ae, self sourcing, channel sales, and channel partnerships, and referrals, and then once you can then say, great, I'm going to break my revenues up into those four channels.” - Kevin Gaither [17:37] “I see that the curiosity levels of SDRS in the business these days, is very low.” - Kevin Gaither [23:44] “I tell my salespeople in my SDR, your job is to DQ, your job is to DQ, and I wanna take, I want the prospect to show us that, they deserve to be in our pipeline and I'm not trying.” - Kevin Gaither [44:33] TIMESTAMPS [0:00] - Meet Kevin Gaither [5:11] - Kevin’s most valuable mistakes he´s made [14:38] - Kevin’s advice when reading reports [16:53] - Advice to start planning your 2024 sales goals [21:36] - “Meritocracy” in sales [23:22] - Kevin’s concern on SDR’s [33:32] - The “challenger” sale [40:48] - Kevin’s coaching tips [47:26] - Connect with Kevin CONNECT Kevin's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Back to Basics: Sales, Learning, and Stoicism with Matt Doyon 49:00
49:00 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:00
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the most recent episode of The Enterprise Sales Development, we had the pleasure of hosting Matt Doyon, the innovative CEO of Triple Session. Matt took us back to the essentials, highlighting the importance of sticking to the basics in sales. While the allure of new techniques is undeniable, the true magic often lies in the simple acts of understanding one's clients, communicating with clarity. Matt's insights didn't stop at the basics. He delved deep into the intricacies of how people learn, advocating for the adoption of adaptive learning methodologies in sales training. But the highlight of the conversation was undoubtedly Matt’s exploration of stoicism in the realm of sales. For those eager to gain a fresh perspective on sales strategies and more, this episode with Matt Doyon is a must-listen. Ensure you're subscribed to the Enterprise Sales Development Podcast to keep up with all our enlightening sessions. WHAT YOU’LL LEARN Basics for sales teams How people learn Why stoicism is important in sales QUOTES “We've over indexed on lack of structure, sure to the point where it subverts the success of our people.” - Matt Doyon [11:07] “We need data. You should be able to show up, say no, don't, just take my word for it. Look at the behavior that I've shown and I can prove to you based on what I've done.” - Matt Doyon [22:08] “You can't service sales people. You have to be of service to people in sales.” - Matt Doyon [37:12] TIMESTAMPS [0:00] - Meet Matt Doyon [9:32] - Why the SDR is kind of like at the easy chain end of a lot of things going wrong. [13:56] - Basics you should teach sales teams [17:49] - How Matt bult “soft skills” into his app [22:37] - Matt on certifications and why they don’t work anymore [28:58] - Matt’s box story and analogy in sales [34:36] - Matt on stoicism [41:18] - How Matt keeps SDR’s coming back to Triple Session [44:44] - Connect with Matt Doyon CONNECT Matt's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Evolving Sales Landscape: A Conversation with Sarosh Khan 49:41
49:41 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:41
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn our latest episode of "The Enterprise Sales Development Podcast", we were thrilled to have an insightful conversation with Sarosh Khan, a celebrated industry expert known for transforming sales development landscapes. In this episode, Sarosh navigates through the intriguing dynamics of sales development amidst a rapidly evolving future. He shares expert strategies on building, managing, and inspiring a successful sales development team, touching on the vital aspects that are often overlooked in the journey to achieving unparalleled success. Sarosh presents an in-depth analysis of the core competencies and nuances needed to thrive in this challenging environment. Furthermore, Sarosh enlightens listeners on the critical role of storytelling in sales development. An effective story can help Sales Development Representatives (SDRs) connect on a deeper level with prospects, emphasizing the human side of sales interactions. Sarosh explores how leveraging storytelling as an SDR not only enhances communication but also fosters trust and accelerates the sales cycle. Don't miss out on this enlightening episode packed with tips and strategies to supercharge your sales development team and stay ahead of the curve in an ever-changing business environment. WHAT YOU’LL LEARN What is changing in sales development How to inspire a sales development team towards success Why storytelling is important as an SDR QUOTES “I just… don't see an avenue where AI can be nearly as effective as a human being just because of, that human interaction and touch point that takes place.” - Sarosh Khan [9:13] “The least qualified reps always seem to have the responsibility of qualifying the hottest leads.” - Sarosh Khan [17:02] “The best way to get that feedback is through your sales development team, because it's so real time” - Sarosh Khan [28:32] “We get caught up, in stacks and metrics and all of these other things. But did you say something that resonated with that person?.” - Sarosh Khan [36:06] TIMESTAMPS [0:00] - Meet Sarosh Khan [4:01] - How is prospecting going to evolve? [11:37] - How Sarosh leads SDR’s [22:17] - SDR’s qualification criteria [27:03] - How sales development team help a company's marketing? [34:06] - Importance of storytelling for SDR’s [41:19] - Structuring questions on cold calls [48:16] - Connect with Sarosh CONNECT Sharosh's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Creating Compelling Sales Narratives in the Digital Age with Mark Carpenter 45:00
45:00 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:00
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיOn the latest episode of The Enterprise Sales Development Podcast, we delve into the captivating world of storytelling in sales with the esteemed guest, Mark Carpenter. Known for his mastery in shaping narratives, Mark elucidates why storytelling is a powerful tool in business, fostering connections, and engendering trust in ways that data alone can't. This episode offers valuable lessons on crafting compelling stories that resonate with your audience, engage their emotions, and ultimately, drive sales. Furthermore, Mark takes us on a fascinating journey through the digital transformation of today's work environment. He shares in-depth insights into how digitalization is reshaping the sales landscape, creating opportunities for businesses to engage with their clients in new, innovative ways. Join us on this enlightening journey where you'll learn not just the 'how' but also the 'why' behind using storytelling in sales. Discover how to navigate the evolving digital workspace and equip yourself with strategies to stay ahead in this dynamic environment. Tune into "The Enterprise Sales Development Podcast" now – the perfect blend of knowledge, experience, and innovation to fuel your sales growth. WHAT YOU’LL LEARN Using storytelling to teach and sell Why storytelling in business works Digitalization in today's work environment QUOTES “Storytelling is as old as mankind, this is how we communicated with each other, this is how we established our tribes.” - Mark Carpenter [2:31] “This is about building relationships, it's about building and strengthen relationships.” - Mark Carpenter [13:49] “We think that by showing charts, and figures, and data, that’s gonna boost our credibility with people, but its actually making the connection to them as human beings, that becomes more credible” - Mark Carpenter [23:31] TIMESTAMPS [0:00] - Meet Mark Carpenter [5:26] - Mark explains the impact of storytelling [11:50] - Using storytelling for playbooks and handling rejection [17:01] - Storytelling with other people stories [21:34] - Why storytelling is as useful in business as it is [27:00] - Mark about leading as people [32:45] - Digitalization in today's work environment [42:55] - Connect with Mark CONNECT Mark's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Empowering Sales Development with AI and Success Secrets: A Conversation with Nick Kennedy 50:40
50:40 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי50:40
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of “The Enterprise Sales Development Podcast” we had the pleasure to talk to Nick Kennedy, Customer Success Manager at CIENCE. Nick discusses the importance of effective strategies for sales development, providing actionable tips to boost performance. He emphasizes leveraging AI as a tool to augment, not replace, human interaction. Additionally, Nick offers a tantalizing glimpse into the factors behind CIENCE's remarkable growth, providing valuable insights for organizations aiming to excel in customer success. Tune in this episode to learn about this and much more! WHAT YOU’LL LEARN Sales development strategies How to properly use AI on SDR teams Sneack peak of CIENCE’s secrets to success QUOTES “Getting that clear line of site in terms of what SDRS are hearing from prospects and what they're reading from prospects coming back to them is the best way to optimize.” - Nick Kennedy [7:22] “Refining the ICP, I feel like you have to look at the probabilities, you have to look at where you've had success in the past as well, and try to capitalize on that success.” - Nick Kennedy [11:32] “I will say AI is not the best at writing emails, it's very good at personalizing, it's very good at creating segmented messaging that addresses specific challenges, goals, KPI'S even owned by specific roles.” - Nick Kennedy [29:44] TIMESTAMPS [0:00] - Meet Nick Kennedy [4:04] - Is relevance the number one criteria for success? [6:46] - Nick on getting feedback from campaigns [9:54] - The problem with broad ICP’s [13:48] - Metaphorical sales changes throughout the years in CIENCE [20:50] - How CIENCE has evolved in the last years [24:36] - What has changes in sales development according to Nick [28:38] - Nick’s experience using CIENCE’s AI tools [41:36] - Nick on AI prompts [49:28] - Connect with Nick Kennedy CONNECT Nick Kennedy's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Cracking the SDR Interview Code: Insights and Strategies from Blake Hudson 38:44
38:44 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי38:44
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of "The Enterprise Sales Development Podcast," Blake Hudson, a seasoned SDR, shared valuable tips for excelling in SDR interviews. He emphasized the importance of personal branding, suggesting that SDRs actively ask questions to create bonds and differentiate themselves from others. Additionally, he shared practical tips such as thorough company research and showcasing communication skills to succeed in interviews. Overall, Blake's insights provide valuable guidance for SDRs aiming to excel in the interview process. Don’t miss this opportunity to gain great insight for your next big interview!. WHAT YOU’LL LEARN SDR tips for interviews Personal branding as an SDR Data through prospecting and sales development QUOTES “Once you reframe interviews and understand that, hey, they have a problem I’m the solution, then you can get into stories, and stories and narrative is as old as humanity.” - Blake Hudson [6:43] “Sometimes personal branding is probing and asking great questions. It's giving platform for other leaders to come and answer questions.” - Blake Hudson [21:34] “Personally, I think that SDR is, the heart between marketing and sales.” - Blake Hudson [26:55] TIMESTAMPS [0:00] - Meet Blake Hudson [4:34] - Confidence on interviews [5:59] - Blake’s advice for interviews [16:33] - Tools on the sales development environment [19:10] - Blake on personal branding as an SDR [26:23] - Blake on the role of the SDR [34:34] - Blake’s projects [37:30] - Connect with Blake Connect with Blake Blake Hudson's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Unveiling the Invisible Funnel with Taft Love 33:36
33:36 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי33:36
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of "The Enterprise Sales Development Podcast," we had the pleasure of interviewing Taft Love, founder of Icerber DevOps and expert in the field of sales development. Taft explained that while many sales teams primarily focus on the traditional sales funnel, there is an equally important "invisible funnel" that consists of activities that don't necessarily lead to immediate conversions but are crucial for long-term success. He also discussed essential KPIs in sales, and the role of technology in sales development. Overall, the episode offers actionable advice and strategic considerations for sales professionals looking to optimize their sales development efforts. WHAT YOU’LL LEARN The “invisible funnel” The real KPI´s to focus on sales Tech in sales development QUOTES “How many companies did my outbound team start prospecting this month? And if you don't know your way around sort of the architecture of Salesforce, you might think like there's gotta be a field for that, but I promise you there's not.” - Taft Love [11:43] “You got to do two things to get outbound, right? You have to have decent timing and not screw up. And if you do those two things, you're probably going to be okay.” - Taft Love [18:19] “I think we've seen this proliferation of tools and simultaneously as the buying group has changed in companies and the way people buy fundamentally has changed, so have the strategies of selling to companies and the world is changing so fast that it's created this proliferation of tools.” - Taft Love [28:03] TIMESTAMPS [0:00] - Meet Taft Love [5:26] - Taft beginnings as an SDR [8:24] - Taft on “the invincible funnel” [14:33] - Taft on his sales strategy with SmartRecruiters [19:47] - Taft experience in a “dual” role [25:25] - Taf on Iceberg RevOps [27:23] - Are we at peak tech in the sales development? [31:51] - Connect with Taft CONNECT Taft Love's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Fun, Fast, and Effective: Cold Calling Secrets Revealed with Jack Knight 49:32
49:32 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:32
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of "The Enterprise Sales Development Podcast," guest Jack Knight shares valuable tips for effective cold calling. Learn how to make cold calling fun and successful by using innovative techniques, such as incorporating humor and team work. Jack also emphasizes the importance of aligning cold calling efforts with your inbound marketing strategy for better results. Tune in now to discover actionable insights that will enhance your sales development skills and improve your cold calling approach! WHAT YOU’LL LEARN Cold calling tips Inbound led outbound approach How to make cold calling fun and effective QUOTES “In sales, failure is the rule and success is the exception.” - Jack Knight [8:44] “We call it the buyers journey, right? We have to realize that journey starts somewhere and I think we over complicate sales sometimes. I think we just need to zoom all the way out and go, wait, I'm a buyer.” - Jack Knight [21:24] “Cold calling sucks, everyone hates cold calling, but it's effective and it is not dead, it's effective when people do.” - Jack Knight [29:40] “We're ultimately building culture. We're transforming culture and what we wanna build is strong cold calling culture.” - Jack Knight [32:24] TIMESTAMPS [0:00] - Meet Jack Knight [4:41] - Why competitiveness is important as an SDR [10:35] - How Jack manages competitiveness within his team [15:42] - Jack’s experience leading a BDR team [21:22] - Jack on buyers journey [25:00] - Jack on inbound led outbound [30:18] - How Jack makes the SDR experience “fun” [36:14] - Common factors that affect cold calling [39:49] - Cold calling tips [46:35] - Connect with Jack Knight CONNECT Jack Knights' LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Cracking the Code: SDR Success with Complex Personas and AI Tools with Daniil Krets 52:45
52:45 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי52:45
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of "The Enterprise Sales Development Podcast" we interviewed Daniil Krets, director of global sales development at Esper. He shares insights on running a successful SDR program with complicated personas. Daniil also highlights the need to understand complicated buyer personas and tailoring outreach accordingly. He also explores the benefits of leveraging AI tools for automating prospecting and personalization while maintaining genuine interactions. Another critical point covered in the episode is measuring success within an SDR program, so don't miss this opportunity to improve your SDR program and tune in!. WHAT YOU’LL LEARN Running a successful SDR program with complicated personas AI tools as an SDR How to measure success within your SDR program QUOTES “There's still innovation, but I think most of the startups are doing AI, you know, and that’s a complex thing. So, I think the industry is evolving big time in that respect and there is more personalization. There's more targeting.” - Daniil Krets [23:46] “If you think about quantity as a way to reach quality over time and, you're setting up a process at the beginning that is very measurable and you can make good business decision that's key, right? And I think that's kind of another big learning for me.” - Daniil Krets [26:36] “My point is as much as this is helpful, I think we like go to market leaders need to maintain a good balance. So teaching people how to fish versus giving them a lot of tools that make their life so easy. That they stopped knowing how to do it, right? I think that's the balance.” - Daniil Krets [32:24] TIMESTAMPS [0:00] - Meet Daniil Krets [10:21] - Daniil about the “devops” personade [21:20] - Daniil problems when prospecting [28:48] - Daniil on AI [34:18] - How Daniil manages his SDR team [42:46] - How Daniil overcomes challenges [52:00] - Connect with Daniil CONNECT Daniil Krets' LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Sales Success Through Relationships and Adaptability: A Chat with James Barton 49:24
49:24 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:24
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode, we interviewed James Barton, who underscored the value of relationships in sales development. He stressed that fostering trust with clients through strong relationships directly impacts sales. Barton also discussed managing successful Sales Development Representative (SDR) teams, highlighting the importance of a supportive culture, open communication, and clear expectations. Lastly, he shared insights into understanding different Ideal Customer Profiles (ICPs), emphasizing the need for continuous learning, adaptability, and a tailored approach. WHAT YOU’LL LEARN SDR team management tips Importance of building relationships in sales development How to learn about different ICP’s QUOTES “That's truly the role of a sales development rep is find new relationships, nurture them, deliver them, support them. And it's not just, okay. I'm out here, you know, kind of thing is like you are the name, the voice, the first point of contact that any of these people have in their experience with your company.” - James Barton [5:06] “But it starts with relationships and setting the experience off on a good foot with the prospect or customer.” - James Barton [9:06] “So we figured out if you incentivize and you measure on the right activities, which turns the right behaviors which turn at the right results, you can bring that forecast ability of the SDR team back to like the initial stages of what we're doing.” - James Barton [14:58] TIMESTAMPS [0:00] - Meet James Barton [6:29] - James on the importance relationships as SDR [12:22] - Jame’s experience as a sales development leader throughout the years [14:50] - Jame’s success model [21:44] - Factors why of SDR underperfomance [31:56] - James on leadership [40:06] - How James learns about different ICP’s [47:49] - Connect with James CONNECT James’ LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Maximizing BDR Success with Dave Kart 42:56
42:56 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי42:56
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode, we interview Dave Kart, who shares insights into his successful BDR team, management approach, and Maxio's buyer persona. Dave highlights the importance of a supportive culture, clear expectations, and continuous training for BDR success. He emphasizes open communication, empowering team members, and maintaining work-life balance in his management style. Gain insights into Maxio's buyer persona and how tailoring messaging to address the pain points of mid-to-large technology enterprises, focusing on CTOs and IT Directors, can effectively engage your audience. Don't miss this opportunity to learn the secrets behind BDR success – tune in now! WHAT YOU’LL LEARN Building a High-Performing BDR Team Effective Management Approach Understanding Your Target Audience QUOTES “So it's very important, you know, especially on a phone call to establish that credibility to establish that trust and ask for permission that's one of the things that we talk a lot about is in terms of where we're interrupting, you know, whatever was going on in that person's world at that point in time,and, so we wanna be concise, we wanna get to the point we wanna have that crisp and clear message.” - Dave Kart [11:25] “It's more about like handling those objections, making sure people have, the knowledge, to go deep and ask the right questions.” - Dave Kart [13:14] “But the BDR role is a great place to just own like general sort of business acumen skills. And so we encourage BDR, to explore opportunities outside of just that traditional like BDR.” - Dave Kart [37:00] TIMESTAMPS [0:00] - Meet Dave Kart [4:50] - Dave’s experience managing BDR teams [8:45] - Changes in the sales development world [16:35] - Maxi’s persona and how he targets it [26:26] - How Maxi’s runs his BDR team [32:43] - Maxi recipe to success with BDR’s [42:16] - Connect with Dave CONNECT Dave’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Effective Interruptions: Creating Genuine Connections in Sales with Andrew Sykes 52:39
52:39 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי52:39
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this power-packed episode of The Enterprise Sales Development Podcast, we're excited to welcome Andrew Sykes, a renowned sales development expert and CEO of "Habits at Work." Dive into the world of sales as Andrew enlightens us on the delicate art of interrupting prospects effectively and strategically. Andrew shares his unique perspective on how to properly interrupt people's lives in sales, stressing the importance of empathy, timing, and value. Discover the secrets behind creating meaningful connections with prospects, even when you're interrupting their day, and how to transform those interruptions into opportunities for mutual success. WHAT YOU’LL LEARN How to become a more trustworthy SDR The psychology behind effective interruptions in sales Techniques to position your interruption as an opportunity for the prospect QUOTES “I also believe that selling is helping other people make progress in their lives.” - Andrew Sykes [3:31] “So I think for SDRS, the mindset begins with recognizing we are an interruption given that we're in danger of a lot of traps or pitfalls, holes If you like that we'll be put into by our prospects unless we're very deliberate with how we design and deliver on our first impression.” - Andrew Sykes [5:50] “All the research suggest that people make assessments of you as trustworthy or not in minutes, not months, in some cases, in micro seconds, not months.” - Andrew Sykes [8:23] “I happen to think that being an interruption is an honorable thing to be in someone's life. If as a result of you standing in their pathway, they have to go around you in a different direction than they would have otherwise gone, but it happens to serve them.” - Andrew Sykes [21:13] “I think an SDR role is one of the hardest in the sales game because the job to be done is something that's few humans can do at all, can do well, which is to build trust that lasts through time in minutes.” - Andrew Sykes [32:21] “And being a smart sales person is not enough. It's both knowledge, all of knowledge, skill and the discipline to use the right skill at the right time over time, which is habits. So unless you're in the habit of doing these things don't expect a result, right? And the truth is habits are hard to create and hard to sustain.” - Andrew Sykes [50:28] TIMESTAMPS [0:00] - Meet Andrew Sykes [4:47] - Andrew’s view on the SDR role [9:06] - Building trust [12:55] - How to effectively build trust as an SDR [18:19] - How Andrew “interrupts” [21:41] - Andrew on the beginning of the sales cycle [33:20] - How to introduce yourself properly to gain trust [35:31] - Andrew’s “responsible promise” [42:02] - Andrew’s worries on the SDR role [51:22] - Connect with Andrew Sykes CONNECT Andrew’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Mastering and humanizing cold calls with Charity Lee 47:18
47:18 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:18
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this latest episode of the Enterprise Sales Development Podcast, we had the pleasure of interviewing Charity Lee, an expert in sales development and cold calling. During our conversation, we delved into essential topics such as SDR best cold calling practices, humanizing cold calls, and product-led growth (PLG) sales development. Charity shared valuable insights on effective cold calling strategies, emphasizing the importance of thorough research, personalization, and a value-driven approach. She provided tips on how to humanize cold calls, stressing the significance of authenticity, active listening, and building rapport. Additionally, Charity discussed the role of PLG sales development in today's market, Don't miss this informative episode full of actionable advice to improve your sales development game! WHAT YOU’LL LEARN SDR best cold calling practices How to humanize cold calls PLG sales development QUOTES “And the thing I always tell SDR is that you don't have to be an engineer. You don't have to be a developer like they don't expect you to be that, but you do have to know about your industry.” - Charity Lee [13:14] “Because what gets the emotional responses is questions about like what problems people are having or bringing kind of up something, you know, that's a pain point in the industry.” - Charity Lee [17:39] “And I've worked with reps to make their pitch and I'm like, yeah, they stick by it at the beginning but once they get more comfortable, it always transforms and they're always able to have more kind of like authentic conversations.” - Charity Lee [39:28] “You have so many different ways the things that you can do and that you can talk about. But if you can get them hooked on one two tops three things, then you've done your job because the wanting more is what's going to make that momentum into your product and into the folks that can talk a little bit deeper about this.” - Charity Lee [44:23] TIMESTAMPS [0:00] - Meet Charity Lee [6:31] - Charity’s managerial experience [9:37] - How Charity builds her SDR programs [15:49] - The SDR - Persona relation [21:47] - Charity’s PLG sales development [30:02] - Being human in cold calling [36:46] - Charity on SDR challenges and best practices on cold calling [45:58] - Connect with Clarity CONNECT Charity’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 The Evolution of the SDR Role with Matt Bertuzzi 52:00
52:00 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי52:00
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development Podcast, we speak with Matt Bertuzzi from The Bridge Group, we discussed the evolution of the SDR role, current industry standards, and SDR program structures. Matt shared the latest results of The Bridge Group study, we viewed examples of successful SDR programs including well-defined career paths, cross-functional collaboration, and efficient tools and technology. This episode offers valuable insights for sales development professionals and companies looking to improve their SDR programs. WHAT YOU’LL LEARN How the SDR role has evolved over the years What are industry standards nowadays How other companies structure their SDR programs QUOTES “It's very difficult to decide to go inbound with enough volume that you wouldn't just give them to your as you'd want an actual team to do some qualification on the front end." - Matt Bertuzzi [12:07] “Well, the error of big burn rates is paused. I am hesitant to say anything's over, but it's retreating now and I think the one to one ratio would see that”. - Matt Bertuzzi [17:50] “But tenure is falling. And if tenure is falling in the ramp is not also correspondingly falling, then the productive time in seat has to fall too”. - Matt Bertuzzi [25:45] “No more office lines, but the trend was starting way before COVID COVID was the accelerator. You, it's just, I mean, everyone has been doing this for a while knows it's harder to get someone to want to engage with someone they don't know” - Matt Bertuzzi [35:15] TIMESTAMPS [0:00] - Meet Matt Bertuzzi [4:10] - How The Bridge Group Billenial report was born [5:40] - This year’s Billenial report [11:40] - How companies structure their SDR teams [19:40] - The “nature” of the SDR role / The fall of SDR hiring as in recent years [25:25] - SDR average duration in their role [32:27] - SDR daily activities according to the Bridge Group Report [37:40] - Matt on personalization [44:33] - Matt on SDR monthly quotas [51:10] - Connect with Matt CONNECT Matt’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 The Sales Transformation: Pioneering Coaching, and Elevating Women in the Field with Jill Bruno 45:01
45:01 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:01
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיDiscover a new perspective on sales in the latest episode of "The Enterprise Sales Development Podcast"! In this episode, we spoke with Jill Bruno, sales development manager over at Rocket Reach. We delve into the art of assembling a high-performance sales team and explore innovative coaching methods that defy traditional norms. Stay ahead of the curve by understanding the evolution of buyer behavior, and learn how to adapt your strategies accordingly. Plus, don't miss our inspiring discussion on empowering women in sales, as we celebrate their achievements and contributions to the industry. Tune in now for insightful conversations and expert advice that will help you transform your sales game! WHAT YOU’LL LEARN Assembling a successful sales team Non traditional sales coaching The evolution of the buyer’s behavior Empowering women in sales QUOTES “You can't treat every customer the same because things have changed, people do not want to be sold to”. - Jill Bruno [13:16] “You have to understand the pain behind the pain, you know, like I keep going back to price or budget or I don't have time for a demo. It's not because they don't care”. - Jill Bruno [17:58] “So what I like to do is always try to keep the basics in place because I found that if you forget to continue with the basics like call coaching and role playing, and then you only focus on new advancements, then people forget the basics”. - Jill Bruno [22:47] “That's what, you know, managers are for, you know, I'm here for the people, you know, their success is my success” - Jill Bruno [34:34] “Some of the best advice I could say is you would be so surprised how many people would actually want to help you if you simply reached out to them on LinkedIn, you know?” - Jill Bruno [40:36] TIMESTAMPS [0:00] - Meet Jill Bruno [7:10] - Jill’s chronological onboarding process [8:51] - Jill on assembling a sales team [11:03] - How rocket reach changed their sales strategy [14:03] - Jill on buyer behavior [21:20] - Jill on treating customers like numbers [22:23] Jill on teaching her team’s intentionality [[30:18] Jill on motivating her tea [35:20] Jill on women in sales [43:19] Connect with Jill CONNECT Jill’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Building Better Sales Development Representatives with Kayla Rehmeier 54:14
54:14 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי54:14
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this Enterprise Sales Development podcast episode, we speak with Kayla Rehmeier, SDR Leader and Manager at Lattice. Kayla shares how her experiences in sales shed light on many of the struggles entry-level SDRs hit at first and how she has creatively approached solutions to them. She also discusses the importance of creating an environment for SDRs that allows for mistakes and offers constructive feedback and how this can build better sales teams and more confident sales representatives. WHAT YOU’LL LEARN What SDRs need to learn, know, do and think The value of allowing mistakes and building trust as a manager Kayla’s tips on how to mitigate struggle points for entry-level SDRs How to help your reps find their voice as individuals QUOTES “Before I made any changes as a manager at Lattice, I went through the onboarding process myself. I tried to remove myself as much as possible from my beginning level knowledge and discover where I was filling in the gaps with my background knowledge. It helped me think about how I could help someone starting in sales.” - Kayla Rehmeier [05:08] “Go slow to go fast. It is easy to hit the ground running when you first start out. There is such a benefit to taking breaks and walking away from your computer.” - Kayla Rehmeier [10:50] “Onboarding is a time of practice. It is where you get in all your practice swings. It is the time to fail, to make mistakes, and be ok with it. There are so many people willing to help you in onboarding. Being open to constructive feedback will make you better in the long run. ” - Kayla Rehmeier [21:40] “Frankenstein your way to success. Pull bits and pieces from here and there that feel true to you. There is nothing wrong with patching things together and taking bits and pieces from people along the way.” - Kayla Rehmeier [52:43] TIMESTAMPS [00:00] Intro [01:55] This week’s guest: Kayla Rehmeier [03:55] The SDR program at Lattice [12:42] Teaching cold calls [14:00] Catching curiosity and asking thought-provoking questions [18:48] Understanding the HR department [24:20] Training SDRs: Being human and not knowing the answers [28:48] Accountability [35:27] Working with new hires [40:39] Where entry-level SDRs tend to struggle [48:33] Using call metrics to map out accounts [51:43] Creating an environment of trust as a manager [53:33] Connect with Kayla Rehmeier CONNECT Kayla Rehmeier on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Creating Community and Inclusivity in Sales with Adrianna Vidal 44:48
44:48 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי44:48
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Adrianna Vidal, Growth Operations Manager at RevGenius. Adrianna shares her journey from high school dropout to becoming a leader in the sales community for industry veterans, founders, marketers, and more. Adrianna discusses many of the hurdles entry-level sales positions present and how to break into the field. She also talks about the value of live call coaching, self-evaluation, and feedback from industry professionals when desiring to grow as an SDR. WHAT YOU’LL LEARN Adrianna’s journey toward growth operations management How to find sales advice that works for your prospects Creating community and resources for reps and those looking for a career change Integrating SDRs into the sales process and marketing department QUOTES “I think being really transparent about where you started makes employers a little less hesitant to hire someone who is open with their background. Hiring managers are really starting to learn regardless of someone's background, a person can be really successful in sales.” - Adrianna Vidal [04:20] “B2B customers are still regular people, They want to feel like you understand them. Experiment constantly to try and figure out the things that resonate and show that you understand this person.” - Adrianna Vidal [21:29] “The SDR role is going to shift. It is likely that more of the full-cycle sales positions will come back and be focused on prospecting and also closing. We could potentially see SDRs being more closely aligned with marketing. ” - Adrianna Vidal [31:34] “There is something to be said for reps taking initiative and showing interest in the sales process. At the same time, SDRs have all these meetings on their calendars and still have to hit their numbers. A lot of times being in an entry-level role and not invited into that process can make people feel like they don't belong there at all until someone asks them to be ” - Adrianna Vidal [34:46] TIMESTAMPS [00:00] Intro [01:25] This week’s guest: Adrianna Vidal [06:23] Sales experience and content development [09:59] Utilizing social platforms [15:33] The Prospecting Club [17:27] LinkedIn growth over the years [22:39] Meeting asks and creating sales scripts [26:10] Tracking numbers and systems consistently [30:51] The evolution of full-cycle sales reps [34:48] Integrating SDRs into demos and closings [40:26] Sales reps and the importance of taking initiative [44:00] How to contact Adrianna RESOURCES Lilac Tech Collective CONNECT Adrianna Vidal on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Reimagining the Sales Cycle with Richard Harris 46:54
46:54 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי46:54
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Richard Harris, Founder of The Harris Consulting Group, a customized sales training program that helps sales reps earn the right to ask questions, learn which questions to ask, and when to ask them so they can drive more revenue. Richard shares how reps can optimize sales craft and develop more efficient timing, pace, and tone within the sales cycle. He also discusses the value of merging leadership and technology and how it can break through generational barriers within teams. WHAT YOU’LL LEARN Techtonic changes over the last decade in sales consulting clients The value of merging leadership and technology Run your Lungs: Personalizing your sales deck How to change sales cycles with negotiation and clear communication QUOTES “The challenge that I see is bandwidth. We have made ourselves so efficient that theoretically: Should we even have to do the job anymore? There are too many tools that are being rolled out without teaching people how to be experts at them. So they are only using bits and pieces. Everyone wants the magic pill.” - Richard Harris [04:39] “One of the first things I ask people is if they have done an audit. Do you even know if emails are getting to the recipient? That is something at the top of the funnel I have become more and more insistent upon.” - Richard Harris [21:49] “We have to stop talking about what we do and start talking about the pains that we solve. We have to paint the picture of that pain. People buy in the pain. When it hurts we want to fix it.” - Richard Harris [23:03] “There is a difference between sounding scripted and having a script. The word ‘script’ has become this silly and bad word. Go run your lungs, say it out loud, and see what it sounds like. Practice. Practice. Practice.” - Richard Harris [34:14] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Richard Harris [02:39] Changes in sales consulting over the last decade [09:50] Technology and leadership [13:25] The value of team customizations [18:00] Negotiating in different departments [22:30] The training funnel [26:50] Tailoring sales calls and sales demos [31:16] Teaching mindset for reps [38:01] Cheat codes and table stakes [41:06] Leveraging sales tools [44:58] How to connect with Richard RESOURCES Harris Consulting Group CONNECT Richard Harris on LinkedIn Call Richard: 415-596-9149 Richard’s Email: richard@rharris415.com CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Helen Fanucci 44:08
44:08 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי44:08
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Helen Fanucci, author, sales leader, team builder, and host of the Love Your Team podcast. Helen has been leading sales teams for over a decade. She discusses proven strategies that sales managers can put into action to build stronger team cultures and deliver outsized business performance while retaining top talent. She also shares core insights and sales lessons from her newly released book, Love Your Team: A Survival Guide for Sales Managers in a Hybrid World. WHAT YOU’LL LEARN Leading high performers and underperformers in your team well The importance of fostering a culture within sales teams Tapping into the ambition of your team members and the power of intentionality Pragmatic and practical skills from the Love Your Team book QUOTES “I believe that sales managers hold the key to retaining talent. They are the pivot point to amplify sales success.” - Helen Fanucci [02:28] “People who can think broadly, be open to feedback, coaching and incorporate different opinions while synthesizing all of that, can wear the “strategic” hat.” - Helen Fanucci [24:17] “If you want to go fast you do it yourself. If you want to go far, you do it with others.” - Helen Fanucci [26:05] “I like to think of a freeway as a metaphor for roles. You move in and out of lanes because maybe you need to help somebody else out. We need to work across lanes within our teams at times.” - Helen Fanucci [30:57] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Helen Fanucci [02:22] Love Your Team: A Survival Guide for Sales Managers in a Hybrid World [06:48] Introducing yourself to your teams [12:30] High performers and underperformers [14:27] Fostering culture [19:56] Building relationships with customers [23:38] What qualifies an individual role as strategic [26:34] Delegation and moving higher within organizations [31:46] Blitz days [37:39] Executive exposure and visibility [39:33] Helen’s takeaways for readers of her book RESOURCES Love Your Team Book Listen to Love Your Team Podcast CONNECT Helen Fanucci on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Chet Lovegren 53:41
53:41 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי53:41
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Chet Lovegren, aka The Sales Doctor. Chet helps companies develop their talent from SDRs, to AEs, to Frontline Managers, so he’s here to share his sales development expertise with all of you. Listen in as he shares powerful insights and tips on how to be “prescriptive” in sales development by following a proven and methodical process to heal any broken sales organization. WHAT YOU’LL LEARN What it means to be prescriptive with your sales development teams. The “input mindset” your SDRs need to get results and create value for your company. Chet’s candid thoughts on the biggest obstacle to reaching peak performance in sales development: “Thought Gurus” who trick the algorithms. How to effectively deliver value props and handle objections via email and sales calls. A Before & After example of the benefits of consulting The Sales Doctor. QUOTES “You have to be prescriptive and you have to implement those things so that not only you’re doing things correctly, but you’re also enabling your teams to getting better buy in and adoption, because that can be really tough.” - Chet Lovegren [05:07] “Right now, you’ve got to do more with less.” - Chet Lovegren [10:05] “You have to focus on the inputs and not just the inputs, but strategically approaching the inputs because… making 100 cold calls is not gonna be successful. Making 100 good cold calls is what’s gonna make you successful. That’s part of what The Sales Doctor’s trying to help people accomplish is enabling people to get to a point where they’re leveling up their skills so that they’re not making the perfect cold call, because perfect is the enemy of great, but they’re making good, if not great, cold calls.” - Chet Lovegren [25:43] “When you’re met with an objection: Objection, Value Prop #1, Objection, Value Prop #2, Objection, Value Prop #3, Objection 4, Call it Quits.” - Chet Lovegren [36:07] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Chet Lovegren [01:48] Why Chet became The Sales Doctor & What it means to be prescriptive. [07:07] Chet’s SD consulting and training workshops. [12:17] The importance of having a strong support system outside of your thought leadership. [15:17] Finding your “why” and achieving full self-realization. [18:09] Optimizing your efficiency, mastering time management, and having an “input mindset”. [28:49] Current challenges in reaching peak performance in sales development. [34:04] Strategies for objection handling and delivering value propositions. [43:49] Before & After The Sales Doctor: Simple, yet powerful changes in messaging. [52:01] How to connect with Chet. RESOURCES Pavilion Listen to The Sales RX Podcast CONNECT Chet Lovegren on LinkedIn Chet Lovegren on Twitter Chet Lovegren on TikTok The Sales Doctor Website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Leslie Venetz 50:29
50:29 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי50:29
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Leslie Venetz, Founder and President of Sales Team Builder. As an authoritative voice in the SDR space, Leslie talks about all things sales, and more importantly all things sales at the top of the funnel. She discusses why it’s important to build repeatable processes and how she trains her clients to do so. She also talks about sales cycles and where they begin for her. WHAT YOU’LL LEARN Why it’s important to build processes that are repeatable before scaling and how Leslie teaches her clients to do this Why Leslie thinks salespeople are in the best position to deliver insights to their buyers How Leslie thinks things will change in a recessionary environment Sales cycles and when one starts for Leslie QUOTES “You owe it to your prospects to earn the right to their time, earn the right to their inbox, to the calendar, to their business, and the only way to do that, in my opinion, is to have enough of an understanding of the challenges they face.” -Leslie Venetz [05:42] “I don’t think SDRs often understand exactly how well-positioned they are to make those meaningful connections.” -Leslie Venetz [14:11] “I don’t think that that first touch from when they opened my email, clicked on my link is the beginning of a sales cycle. I think the sale starts when they show that intent by following up with me or it's budget season and they told me last year that August is the right time to talk. When we pivot from making deposits, keeping credibility awareness high to ‘Hey, it’s time to start actively having commercial conversations,’ for me, that is when a sales cycle starts.” -Leslie Venetz [35:33] “Where does branding and advertising start and stop? Where does demand gen as a function start and stop? Where does lead gen and then the actual selling. I think that we’re in this very interesting time in the evolution of B2B commercial, and those lines are blurry, but they’re still there. And for many companies in terms of how people get paid, it’s still pretty important to have some of those lines.” -Leslie Venetz [38:38] “When I create content, it is very rare that I create content with the intent of generating leads. It is much more likely that I’m creating content with the intent of branding, of that brand consistency of being a credible source of expertise in sales.” -Leslie Venetz [41:47] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Leslie Venetz [02:36] Scaling: the fly in the ointment? [06:35] Seller-centric vs buyer-centric [10:30] How well-positioned SDRs are for meaningful connections [15:04] How things will change in recessionary environment [26:37] Outbound and cold outreach are changing [31:40] The sales cycle [36:10] Where a sales cycle originates [41:22] Creating content and Jeremy Bearimy [43:59] Non-transactional sales cycles [49:25] How to contact Leslie RESOURCES SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Jill Konrath The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson Jeremy Bearimy: How Time Works in the Afterlife - The Good Place Lavender CONNECT Leslie Venetz on LinkedIn Leslie Venetz on Twitter Leslie Venetz on TikTok Sales Team Builder website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Alex Levin 47:15
47:15 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:15
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Alex Levin, Co-Founder and CEO of Regal.io. Alex discusses how he rethinks the phone channel approach for busy clients and shares the lessons he learned for best dealing with customers, including those who aren't having a great experience with your brand. He talks about developing a minimum buyable product and provides tips for anyone running a sales teams and needs to think through some of the pitfalls and things to avoid. WHAT YOU’LL LEARN Regal.io’s approach to rethinking using the phone as a sales channel Lessons Alex learned from business-to-consumer (B2C) marketing that could be applied to business-to-business (B2B) The importance of getting customers to buy in A masterclass on the transfer of confidence Why Alex organizes buyers by industry and subindustry instead of GEOS How to think about the buyer’s experience QUOTES “I think we had this realization that actually customers enjoy having this conversation with a brand when they can’t get what they want online, when it’s something about your health, your wealth, your kids, your pets, your car, your house, more complicated things. Actually having a conversation is good for disambiguating complicated topics and getting the answer much faster.” -Alex Levin [02:44] “I highly encourage people at Regal and other places to think of their experience in the past as a starting point, but not as an ending point.” -Alex Levin [09:53] “That’s the biggest cheat that a lot of organizations forget is every new employee that you have, you should be asking them, who are the two or three people they’ve ever worked with on whatever dimensions you think are important.” -Alex Levin [23:56] “I’m not on the side that believes in full automation, but I believe in the power of tools to massively enhance what a salesperson can do.” -Alex Levin [27:32] “One of the things that I lament specifically in phone sales is the fact that the outcome today where people are being spammed by numbers they don’t know is not driven by bad people who are doing this, but is largely driven by bad technology.” -Alex Levin [31:51] TIMESTAMPS [00:01] Intro [00:25] This week’s guest: Alex Levin [01:57] Rethinking the phone [03:45] Lessons learned at Angi [10:40] Things that didn’t scale [12:52] What he learned through direct response [17:35] Important features and what could wait [20:44] Setting the quota and expectations [23:05] How to screen for right cultural fit [25:03] Borrowing from B2C inspiration for B2B [29:14] Joining these concepts together [36:50] Organize by industry and subindustry [40:54] Where does value lie? [44:10] How to contact Alex [44:42] Always listen to the customers RESOURCES Angi Minimum Viable Product: a guide by Eric Ries Chorus Gong HubSpot Gated CONNECT Alex Levin on LinkedIn Alex Levin’s website Alex Levin on Twitter Email Alex Levin Regal.io website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Farzad Rashidi 47:15
47:15 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:15
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Farzad Rashidi, Lead Innovator at Respona. Farzad draws from his expertise in link building outreach to discuss his approach. He discusses the differences in building an outreach for backlinks and which tactics to use. He also shares key messaging strategies and explains the middleman approach. WHAT YOU’LL LEARN How Respona was born as a separate product of Visme How Visme went from crickets to 3 millions in monthly organic visitors What is on-page SEO How Farzad builds an ideal backlink profile using CIENCE as an example Why their main metric for outreach is relevancy How Respona determines who to contact for backlinks and how Farzad thinks about targeting The middleman approach QUOTES “When you face a lot of rejections as a salesperson, you come in and you’re like ‘Oh, this is nothing,’ but as a marketer, when things aren’t working, it’s a little more difficult to deal with.” -Farzad Rashidi [09:25] “As far as our outreach goes, what we really care about is relevancy.” -Farzad Rashidi [16:37] “I always say this and I say this to our customers and during our training sessions. I’m like, ‘Guys, SDR is not a game of shooting for the stars. You got to stay within your league.” -Farzad Rashidi [18:18] “Google is an ever-evolving algorithm, and there are ways that you can trick it. It is an algorithm, but what matters when you’re building a business on top of that domain, what you want to look at is ok, what about five years from now? What about 10 years from now?” -Farzad Rashidi [25:18] “It’s a common misconception that for your key terms and for your actual pages that you want to get rankings, get some business value from, you’re not going to need a thousand of these and types of relationships to make it work. A handful of them goes a long way just simply because of how difficult it is to do and that’s enough to make you stand out.” -Farzad Rashidi [39:16] TIMESTAMPS [00:01] Intro [00:27] This week’s guest: Farzad Rashidi [01:23] His journey to Visme and Respona [04:45] Google in incognito mode [06:01] How to increase monthly visitors [10:58] Start with an ideal backlink profile [15:49] Determining the net value [20:32] More requests for backlinks [24:09] Other backlink tactics [28:16] Who to reach out to [34:13] What to say in messaging [39:47] The middleman approach [46:05] How to contact Farzad RESOURCES Visme HubSpot PageRank Link Building for SaaS: 2022 Guide Respona Outreach Strategy Hub CONNECT Farzad Rashidi on LinkedIn Respona website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Mark Harnish 49:35
49:35 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:35
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Mark Harnish, Director of Sales Development at Feedonomics. Mark shares how to run your own sales development team more effectively, speaking from his experience from starting as an SDR to working his way up to his current role of leading SDR teams. He talks about strategies and tools that are needed to be a successful leader and what he brings to his new role. He also discusses how he trains his SDR team to have more success on connected calls. WHAT YOU’LL LEARN What tools are needed to be successful in a leadership role What Mark needs to have in a tech stack The two main messages for the Doer and the Decision Maker Ways to organize split test to help marksmanship improve Things Mark brought to the table when developing sales playbooks Ways Mark teaches, trains and coaches on what callers should have for more success on connected calls QUOTES “In my old world, something that made me successful was doing a lot in Salesforce myself as far as not necessarily relying on an Ops team. I was pretty advanced in anything from reporting to building dashboards and things like that, which really helped me.” -Mark Harnish [08:33] “I like to adapt to what’s working, what’s not working. I’m sure others have different experiences but in my experience, six years of being an SDR leader, if something’s working and you’re just going to sit and ride it out, you’re going to have a few bad months pretty quickly. ‘Cause what was working last month is probably not going to work this month.” -Mark Harnish [17:43] “The multi-channel is going to be more effective than just trying one touch point.” -Mark Harnish [21:40] “Content is arguably one of the most important things for a successful SDR team.” -Mark Harnish [33:31] “So many things are out of our control. We just try to control the things that we can.” -Mark Harnish [41:53] TIMESTAMPS [00:01] Intro [00:25] This week’s guest: Mark Harnish [01:54] What led Mark to Feedonomics [03:37] Most important to create swim lanes [05:54] Number of SDRs then and now [06:31] What tools are needed to lead [12:17] Two main messages [15:32] Ways to organize split test [18:56] Why multi-channel is always better [25:53] For more successful calls [32:38] The importance of content [37:24] Mark’s role as therapist [39:08] Changing the status quo [43:57] Change in sales development [48:12] How to contact Mark RESOURCES Swim Lanes for Marketing, Sales Development, and Sales HubSpot Salesforce AppExchange Salesloft Outreach Ambition ZoomInfo LinkedIn Sales Navigator Gong Revenue Intelligence Enterprise Sales Development with Morgan Ingram Enterprise Sales Development with John Barrows CONNECT Mark Harnish on LinkedIn Email Mark Feedonomics website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Mandy McEwen 54:45
54:45 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי54:45
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Mandy McEwen, President and CEO of Mod Girl Marketing. Mandy is a corporate LinkedIn trainer and she discusses how to use and leverage LinkedIn. She talks about common mistakes that she sees with her clientele and shares tips and tricks on how to get more out of LinkedIn, especially in prospecting. She also discusses how to make LinkedIn outreach even more successful. WHAT YOU’LL LEARN How to use and leverage LinkedIn What most people are getting wrong with leveling LinkedIn, especially with prospecting The right mindset for the LinkedIn makeover process The best way to use hashtags Why it’s important to know your audience The Friendly Leader Method QUOTES “If you want to stand out and actually get great results on LinkedIn, you can’t do the bare minimum. That’s just not enough.” -Mandy McEwen [05:21] “Even if someone hasn’t posted in months, you can usually find something on their profile to call out, to start a conversation around, right? If not, what the company has going on on the company page and start a dialogue around that too.” -Mandy McEwen [21:11] “You don’t need any executive title to be seen as a thought leader in your industry. You don’t really need any title. You just need to provide value and be part of the conversation, and that’s it.” -Mandy McEwen [23:38] “You have to know your audience.” -Mandy McEwen [26:54] “I don’t live and breathe by all the algorithm things. Like a lot of this is just common sense too.” -Mandy McEwen [50:45] TIMESTAMPS [00:01] Intro [00:29] This week’s guest: Mandy McEwen [02:26] What people are getting wrong with LinkedIn and prospecting [05:28] The right mindset for a LinkedIn makeover [08:14] Use it as a landing page [12:55] Hashtag choice [16:58] LinkedIn Sales Navigator [21:28] Confidence and emotional triggers [25:56] Know your audience [32:29] Starting a relationship on LinkedIn [39:21] Mandy’s passion and big wins [45:40] Why the profile headline is the most crucial [48:07] Putting links in the posts [53:06] How to contact Mandy RESOURCES What is a LinkedIn Open Networker (LION)? Richard van der Blom Linked Summit Richard van der Blom’s post about hashtags The 2022 LinkedIn Algorithm Explained + How to Make it Work for You LinkedIn Sales Navigator 6sense Revenue AI Demandbase InMail Messages Net Promoter Score (NPS) Enterprise Sales Development with John Barrows CONNECT Mandy McEwen on LinkedIn Mandy McEwen on Twitter Luminetics website Mod Girl Marketing website Mod Girl Marketing on Twitter CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Brenden Dell 43:04
43:04 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי43:04
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Brenden Dell, President of Brenden Dell Inc. and best-selling author of “The 12 Immutable Laws of High-Impact Messaging.” Branden discusses some of the effective principles that he’s found to provide people a rubric on messaging that will break through the noise and help achieve outcomes. He breaks down the three core questions to help determine positioning and messaging and how to think through a differentiator. He also talks about how brands should think about creating a famous brand. WHAT YOU’LL LEARN Where messaging consulting starts Three core questions to determine positioning and messaging How to approach pre-product market fit vs post-product market fit How Brenden coaches clients on thinking through a differentiator The three demand types How brands should think about creating a famous brand The 12 laws of high-impact messaging as discussed in Brenden’s book QUOTES “We are undoubtedly in the noisiest period of human history right now between phones and Slack and email and everything else.” -Brenden Dell [02:37] “One of the things I say to clients all the time is that ‘It’s better that half the market love you and half the market hate you than no one have any opinion at all.’ And for most of us, that’s the biggest problem is people have no idea who we are at all, so they subsequently don’t care and don’t investigate and so forth.” -Brenden Dell [03:56] “Being deliberate about what you want people to know just makes sales easier.” -Brenden Dell [20:47] “Sales is transferring trust. Messaging is transferring trust.” -Brenden Dell [26:59] “At the end of the day, everything basically is sales and communication. And that’s whether you’re trying to win an election or you’re trying to sell a product or you’re trying to convince your spouse on where to go to dinner, how you say things really affects the success of what you’re doing.” -Brenden Dell [31:08] TIMESTAMPS [00:01] Intro [00:33] This week’s guest: Brenden Dell [01:26] Core starting places for positioning and messaging [06:19] Pre-product market fit vs post-product market fit [07:29] Thinking through a differentiator [10:41] Asking customers for feedback [13:19] New concepts and paradigm [20:07] The elements of fame [29:00] Anchoring bias [30:33] About Brenden’s book [41:55] How to contact Brenden RESOURCES Gong 5 Principles Of Growth In B2B Marketing by Les Binet and Peter Field SiriusDecisions, acquired by Forrester Getting Back to the Basics (Three types of demands) The $1B Pitch Drift Lavender Enterprise Sales Development with Will Allred Enterprise Sales Development with Josh Braun Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dan Ariely Seth Godin CONNECT Brenden Dell’s website Brenden Dell on LinkedIn Brenden Dell on Twitter Brenden Dell on Instagram Billion Dollar Tech podcast CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Harry Spaight 48:57
48:57 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי48:57
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Harry Spaight, a keynote speaker, coach and author of “Selling with Dignity: Your Formula for Life-Changing Sales Results.” Harry talks about his book and the inspiration behind it. He talks about issues that are important in the sales space and why it’s important to understand the buyer and view the “gatekeepers” along the way as human. He also discusses why you should use dignity, respect and humility in your sales approach. WHAT YOU’LL LEARN His book, “Selling with Dignity: Your Formula for Life-Changing Sales Results,” and what inspired him to write it Why he’s the anti-salesperson who made a living in sales Why you should lead with service and understand the buyer How to use humility in your sales approach QUOTES “I feel that even those who are the pushy ‘It’s all about me,’ if you adapt or adopt a little of this thinking about serving others and providing value for them, then those people would be more inclined to listen to you instead of ghosting you.” -Harry Spaight [05:16] “It’s part of how we hire. It’s part of what we think. We think of the thick skin, get past the no, but buyers today don’t want any of that. They’re making their own decisions and they’re dealing with sales at the last minute, looking for an answer to that problem that they already figured out a lot of times. And they don’t need some pushy salesperson to say, ‘No, you’re wrong. I know more about this than you do, so you need to listen to me.’” -Harry Spaight [09:05] “It’s the same problem everywhere. Whether you’re selling a $5,000 product or a $5 million dollar product, I’m told it’s the same.” -Harry Spaight [19:51] “If you just swallow the pride and let go of the ego and just say to people, ‘Show me. Show me how you want to buy. Show me how you want to talk to salespeople. Show me what you like.’ And just accept the instruction and do it.” -Harry Spaight [34:32] “If you can ask ‘How can I serve?’ every time you’re talking to a person, a whole new world opens up of opportunities.” -Harry Spaight [47:51] TIMESTAMPS [00:01] Intro [00:25] This week’s guest: Harry Spaight [01:48] Inspiration behind his book [04:14] The idea of service [07:31] Why do people make this mistake? [12:48] Eric’s perspective from the buy side [20:01] Understanding the buyer [27:08] Assistants as a two-way street [33:41] Humility in the approach [38:51] Become like a therapist at times [46:31] How to contact Harry and/or buy his book RESOURCES Habit 2: Begin With the End in Mind by Stephen R. Covey “Selling with Dignity: Your Formula for Life-Changing Sales Results” by Harry Spaight CONNECT Harry Spaight’s website Harry Spaight on LinkedIn Harry Spaight on Twitter Harry Spaight on Instagram Sales Made Easy podcast CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Meaghan Hurley 47:15
47:15 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:15
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Meaghan Hurley, Sales Development Director at Circle. Meaghan talks about her journey towards the SDR world from teaching and banking and how it helps her run a tight SDR program. She discusses the biggest thing she learned and how she structures her messaging and coaching sessions. She also talks about how Circle is building the future of money with the USD Coin (USDC) and the Euro Coin (EUROC). WHAT YOU’LL LEARN Meaghan’s journey from teaching music to banking to sales development The biggest learning when starting as an SDR Meaghan’s coaching habits and how she structures her coaching sessions How she prioritizing the messaging to shape the narrative across the company How Circle is building the future of money with USDC and Euro Coin QUOTES “It’s really, for me, about understanding business pains, and it’s not just about a numbers game for sales, especially in the enterprise world.” -Meaghan Hurley [06:07] “I am very dedicated to the development of my team, because I spend a long time finding the right folks for my team. And I think that once you bring the right people on board in order to show them that they have found the right home, because I want them to stay with the company for a long time and find their next role in the company, you have to really show them how dedicated you are to their success personally.” -Meaghan Hurley [13:04] “You need to not only be focused on what your team is doing, but how it affects the teams that you support.” -Meaghan Hurley [16:27] “I am a process queen, for sure. There’s nothing I love more than documenting a good process that’s scalable and everybody that works with me knows that. I think that’s where it starts.” -Meaghan Hurley [19:37] “I don’t think you become a top performing SDR by just checking boxes and you read what’s directly in front of you.” -Meaghan Hurley [21:49] TIMESTAMPS [00:01] Intro [00:25] This week’s guest: Meaghan Hurley [01:37] Meaghan’s background leading up to sales [05:56] The biggest learning [09:42] Outbound training workshop [11:42] Meaghan’s coaching habits [17:05] Handling the dynamics between SDR and marketing [18:19] Shaping the narrative across the company [22:31] Identifying the ideal customer profile [31:53] Hiring new SDRs [34:20] How she ended up at Circle [37:59] What is USDC and Euro Coin [46:03] How to contact Meaghan RESOURCES Sprinklr USD Coin (USDC) Euro Coin (EUROC) Circle CEO to Congress: U.S. At “Pivotal” Moment On Digital Assets CONNECT Meaghan Hurley on LinkedIn Meaghan Hurley on Twitter Circle website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Jessica Rasheed 53:53
53:53 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי53:53
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Jessica Rasheed, Global Outbound Sales Leader at Preply. Jessica shares some of the lessons she’s learned through her experience in the SDR world and her time as a sales development team lead at Workato. She talks about Workato’s move into B2B and how they’re dissecting their personas. Listen for her tactical strategies to handle rejection as well as gain confidence for cold calls. WHAT YOU’LL LEARN Her start in the sales development space and the source for her passion Tips to handle rejection and gain the confidence for sales call Why persona and ideal customer profile (ICP) are two important pieces of the sales puzzle What motivated her to learn marketo What she learned about prospecting from selling to HR departments Preplay’s journey of growing a team of four to a team of 30+ QUOTES “We took a step back as a team and started to try and understand our persona. What is their day to day? Like what are the challenges amongst the tools that they are interacting with on a day to day basis?” -Jessica Rasheed [13:02] “Ultimately whatever you’re presenting to them or whatever you’re talking to them about has to be in some way tied back to those metrics. What is the desired impact? Or what is the impact you are hypothesizing that this solution or solving this problem is going to create.” -Jessica Rasheed [19:09] “I’d say typically when you do a preliminary conversation with an SDR candidate, you can almost very quickly tell just their level of curiosity or just their level of being comfortable with being uncomfortable in like the first 60 seconds.” -Jessica Rasheed [36:56] “I don’t think you need to know the product inside out. You don’t need to be the smartest person in the room by any means. But you definitely should be confident in what you have to offer and confident in the fact that maybe you’ll pick it up and maybe, you know you’ll definitely make some mistakes along the way in the beginning, but you’re willing to learn from that and execute from there.” -Jessica Rasheed [40:02] “It’s not just about the demo. It’s really kind of understanding the mission and the values behind the company and what they’re ultimately solving for by being so well integrated with marketing and product that it feels like this really cohesive mission and drive.” -Jessica Rasheed [51:52] TIMESTAMPS [00:01] Intro [00:25] This week’s guest: Jessica Rasheed [01:42] The source for her passion in sales development [03:19] Transitioning from a finance role into an SDR role [04:44] Dealing with rejection [10:25] Lessons learned at Workato [14:22] Learning marketo [17:34] What is the desired impact? [20:00] Her persona today [24:59] The conversations she has with her team [29:21] Mastering the SDR/AE relationship [33:37] The journey with Preply [36:18] Screening for those skills [43:47] Triggering the help instinct [53:07] How to contact Jessica RESOURCES Workato Merkato CONNECT Jessica Rasheed on LinkedIn Preply website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Robert Nash & Nick Manella 48:55
48:55 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי48:55
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Robert Nash, President and CEO, and Nick Manella, CRO, at Helpware. Robert and Nick share tips, tricks and strategies on how to get into the enterprise and the biggest businesses on the planet. They draw from their experience coming through the ranks to share how to develop the mindset and gameplan that’s required to succeed. WHAT YOU’LL LEARN About Helpware and its unicorn clients How to get into the enterprise and what it takes to be enterprise ready How to write an offering that will stand out from the other contacts Their approach to organizing the organization for best success QUOTES “Sometimes to latch onto a unicorn, the easiest way to get in is to get in early and to grow as they grow.” -Robert Nash [05:29] “It’s not just sales on an island building these relationships. Our operations team, our IT team, all of our different support groups also are willing to step in, support and build relationships so that you’re getting these different angles. You’re getting these different perspectives, and you’re getting these different relationships you can tap into during the process.” -Nick Manella [09:25] “The one thing that we communicated very early is that authenticity always translates, no matter the audience.” -Robert Nash [13:49] “One of the big changes that we made over here at Helpware is the amount of research we put in before even trying that initial engagement.” -Nick Manella [20:55] TIMESTAMPS [00:00] Intro [00:27] This week’s guests: Robert Nash and Nick Manella [03:35] About Helpware and its clients [06:43] What it takes to be enterprise ready [15:47] Selling to the enterprise compared to the SMB [20:10] How will you stand out? [24:10] Clues to look for in research [30:11] Organizing the organization for best success [47:13] How to contact Robert and Nick RESOURCES Samsara Vinted Jam City Ashley Furniture CONNECT Helpware website Robert Nash on LinkedIn Nick Manella on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Navigating the Sales Landscape: Tips for Hiring, Building, and Adapting to AI with Nick Rathjen 49:08
49:08 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:08
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of the Enterprise Sales Development Podcast, we speak with Nick Rathjen, Account development vice president at SamSara. Today, we're diving into some hot topics related to sales. First up, we'll share some valuable tips on how to find and hire the best sales talent. Then, we'll discuss effective strategies for growing a successful sales department. And finally, we'll explore the impact of AI on sales and how it's transforming the industry. So, if you're looking to improve your sales game, tune in now for some actionable insights and expert advice! WHAT YOU’LL LEARN Tips on hiring sales representatives How to grow a sales department How AI will affect sales QUOTES “If you're interviewing well, the interviewer should not be spending that much time speaking, ask broad open ended questions, listen, be an active listener when you're interviewing don't just think about the next question you're going to ask”. - Nick Rathjen [11:27] “What's so important for FRONTLINE managers is to make information digestible, simplify what you were trying to convey, simplify what your product is”. - Nick Rathjen [23:32] “I mean prospecting is an art. I mean, sales is in everything that we do, every service. Every product needs to be sold at one point in time. And it's it is as competitive as it's ever been”. - Nick Rathjen [35:17] “But it is a really exciting time in where that will go will be pretty exceptional. And, you know, I think people have been leveraging chat bots, you know, once people fill out online forms or kinda hit that logo on a company page… chat bots are okay, but they don't really sell same the same thing”. - Nick Rathjen [43:20] “Is always going to be about communication in sales. Is that interpersonal interaction where you're able to present the value of your solution”. - Nick Rathjen [44:57] TIMESTAMPS [0:00] - Meet Nick Rathjen [6:50] - Nick on growing his sales department [9:34] - Nick on finding the right candidates for sdr [17:09] - Nick on their account development representatives [20:03] - Nick on prospecting [23:16] - Nick shares tips for younger sales reps [38:08] - Nick on the biggest changes in the industry [44:55] - Nick on communication in sales [46:55] - Connect with Nick CONNECT Nick’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Unlocking Sales Success: The Importance of Message Market Fit and Timing with Derrick Williams 50:49
50:49 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי50:49
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of the Enterprise Sales Development Podcast we speak with Derrick Williams, founder of 3 Link. We delve into the crucial topic of message market fit, and why it's so important for sales success. We explore the asymmetry that exists in sales development, and how understanding the needs and pain points of your target audience can give you a competitive edge. We also talk about the importance of timing in sales, and how reaching out to prospects at the right moment can be the difference between a successful sale and a missed opportunity. To help you optimize your sales development strategy, we share some of the best practices that we've seen work in the industry. Whether you're a seasoned sales professional or just starting out, you won't want to miss this episode! WHAT YOU’LL LEARN The importance of message market fit The asymmetry in sales development Timing in sales Best practices in sales development QUOTES "...I had to realize that that's just the nature of the beast. Nine out of 10 organizations that start out aren't gonna take off”. - Derrick Williams [7:10] "And I think that's an important role of a consultant is to distill down and synergize, I should say information that's out there". - Derrick Williams [17:08] “So it's not just having that information that's being able to guide somebody through how to change and apply and sort of adopt that behavior, right? And be a teacher if you will or a coach on how to implement these best practices”. - Derrick Williams [20:48] “Absolutely timing is everything. Timing is everything timing, the market timing, your outreach, it all comes back to reaching out the right time”. - Derrick Williams [31:50] "...the single most important activity that a FRONTLINE leader can be doing with their time is developing their people". - Derrick Williams [43:09] TIMESTAMPS [0:00] - Meet Derrick Williams [2:56] - Derrick’s beginning as an entrepreneur [6:35] - How Derrick dealt with being laid off [9:03] - Derrick on sales development at the top of the funnel [13:04] - Derrick on expectation setting clients [16:07] - Derrick on message market fit [25:54] - Derrick on asymmetry in sales development [31:49] - Derrick on the importance of timing in sales [35:55] - Derrick on founding a new department [41:38] - Derrick’s best practices on coaching [49:47] - Connect with Derrick CONNECT Derrick’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 The Power of Storytelling and Constructive Embarrassment in Sales with Philipp Humm 38:40
38:40 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי38:40
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of the Enterprise Sales Development Podcast, we had the pleasure of talking with Philipp Humm, the founder of “Power of Storytelling”. During the episode, we discussed the power storytelling has in sales, and the concept of constructive embarrassment. Philipp shared his insights on how storytelling can be a powerful tool in sales, allowing salespeople to create a deeper connection with their prospects and convey the value of their product or service in a more compelling way. He emphasized the importance of asking questions, sharing stories, and highlighted the role of authenticity and vulnerability in building trust and credibility. In addition, Philipp introduced the concept of constructive embarrassment, which involves putting oneself in an uncomfortable situation in order to learn and grow. He discussed how this mindset can be applied in sales, encouraging salespeople to step outside of their comfort zone and take risks in order to improve their performance and achieve better results. Throughout the episode, Philipp provided practical tips and examples for how sales professionals can incorporate storytelling and constructive embarrassment into their approach, and shared his own experiences and learnings from his successful career in sales and leadership. This episode is packed with valuable insights and inspiration to help you elevate your game and achieve greater success. WHAT YOU’LL LEARN The power of storytelling in sales How asking questions and sharing stories could improve your sales Constructive embarrassment and its benefits QUOTES “We have these facts and I use arguments all the time but I have to be honest, let's see my approach. I wasn't particularly successful with that because every time that you just use facts persuade someone well, first of all, people don't let themselves be persuaded”. - Philipp Humm [5:52] “I think the one thing though that people often underestimate it's how to ask the right question because actually sharing the story, it's pretty easy. Everyone can come up with something on the spot right now. But to ask a question that the other person can respond with the story in return. That's really the tough part”. - Philipp Humm [11:18] “The basis of every question that prompts a story is when and where after that? You can go on and ask, hey, tell me more about that”. - Philipp Humm [14:04] “The moment that I share a story with you or if it's a good story, if it is a story that has an arc, your brain releases oxytocin, itosin. Is this a man that makes you more amenable to my ideas? It makes you empathize with me. So the moment I share a story, well, it's easier to share an idea that actually I want to have buy in for”. - Philipp Humm [18:01] “Pretty much when you put yourself on purpose in an embarrassing situation? You learn how to deal with judgement and learning how to deal with a judgment”. - Philipp Humm [22:02] TIMESTAMPS [0:00] - Meet Philipp Humm [2-14] - Philipp’s story selling method [5:25] - The power of storytelling and Philipps inspirations for his book [7:25] - How to put customers as the main character in our story [13:22] - How to ask better questions [14:46] - How to apply storytelling and start asking great questions [21:36] - Philipp on constructive embarrassment [30:42] - Philipp on his customers before and after working with him [37:12] - Connect with Philipp Humm CONNECT Philipp Humm on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 The state of the sales job market and how to grow as a sales professional with Dan Fantasia 47:06
47:06 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:06
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn the latest episode of the Enterprise Sales Development Podcast, we talked with Dan Fantasia, president of TreeLine. During this episode, we covered multiple topics, including the macroeconomic state of the sales job market and how it has changed over the last few years. We also talked about how to hire for sales roles, what to look for, and even for candidates, what they can improve to attract recruiters' attention on LinkedIn. Learn this and much more in this insightful episode!. WHAT YOU’LL LEARN How to attract a recruiter’s attention on LinkedIn The macroeconomic state of the sales job market in 2023 How to manage your sales career Hiring the right people for sales roles QUOTES “Things are changing. They continue to change. So, if a company right now is a Virtual remote or hybrid find no problem, but the companies that are requiring individuals to come back to the office, the conversion rate on that, getting somewhat excited to go to an office every day is incredibly challenging”. - Dan Fantasia [5:01] “People find new opportunities. We have like no turnover, right? It's there's, no, you don't want to be forced into an opportunity, find a good fit. And if you have concerns, then don't move forward. We'll just keep working with you. Let's just keep building a pipeline and educating you about new opportunities until you do find the right fit”. - Dan Fantasia [8:54] “To change 6,000 people's lives by 2029. We, and we're not doing it like as a, you know, big commercial organization, we generally are invested in the… that we help BDR and SDRS, and over their life, you know, over their career, we continue to help advance their careers and Grow. And it's wonderful. I just like it's awesome. Really”. - Dan Fantasia [23:13] “Kids that get out of college, they have no idea what they wanna do, right? What's next. And then after that, when you are in your career, there there are many people that just get stock and they just, they get promoted and they follow a path”. - Dan Fantasia [28:53] “People just get lost. They just don't know and they haven't talked to anyone. It's the same as we just mentioned it companies, when we first get started with a company, they say they know exactly what they want, but usually 99 percent of the time that changes a bit as they get into the search and they realize what kind of talent we can introduce it, just it all starts to change and what that costs by the way it's the same thing for the candidate when they start to understand what options they're qualified for, and what kinds of companies they could consider. It opens up that, you know, it's an open horizon to new opportunities that they've never considered before”. - Dan Fantasia [30:57] TIMESTAMPS [0:00] - Meet Dan Fantasia [2:50] - How the sales landscape has changed [4:40] - Dan on remote work [7:02] - Dan on TreeLine and their experience in hiring sales professionals [11:35] - Dan on candidates' lifecycle [15:52] - What to look for on SDR Managers [22:11] - Dan on what to “settle” for when hiring [26:13] - Dan on the macroeconomic changes in the sales industry [28:30] - Dan on how to manage your career [32:01] - Dan’s approach to coaching companies [36:55] - How to attract a recruiter’s attention on LinkedIn [46:50] - Get in touch with Dan CONNECT Dan Fantasia’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Mastering the Art of Cold Calling: Insights on SDR Best Practices and Future Trends with Lydia Hutchison 43:54
43:54 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי43:54
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development Podcast, we speak with Lydia Hutchison, Head of Sales Development at HyperCurrent. She discussed the best approach to cold calling, and shared tips on how to research prospects before calling, and craft effective messaging. She also discussed the best and worst habits among SDRs, including the importance of being organized and coachable, as well as the pitfalls of relying too heavily on templates and not personalizing outreach. Finally, they delved into the future of the SDR role as a whole, exploring how technology and automation are changing the landscape and what skills SDRs will need to succeed in the years to come. Tune in to gain valuable insights that can help you improve your sales game! WHAT YOU’LL LEARN Best approach to cold calling Best and worst habits among SDR’s The future of the SDR role QUOTES “And that's why it's so important like as a leader and a people manager to make sure that your team really understands… the value of them as a person to the business as a whole. And that's harder to do in bigger organizations for sure. It's hard to do at any size. Let's be honest. It's really kind of a management skill that you have to pay attention to people get caught up in the daily grind and, you know, you can tell when someone starts to lose their excitement or they seem disconnected from the rest of the team. So staying on top of that like, you know, you matter here's what you're doing here's. How you're contributing to bottom line like that's. Who doesn't wanna feel important at their job. Like without that, your moral is gonna suck.” -Lydia Hutchison [18:00] “Make sure your value page is the same, define MQL SQL, all that stuff together, write it down. Have it on paper because what sales considers a qualified lead is often very different from what marketing considers a qualified lead.” -Lydia Hutchison [21:53] “This stuff that field sales is talking about and saying to prospects is different than the conversation that SDRS have because they don't know who we are yet.” -Lydia Hutchison [23:11] “I think AI can help with that. But if you're like asking chat PT to just write your sales emails, I mean that's probably not gonna last very long” -Lydia Hutchison [36:20] TIMESTAMPS [0:00] - Meet Lydia Hutchison [3:58] - Lydia’s first SDR role [6:31] - Lydia’s biggest sales lessons [8:03] - Lydia on managing SDR’s [10:52] - Lydia on coaching sales calls [13:03] - Worst habits in cold calls among SDR’s [19:56] - Sales development and marketing [22:40] - Sales and marketing pitch deck differences [27:31] - Why Lydia does not like list lead outbound [33:55] - Lydia on the zone resistance [35:07] - Where is the SDR role heading into [39:49] - What makes a successful SDR at the start [45:38] - Connect with Lydia CONNECT Lydia’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Leveraging SDRs to Accelerate Business Growth with Parveen Marrero 51:01
51:01 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי51:01
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Parveen Marrero, Director of Sales Development, at Clozd. Parveen shares the skill sets she looks for when hiring SDRs, why candor is crucial between leaders and SDRs, and why it is important to understand the core values of your SDRs. She also discusses her experiences in commercial and residential trades and how she learned to successfully cater to different verticals and identify pain points. WHAT YOU’LL LEARN How to craft an effective sales approach Strategies for Increasing Conversion Rates and Quality of Sales Conversations The importance of grit, candor, and knowing your comfort zone as an SDR QUOTES “At the end of the day, with any sale, you need to really understand the prospects that you're outreaching to and connecting with on a personal level so that you can actually have meaningful conversations rather than putting your product first.” -Parveen Marrero [11:12] “I don't think that you can really perfect your craft if you are relying on a talk track, because at the end of the day, every person that you talk to is going to be different. So you have to understand the personas that you're reaching out to.” -Parveen Marrero [12:23] “I don't want to have my team waste their time. So in order to dissect to the real problem, then we need to ask some of these open-ended questions to ensure that they can identify what is the pain that we can solve.” -Parveen Marrero [21:07] “Your true success really comes from within and really focusing on your self-development. I try to preface it on my SDRs and they're doing a great job, but some are easier to grasp than others. And that's normal. Not everyone is made the same. But if I had some advice for anyone that's starting in an SDR role, it's focus on your self-development.” -Parveen Marrero [37:21] TIMESTAMPS 2:53 Parveen’s Journey as a Successful Sales Development Representative 10:53 Crafting an Effective Sales Approach 20:06 Utilizing Open-Ended Questions to Identify Pain Points in the Sales Cycle 21:48 Strategies for Increasing Conversion Rates 31:44 The “Win/Loss” Analysis 35:33 Leveraging Unfair Advantages as an SDR to Become an AE 37:07 Self-Development for SDRs 42:36 Grit, Comfort Zone, and Candor 48:59 Advice for Sales Development Professionals CONNECT Parveen Marrero on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Building Effective SDRs: Attitude, Passion, and Persistence with Sean King 44:22
44:22 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי44:22
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Sean King, a Senior SDR Leader with over a decade of experience in managing SDR teams of various sizes across a number of different companies. Sean shares what brought him into the sales development field and how dedication and passion are two of the best traits of an SDR. He also discusses the importance of collaboration when creating SDR programs and being open to feedback to grow as an SDR leader. WHAT YOU’LL LEARN The cycle of evaluating and reevaluating for success The value of attitude and daily perspective for SDRs Sean's non-negotiable sales tools for SDR teams QUOTES “Sometimes what you think is supposed to work and what you think is the norm and what you think works everywhere, it doesn't actually work that way. So it's good to take time, evaluate, reevaluate, and make changes when necessary, but also make changes quick.” -Sean King[09:47] “I would say it starts with attitude. I don't know how many people would agree with this, but attitude and how you wake up every single day is one of the most important things that you can manage. There are a lot of things that we can't manage, a lot of things that we can't control.” -Sean King [14:42] “When I think back on my time, one of my favorite leaders still to this day, he was giving me some of the most profound feedback in my career, just because it was always constructive, sometimes it was critical, and it was effective because I needed to hear it. That's how I developed. So receiving feedback is so crucial because that opens up a feedback loop moving forward with everything else.” -Sean King [27:50] “The way that SDRs are successful is by doing their job effectively and quickly, efficiently, and effectively. It should not take them 6 hours to accomplish certain tasks the best SDRs are able to do. They're working probably three to four hours a day and the rest of their day is in meetings or it's prospecting or it's doing some learning.” -Sean King [30:46] TIMESTAMPS 2:20 Sean’s Career Journey 6:14 Workplace Wellness and the Transition to the Tech Industry 10:07 Data-Driven Decision Making 17:08 Attitude and Interviewing for Attitude 23:31 Setting Up an SDR/BDR Program 30:31 Evaluating Tools for Effective SDR Outreach 34:56 Navigating Layoffs in the Tech Space 40:28 “A Great Athlete Doesn't Get Tired" CONNECT Sean King on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 The Power of Personalization for SDRs with Matt Reuter 37:29
37:29 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי37:29
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Matt Reuter, Senior Director of Sales Development at RealPage. Matt shares his unique journey of getting into the SDR space and how he found a true calling and love for sales development. He discusses why personalization skills are key for SDR’s in order for them to communicate with prospects and stand out in an oversaturated market. Matt also talks about the value of bringing in outside perspectives on SDR teams and how RealPage is enabling its employees to reach their maximum level of productivity. WHAT YOU’LL LEARN What is personalization? How confidence leads to personalization Empowering SDRs through leadership and outside perspectives Growth, culture and creating opportunity within your company QUOTES “I think the cool part about sales management is the creativity that you're able to use, being able to find something personal about somebody and then frame it up in a way that makes sense from a sales perspective of why you're using that information to begin with and then why they should use your products” -Matt Reuter [06:01] “One of the things that we found is by limiting the SDRs world and shrinking their market and their focus down to certain products or a certain buyer, it really helps them to elevate and learn this stuff a lot quicker.” -Matt Reuter [16:50] “If you can personalize ten emails and get one reply, and that's one reply, and you send out 100 unpersonalized emails and get no replies, it was worth the hour and a half that you put in to personalize in those ten emails.” -Matt Reuter [21:38] “A non-negotiable for me is just a culture in which people feel like their work matters, they can see the results, and that we're producing high quality pipeline and meetings back to the organization. I talk to my leadership team all the time and say our main products are people and close one deals. If we're not providing value in those buckets, then they're paying us for nothing, because if our meetings aren't closing the deals and our people aren't getting promoted, then we're kind of spinning our wheels here in mud.” -Matt Reuter [25:17] TIMESTAMPS 2:35 Matt’s career journey 4:44 Building personal connections with clients 9:36 Creating an environment of personalization in sales development 12:41 Navigating the power dynamic in SDR roles 18:27 The role of confidence in SDR success 25:37 Product sessions, SDR workshops, and book clubs 28:27 Multifamily real estate and RealPage's hiring opportunities 36:23 How to connect with Matt CONNECT Matt Reuter on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enabling Passionate SDRs and Utilizing AI in Sales Development with Hyunjin Lee 45:30
45:30 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:30
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Hyunjin Lee, an SDR veteran who has led inbound teams at Qualtrics, Domo, HireVue, and Rakuten, and is now an inbound leader at BILL. Hyunjin talks about the hot topic of “strike zones” and how to outfit your SDRs for success. He discusses the concept of 'extreme ownership' and how discipline equals freedom when managing SDR teams. Hyunjinn also talks about using open AI as a form of assistance and how automation can be used to help with mundane tasks and free up SDRs to focus on more meaningful activities. WHAT YOU’LL LEARN Hyunjin’s coaching techniques and his wisdom from decades in the tech industry Exploring autonomy, mastery, and purpose in the sales process The Gas Metric SDR technology and automation QUOTES “The hot topic is strike zones and understanding the persona, obsessing over your buyers, listening to the same podcast that they listen to, and then helping them solve what they are most intrigued about. So by honing in on the why of my reps and enabling them to be curious and to be very proactive in understanding their buyers, that ultimately makes the impact where the prospects that they connect with some of them will become lifelong connections.” - Hyunjin Lee [07:11] “One of the metrics that I measure each candidate as I interview people, and I've interviewed thousands at this point, is the “gas metric”. And a lot of companies have different verbiage for it, but at the end of the day, it's considered the “give-a-shit” metric. The individuals I've hired are the ones that give a crap about literally everything. They put their whole heart and soul into it.” - Hyunjin Lee [16:03] “It's a very simple question. “How likely are you to recommend our company?” And I hope that the customers we have when asked, “How likely are you to recommend Bill or Divvy or any other company out there?”, always go back to what their first initial experience was with an SDR. And then how it translated from stage to stage.” - Hyunjin Lee [33:06] “Go find individuals who are insanely passionate. Go create the best process to fully enable those passionate individuals. Then create metrics and milestones to go and fully deliver on mutual indicators for the business, for the prospects, for the customers, and for themselves. That's how you create a winning formula for companies.” - Hyunjin Lee [37:29] TIMESTAMPS [00:05] Intro [04:57] The evolution of sales development technology [09:05] Driving successful SDR engines: process, people, and data [12:15] Extreme ownership and accountability for SDRs [16:35] The "Gas Metric": customer obsession in sales development leadership [23:15] Leveraging inbound SDRs to create a positive customer experience [31:41] NPS scores and the customer experience [37:53] Exploring the potential of AI-powered chatbots in B2B Sales [44:19] How to connect with Hyunjin CONNECT Hyunjin Lee on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Building Agile and Flexible SDR Teams with Outbound Leader Seth M. List 45:18
45:18 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:18
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Seth M. List, Founder and Principal Consultant at Sales Craft and the head of Global Sales Development at Talon. Seth shares his advice on how to successfully set up an SDR team from scratch and deploy them in the best way. He discusses the importance of building relationships, putting faith and trust in SDR teams, and leading with transparency, especially in startup environments. He also talks about the power of three simple words: “Help Me Understand”. WHAT YOU’LL LEARN Seth’s journey through outbound sales and sales development The need to develop curiosity and listening skills in a fully distributed environment Facilitating internal alignment within SDR teams QUOTES “My product may not solve all your problems but my intent is for us to have a conversation so that wherever we land at the end we can move forward aligned in knowing that there is fit here or we part ways as friends because we poked all the holes in it and agreed you guys aren't ready for me or my product, or there is a misalignment in ethos.” -Seth M. List [15:54] “In very simple terms, the cheaper the solution, the faster the sales cycle, and the more commoditized the product. Craft is still relevant, but far less so than it is in the enterprise. And mid-market is a mixed bag. It really depends on what you're selling and how many other comparable solutions you're competing with.” -Seth M. List [25:53] “The exercise of trying to put myself in the shoes of this person that I'm going to reach out to and I feel like table stakes are just understanding the role they hold, doing the typical responsibilities because SDR is right. That one of the biggest challenges that individual SDR teams and their leaders face is just a lack of experience.” - Seth M. List [26:41] “It is hard to detach from your own needs in order to produce an outcome in any conversation. But decide what reminders you need for yourself, make them visible, and practice. Imprint it.” -Seth M. List [37:13] TIMESTAMPS [00:00] Intro [05:57] Job hopping and building relationships in a professional setting [09:06] SDR program expectations and strategies for success [13:45] Setting Expectations: Negotiating risk and attainable goals [20:31] Defining success through experiments [27:03] SDR challenges: Lack of experience and business acumen [37:50] Power of the phrase "Help Me Understand" [42:23] Reevaluating goals in the current economic climate [44:28] How to connect with Seth CONNECT Seth M. List on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Servant Leadership and Using Data to Equip SDRs with Marissa Walden 43:37
43:37 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי43:37
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Marissa Walden, Global SDR Director at Starburst. Marissa has developed a thoughtful management style and successful program in only a few years at Starburst. She shares tips on how to prospect better, manage SDRs, and discusses how to better foster talent mobility and enable growth in SDRs. Marissa also talks about the value of servant leadership and service-based sales and how those two elements can make every team member more knowledgeable, empathetic and discerning individuals. WHAT YOU’LL LEARN Developing lifelong skills as an SDR Focusing on the hero of the story, not the company The Sherpa Model: leadership and being responsible to others QUOTES “People love talking about themselves. I tell SDRs if the person answered the phone then you are not interrupting anything. But it is up to you to make the call about them. You have to personalize. People respond to the hero of the story, not the company. It makes things more interesting for everyone.” - Marissa Walden [04:53] “In anything you go on to do, you will never stop being an SDR. The skills that you develop as an SDR give you the ability to put yourself in someone else’s shoes.” - Marissa Walden [13:18] “We are here to solve a problem, create a really quality opportunity, and identify a pain that we can solve, not just any pain so you have to switch your mentality in order to be successful.” - Marissa Walden [35:58] “We have the privilege of being in an industry that is ever-changing and is truly solving problems. If you believe in the product and truly believe in the company you are at, you should be able to easily go into calls with confidence knowing it will work out.” - Marissa Walden [39:35] TIMESTAMPS [00:00] Intro [05:25] Relevancy and strategy [09:06] What success looks like as the Global Director at Starburst [13:18] Developing skills as an SDR [21:09] Supplementing your ego and hiring smarter people [25:16] The value of identifying personas [30:40] The Sherpa model [35:11] Seller deficit disorder [39:41] Believing in your product [42:41] How to connect with Marissa CONNECT Marissa Walden on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Equipping SDRs and Teaching Hyper-personalization with Ingo Dhandayudham 49:04
49:04 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:04
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Ingo Dhandayudham, Senior Director of Global SDRs at Talkwalker. With two decades of experience managing sales development teams, Ingo shares his perspective on how to improve the sales development craft without compromising quality and many other inspiring techniques. Ingo also talks about the value of teaching hyper-personalization to SDR teams and how it can be a tool that allows them to solve problems that deeply resonate with clients and creates opportunities to build interpersonal trust within the sales process. WHAT YOU’LL LEARN The growing importance of the SDR function Teaching hyper-personalization and training SDR teams Doing more with less and projecting market impacts The need for positivity and creating incentives for SDR teams QUOTES “We set up basic goals around hyper-personalization. We create ten personalized emails a day based on persona or industry. We give them templates they can build off of. We look at the scripts and ask “Is this something we would open or respond to?” The goal is to start at 10 then bump it up monthly.” - Ingo Dhandayudham [14:20] “Start with the problem. Don’t assume. List different problems you have seen others experience but ask what problem resonates with the client. We can solve them all but we want to know what resonates with them.” - Ingo Dhandayudham [21:18] “Today, consumer trust and making sure we do the right thing is the most important thing.” -Ingo Dhandayudham [35:58] “We keep pushing forward. The SDR function is vital no matter what the economy does to you.” - Ingo Dhandayudham [45:53] TIMESTAMPS [00:00] Intro [02:54] Ingo’s professional journey [10:18] Bringing visibility to SDRs [14:07] How do you teach hyper-personalization? [21:29] Solving problems that resonate with people [26:43] Stability of close rates [36:30] Nice to have vs. Need to have [38:40] Pillars of growth [43:25] Incentives and positivity [46:15] How to connect with Ingo CONNECT Ingo Dhandayudham on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Building Purpose-Driven SDRs with Simon Belair 47:47
47:47 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:47
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Simon Belair, Business Development Leader and recent SDR Manager at Humu. Simon has over a decade of sales development experience and talks about the value of culture and why SDR teams are the backbones of an organization. He reflects on 2022 sales, the aftermath of COVID-19, and the challenges of creating job security amid a recession. Simon also shares how developing creative ideas and events that foster meaningful relationships with your sales teams can create a culture of purpose-driven team members. WHAT YOU’LL LEARN The need for culture to be dynamic Creating job security during a recession Determining how many leads are enough and understanding workflow The impact of creating meaningful connections with your sales team QUOTES “It was always about understanding what each sales landscape would bring us before even trying to position ourselves. That first layer of discovery is important and we found that people liked to talk to us.” - Simon Belair [23:32] “Celebrate all wins big or small. Celebrate a small conversation that can lead to a bigger conversation.” - Simon Belair [29:05] “Culture is an ongoing process. It is dynamic and it is harder for managers now more than ever. Managers provide the human connection.” - Simon Belair [32:33] “SDRs are the backbone of the organization. They are the ears and eyes of the organization. They are the heart. They pump the blood in and out.” - Simon Belair [35:00] TIMESTAMPS [00:00] Intro [02:40] Simon’s professional journey [05:10] Challenges for SDRs [07:20] Recession and job security [13:10] 2022 sales and hiring [18:55] How many leads are enough? [26:50] The Breakfast Club [34:21] Recession and culture [39:00] Sales, pipeline, marketing, and teams [42:55] The dynamic nature of culture in organizations [46:38] How to connect with Simon CONNECT Simon Belair on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Creating Value Through Conversational Marketing with Alex Roy 36:56
36:56 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי36:56
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Alex Roy, Senior Manager of Sales Development at Drift, a Conversation Cloud company that helps businesses personalize experiences that lead to a more quality pipeline, revenue, and lifelong customers. Alex talks about how to do better inbound-led outbound campaigns and why campaigns should start with perspective. He also talks about the fundamentals of conversational marketing, like intentionality and empathy, and shares how Drift is adding value to the buyer's journey. WHAT YOU’LL LEARN Drift SDR operations Adding value to the buyer's journey through conversational marketing Why confidence is crucial to SDR’s establishing new relationships Focusing on engagement and building trust with prospects QUOTES “Seventy percent of research when buying B2B software is done before they even land on your site or engage with someone. Those first clicks are so crucial. It is when they are laying the groundwork for RFP. You want that seat at the table when they are looking for software and to be trusted from the start.” - Alex Roy [05:36] “Yes, the number one goal as an SDR is to book those meetings but it is about the long game. It is about generating inbound leads that will ultimately become fruitful for you at the end of the month but maybe not on the phone on that random Tuesday.” - Alex Roy [19:32] “Confidence creates social leverage when you are engaging with somebody.” - Alex Roy [23:27] “If you establish a relationship as an SDR, prospects are going to go back to their meeting where they start that internal exploration and say “hey, this company left a mark on me, they know what they are talking about and took a vested interest in our problems”. They will explore you even further. Then your product comes over the top.” - Alex Roy [28:19] TIMESTAMPS [00:00] Intro [02:40] Inbound led outbound campaigns [06:57] The commandments of marketing [08:45] The three B’s of buyers [13:07] Accelerating the deal cycle [17:22] First-party intent [23:07] Confidence in your solutions [28:09] Establishing relationships as an SDR [31:20] Practicing empathy [34:12] Showing vested interest to retain clients [34:46] Connect with Alex Roy CONNECT Alex Roy on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Utilizing Technology to Map Out the Buyer Journey with Cathy Veri 50:28
50:28 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי50:28
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of the Enterprise Sales Development podcast, we speak with Cathy Veri, Strategist at The Pedowitz Group. Cathy talks about her experience in the buyers journey and many of the mistakes people make in analyzing and creating their ICP. She discusses the importance of investing in SDRs and content to get off the hamster wheel and accelerate growth as a company. She also shares how you can use data more effectively in your strategies to sell more. WHAT YOU’LL LEARN The value of mapping out content to the buyer journey and to the persona Targeting your ICP better and capturing intent The Fly Wheel vs. The Funnel Coaching confident sales teams QUOTES “If you are not doing SEO analysis, and seeing what is trending and what keywords need to be in the first two hundred words, you are creating content in a cave. In the old days, people used their gut to determine what the market needed. But why do you need your gut now? We have so much data.” -Cathy Veri [02:28] “You have to be laser focused on what you are saying and confident enough to say it. You can’t sell someone feature feature feature. Something has to be in it for the customer.” - Cathy Veri [09:40] “People buy specifics. They don’t want general stuff.” -Cathy Veri [32:58] “If the salespeople could sit with an SDR for a whole day, once a quarter, SDR teams would infinitely benefit. Marketers, salespeople, managers, sit in that seat and listen to what the customer is asking. Learn from those calls.” - Cathy Veri [45:09] TIMESTAMPS [00:00] Intro [01:50] What people get wrong at the top of the funnel [04:40] Mapping [08:35] Identifying problems and finding solutions [11:05] Close One Analysis in reverse [17:30] Content syndicators [21:43] Creating a proper ICP [25:54] Factors to weigh before making go-to-market decisions [31:29] Linking the right assets as a marketer [36:37] Sharing success for everyone’s benefit [41:20] Increase in pick-up rates due to covid [48:07] Investing in SDRs and content CONNECT Cathy Veri on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Kevin Dorsey 47:23
47:23 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:23
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Kevin “KD” Dorsey, Practice Lead for Revenue Leadership at Winning by Design. As one of the leading voices in the sales development space, KD shares a lot of insights including the 8 Mile method, based on the 2002 film starring Eminem. He also talks about the questions SDRs should ask to drive the conversation, including the bucket question. Listen for KD’s six questions to help develop messaging that sticks. WHAT YOU’LL LEARN KD’s philosophies around prospecting and SDR/BDR teams when he’s engaging with clients The 8 Mile method and how it can help with messaging What questions SDRs can ask to drive the conversation, including the bucket question Using answer and ask to take control of the conversation Six questions KD asks to build his scripting and messaging QUOTES “If I look at where a lot of companies struggle when it comes to their prospecting and pipeline generation is the messaging is way too product focused and way too company focused versus problem and persona focused.” -Kevin Dorsey [02:51] “On your cold call, y’all, if there’s any objection you’re getting regularly, you 8 Mile it.” -Kevin Dorsey [16:22] “It’s easier to get the yes and work backwards.” -Kevin Dorsey [30:47] “The point we’re making here, y’all: Know your data.” -Kevin Dorsey [35:04] “People cannot relate with the end result. They can only relate with the beginning.” -Kevin Dorsey [39:07] TIMESTAMPS [00:00] Intro [00:24] This week’s guest: Kevin Dorsey [02:13] KD’s philosophies [07:04] Sales as a vocational study [09:46] 80/20 Rule [13:05] The 8 Mile method [20:53] Answer and ask [29:13] “When is your next opening?” [37:19] The idea of social proof [40:44] Six questions for messaging [45:08] KD the Doru [46:22] How to contact KD RESOURCES 80-20 Rule 8 Mile Reinvent Yourself by James Altucher How To Get An MBA From Eminem by James Altucher The Ultimate Influence Program Tony Robbins Influence: The Psychology of Persuasion by Robert Cialdini CONNECT Kevin Dorsey on LinkedIn Live Better. Sell Better. Podcast Kevin Dorsey on Patreon Winning by Design website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Neil Bhuiyan 1:08:05
1:08:05 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי1:08:05
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Neil Bhuiyan, Managing Director and Founder of Happy Selling. Neil draws from his experience in the SDR space in the last decade to discuss his role and how to do sales development well. He discusses how he trains SDRs the Happy Selling ethos and why collaboration is key with messaging. Neil also shares what makes a good manager. WHAT YOU’LL LEARN His experience with Zuora and introduction to subscription economy How Neil trains SDRs on trend sellings with the art of storytelling The story behind Happy Selling The Happy Selling ethos and Neil’s training approach Why collaboration is key when it comes to messaging What the COVID-19 pandemic taught Neil about the qualities of a good manager QUOTES “That’s again one of the reasons I fell in love with being an SDR, because I felt like you had a direct impact trying to help build a company, but you’re also trying to help people out there, and you’re in essence trying to change the world, Eric.” -Neil Bhuiyan [10:25] “The one thing I say to my SDRs is that you never lose. You either win or you learn, but you always look for the opportunity to learn if you can.” -Neil Bhuiyan [15:49] “If you can set a good tone in that initial first call, that will set the tone for the entire sales cycle thereafter.” -Neil Bhuiyan [20:46] “What I try to say to SDRs is that being a sales development representative is just not an entry to sales, it’s an entry to a whole company.” -Neil Bhuiyan [27:50] “Whatever you’re learning to do now is either going to help you later in life run your own business or help somebody else run their business.” -Neil Bhuiyan [46:19] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: Neil Bhuiyan [01:27] How Neil start in the SDR world [07:22] The gospel of the subscription economy [10:38] Capitalizing on trends [15:26] You either win or you learn [21:04] Happy Selling [23:36] Coaching and training the Happy Selling ethos [34:33] Messaging: Collaboration is key [40:43] An example of before and after [46:29] Ideal customer for Happy Selling [48:03] What helped Neil progress in his career [54:59] Make SDRs believe in themselves [59:48] Qualities of a good manager [1:06:06] How to contact Neil RESOURCES Zuora The Guardian Subscribed Showpad Pareto principle Enterprise Sales Development with John Barrows Chadwick Boseman Tribute to Denzel Washington Les Brown’s quote CONNECT Neil Bhuiyan on LinkedIn Happy Selling website The SDR DiscoCall Show CIENCE website Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with John Barrows 49:16
49:16 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:16
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with John Barrows, CEO of JB Sales Training. John shares how to do outbound well and his formula for sales-ready messaging. He discusses ways to unpack your script formula that will improve your game, no matter what level you are in the sales development field. John also talks about what it takes to teach and train how to be effective in today’s modern sales experience. WHAT YOU’LL LEARN The massive shift John is currently seeing in the SaaS world as it relates to the predictable revenue model How he trains his clients on sales-ready messaging His messaging equation and interest questions What it takes to train effectiveness in today’s sales environment How to manage Millennial and/or Gen Z team members QUOTES “I would not treat somebody who’s sitting behind a desk, hammering out 50 to 100 sequences, cadences, whatever you want to call them on a daily basis with no thought put into them. I would not call that a sales role.” -John Barrows [08:15] “If you force me to choose between personalization or relevance, I’m going relevance all day long.” -John Barrows [11:01] “The subject line is gotta get my attention. I have to look at that and be like, Is that something? But even those first 10 words that are right on my phone, the first 10 words of that sentence, those are just as important as the subject line these days, because I can read it right here. And so now, those 10 words, they gotta get me interested.” -John Barrows [12:22] “If you can learn business and what it takes to be in those roles and ask questions to people and all that other stuff, you might not come out of the gate strong obviously, but I promise you, you’ll leapfrog your competition if you will in the future, if you take that approach.” -John Barrows [22:39] “That front line manager can inspire or demotivate somebody in a blink of the eye.” -John Barrows [39:49] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: John Barrows [02:06] A massive shift in the SaaS world [08:28] Training his clients [10:09] Sales-ready messaging [18:02] John’s messaging formula [21:36] Business acumen is what you should learn [29:31] Structures, not scripts [39:11] Front line managers can inspire or demotivate [47:23] How to contact John RESOURCES Tim O’Neil on Growing Organizations to Break the Predictable Growth Model Glengarry Glen Ross The AIDA model The truth about Google's famous '20% time' policy Enterprise Sales Development with Morgan Ingram The Key to Managing Millennials in the Workplace “Life Moves Pretty Fast…” - Ferris Bueller's Day Off Tony Robbins CONNECT John Barrows’ website J Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Ali Palermo 36:59
36:59 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי36:59
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Ali Palermo, BDR Manager at SafeLease. Ali shares well-developed insights on how she runs her team and how she is building her team now. She discusses themes she’s learned along the way. She also talks about what she thinks are the biggest changes in the SDR space and where she thinks things are going. WHAT YOU’LL LEARN What she’s learned in her various roles in the SDR world How she coaches SDRs on the craft and her coaching must-haves What she thinks are the biggest changes in the SDR space Ali’s forecast to where things are going QUOTES “It’s personal. It’s not a generic conversation. We’re not just reaching out to anybody. We’ve had multiple conversations with these people. Let’s first understand what the closed lost reason is and let’s be smart about it and thoughtful about our outreach.” -Ali Palermo [06:25] “For me, a big coaching thing I do with my team is asking the right questions.” -Ali Palermo [10:43] “You see it so much with BRDs. They’re so nervous that they’re not going to nail the pitch. What I tell them is ‘Look, it’s just a conversation. The worst thing to happen is they tell you a no, and then you move on and call someone else.’” -Ali Palermo [12:35] “We’re in an industry that is fairly recession proof. We’re working with the self-storage industry, and it’s one of those industries where it’s been pretty consistent throughout time.” -Ali Palermo [24:28] “There’s definitely room for all of it, I think, interest-based emails as part of a sequence, and I think if you can layer on top of that, right? But also not just interest. Let’s always, always, always provide value.” -Ali Palermo [30:07] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: Ali Palermo [01:18] Looking beyond the meeting [06:01] Technique for restarting the conversation [08:30] Using Gong [09:56] Coaching the craft of SDR work [13:03] Her role at SafeLease [17:19] The must-haves [21:42] The messaging in the SDR playbooks [23:51] How the team is handling these current times [25:17] The biggest changes in the SDR space [28:27] Personalization in emails [32:47] Where she thinks things are going [35:52] How to contact Ali RESOURCES Gong Revenue Intelligence Atrium HQ CONNECT Ali Palermo on LinkedIn SafeLease website SafeLease on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Alex Greer 45:27
45:27 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:27
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Alex Greer, Senior Director, Sales Operations & Sales Development at SetSail. Alex talks about his journey in the SDR space, what he’s learned through the years and how the industry has evolved as a whole. He shares where he’s found success as an SDR and provides insights into what he shares with the teams he’s built and the people he’s mentored. WHAT YOU’LL LEARN The fundamentals he learned during his career, including how he structures his day Where he’s found success as an SDR What he has seen changed in sales development and how he sees the craft of SDR work evolving How he trains new SDR hires QUOTES “It’s been exciting and really interesting to be at organizations at different maturity levels. And I had the benefit of knowing what happens down the road in terms of maturity and complexity and things to keep in mind in terms of what scales, what doesn’t scale. It’s really helpful to know those things when you’re building a much earlier stage. It sets you up with a nice foundation for success as you grow.” -Alex Greer [04:23] “Specifically with the inbound lead followup, the SDR/marketing relationship is so important and can’t be emphasize enough how you need to make sure that you’re in lockstep with the marketing team as far as what are the expectations.” -Alex Greer [06:43] “One of the things that I found really, really important and why I often advocate for a hybrid situation is when you’re selling B2B, especially on the enterprise level, context and account knowledge is everything.” -Alex Greer [10:59] “I know it gets repeated a lot in our world, but if you’re not picking up the phone, you’re missing out on opportunities.” -Alex Greer [29:17] “It’s not about personalization so much as it is also about humanizing the relationship and humanizing the interaction.” -Alex Greer [31:42] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: Alex Greer [01:27] Changes in sales development [04:54] Eating your vegetables [09:15] Blending inbound and outbound flow [16:16] Account prioritization [25:51] The craft of SDR today [34:33] Training SDRs [43:55] How to contact Alex RESOURCES Lars Nilsson on LinkedIn Voice Messaging on LinkedIn: Giving You More Ways to Have Conversations Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan CONNECT Alex Greer on LinkedIn SetSail website SetSail on G2 SetSail on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Liam Martin 45:18
45:18 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:18
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Liam Martin, co-founder, co-organizer and CMO of Time Doctor, Staff.com and Running Remote Conference. Liam previews his upcoming book, Running Remote: Master the Lessons from the World’s Most Successful Remote-Work Pioneers, that comes out on August 16. He talks about working from home and remote business strategies in sales. He also shares tips for remote productivity and how to think about the future of work. WHAT YOU’LL LEARN Scaling practices for remote teams using the promotion strategy for his upcoming book as an example How engagement and familiarity has shifted with remote work and what can salespeople do to authentically connect with clients The inspiration behind his upcoming book, Running Remote: Master the Lessons from the World’s Most Successful Remote-Work Pioneers Practical techniques for a new management style in remote work The unintended consequences of an asynchronous workforce QUOTES “Fundamentally, we’re just trying to find the best person for the job. Because we think that actually if you just expand out your reach to a global market, you’re going to continuously get better candidates that are better at their job.” -Liam Martin [03:13] “The number one thing you can do without basically buying yourself on to those lists is getting on podcasts.” -Liam Martin [04:20] “No contact should be a cold contact in my opinion.” -Liam Martin [14:46] “That’s where innovation exists actually, is questioning your assumptions.” -Liam Martin [33:50] “If there is one piece of advice that I would have towards the negative aspect of asynchronous remote work, it is build those relationships so that you don’t get all of your social energy from your work environment.” -Liam Martin [38:33] TIMESTAMPS [00:01] Intro [00:40] This week’s guest: Liam Martin [02:14] Being a guest on 500 podcasts [14:02] Effective attribution and sampling [23:56] Pandemic panickers and Running Remote [27:43] Management style in remote work [36:43] Unintentional consequences [43:41] Liam’s upcoming book and how to contact him RESOURCES The Wall Street Journal Best Selling Lists Newsweek Books and Literature New York Times Best Sellers Listen Notes Matt Mullenweg HubSpot Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler The Ups and Downs of Building a Distributed Global Sales Team with Liam Martin The Joe Rogan Experience BookScan Time Doctor Blue Ocean Ahrefs Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Jax Lieu 40:02
40:02 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי40:02
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Jax Lieu, a Top Funnel Revenue Growth Leader, podcaster, blogger and content strategist. Jax shares what it takes to succeed in this industry, but also shares some of the failure points he’s experienced and learned from. He also talks about how he blends inbound strategies with outbound strategies, and three things you need to understand to become a Top Funnel Sales Dev. Strategist. WHAT YOU’LL LEARN How Jax got into sales and started his podcast Why Jax is retiring SalesDevUnite, an online private micromanaged Top Funnel GTM community His biggest takeaways from some of his failure points How you should approach your first 30 days as an SDR as dating How he blended inbound strategies with outbound strategies Three things you need to understand to become a Top Funnel Sales Dev. Strategist The winning formula for the frontline execution QUOTES “It’s our job as sales development professionals to build something that is repeatable, scalable.” -Jax Lieu [09:28] “Another great fact too is being able to extract the buyer’s journey from the marketing standpoint and sharing that with the team so that we can coordinate our outreach together.” -Jax Lieu [15:54] “As you get older, you tend to realize that all the bads and the miseries that you tend to go over or went through, later on become a blessing in disguise. And even though at that time it was losing, when you become successful at it is when you’re able to turn it around and make it become a learning.” -Jax Lieu [31:56] “If there’s advice I can give to new reps is be bold. Be bold and take bold bets, but not company bets.” -Jax Lieu [33:04] “In able to be successful at it, you gotta be a practitioner. No one cares about what you used to do. What are you doing today that works?” -Jax Lieu [36:58] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Jax Lieu [01:27] Jax’s background in sales [05:15] Retiring SalesDevUnite [07:50] Training and coaching sales development teams [10:15] Biggest takeaways from early career failure [14:21] Blending inbound strategies with outbound [23:22] The frontline execution [31:22] Failure is a badge of honor [36:22] Experimentation: the rule, not the exception [38:13] How to contact Jax RESOURCES Enterprise Sales Development with David Dulany Niko Hughes Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler Miro Shift Happens with Chris Ortolano (PLG) CONNECT Jax Lieu on LinkedIn SalesDevUnite website 1UP Revenue Podcast, formally known as 1UP Sales Development Podcast CIENCE website CIENCE on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Ashleigh Early 53:56
53:56 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי53:56
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Ashleigh Early, host and CEO of The Other Side of Sales. Ashleigh is also The Other Sales Coach and Consultant as well as Head Of Sales at The Duckbill Group. She draws from her experience in sales development to share insightful perspectives on prospect building and how to be an effective SDR manager. She talks about the three things she looks for in a first-time manager and the two things she looks for when hiring sales reps. She also discusses quotas, what is not actually captured in quotas and how to set them more properly. WHAT YOU’LL LEARN Why she likes in sales development How she coaches SDR managers and the three things she looks for in a first-time manager How to set quotas more precisely and why context is important Why should you concentrate on dark social, starting from an ad-value place Why she looks for empathy and curiosity when hiring sales reps and how she screens for that Why it’s important to understand customer success for prospecting QUOTES “I really believe sales is one of the few careers that you can have pretty much regardless of wherever you came from and whatever you’re dealing with.” -Ashleigh Early [01:57] “They don’t bring me in if everything’s going great. Very few people are going to pay my rates to get me to come in and say, ‘Great job.’ That’s not gonna happen. Honestly, I wouldn’t take that work to begin with.” -Ashleigh Early [03:03] “Every company decides quota differently, SDR and AD.” -Ashleigh Early [12:44] “SDRs do not have to understand everything about the product. They do not need to know everything about the industry to add value… But that doesn’t mean you can’t understand and emphasize with the person on the other side of the phone. That connection is where the meeting comes from, not your knowledge of the product.” -Ashleigh Early [29:10] “It’s a continual commitment process. The sale does not end when they sign the contract.” -Ashleigh Early [34:02] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Ashleigh Early [01:35] Two things she likes in sales development [02:46] Coaching SDR managers [06:55] Three things she looks for in first-time managers [09:33] Setting quotas and asking for context [14:24] Quota design [18:39] Why concentrate on dark social [23:50] What she looks for when she hires sale reps [31:05] When to start closing [34:45] Understanding customer success [39:58] When to send prospecting emails into fundraising rounds [42:11] Messaging and metrics [49:50] Networking for Dummies [52:04] How to contact Ashleigh RESOURCES Hurricane Sandy FireEye, Inc. What Is Dark Social And How Can You Measure It? The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge HubSpot Arista Networks, Inc. Business Networking For Dummies by Stefan Thomas CONNECT Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Thibaut Souyris 54:20
54:20 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי54:20
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Thibaut Souyris, CEO and founder of SalesLabs and co-host of The B2B Sales Podcast. Thibaut draws from his experiences and perspective in sales to discuss how to use LinkedIn from every angle. He shares actionable strategies to leverage, set appointments and create attention on LinkedIn at a much higher rate. He also discusses how to strategy this channel into your prospecting approach. WHAT YOU’LL LEARN How to start conversations through LinkedIn What to understand about LinkedIn as a channel How to optimize your LinkedIn profile by setting it up as a landing page Ways to find your voice How to leverage the tools on LinkedIn, specifically LinkedIn Events QUOTES “That’s the first thing we start with my customers, is to get them to understand that LinkedIn is a place where people hang out. It’s not like a lead database. It’s actually a social network and it happens to be a social network that is the most accurate biggest lead database you can find.” -Thibaut Souyris [03:10] “For me, it’s always to turn your LinkedIn profile to a landing page.” -Thibaut Souyris [13:45] “When you create and when you put yourself out there, people know about you and some people will hate what you’re doing, and that’s great because you don’t want to work with them. Some people will be indifferent and a lot of people will like what you’re doing, and then make a lot of decisions based on your personality.” -Thibaut Souyris [18:21] “One thing I always insist on is do not write anything online if you have strong emotions.” -Thibaut Souyris [30:03] “If you talk about a problem, you are fishing with problems.” -Thibaut Souyris [49:27] TIMESTAMPS [00:00] Intro [00:28] This week’s guest: Thibaut Souyris [01:55] Where to start with clients at SalesLabs [06:22] Lack of information [08:21] LinkedIn as a channel [12:34] Using profile as a landing page [19:40] See yourself as a DJ [23:11] Ways to find your voice [29:36] Dos and Don’ts [38:25] Leveraging the tools of LinkedIn [40:58] Where we are now with LinkedIn [45:07] Other tools [47:06] The Netflix Effect [52:51] How to contact Thibaut RESOURCES Mattia Schaper SDRs of Germany Salesloft LinkedIn Events Salesforce Leadjet Tolstoy Loom Vidyard What is The Netflix Effect? CONNECT Thibaut Souyris on LinkedIn SalesLabs website The B2B Sales Podcast CIENCE website CIENCE on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Stu Heinecke 49:35
49:35 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:35
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Stu Heinecke, known as the “father of Contact Marketing” and a cartoonist for the Wall Street Journal. Stu talks about his latest book, “How to Grow Your Business Like a Weed,” which looks at weeds and how they relate to business strategies. He shares what he learned during his research for this book and how it changed the way he conducts business. He also talks about the weeds model and contact marketing. WHAT YOU’LL LEARN What to expect in his new book, “How to Grow Your Business Like a Weed” How growing a weed relates to business strategies His experience studying weeds and how it changed the way he does business The weeds model QUOTES “The thing is weeds have this really interesting way of being, and it set me on this whole course of discovery.” -Stu Heinecke [04:26] “When we’re optimistic, we do things faster. We do more of it. We devote more time to it. We get a lot more done.” -Stu Heinecke [17:48] “If they could talk to us, one of the things they’d tell us is, ‘We don’t have brains. We don’t have emotions. It seems to us that your emotions get in your way constantly.’ And they do. So they might say to us, ‘If we can give you one piece of advice, we’d give you a lot, but certainly one would be deal with what is.’ That’s it. Just deal with what is.” -Stu Heinecke [20:29] “We need to humanize ourselves to the people we’re reaching out to and if we don’t, then we don’t get through.” -Stu Heinecke [42:29] “All in all, when you look at what weeds are up to, you can’t help but change the way you do business and grow your business.” -Stu Heinecke [47:39] TIMESTAMPS [00:00] Intro [00:24] This week’s guest: Stu Heinecke [01:51] The inspiration for his book [07:20] Studying weeds [12:27] Seed strategy [15:55] Fierce mindset [21:54] They land where they land [26:04] Methods for contact marketing [32:01] Creating unfair advantages [37:09] An example of contact marketing [42:55] Kathy Ireland’s thoughts on weeds and business [46:58] The orange strategy [47:58] How to contact Stu RESOURCES “How to Grow Your Business Like a Weed” by Stu Heinecke “How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke Buy Low, Sell High strategy Kathy Ireland CONNECT Stu Heinecke’s website Stu Heinecke on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Will Aitken 47:13
47:13 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:13
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Will Aitken, Sales Evangelist at Sales Feed. Will talks about all things videos. He discusses how to integrate video into prospecting methods and shares his tactic and strategies on how to do video prospecting right. He also discusses mistakes to avoid as well as the benefits with adopting a video program. WHAT YOU’LL LEARN What is Vidyard Why Will pursued video How video focuses on the people you’re talking to and why you should focus on your prospects Mistakes SDRs make when they introduce video into their prospecting as well as benefits high performing sales and SDR teams that have adopted a video program How people should think of their go-to-market, especially for non-big brands QUOTES “Emailing, it’s just the words that you write. If you’re on the phone, you get the benefit of using tone and in your voice and pacing as well. On video, you have body language. You get eye contact. It just gives you a lot more ways to communicate with a prospect.” -Will Aitken [04:18] “I think the golden rule for any type of outreach, not just video… I think the moment you start talking about yourself and your product and your customers without first identifying a challenge, something to do or an observation you’ve made about the prospect, I think that’s selling too early.” -Will Aitken [05:44] “Don’t aim for perfection. Strive for good. And you’ll naturally get better the more you do it.” -Will Aitken [11:17] “I found success in sales from not doing the same thing that all the other sales people or what the prospect assumes you’re going to do as a salesperson.” -Will Aitken [26:16] “You don’t want to assume people have these problems. You can talk about the symptoms of those problems.” -Will Aitken [35:55] TIMESTAMPS [00:00] Intro [00:25] Meet Will Aitken [01:36] What is Vidyard [03:41] Why video? [04:43] Focus on your prospect [10:22] Mistakes when using video [13:20] Benefits from adopting a video program [17:12] Whiteboard wave trend [20:06] Tips for the first email [25:56] Problem-focus seller than a product-focus seller [31:27] How to think of go-to-markets [35:40] The symptoms of the problems [41:43] The next phases [46:08] What Will is working on now and wow to contact him RESOURCES Vidyard How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke PandaDoc Enterprise Sales Development with Jed Mahrle Proposify DocuSign CONNECT Will Aitken on LinkedIn Sales Feed website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Mark Hunter 45:47
45:47 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:47
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Mark Hunter, an author, speaker, sales trainer and consultant, also known as the Sales Hunter. Mark shares insight from his experience working with organizations from all different sizes and scale as well as his tactics for building trust with cold calls. He also discusses the meaning behind the alliteration, “Polite people plug up people’s pipelines.” Listen to hear why the outcome of a sales call is more important than the product you’re selling. WHAT YOU’LL LEARN Why the outcome is more important than the product you’re selling and how to determine that outcome Tactics for building trust and how reps can build trust with cold calls Mark’s thinking behind “Polite people plug up people’s pipelines” Why he starts training at the leadership level The Customer Service Engagement (CSE) metric Structure ideas for those new to sales QUOTES “It’s the outcome you create for the people, for the customers you’re serving. That’s where our focus should be. It’s really not the product. It’s the outcome.” -Mark Hunter [04:00] “You create trust by connecting the dots of every conversation you have with that prospect.” -Mark Hunter [10:11] “A confused buyer doesn’t make a decision.” -Mark Hunter [19:29] “If you follow the breadcrumbs far enough, you’ll understand where they lead and how can I help the customer.” -Mark Hunter [22:31] “I’m a firm believer that if I want to succeed long-term, I have to do it with others.” -Mark Hunter [37:46] TIMESTAMPS [00:00] Intro [00:31] Meet Mark Hunter [02:03] Being a keynote speaker [04:35] Tactics to build trust and confidence [07:09] Voice-to-voice trust building [12:34] Polite people plug up people’s pipelines [17:29] Better discovery [23:56] Starting at the leadership level [28:15] CSE metric [35:08] Lone wolf mentality [39:05] Mentorship and guidance [42:55] How to contact Mark RESOURCES High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results by Mark Hunter Enterprise Sales Development with Tibor Shanto The Sales Hunter Podcast Ferris Bueller's Day Off Glengarry Glen Ross The Wolf Of Wall Street Boiler Room Tommy Boy A Mind for Sales: Daily Habits and Practical Strategies for Sales Success by Mark Hunter CONNECT Mark Hunter on LinkedIn Mark Hunter’s website CIENCE website CIENCE on LinkedIn CIENCE on Facebo Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Tory Kindlick 45:48
45:48 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:48
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Tory Kindlick, VP of Demand Generation at Refine Labs. Tory draws from his experience as a sales person, a sales leader, a marketing leader and his current role as VP of marketing at Refine Labs to discuss his thoughts on sales teams reporting to marketing. He talks about the difference between demand gen and marketing and why he’s not a fan of gated content. He also shares the things he hates that marketers do and some best practices to develop a niche and use LinkedIn and TikTok for marketing. WHAT YOU’LL LEARN His thoughts on sales teams reporting to marketing and where he thinks is the most successful His role as VP of Demand Generation at Refine Labs The difference between demand gen and marketing Why he’s not a fan of gated content How SDRs can use LinkedIn to build a personal brand and TikTok for marketing How to develop a niche QUOTES “I think that sales development is to me more of a form of marketing than it is a form of sales.” -Tory Kindlick [03:11] “I like to say that lead generation is a byproduct of demand generation, and so if you’re doing demand generation the right way, the leads will come to you.” -Tory Kindlick [10:46] “I’m not a fan of gated content or considering webinar attendees or registrants to be leads, because they’re not. They’re just people who are maybe interested in your content and have decided that maybe it’s worth exchanging their own contact information for that content.” -Tory Kindlick [17:47] “If your team is number one, really in tune with your buyers, understand where they are and what they care about, and is putting out that very sharable type of content, whether it be snippets from the webinar or just their own free thoughts in text form or video form or even TikToks on the topics, it doesn’t matter. As long as the content’s valuable and shareable, those are the things that can have a real true impact for the sales development function.” -Tory Kindlick [32:28] “TikTok is going to continue to be a huge platform for marketers and sellers. I think the biggest challenge with it is people trying to figure out how to use it the right way, knowing that a lot of people are there and spending time there. Any marketer is going to say, ‘Ok, if my buyers are there and spending time there, then I need to be there too,’ but you just can’t replicate the same approach that you’re taking on LinkedIn and think that it’s going to work on TikTok.” -Tory Kindlick [35:21] TIMESTAMPS [00:00] Intro [00:32] Meet Tory Kindlick [02:08] Sales teams reporting to marketing [07:02] His experience at Refine Labs [11:57] How to have a positive impact on a sales funnel [17:11] Gated content [23:03] CIENCE’s approach [30:01] Using LinkedIn and TikTok for marketing [37:59] How to develop a niche [42:50] How to contact Tory CONNECT Tory Kindlick on LinkedIn Refine Labs website State of Demand Gen podcast Stacking Growth | The B2B Go-to-Market Podcast (Formerly The Marketing Movement) CIENCE website CIENCE on LinkedIn CIENCE on Facebook Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Eric Nowoslawski 1:10:19
1:10:19 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי1:10:19
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Eric Nowoslawski, founder of Growth Engine X, an advisor for Gated and a brand ambassador for HYPCCCYCL. He gives a deep dive into LinkedIn through a few different lenses. He shares his tips and hacks on how to use LinkedIn for sales. He also discusses how he builds trust effectively and quickly in his communications and how he uses the boomer method. WHAT YOU’LL LEARN His experiences in bringing outbound programs to life for clients Community building: what it means to him, how individuals can start and how companies can build communities too How he builds trust effectively and quickly in his communications Eric’s thoughts on Facebook as an outreach channel His advice for SDR managers on how to scale their team and SDRs who feel constrained with messaging The boomer method on LinkedIn QUOTES “I never carry cards with me, because I say, ‘No, I’ll just text you.’” -Eric Nowoslawski [17:44] “Having kind of this 50% sureness, but then stuffing it full of data is such a great way to build trust, because you’re not just coming in there swinging.” -Eric Nowoslawski [21:28] “If somebody has joined some kind of Facebook group, they are interested in that thing, whatever it might be. They are interested in whatever it is.” -Eric Nowoslawski [27:44] “Embrace the technology as much as possible. It goes such a long way.” -Eric Nowoslawski [36:58] “LinkedIn has such great targeting that you can’t get some of this targeting anywhere else, some of the things that they’ll let you know. And some people don’t even realize some of the best things.” -Eric Nowoslawski [39:12] TIMESTAMPS [00:00] Intro [00:30] Meet Eric Nowoslawski [01:38] Bringing outbound programs to life for clients [06:17] His biggest takeaways [08:54] Growth Engine X and community building [16:42] Building trust effectively and quickly [23:35] Breakup emails [26:53] Facebook as an outreach channel [31:59] It always comes back to probability [33:56] Advice for scaling a team [38:33] The boomer method [45:09] Advice for SDRs who feel stuck [54:42] LinkedIn hacks [1:08:01] How to contact Eric RESOURCES Grant Cardone Enterprise Sales Development with Justin Michael HYPCCCYCL Dale Carnegie Training How to Win Friends and Influence People by Dale Carnegie Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Power Hours Grant Cardone Training You Everywhere Now Money Phone!: How to Turn Your Smartphone into a Six Figure Money-Making Marketing Machine and Close BIG Deals Quickly and Easily with Mobile Text and Video Marketing by Mike Koenigs Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Greg Steward 40:32
40:32 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי40:32
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Greg Steward, Vice President Of Business Development at Sales Readiness Group. Greg gives a practitioner’s view of a lot of the things that have worked for him as an SDR for years. He shares some of his tricks of the trade when it comes to cold calling and how he coaches for uniformity and consistency. Listen to hear the story behind his handstands that are a unique part of his brand. WHAT YOU’LL LEARN The story behind Greg’s handstands How he coaches a group of leaders for uniformity and consistency Fundamental cold calling techniques or strategies How he approaches leaders vs coaches How he helps sales reps understand the difference between who they’re talking and how to approach them at varying levels The impact model His thoughts on gamification and incentives when instilling a new coaching program QUOTES “I think coaching exists only within a framework.” -Greg Steward [04:09] “Giving a script or a framework is the starting point, but working with individuals is a matter of repetition and getting through the kind of the slog of ‘Hey, you’re gonna have to suck a little but, and you’re going to find your way through.’” -Greg Steward [07:47] “I don’t think that in most cases, it’s worth going after the quantity if you know how to do quality.” -Greg Steward [18:52] “The more you can be giving or providing value on the front end, the better opportunity you have to create openiness.” -Greg Steward [22:41] “If you’re hitting the results, I don’t care about the activities, but if you’re not hitting the results, then we need to look at the activities and find if there’s a gap in the activities. Then we need to performance council that or performance manage that. If the activities are there, but the results aren’t, then that’s a coaching issue that we need to get into.” -Greg Steward [31:34] TIMESTAMPS [00:00] Intro [00:30] Meet Greg Steward [02:37] Greg’s handstands [03:51] Coaching to provide consistency [06:20] Fundamental cold calling techniques [12:59] Selling to executives and the impact model [15:29] Create relevance at scale and quality vs quantity [22:15] How SRG provides coaching support and handles challenges [27:25] Using gamification and incentives [30:42] Performance plans vs growth plans and skills vs will [36:33] Steps to understand why people aren’t performing as well [38:12] Business development trends [39:23] How to contact Greg and how SRG help RESOURCES Selling to Key Executives Stop Asking Boring Questions to Increase Customer Satisfaction by David Jacoby CONNECT Greg Steward on LinkedIn Email Greg Steward Sales Readiness Group website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Vince Blasio 50:44
50:44 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי50:44
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Vince Blasio, Director of Sales Development at Paychex. Vince has been at Paychex for 21 years and held a variety of roles, so he knows everything there is to know about the organization. He shares the secrets of their success, how they go to market and the types of strategies that they use. He also discusses how Paychex chops up their market and organizes the top-of-the-funnel fighting force for the best effect. Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Brynne Tillman 46:18
46:18 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי46:18
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Brynne Tillman, a LinkedIn and Sales Navigator Trainer. She shares how she garnered her title as the LinkedIn Whisperer and how she uses the site for prospecting and sales development. She talks about why personal branding is important for brand recognition and what should be included in the LinkedIn profile header. Listen as she shares her five tips for leveraging LinkedIn most effectively. WHAT YOU’LL LEARN How did she became the LinkedIn Whisperer Changing the balance between the give vs the ask Why brand recognition for personal brand is important Brynne’s five tips for leveraging LinkedIn most effectively Brynne’s thoughts on polls and events Her approach to finding the right people on LinkedIn What should be on the header of your LinkedIn profile QUOTES “The power of LinkedIn is the first, second connections.” -Brynne Tillman [04:52] “So I’m about to say something that’s going to make every sales manager cringe. Your reps need to detach from what the prospect is worth to them and attach to what they’re worth to the prospect.” -Brynne Tillman [07:26] “We have to slow down the outreach to speed up the outcome.” -Brynne Tillman [09:48] “Make your profile a resource. LinkedIn has given us gifts upon gifts in order to do this.” -Brynne Tillman [18:05] “We need to start conversations around the topics they care about, because that’s what they want to talk about.” -Brynne Tillman [23:40] TIMESTAMPS [00:01] Intro [00:25] Meet Brynne Tillman [01:28] Becoming the LinkedIn Whisperer [03:19] Start looking at SDRs differently [06:30] The give vs the ask [13:44] Brand recognition for personal brand [16:27] Five tips for leveraging LinkedIn most effectively [20:14] Social listening and content strategy [25:27] Nurturing our connections and warm introductions [30:05] Brynne’s thoughts on polls and events [36:12] Talking to the right people on LinkedIn [42:54] The header on Linkedin profiles [44:22] Where to learn more about Brynne RESOURCES LinkedIn Sales Navigator Making Sales Social Podcast Social Sales Link Content Library 12-Week Linkedin Sales Accelerator CONNECT Social Sales Link website Social Sales Link on LinkedIn Brynne Tillman on LinkedIn Brynne Tillman on Twitter CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Kevin Avery 47:10
47:10 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:10
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Kevin Avery, Growth Acceleration Advisor at SBI, The Growth Advisory. Kevin shares his insights in sales and sales development, including how to empower SDRs and train them in a guild mentality. He talks when the outsource, when to pull in house or when to move through hybrid models as well as how to build an internal SDR team. He discusses how to cultivate a fun working environment for SDRs and the role humor plays in sales development. Listen to how to stand out from the noise, do it differently and be creative. WHAT YOU’LL LEARN Where are the good sales development reps and how to empower reps How long should someone be trained in the space and the guild mentality The biggest mistakes or patterns Kevin has seen from people starting an organization or have started and are learning the obstacles that go into enterprise sales development His insight on when to outsource, when to pull in house and how to move through hybrid models How to build an internal SDR team What is role corruption and how it plays into this conversation How to stand out from the noise and do it differently and be creative How Kevin cultivates a fun working environment for SDRs and the role in humor in sales development QUOTES “I think the dictum for enterprises should be go be a master in the problem and spend a whole lot more time arming your SDRs and your sales reps if they’re prospecting with the idea of here’s the market problem. Here’s the dimensions of the problem. Here’s the way that you can size that problem. Here’s the various approaches and here’s the set of capabilities required to solve the problem. And noticed we haven’t even talked about the product yet and voilà at the end, we happened to have designed this product specifically with all of those insights built in.” -Kevin Avery [04:42] “People learn by doing.” -Kevin Avery [08:55] “One of the other sort of mistakes I see all the time is the blind assumption that an SDR is an entry level job, and the other sort of kissing cousin bad assumption is that there’s a direct magical line between an SDR and some sort of full-cycle sales rep role. It’s a plausible path, but it’s not if not A, then B.” -Kevin Avery [16:48] “It’s our job to be expert in the problem and the solution approaches, and therefore, the capabilities.” -Kevin Avery [27:38] “Stop doing what the other 17 robots are going to do. Surprise them by not doing.” -Kevin Avery [33:57] TIMESTAMPS [00:01] Intro [00:32] Meet Kevin Avery [02:02] Where are the good SDRs [06:54] The guild mentality [09:50] Biggest mistakes or patterns he has seen [11:48] Outsourcing and hybrid models [13:32] Building an SDR team [19:28] Role corruption [28:00] Voice of the customer [32:06] Standing out from the noise [38:45] Cultivating a fun working environment for SDRs [44:01] How to contact Kevin RESOURCES Monty Python’s Protest Song Dale Carnegie CONNECT Kevin Avery on LinkedIn SBI, The Growth Advisory website CIENCE website CIENCE on LinkedIn CIENCE on Facebook Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Doug Landis 48:03
48:03 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי48:03
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיEnterprise Sales Development with Doug Landis Learn more about your ad choices. Visit megaphone.fm/adchoices
1 Enterprise Sales Development with Rachel Keung 42:04
42:04 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי42:04
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיEnterprise Sales Development with Rachel Keung Learn more about your ad choices. Visit megaphone.fm/adchoices
1 Enterprise Sales Development with Ding Zheng and Ryan Scalera 45:30
45:30 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:30
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיEnterprise Sales Development with Ryan and Ding Learn more about your ad choices. Visit megaphone.fm/adchoices
1 Enterprise Sales Development with Brent Keltner 48:18
48:18 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי48:18
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיEnterprise Sales Development with Brent Keltner Learn more about your ad choices. Visit megaphone.fm/adchoices
1 Enterprise Sales Development with Samantha McKenna 49:06
49:06 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:06
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Samantha McKenna, founder of #samsales and former head of enterprise sales for New York City at LinkedIn. Samantha discusses why she refers to herself as a “trusted mechanic” as people come to her for consulting. She shares some insight in building an internal SDR organization and her thoughts on internal teams versus outsourcing. She also discusses how she utilizes humor in sales, her approach to LinkedIn and how to be a gracious loser. WHAT YOU’LL LEARN Sam’s roles and the services her business offers Some of the most common problems she sees as she reforms a BDR team What discovery is like as she figures out where clients are in the process and her two starting points How she teaches empathy to someone who is two months into their first SDR role or a salesperson and how to be a gracious loser How a leader should think about building an internal SDR organization and where to start strategically Her thoughts on standup internal teams versus outsourcing How she utilizes humor in sales and her approach to LinkedIn If she focuses on email or phone at the start of a BDR campaign and her thoughts on how those two interact QUOTES “I think that’s one of the most common mistakes I see is we just kind of start with gut instinct versus hiring a professional or being data driven.” -Samantha McKenna [04:36] “We talk about how sales and dating is so alike all the time here. If you show up to a first date, which is your discovery call, and you talked about yourself the whole time… what are the odds that we’re moving to that second date, right? Same thing with discovery. If we’re not solving a bleeding problem, if we’re not the only vendor that can do that, we show up and talk about ourselves the whole time, we’re going to turn off those fires.” -Samantha McKenna [07:16] “Be a human. Don’t be a robot. ” -Samantha McKenna [31:03] “Just even using (LinkedIn) as a way to build a brand and show people your thought leadership, what’s in your head, is amazing.” -Samantha McKenna [37:07] “To me, if you post content on LinkedIn, and if you do that, connecting with people meaningfully, you’ve already won.” -Samantha McKenna [39:19] TIMESTAMPS [00:01] Intro [00:30] Meet Samantha McKenna [02:02] The services her business offers [03:51] Most common problems when reforming BDR team [06:38] What her discovery is like as she works with clients [12:34] How she teaches empathy to an SDR [19:49] How should leaders thinking about building an SDR organization [26:20] Standup internal teams vs outsourcing [27:57] Relationship between inbound and outbound [33:07] How she utilizes humor in sales [35:00] How she approaches LinkedIn [42:55] How email and phone interact with BDR campaigns [46:51] Things to be aware of with Samantha’s work RESOURCES It’s Not You by Josh Braun Enterprise Sales Development with Rajiv Nathan Enterprise Sales Development with Christina Brady Perry Hardt Gregg Salkovitch and Waffles What we can learn fro Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Christina Brady 48:18
48:18 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי48:18
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיEnterprise Sales Development with Christina Brady Learn more about your ad choices. Visit megaphone.fm/adchoices
1 Enterprise Sales Development with Gabrielle B. 55:04
55:04 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי55:04
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Gabrielle “GB” Blackwell, who is a Sales Development Leader at Airtable. Gabrielle talks about her people-centric approach and how her infinite curiosity about her team members gets the best out of them. She also talks about the Women in Sales Club, an organization she co-founded that is focused on enabling, empowering and promoting women within the sales profession. WHAT YOU’LL LEARN How she got into sales and how those experiences shaped her to where she is now The ingredients for her own individual contributor success as a top SDR Her mindset in penetrating enterprise accounts Her side role as Senior Instructor at Elevate and how she guides new SDRs Her SDR strategies and tactics and how she will lead and inspire in her role at Airtable Womens in Sales Club QUOTES “So I think that experience of being able to realize a lot of things out of life that I wanted to realize, but also growing as a person, building up confidence in myself, building up my self-esteem, really starting to hone and honor my own self-worth, like that initial experience in sales, that’s what showed up for me. And I think that’s a huge reason why I can continue to be a leader in sales development.” -Gabrielle Blackwell [07:02] “For those folks who are kind of have that entrepreneurial spirit, I think sales can be quite a gift as a career.” -Gabrielle Blackwell [11:31] “The quality of your work is really going to be defined by the quality of your list. The quality of your list is really going to be informed by the quality of your research. ” -Gabrielle Blackwell [17:27] “For me, I’ll be honest. I really don’t care about whether or not you know the acronyms. I care about are you going to work really hard and are you going to ask a lot of questions. And are you going to use your mouthpiece in providing feedback and asking for what you need.” -Gabrielle Blackwell [29:44] “I think as a manager I have to be infinitely curious about my people. Like that’s what I have to do. It’s not about tactics, and tactics means make more calls. It’s about infinitely curious about my people and that’s what’s going to help me do my job better.” -Gabrielle Blackwell [48:55] TIMESTAMPS [00:01] Intro [00:32] Meet Gabrielle Blackwell [02:05] Her career trajectory [08:07] Is sales for everyone? [11:38] The ingredients for her own individual contributor success [16:49] Her mindset in penetrating enterprise accounts [23:13] Giving back with education [29:56] Her strategies and tactics [40:09] How she will lead and inspire in her new role [51:41] Gabrielle’s final thoughts and Womens in Sales Club RESOURCES Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade. By Rex Biberston and Ryan Reisert Maslow's hierarchy of needs Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity by Kim Scott CONNECT Gabrielle Blackwell on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Ron Nelson 40:52
40:52 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי40:52
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Ron Nelson, Account Executive at Oracle and formally at Comparably. Ron shares his experience starting as an SDR and working his way up to leading a team of 27 SDRs at Information Builders. He also shares unique insight and management perspective from his previous roles to build different types of teams. Listen as he discusses his strategies on producing content and communicating tone in sales. WHAT YOU’LL LEARN How he started as an SDR and the transition to a manager role His process from what he’s learned to build his own team and how he coaches and trains once he finds people who have the skill sets or potential How he reincorporated what he learned being an SDR and SDR leader when he returned to sales His strategies for producing content and communicating tone, and how he took reins and partnered with marketing How he takes his experience as an SDR manager into the culture-building approach at Comparably What he would tell enterprise sales development leaders in regards to hiring and sourcing The biggest misses that he sees around culture and enterprise sales development and what he looks for in people who need help with this QUOTES “In sharing that knowledge, we’re all learning and growing and developing quicker. We’re learning from one another’s mistakes, and we’re learning from one another’s successes.” -Ron Nelson [05:25] “One of the main things that I see that’s problematic is managers rescheduling one-on-ones. And then that’s the message you send to the SDRs. That this is not important. It’s not a priority. You have to make that a priority.” -Ron Nelson [10:27] “This is really fun what we do. I enjoy what we do. And I want to hire people that have that same mindset.” -Ron Nelson [17:25] “If you’re sharp, if you’re polished, you got great tone, you sound like a professional, then you’re already going to stand out from half of the people that are picking up the phone.” -Ron Nelson [23:13] “It’s one thing to get the title. It’s another thing to actually be good at the role.” -Ron Nelson [38:48] TIMESTAMPS [00:01] Intro [00:28] Meet Ron Nelson [01:58] Entering Sales Development to Manager [06:52] His process with building his team and developing skill sets [11:33] Transitioning back to sales [16:04] His management approach [18:22] Strategies to produce content and communicate tone [26:59] Using what he’s learned at Comparably [31:45] What he tells enterprise sales development leaders with sourcing SDRs [34:42] Misses that he sees among culture and enterprise sales development [39:50] How to contact Ron CONNECT Ron Nelson on LinkedIn Oracle website Comparably website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Rakhi Voria 51:46
51:46 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי51:46
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Rakhi Voria, Vice President of Global Sales Development for IBM where she oversees over 350 SDRs. She came to IBM after several years at Microsoft, where she played a key role in building out their digital sales force, growing the team to 2,000 sellers, and the global business unit to over $8 billion in under three years. Rakhi brings her perspective to discuss how IBM defines sales development and integrates personalization. She also talks about how she builds a sales force on a large scale and what she’s learned combining inside sales with incubation. WHAT YOU’LL LEARN What she has seen during her time at Microsoft and IBM and what she thinks has been different for her than others going through other spaces What she’s learned combining inside sales with incubation and the one thing she would tell herself building something of that scale How IBM defines digital sales development and their inclusion of the word “digital” Where she starts and prioritizes when she builds a sales force How she’s integrated personalization at IBM and how they develop nurture journeys How IBM defines sales development, maintain accountability and manage the team without traditional metrics How the pandemic has affected Service-Level Agreements (SLAs) and communication Her passion for creating more diverse places and inclusion and what she would tell women who are interested in the enterprise space QUOTES “Corporate’s interesting because there’s so much you can learn in a startup, because there’s so much agility, and there’s the ability to make decisions in a swift and fast manner. But I think what you get in a corporation is you really learn how to deal with efficiency and scale and process and structures and tools in a way that you don’t.” -Rakhi Voria [04:11] “Even though you’re in a startup within a corporation, the risk may be lower, but I think the expectations are just as high.” -Rakhi Voria [07:38] “I think what we’re seeing in the industry is that customers want us to meet them on their terms. They want us to make it personal and to keep making it better.” -Rakhi Voria [15:06] “We’re only reaching out to clients when we think that we have something that will benefit them. I think gone are the days where you sort of take the ‘spray and pray’ approach. It’s more of ‘What can we do to get clients to want to come to us?’” -Rakhi Voria [18:38] “There’s no point in putting so much effort into getting people in the door if you’re not going to foster an environment where they can thrive and succeed.” -Rakhi Voria [41:13] TIMESTAMPS [00:01] Intro [00:27] Meet Rakhi [02:14] What she’s seen in the industry [05:17] What she’s learned combining inside sales with incubation [08:52] What is digital sales development [14:35] Integrating personalization at IBM [21:47] How IBM defines sales development [30:16] How she manages the team without traditional metrics [35:06] How the pandemic has affected SLAs and communication [40:19] The blending of personal and business communications [43:18] Her passion for creating more diverse places and inclusion [49:21] How to contact Rakhi RESOURCES Salesloft IBM Products General Data Protection Regulation (GDPR) CONNECT Rakhi Voria on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Isabella Yani 41:24
41:24 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי41:24
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיEnterprise Sales Development with Isabella Yani Learn more about your ad choices. Visit megaphone.fm/adchoices
1 Enterprise Sales Development with Tibor Shanto 52:28
52:28 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי52:28
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Tibor Shanto, an author and expert consultant. Tibor discusses how he bases what he does with objective-based selling and how his methodology and formula is suited to playing the probabilities of volume-based research. He shares how he creates feedback looks and how he balances executing activities with coaching and leveling up. He also talks about his podcast, The Monday Morning Breakfast For Champions Podcast. WHAT YOU’LL LEARN How Tibor base everything he does around objective-based selling His prospective methodology and formula that is suited to playing the probabilities of volume-based research How he creates feedback loops, how far he goes to gather the information and follow up Why professional interruption should be moved to the top of the original messaging The difference between what sellers and sales developers think are important business objectives versus what the business’ actually care about How people consume Tibor’s content in 2021 differently, his tips for listeners to best put their time to level up in enterprise sales development and the worst advice he constantly hears How he balances executing activities with things like coaching and leveling up What listeners can expect on his podcast, The Monday Morning Breakfast For Champions Podcast QUOTES “I liken it to a train. All the buyers are in the front car and then as you go further and further back, there’s less and less closer to buyers. But I figured if I can get on the train and continue to move with them, then eventually they’ll become buyers.” -Tibor Shanto [05:53] “There’s always that tension between marketing and sales, but I think marketing has it right. When somebody’s that far away from a decision, help them get to the point where they can make those decisions as opposed to trying to ram the decision now when you know it’s not going to happen” -Tibor Shanto [24:12] “We’re the only profession that doesn’t practice between games.” -Tibor Shanto [27:52] “I think you can be very good, assertive salesperson that does well for their company, and at the same time does well for their customers.” -Tibor Shanto [29:18] “I really do think that a manager's job is to be an active frontline leader, so if you’re not coaching, what are you doing?” -Tibor Shanto [39:24] TIMESTAMPS [00:01] Intro [00:21] Meet Tibor Shanto [00:57] Objective-based selling [05:35] His methodology and formula [09:02] Feedback loops [14:26] The last page of the novel [18:37] Differences in business objectives [27:09] Gentle love but draw the line [30:28] How people consume his content in 2021 differently [32:54] The worst advice he hears [36:53] Balancing executing activities with coaching and leveling up [44:26] The Monday Morning Breakfast For Champions Podcast [50:10] How to contact Tibor RESOURCES The Ten-Day MBA 4th Ed.: A Step-by-Step Guide to Mastering the Skills Taught In America's Top Business Schools by Steven Silbiger Enterprise Sales Development with Gerry Praysman In-Depth: B2B Tech Vendors (Still) Don’t Meet Buyers’ Needs: TrustRadius Report Mike Bosworth Talks Storytelling & Sales Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Jon Selig 47:36
47:36 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:36
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Jon Selig, who merges sales with comedy. Jon talks about how he gets into the understanding of the brain of the people he’s trying to communicate with from a salesperson’s perspective. He also discusses how he helps salespeople use the lens of a stand-up comedian to better understand their buyers. WHAT YOU’LL LEARN Jon’s observations of sales teams from early 2000s to today and how this has changed the psychology of the buyers he’s going after now What has changed in selling, how to reach buyers who are avoiding sellers and how Jon disarms them with comedy How he teaches organizations and SDRs to find those comedic bits and the visual component to jokes How his time in sales development helped him with comedy Lessons he’s learned from bad salespeople and bad comedians and how he approaches that space in general How he approaches jokes through the different mediums and how he applies this approach to a medium like LinkedIn QUOTES “I think buyers are always going to react to sellers’ tactics. They’re trying to avoid sellers, let’s not kid ourselves. Let’s not make ourselves out to be the heroes that we know we really are. They want to duck us, but if they manage to catch them and we offer them something of value and we can stand out, they’re going to talk to us.” -Jon Selig [10:01] “But ultimately, I use humor to paint a powerful picture about what sucks from my buyer which it just so happens is something I can help them with.” -Jon Selig [17:04] “I’m not trying to turn sales reps into comedians with Netflix specials, and I’m not even trying to get our buyers rolling on the floor. If they do, great, but I’m trying to get sales reps to better connect with buyers and have easier conversations. And a joke is just connecting tissue between buyer and seller.” -Jon Selig [17:26] “Jokes are like mini-stories. We talk about storytelling in sales, but the right jokes are just condensed stories that get a laugh.” -Jon Selig [25:39] “The beauty of good joke writing is the brevity.” -Jon Selig [33:03] TIMESTAMPS [00:01] Intro [00:25] Meet Jon Selig [05:12] Jon’s observations from early 2000s to today [08:36] How this changed the psychology of the buyers [11:16] Incorporating comedy into sales calls [19:43] How he teaches and coaches to find those types of bits [25:49] Did Jon’s time in sales help him with comedy? [30:19] What he’s learned from bad sales people and comedians [38:22] How to think about the different channels affecting the message [42:24] Applying this approach to a medium like LinkedIn [44:07] How to contact Jon RESOURCES Oracle Corporation Cadence Elliott Gould on Friends Bill Burr Greg Fitzsimmons CONNECT Jon Selig’s website Jon Selig on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Jed Mahrle 40:37
40:37 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי40:37
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Jed Mahrle, Global Manager of Outbound Sales Development at PandaDoc. Jed talks about his journey and the lessons he’s learned from being the youngest SDR hire at PandaDoc to his current role. He shares insights on which metrics for sales leaders to focus on and the three things he specifically looks for. He also discusses how he bridges communication with inbound, outbound and marketing. WHAT YOU’LL LEARN How Jed’s parents’ upbringing inspired his entrepreneur spirit His journey from starting as the youngest SDR hire at PandaDoc to his current position as Global Manager of of Outbound Sales Development How he lead leaders Successful ways to form relationships with SDRs and AEs The three things Jed looks in metrics The feedback loop with inbound, outbound and marketing QUOTES “If you can’t identify during the interview process what are they motivated by, what’s that next step and how can I motivate this person, then I try to stay away from that. I rather have somebody who’s really hungry and really motivated, because if I believe in myself as a leader and the process that I built out, I know I can train them in the right way.” -Jed Mahrle [05:14] “I think those first three months in your first SDR role should really be about putting in the activity as much as possible, so you can kind of learn the things you don’t know because of that lack of experience.” -Jed Mahrle [08:07] “There needs to be at least weekly meetings between the SDRs and AEs in my opinion.” -Jed Mahrle [14:43] “I think it works best when you align SDRs to specific verticals.” -Jed Mahrle [22:41] “The most valuable information for your messaging is going to come from your customers.” -Jed Mahrle [24:45] TIMESTAMPS [00:00] Intro [00:31] Meet Jed Mahrle [01:57] His start at PandaDoc [04:33] The hiring process [07:24] Jed’s progression path [08:51] Leading his team and leaders [17:37] What metrics are meaningful [20:13] Differentiating skill sets for SDRs and leaders [21:33] PandaDoc’s ideal customer profile [25:07] Combining inbound, outbound and marketing [29:54] How Jed pays it forward [33:05] Where he sees the SDR role moving forward [35:00] Email skills and use cases [39:33] How to contact Jed RESOURCES Praxis Stephen Chase RevGenius Enterprise Sales Development with Ding Zheng and Ryan Scalera CONNECT Jed Mahrle on LinkedIn The Practical Prospecting Newsletter PandaDoc website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with John Girard 51:45
51:45 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי51:45
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with John Girard, CEO of CIENCE. John does a deep dive into principles and the psychology behind being the CEO. He shares how he has helped to create founding principles and core beliefs at the companies he’s worked for. He also talks about how he balances the many hats he has to wear as CEO and his guiding hand philosophies for running an organization of this size. Listen as he discusses why he thinks sales can be an enormous service to the world. WHAT YOU’LL LEARN The CIENCE way: how it helps them decide which clients to work with, how it became part of the corporate path and how it came together The evolution of the sales space and the rise of sales specialization John’s most hard learned lessons and how they informed what he does at this stage How John balances the many roles he plays at CIENCE while maintaining his core principles How sales can be an enormous service to the world His guiding hand philosophies for running an organization of this size The meaningful and standout trends John has seen in the SDR world and how has it changed QUOTES “Even if you never do anything in sales for the rest of your career, a year or two years at CIENCE, doing this kind of work, will change the outcome and the trajectory of your life.” -John Girard [14:34] “Conventually, we’ve been told to work on your weaknesses, to level yourself up in the areas where you’re not good. I think that’s terrible advice, and there’s a lot of evidence now that that’s not the way to do things at all. That the way to do things is actually work on and amplify your strengths and become world class in just one thing or a couple of things that aren’t often put together and then let other people help you fill the gaps on the weakness side.” -John Girard [19:02] “Uncertainty. It’s part of everything. It’s not just a business reality. It’s a reality of being a human, and I think having, there’s that word resilience again, developing resilience and developing some approaches that help to navigate uncertainty, especially when it manifests, has been really, really helpful as a leader.” -John Girard [24:52] “I think embracing that, going into these kinds of conversations with actually a belief that I’m probably at least a little bit wrong about this is pretty handy. It’s good for going to conversations with one’s spouse as well, I would say.” -John Girard [30:55] “The only way to approach anything at scale is through principles.” -John Girard [35:36] TIMESTAMPS [00:00] Intro [00:30] Meet John Girard [02:04] His experience leading up to CEO [05:30] The CIENCE Way [10:49] A steady diet of failure [15:39] Sales specialization [21:59] John’s most hard learned lessons [27:39] The many hats [32:14] Sales can be an enormous service to the world [34:37] Guiding hand philosophies for running an organization [38:49] The SDR world [43:46] Where CIENCE goes in the future [49:53] How to contact John RESOURCES Principles: Life & Work by Ray Dalio Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler Zero to One: Notes on Startups, or How to Build the Future by Peter Thiel with Blake Masters CONNECT John Girard on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Chris Beall 1:04:37
1:04:37 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי1:04:37
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Chris Beall, CEO at ConnectAndSell. Chris draws from his 10-year career to share his tips and tricks to sell authenticity and transfer confidence in a cold call. He breaks down every word of a cold call intro that he has seen successful and how to architect and structure conversations. He also talks about how he got involved in ConnectAndSell and how the company differentiates themselves from other sales companies. WHAT YOU’LL LEARN How he got involved with ConnectAndSell How ConnectAndSell differentiate themselves from other sales companies The biggest lessons Chris has learned in his 10-year journey in building the hybrid-category company Tips and tricks to get senior executives to invest the time to learn and trust the process to move forward with more effective cold calling Two things to accomplish in sales and where cold calling works in two areas The craft behind the first seven seconds The Market Dominance Guys podcast QUOTES “The way we differentiated ourselves was simple. We used our own technology to cut through all the noise and talk to people.” -Chris Beall [07:55] “You’ve got to recognize that when you’re solving a real problem, it’s going to take years. It takes years to understand the deep nature of any problem.” -Chris Beall [13:03] “The beauty of cold calling, which most people don’t get, is if your goal is trust, you succeed 100% of the time. If your goal is a meeting, you succeed some other amount at a time.” -Chris Beall [18:42] “You need an audience. You need to have that feel for your audience, which means you need to practice live.” -Chris Beall [47:46] “The emotional path you want to take them on is from fear, their fear, not yours, to trust to curiosity, not value, to commitment and eventually to action.” -Chris Beall [55:26] TIMESTAMPS [00:00] Intro [00:31] Meet Chris Beall [02:43] How he got involved with ConnectAndSell [06:06] Differentiating themselves from others [11:57] The biggest lessons he’s learned in his journey [17:39] Seven seconds of a cold call [20:12] Getting the senior executives to trust the process [26:14] Two things to accomplish in sales [31:09] Where he thinks SDRs and AEs fail [37:30] Things to read to grasp everything about sales [41:38] Where cold calling works [47:17] The craft behind the first seven seconds [55:06] The emotional path [1:03:21] Market Dominance Guys podcast RESOURCES Shawn McLaren Chris Voss Flip the Script: Getting People to Think Your Idea Is Their Idea by Oren Klaff Out of the Crisis by W. Edwards Deming Us Weekly The Royal Family Downton Abbey CONNECT Chris Beall on LinkedIn ConnectAndSell website Market Dominance Guys podcast CIENCE website Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Andy Paul 52:09
52:09 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי52:09
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Andy Paul, author of Sell Without Selling Out: A Guide to Success on Your Own Terms. Andy teases some of the things in his book, including the four pillars of selling in. He discusses some of the things that salespeople do that don’t advance the sales and his approaches. He also breaks down why people have negative connotations with salespeople and what we can do to redirect sales including creating positive buying experiences and leading with honesty and empathy. WHAT YOU’LL LEARN The philosophy behind his book, Sell Without Selling Out: A Guide to Success on Your Own Terms The four pillars of selling in The misconception between relationships and sales Why he thinks sales leaders should be based on the number of sellers that make their quota His thoughts on scripts vs roadmaps, how to select candidates for inbound and outbound and his approach to listening to understand rather than listening to respond QUOTES “If selling out is being sales-y, selling in is what your buyers need from you.” -Andy Paul [09:23] “So what’s it cost you to be friendly? Anything? No, I don’t think so. There’s so few things that we control in sales, and being friendly is one of them.” -Andy Paul [13:54] “The only people skill that you need is really just like, can you make a friend? You’re not trying to make the buyer a friend, but the same motion that you go through to make a friend is how you connect with another human being.” -Andy Paul [14:44] “The weakness of the process for many companies is, especially when you’re selling something more complex, is you put your least knowledgeable people at the point of attack and expect them to have productive conversations. It’s really sort of unfair.” -Andy Paul [35:34] “I think what we just want to focus people on is listening to understand versus listening to respond. Draw that distinction.” -Andy Paul [45:43] TIMESTAMPS [00:00] Intro [00:31] Meet Andy Paul [02:07] His new book, Sell Without Selling Out [08:59] The four pillars of selling in [11:50] The misconception between relationships and sales [20:47] Basing sales leaders on sellers’ quotas [24:39] Continual feedback and objection handling [34:22] Scripts vs road maps [38:44] Skills between inbound and outbound [45:11] Listening to understand [50:06] How to contact Andy RESOURCES Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul Pre-suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini Chili Insights: Average B2B Vendor Response Times CONNECT Andy Paul’s website Andy Paul on LinkedIn Sales Enablement Podcast with Andy Paul CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Insta Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with David Dulany 50:49
50:49 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי50:49
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with David Dulany, Founder and CEO of Tenbound. David talks about how sales development has changed through his career and the skills and methodologies have stuck with him. He provides tips for sales coaching to level up your coaching game as well as best practices when it comes to scaling. He also provides suggestions to help you prepare for an SDR role and shares what skills and experience he looks for when building an ideal SDR team. WHAT YOU’LL LEARN How sales development changed in David’s eyes and some turning points he looks back on What excites David on the events he puts together Sales skills and methodologies have stuck with David through his years in the industry and strategies that have scaled well The skills and experience he’s looking for when building an ideal sales development team Suggestions to help you prep for an SDR role Why he made the switch to CEO and what that role is like The hallmarks of really good coaching and specific metrics that leaders and coaches should focus on QUOTES “The basic building blocks of sales skills are still important for people doing the SDR job and people running the teams. Really need to focus on making sure that they scale up their team to have that vocabulary to be able to talk to prospects and put messaging together that really helps.” -David Dulany [11:45] “You have to feel it, and it’s got to come from deep inside your bones.” -David Dulany [31:19] “Support sales development as a critical connection tissue across the go-to-market team, and celebrate and respect the critical role that they have to really bring this together.” -David Dulany [23:04] “Hire slow and make determinations fast.” -David Dulany [28:56] “Is your goal to build pipeline? Predictable, regular pipeline so you can walk into the board meeting confident quarter after quarter. Or is your goal to build an in-house farm team and give people an opportunity to build their career and stuff like that? Which is great. Most want both, right? So I would run them parallel as long as you’re getting great results from the agency and keep it going.” -David Dulany [48:29] TIMESTAMPS [00:00] Intro [00:29] Meet David Dulany [01:52] The events David puts together [04:51] How has the industry changed [07:51] Adoption and utilization [10:49] Tried and true skills and methodologies [15:42] Strategies that have scaled really well [21:05] Bridging communication gaps [24:31] Building an ideal sales development team [29:22] Prepping for SDR roles [34:20] Why the switch to CEO [39:18] The hallmarks of good coaching [43:09] The most effective sales development team [49:10] The virtual event series and how to contact David RESOURCES Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler Salesforce Market Map Building a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller The Tenbound Sales Development Conference Multi-level marketing GitLab Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Dionne Mejer 52:58
52:58 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי52:58
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Dionne Mejer, CEO and Founder of Inside Sales by Design. Dionne shares her best practices with scaling inside sales teams and what works and what hasn’t worked. She also discusses leadership versus the manager mentality and why the purpose statement is the team’s North Star. Listen for her advice on learning scripts and messaging and how to sound more human and more natural on the phone. WHAT YOU’LL LEARN What has changed the most in the landscape of the inside sales and outbound SDR culture in 2022 How Dionne helps bridge the gap with the team members who are on different levels and how she get everyone on the same page Why the purpose statement is the team’s North Star The difference between managing the team vs leading the team Her tips to handling calls What to expect in her upcoming book that will be released at the end of this year Practices that she has found to scale really well and practices that are better for individual approaches What Dionne wished she has known at the start of her career that would have informed different decisions QUOTES “We can’t coach our team if we haven’t set the right expectations.” - Dionne Mejer [05:45] “We’re going after unity, not uniformity.” - Dionne Mejer [08:10] “Our purpose isn’t to hit a quota. That is never the purpose. That is a result. Our purpose as a team is to delight our customers, make their engagement with us the best thing that’s happened to them that day.” - Dionne Mejer [11:23] “We should be different next year than we were this year.” - Dionne Mejer [19:27] “Give yourself some grace and what you’re not good at today, if you work hard at it, you’ll be good at it tomorrow.” - Dionne Mejer [42:18] TIMESTAMPS [00:00] Intro [00:29] Meet Dionne Mejer [02:41] Changes with inside sales and outbound SDR culture [04:41] Getting everyone on the same page [08:59] The team’s North Star [16:05] Manager vs leader mentality [19:37] SDR is impossible work [24:09] Handling calls [33:13] Her upcoming book [34:08] Practices that scale really well vs individual approaches [41:07] The perfectionist mindset [44:44] Using a script and/or roadmap [51:58] How to contact Dionne RESOURCES Raising Men, Not Boys: Shepherding Your Sons to be Men of God by Mike Fabarez The Mighty Ducks The Mighty Ducks - Goldberg The Goalie Is Born Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink and Leif Babin The Dichotomy of Leadership by Jocko Willink and Leif Babin Jocko Podcast Regie.ai CONNECT Dionne Mejer on LinkedIn Dionne Mejer on Twitter Inside Sales by Design website Inside Sales by Design on LinkedIn CIENC Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Rob Simmons 47:41
47:41 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:41
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Rob Simmons, VP of Sales Development at LeanData. Rob talks about entering into his role where he leads 20+ SDRs after first being a customer. He discusses how he scaled his team and is responsible for a lot of the growth. He also shares how his experience as a football coach informs his leadership style and his approach to coaching and leadership today. WHAT YOU’LL LEARN His experience as a coach and his transition from coaching into sales How his coaching experiences carry overs into his leadership in sales His thoughts on employee retention The Four C’s he looks for when hiring The most important thing when onboarding and training a new SDR Suggestions for certifications and things an SDR can do prior to the interview process Takeaways from his time at Outreach Using proof points and what the narrative arc looks like at LeanData Sales methodologies that he finds incredibly valuable as well as disciplines and coaching skills he looks to instill to his team How he coaches reps to take really hard objections and how he straightens the SDR/AE relationship QUOTES “I do love people who come from a team sports background. I think it just breeds the right kind of culture of competitiveness, but not at the expense of others. Like ‘We’re a team here together and we can help each other and all be successful together’ is very much the culture I try to instill within my teams.” - Rob Simmons [10:50] “I’ve realized that you can find SDRs within any background whatsoever, and it’s more about the intangibles that they have.” - Rob Simmons [12:06] “The phone still works. And I’m a big preacher of leaving voicemails, even if you don’t catch people.” - Rob Simmons [20:21] “Alway be practicing, but you just got to pick up the phone and go.” - Rob Simmons [31:51] “You always, no matter what it is, want to show what good looks like.” - Rob Simmons [41:13] TIMESTAMPS [00:00] Intro [00:29] Meet Rob Simmons [01:53] Scaling sales development and employee retention [06:54] His team of SDRs [08:26] His experience as a coach [11:20] The Four C’s [14:21] Onboarding and training a new SDR [16:46] Takeaways from his time at Outreach [22:01] Proof points and what the narrative arc looks like [29:03] Sales methodologies [31:59] Disciplines and coaching skills he instills to his team [36:18] Working with hard objections [39:18] Eye-opening responses [41:23] Straightening the SDR/AE relationship [46:08] How to contact Rob RESOURCES Rick Neuheisel Outreach Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Salesloft blog Outreach blog 6sense blog Gong Labs Blog Chorus blog CONNECT Rob Simmons on LinkedIn LeanData w Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Morgan Ingram 49:08
49:08 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי49:08
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Morgan Ingram, Director of Sales Execution and Evolution at JBarrows Sales Training and creator at 1UP Formula Podcast. Morgan shares his insights about routines, mindset and preparation for SDRs. He also discusses how he stays on top of the current trends and his approach to building a presence on LinkedIn. WHAT YOU’LL LEARN The origin behind his title as Director of Sales Execution and Evolution, why he chose it and how it relates to what he does at JBarrows Sales Training Self-reflecting sales skills for SDRs who are afraid to listening to their calls His routine that preps him for his day Relationships betweens SDRs and AEs and keeping that curiosity alive internally How he stays on top of current trends and move them into the sales side QUOTES “Sales is a life skill. And the faster that you realize that, that everything you do is sales, you’re gonna be just way better off.” - Morgan Ingram [15:03] “My goal is try to win the week.” - Morgan Ingram [19:43] “It’s a puzzle, and you have to figure out where the puzzle pieces to bring that together, but the only way you can do that is by asking the right questions with genuine curiosity and caring about their business and what’s going on, so you can uncover if you truly can help.” - Morgan Ingram [25:06] “So the thing is I’m not married to any channel, any outbound channel, any social media channel, nothing. All I’m married to is the process and figuring out where is the attention and where is the audience, and then how can I convey the same thing that I always say in a different way.” - Morgan Ingram [33:38] “I honestly wished we could turn off all followers in everything, and we will probably have more quality relationships with people. We wouldn’t judge people on the first indication of their followers and their engagement and whatever that may be. We would just focus on the value that they’re bringing.” - Morgan Ingram [38:38] TIMESTAMPS [00:00] Intro [00:29] Meet Morgan Ingram [02:02] Director of Sales Execution and Evolution [08:26] Self-reflecting sales skills [14:32] Morgan’s routine [22:03] Finding the puzzle pieces [25:57] Relationships betweens SDRs and AEs [32:04] Staying on top of current trends [35:47] His approach to building a presence on LinkedIn [39:15] His LinkedIn courses [42:47] Having an Individual brand within a brand [45:25] What’s next for Morgan [48:01] How to contact Morgan CONNECT Morgan Ingram on LinkedIn 1UP Formula with Morgan J. Ingram JBarrows Sales Training website JBarrows Sales Training on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Collin Mitchell 45:30
45:30 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:30
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Collin Mitchell, Chief Revenue Officer of Sales at Salescast. Salescast is in the business of helping others create podcasts, and Collin shares why he thinks every person in sales should have a podcast. He talks about the techniques he uses to get guests for his podcast, actionable insights and advice on where to get started as well as free resources and tools. He also gives advice on mistakes to avoid and how podcasts can and should be used with outbound. WHAT YOU’LL LEARN Some methodologies that Collin braces and styles that he tried and were not for him Collin’s style and what he’s learned picking styles and mastering them Some of the outbound activities that he’s invested time in and experiments he’s done Collin’s approach to LinkedIn How podcasts can and should be used with outbound Tips for bad interactions and how to learn how to quickly move on What motivates and inspires him QUOTES “Pick a style. Stick with it. Master it. Make it your own. That’s when you’re going to become the most confident. That’s when you’re going to see better results. That’s where it’s going to feel more authentic and genuine as you as a person rather than more of like a robot or reading a script.” - Collin Mitchell [03:55] “The content that performs well for building authentic relationships, connections and leads is original content.” - Collin Mitchell [18:36] “So I have a bit of a crazy thought and a lot of people would disagree with me, but I believe everybody in sales should have a podcast.” - Collin Mitchell [20:11] “You can do everything right in a sales interaction, whether it’s a cold call, whether that’s running a discovery. Even like an AE or whatever the case is, you can do everything right exactly the way you should have, and you can still lose. And you have to be ok with that.” - Collin Mitchell [30:29] “Learning those hard and soft sales skills are important, but taking care of you first is more important, and then those things will come easier. Even if you’re not the best at them, you’ll do better.” - Collin Mitchell [35:05] TIMESTAMPS [00:00] Intro [00:28] Meet Collin Mitchell [02:42] Methodologies that worked and didn’t work [05:53] Collin’s style [09:33] Outbound nerdiest activities [12:28] Collin’s approach to LinkedIn [17:43] Unified messaging [19:52] How podcasts can and should be used with outbound [28:57] Bad interactions [32:49] Skills that transfer to sales and outbound [37:07] What motivated and inspired him [39:42] About Salescast [43:37] How to contact Collin RESOURCES Enterprise Sales Development with Josh Braun The Million Dollar Rebuttal and Stratospheric Lead Generation Secrets: Cold Calling is NOT a Numbers Game! by David Walter Salescast Podcast Episode #123 Cold Calling is not a Numbers Game with David Walter Vidyard Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul Sales Enablement Podcast with Andy Paul Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Appy Choudhary 45:59
45:59 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי45:59
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Arpit “Appy” Choudhary, Head of Sales Development at Blend and previously at LaunchDarkly. Appy shares his insights on how to run a sales development team and the sales techniques that have worked for him throughout his career. He discusses scaling efficiency tips, his gifting techniques and ways of managing an SDR team. WHAT YOU’LL LEARN The practices Appy has taken up since the remote shift to keep his team inspired and motivated What he uses to measure the success of his team and what kinds of analytics he would encourages sales leaders to take a look at when measuring success of a team His thoughts on driving personalization through sales outreach and how he helps his reps prepare for these calls Appy’s favorite sales methodologies How he coaches an SDR for a specific conditioned response His perspective on the departmental shift between SDRs and marketing The skill sets SDRs need vs the ones developed in the closing role and how SDRs can bridge that gap How he screens for SDRs during the hiring process What he feels is changing the most about the SDR role QUOTES “We started doing weekly call review sessions, where we probably bring four to five calls as a group together. Everyone would listen to the call on the meeting, enter their Gong score card and then give the feedback on the call itself. This encourages a lot of people to learn, not just from their leader, but from their peers.” - Appy Choudhary [05:37] “If the culture of the team is good, then anything can be achieved. If the culture is not great, it becomes difficult to experiment new things.” - Appy Choudhary [09:23] “So the difference I see is that calls work more with the banking sector compared to the VP engineer and persona we were going after. ‘Cause in this space, people are in their roles for a really long period of time. They’re not very tech savvy. They’re not active on LinkedIn, but they’re more active on the phone.” - Appy Choudhary [13:10] “It’s all about asking the questions and asking for their permission rather than throwing things on them.” - Appy Choudhary [27:12] “Someone who’s persistent than consistency is very important when you’re an SDR because 99% of the time the answer is going to be no.” - Appy Choudhary [35:52] TIMESTAMPS [00:01] Intro [02:00] Meet Appy Choudhary [03:34] Practices he has taken up since the remote shift [07:15] The size of his team and measuring team’s success [14:28] Driving personalization through sales outreach [19:34] His favorite sales methodologies [26:03] Coaching for a specific conditioned response [31:59] The departmental shift between SDRs and marketing [34:42] The division of skill [37:37] Screening for SDRs [42:56] What he feels is changing the most about the SDR role [44:41] How to contact Appy RESOURCES Sendoso Charlie Brown’s teacher speaking The Sandler Selling System MEDDIC Gong CONNECT Appy Choudhary on LinkedIn Appy Choudhary on Twitter CIENCE website Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Dr. Carmen Simon 54:09
54:09 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי54:09
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Dr. Carmen Simon, a instructor at Stanford Continuing Studies, Cognitive Neuroscientist at Memzy and Chief Science Officer at Corporate Visions. Dr. Simon deconstructs a cold call and how the brain interprets every part of that outbound exercise. She also provides tips, research and examples of what’s happening to the brain with a cold email. WHAT YOU’LL LEARN What lead her to study and get her PhD in Neuroscience How to get more successful interactions from cold calls by understanding the neuroscience and best techniques for the average cold caller Debunking the idea that it takes 21 days to form a habit and the brain science for interrupting a habit Research that makes outreach more meaningful in marketing and sales messaging and the data that explains what happens during the listening and viewing a pitch Tactics she would suggest for cold emails and texts and techniques to reduce cognitive workload Her thoughts on the herd mentality behind decision making and how to decrease the pressure as you construct messages QUOTES “Everyone you’re addressing personally or professionally has a brain, and it’s important to know a little bit at least about how the brain reacts to communication and business communication in our sense.” - Dr. Carmen Simon [02:43] “So out of that list, we’re cold calling or any other persuasive environment for that matter, I would invite our listeners to think about the promise of being in control. I think one of the reasons why perhaps people don’t react so positively to cold calling is because they’re not in control.” - Dr. Carmen Simon [16:23] “Sometimes the ego takes over, and we want to impress others with a lot of novelty, with things that perhaps they will have not experienced or done before. And sometimes that works against us because with novelty comes the extra cognitive resources that you’re hoping somebody has. And these days people are so taxed that it’s a bit harder to rely on that.” - Dr. Carmen Simon [19:35] “Because what we’re noticing in business is that people try to use too many words that are fancy. They’re very jargon, and even if you’re talking to experts, experts still have human brains.” - Dr. Carmen Simon [40:03] “The moment that we create something that is indeed steeped in scientific principles, then all of us can benefit and address an ever evolving business brain.” - Dr. Carmen Simon [51:40] TIMESTAMPS [00:01 Intro [00:30] Meet Dr. Carmen Simon [03:01] How she came to study neuroscience [04:47] Sharpening receiving and creating [08:07] How to get to more successful interactions [14:50] Best techniques for the average cold caller [19:15] Seemingly no effort [20:08] 21 days to form a habit [27:13] Research to make outreach more meaningful [34:54] Tactics she would suggest for cold emails and texts [40:34] Herd mentality behind decision making [51:10] How to contact Dr. Carmen Simon CONNECT Corporate Visions website Dr. Carmen Simon on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Tom Slocum 48:15
48:15 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי48:15
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Tom Slocum, Program Director of RevGenius and co-founder of RevLeague. Having been an SDR himself, Tom shares his try-and-true methods, and he details how he effectively uses office hours to coach his reps. He also discusses how he wants to change the way we approach the market by simply being human. WHAT YOU’LL LEARN Why Tom is focused on being human and how he coaches simplicity through the three Rs Tips for SDRs to find success as they research to personalized at scale with relevance Advice he has for SDRs who wants to bolster their LinkedIn presence How he facilitates community growth during the COVID-19 pandemic How Tom coaches and the structure for office hours Where best practices end and gimmicks begin Why Tom thinks the phone is the most slept on channel for outreach QUOTES “Just be conversational. People are people. Like I don’t need this whole drawn out, fuzzy words and buzz words about my growth.” - Tom Slocum [02:27] “Look at ways that you can tie in the research to what you’re trying to do.” - Tom Slocum [08:37] “Sales development is just a skill. It’s not who you are. Who you need to be is your buyer persona.” - Tom Slocum [11:56] “Too many people think they start creating first. Well, you can’t. Nobody’s going to come. Go get your base first. Go build a community of people first, then step out and watch what they do for you.” - Tom Slocum [19:24] “If you have to sell, you’re doing your job wrong. That means you're forcing a square into a circle, and it doesn’t work.” - Tom Slocum [45:08] TIMESTAMPS [00:01 Intro [00:28] Meet Tom Slocum [01:43] What Tom is focused on right now [03:35] How he coaches simplicity [07:21] Personalizing your message with research [10:37] Be your buyer persona [16:05] Bolstering your LinkedIn presence [20:24] Facilitating community growth [23:23] Coaching tonality and what’s working in the space today [29:06] Where best practices end and gimmicks begin [32:05] One-on-one coaching vs group coaching [37:24] The most slept on channel for outreach [45:36] How to contact Tom CONNECT Tom Slocum on LinkedIn Tom Slocum’s Linktree RevGenius website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Josh Braun 43:49
43:49 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי43:49
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Josh Braun, an expert in helping sales leaders, CEO’s, and founders create systems to generate a steady flow of meetings each month with qualified buyers. He is the founder of his own sales consulting firm, Josh Braun Sales Training, a former Head of Business Development at Basecamp and the Co-Founder & CEO of Sales DNA. Josh shares his wisdom on sales and discusses the zone of resistance and how to lower it. Using mock call role playing, he also talks about how to build familiarity quickly and effectively in the first 10 seconds of a cold call. WHAT YOU’LL LEARN High lessons Josh has learned over the years since he’s gone on the consulting front The zone of resistance and how to lower it Why you should start with intent and how to use your language, intent and tonality to get to the truth behind the objections Why labeling and making people feel heard and understood is key What an SDR can do in the first 10 seconds to build familiarity quickly and effectively in a cold call QUOTES “Your thoughts affect what you say. So when your intent is ‘I got to talk everybody into everything,’ you end up sounding in ways that feel manipulative, salesy and off-putting, and often people go into the zone of resistance.” -Josh Braun [04:27] “About 10 years ago, I came to this realization that in order to change that, I have to start with my intent, meaning what’s my goal? And so when I cold call people, my goal is this, ‘I wonder if this person has a problem.’ Not ‘they definitely have a problem, I have to pitch them.’ So my cold call approach is completely different.” -Josh Braun [08:33] “That’s the secret to labeling is making people feel heard and understood. It’s a super power for getting people to sort of open up.” -Josh Braun [13:08] “Talking people into things doesn’t work. And we’re trained to convince and persuade. That’s the biggest problem.” -Josh Braun [20:06] “Questions get people talking. Questions spark.” -Josh Braun [29:47] TIMESTAMPS [00:01 Intro [00:28] Meet Josh Braun [01:34] High lessons Josh has learned in consulting [03:48] How to lower the zone of resistance [07:48] Start with your intent [11:51] Labeling is key [20:14] What SDRs can do to build familiarity in a cold call [35:15] How he creates connections and join the resistance [42:06] How to contact Josh RESOURCES Chris Voss on Rewiring Your Brain to Listen Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz Chris Voss Teaches the Art of Negotiation - MasterClass CONNECT Josh Braun’s website Josh Braun on LinkedIn Josh Braun on TikTok The Inside Selling Podcast with Josh Braun CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Will Allred 41:37
41:37 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי41:37
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Will Allred, co-founder and COO at Lavender. Will shares a few secrets and tricks of the trade as well as best practices for writing sales emails and outreach through the email channel. He also shares his thoughts on common email tropes and the feedback he receives on Lavender. WHAT YOU’LL LEARN How Lavender came about and what Will learned in the sales use case How to best optimize an email attention span of 11 seconds His thoughts on common email tropes and using media within an email His view of a future where Lavender and SDRs are really successful individuals Where he got the nickname, “The Email Guy” The feedback he gets on Lavender QUOTES “You’re eight times more likely to have your first read through of an email on your phone, and as a sales rep, we should make sure it’s optimized for that.” -Will Allred [05:18] “Most email replies happen at a fifth grade reading level. One of the key things in understanding how that measurement is calculated, it’s basically syllable per sentence.” -Will Allred [11:59] “Big thing I’m focused on this year is just like teaching people that frameworks are way more important than templates.” -Will Allred [16:13] “Everyone right now is sending really long cadences. Everybody’s running a marathon, so we’re like ‘all right, we’ll run sprints.’” -Will Allred [17:49] “The language is always like ‘There’s context for why I’m here. I’m just not randomly showing up and asking.’ Doing your homework, showing your work, right? It proves extremely valuable.” -Will Allred [21:27] TIMESTAMPS [00:01 Intro [00:31] Meet Will Allred [01:21] What is Lavender and its origin story [03:55] What Will learned in the sales use case [05:59] Best optimizing the attention span of 11 seconds [12:21] One thing Will likes from marketers [15:06] Frameworks is more important than templates [17:22] Common email tropes [21:40] Pitching a case study [26:42] Thoughts on media within an email [30:27] Will’s future with Lavender and SDRs [33:17] Why he’s called The Email Guy [35:54] Feedback on Lavender [38:59] Future plans for Lavender [40:05] How to contact Will RESOURCES How Email Attention Span is Increasing Winning Adaptive Sales: Accelerate Your Success by Leading With Insights by Lee Hicks Addicted to the Process: How to Close Transactional Sales with Confidence and Consistency by Scott Leese CONNECT Will Allred on LinkedIn Will Allred on Twitter Lavender website Lavender on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram< Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Tyler Cole 47:44
47:44 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:44
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Tyler Cole, an account executive at Reachdesk. He is the founding coach of SDR Nation and used to run his own podcast called The Lowly SDR. Tyler shares his wealth of SDR knowledge and his perspective on the SDR role. He also talks about how he’s disrupting the staffing side of sales development and provides tips to accelerate sales results. WHAT YOU’LL LEARN Tyler’s passion for sales development and where he is today Why he thinks SDRs don’t get the respect they deserve How he approaches mentoring and what he finds are SDRs’ biggest hurdles as they progress The type of conversations he has with companies during the early stages of building an SDR organization His role at Reachdesk and where it fits in the SDR process What perspective an SDR organization should adopt to accelerate their results and what they should avoid How he disrupts the staffing side of sales development QUOTES “Advocate for yourself. Like sell yourself, build your own brand. Do all these things that are only going to help you sell. If you work for an organization that doesn’t want you to do it, I’ll just tell you they’re wrong at this point. There’s a right way to do things, but more people want to buy from people they like than the person that regurgitated their company’s newsletter, whatever it might be.” -Tyler Cole [10:55] “Just engagement does not equal success.” -Tyler Cole [19:23] “The wrong way to do things is to have no tools in place and hire five people without a marketing mechanism. Like that I can tell you will not work any of the times.” -Tyler Cole [29:16] “It’s like a chicken or the egg thing. ‘Is this broken because I’m not paying people? Or am I just getting shitty candidates and they’re not worth more money?’ So you gotta find that balance.” -Tyler Cole [35:13] “Recruiters for a company love me. External recruiters do not.” -Tyler Cole [45:05] TIMESTAMPS [00:01 Intro [00:24] Meet Tyler Cole [01:24] Tyler’s passion to sales development [04:54] How he approaches mentoring [09:34] The hardest lessons learned [13:56] Conversations he has while building an SDR organization [19:46] His role at Reachdesk [25:09] Tips to accelerate results [30:46] “A Broken System” [39:07] Disrupting the staffing side of sales development [45:19] How to contact Tyler RESOURCES SDRDefenders The Lowly SDR Podcast SDR Nation Sendoso How Small Gifts Can Create Big Marketing Wins SDR: A Broken System ft Tyler Cole Enterprise Sales Development with Justin Michael Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes CONNECT Tyler Cole on LinkedIn Reachdesk website Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Tony J. Hughes 56:22
56:22 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי56:22
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Tony J. Hughes, a keynote speaker, best-selling author and sales trainer. Tony brings his 35 years in the business to discuss his best practices for enterprise sales development. He explains why the opening messaging is the more critical phase of a sales call and the three important questions to ask. He discusses the combination of outbound and qualification methodologies and what he looks for in prospective clients. He also talks about his book, Tech-Powered Sales: Achieve Superhuman Sales Skills, that he co-wrote with previous podcast guest, Justin Michael. WHAT YOU’LL LEARN The journey behind Tony’s book, Tech-Powered Sales: Achieve Superhuman Sales Skills How Tony used crowdsourcing as a form of peer review for his book and how he filters through the suggestions to find those pieces of gold Why the opening message is the more critical phase and three reasons that deals stall Mixing outbound methodologies with qualification methodologies, why it’s important to convey the intent and three questions to ask for inbound leads What Tony looks for in prospects and the most important two signs How to find a meaningful attribute for cold outbound calls and the relevance of General Data Protection Regulation (GDPR) and California Consumer Privacy Act (CCPA) Why you should be positively persistent and keep it simple QUOTES “I’ve always believed that professional selling is about making a positive difference in the lives of others, both for them personally and also professionally in their role in an organization.” -Tony J. Hughes [02:23] “I need to drive a conversation around why change now. Why would it make sense to consider change now? Because unless the person is committed to change, they’re not interested in what it is we can do for them.” -Tony J. Hughes [07:22] “What we know about buyers today is they don’t like to be manipulated by seller, but more importantly, they don’t want their time wasted in being asked to educate somebody about things that person could have discovered elsewhere.” -Tony J. Hughes [13:10] “The thing is we have to get to the nub of why this is relevant to them within seconds.” -Tony J. Hughes [29:59] “Most sellers misinterpret being ignored as being rejected, and they’re just not the same thing.” -Tony J. Hughes [44:44] TIMESTAMPS [00:01] Intro [00:21] Meet Tony J. Hughes [01:19] The wild journey behind the book [04:20] Tony’s filter with crowdsourcing [08:37] Three reasons that deals stall [11:32] Outbound and qualification methodologies [16:49] Ways to test for prospects [20:20] Find a meaningful attribute with cold outbound [26:56] Tony’s example [33:42] GDPR and CCPA [42:04] Be positively persistent [50:06] Keep it simple [54:22] How to contact Tony RESOURCES CIENCE podcast: Enterprise Sales Development with Justin Michael Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes Liquid syntax General Data Protection Regulation (GDPR) California Consumer Privacy Act (CCPA) The Challenger Sa Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Brooke Bachesta 40:10
40:10 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי40:10
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Brooke Bachesta, XDR Enablement Manager at Outreach and Chair of the Gals and SALs group. Brooke talks about her enablement role and what that means at Outreach. She discusses some of the initiatives they use to grow the team and the professional development they offer. She also talks about remote working and her interactions with the SDR team leaders and team managers that ensures the best for the team. She shares why she co-founded Gals and SALs, a group that provides women on the SDR team a place to get together, support each other, foster career growth and celebrate success. WHAT YOU’LL LEARN What is the XDR Enablement Manager and what it’s like at Outreach Some of the initiatives for growing the team and what she’s learned scaling that large of an organization How she measures and knows when the team is successful; what KPIs she looks at to define enterprise upmarket success; how she prioritizes the metrics and goals The mentality of going wide, who she likes to target more and what she’s looking for and how being meta - SDRs using Outreach every day - plays into this The kind of professional development programs do they have for SDRs to get them to the expertise level How she interacts with SDR team leaders and team managers to ensure the best for the team and the biggest thing she’s learned from her enablement role How the remote work is going, what does that look like from an enablement perspective and how hiring remotely allows her to harvest better talent Why she co-founded Gals and SALs QUOTES “Of course, you need to start with the end in mind and just like we want our ASP to be at this level. For easy math, we want it to be 100. We’re currently at 15. Let’s just get ourselves to 100. There needs to be incremental steps in process in order to do that.” -Brooke Bachesta [05:25] “That’s part of why I love working here so much, because you’re just forced to level up your knowledge of the industry.” -Brooke Bachesta [11:22] “I’m really starting to understand what it means to make strategic decisions and to plan in advance.” -Brooke Bachesta [20:20] “Thinking about how can we make sure that when we’re training folks, it is not wholly dependent on a person. Like if I’m on vacation or I get sick or hit by a bus, the whole program doesn’t die and people are still supportive and can find what they need to without having to Slack at here the channel, ‘Where is the script on so-and-so?’” -Brooke Bachesta [24:53] “Second Friday of every month, the office is closed as a way to force people to take a mental break, because now more than ever the lines are blurred between work and your personal life.” -Brooke Bachesta [27:23] TIMESTAMPS [00:01] Intro [01:05] What it means to be the XDR Enablement Manager at Outreach [05:01] Maturing modeling, measuring success and prioritizing goals [10:59] Being meta [14:39] Professional development programs for SDRs [17:37] Interact with team leaders and managers [21:38] Experimentation and automation [25:14] Going remote [31:48] Gals and SALs [37:13] Brooke’s pitch on Outreach RESOURCES Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. by William “Skip” Miller Outreach hires former Forrester principal analyst for new VP role Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Rajiv Nathan 46:11
46:11 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי46:11
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Rajiv Nathan, also known as 'RajNATION.’ Rajiv is a hip hop artist, a sales expert and consultant, a guest speaker, a yogi and has branded him as the startup hype man. He talks about crafting a narrative that “doesn’t suck” and the Que PASA framework that he’s been implementing for a really long time. Listen to this mini course in personalization. WHAT YOU’LL LEARN Rajiv’s eclectic career background The story behind his viral videos and the logic behind his lyrics The Que PASA Pitch How to adapt the pitch for different channels, especially for the phone and if one channel is better for storytelling How to connect the right person at multinational organizations QUOTES “You’ve got to stop thinking like an executive. Stop thinking like an entrepreneur. Stop thinking like a B2B person, and instead think like an entertainer. Because if you think like an entertainer, you have taken yourself out of being product obsessed or solution obsessed, and instead you put the audience first.” -Rajiv Nathan [06:39] “I think part of this idea of the creativity aspect is, you know, part of it is just for it. Another part is don’t just let it live once and then it dies. Figure out how you can use it over time. How can you reuse it over time? What are the different avenues you can place it on?” -Rajiv Nathan [10:26] “I want that prospect to leave the email feeling empowered. And the way that I can empower them is to lead the decision in their hands and make the assumption that they have the wherewithal to tell me what they would like to do next.” -Rajiv Nathan [19:05] “So rather than sending like one email to decision maker and waiting for them to respond, we just enacted this strategy where we sent an email to everyone, like in a subquencial fashion.” -Rajiv Nathan [27:43] “Again, you’re being honest with them, but in the process, it’s essentially making their life easier. You’re herding the cats for them.” -Rajiv Nathan [39:17] TIMESTAMPS [00:01] Intro [01:52] Meet Rajiv Nathan [03:14] How Rajiv got into his career [08:13] Rap-preneurship and the logic behind the lyrics [13:26] The Que PASA Pitch [21:34] How to adapt for different channels, especially for the phone [25:21] How to connect the right person at multinational organizations [34:02] Plus One Strategies [36:08] Basic goals when meeting with an end user [43:49] Startup Hypeman RESOURCES Startup Hypeman - Fresh Prince of SaaS "KARL" (NSFW) Simon Sinek: How great leaders inspire action Cash Flow Paradise - Hype Song by Startup Hypeman How to Craft the Perfect Elevator Pitch by Rajiv Nathan The Que PASA Pitch Guide CONNECT Rajiv Nathan’s website Startup Hypeman website Rajiv Nathan on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Andrew Lawson 48:16
48:16 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי48:16
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Andrew Lawson, Head of Inside Sales at MountainSeed. Andrew talks about how he leads his team to focus on results rather than the activities that lead to those results, using some of the key lessons he learned from his previous jobs. He also shares the ideal career trajectory for an SDR and the common misconception about SDR teams. Listen to his advice for those coming up in the enterprise sales development space in the more trickier markets such as banking. WHAT YOU’LL LEARN Andrew’s eclectic work path and what it was like to go through companies such as Vonage and Topgolf Some key lessons he learned from his previous jobs How he found the right balance to focus on results and the activities that lead to them as well as shifted the emphasis on meetings What he observed on behalf of his team with this new balance and shift and where his team tends to gravitate towards What is the ideal career trajectory for an SDR and the common misconception about SDR teams How he approaches the unique and competitive space of banking and how he oversees the closers at MountainSeed How he proactively aligns KPIs to what the company needs and learns how to improve General advice he would give to someone coming up in the enterprise sales development space in the trickier markets QUOTES “I never wanted the focus to be on activity. Activity, it’s there. It’s a good way to coach. It’s a good way to monitor people. And it’s a good way to build habits, but for me, if your focus is so driven on having to hit minimums of a dial requirement or anything else, you’re taking off the focus on what a company needs as a whole, which is money in the door, right?” -Andrew Lawson [05:51] “If you put the focus on what is important to the company and if you ask yourself that question ‘What is most important to the company,’ you’re going to be able to develop what KPIs are.” -Andrew Lawson [12:47] “You don’t want to oversaturate your company or oversaturate your pitch, because you start to lose effectiveness on what you’re actually trying to accomplish, which for us is to get them in the door and have a conversation.” -Andrew Lawson [29:22] “It’s a mental game. I mean that’s what this is all is. It’s a mental game not only from our end, but the physiological aspect of talking to someone. How can you control the conversation without them thinking you’re controlling it? All of that stuff kind of fascinates me and that’s where I love this game of trying to figure out how can we get you to talk to us.” -Andrew Lawson [32:05] “That’s what I try to tell my reps is that the best learning experience is failing.” -Andrew Lawson [38:44] TIMESTAMPS [00:01] Intro [00:31] Andrew’s career trajectory [04:47] Key lessons he’s learned [08:03] Finding the right balance [15:22] The results he saw with the new balance and shift [20:01] An ideal career trajectory for an SDR and [22:41] The common misconception about SDR teams [27:48] Approaching the unique and competitive space of banking [32:34] Overseeing the closers [37:02] How he proactively align KPIs to what the company needs [42:00] Advice for someone coming up in the space [46:18] How to contact Andrew CONNECT MountainSeed website Andrew Lawson on LinkedIn CIENCE website CIENCE on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Frank Cespedes 52:30
52:30 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי52:30
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Frank Cespedes, author of Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank previews his upcoming book and what inspired it. He talks about why it’s important for an organization to understand what they are doing with their sales department to help them decide what to do next. He also talks about why the buyer is the most important thing about selling and how division of labor is so essential. Listen as he explains how the market process is a variable, not a constant. WHAT YOU’LL LEARN What inspired Frank to write his book, Sales Management That Works: How to Sell in a World that Never Stops Changing Why hiring is an area where things can go the most wrong in the sales profession and why it’s important to understand what the organization is doing to help decide what to do next Why the buyer is and will continue to be the most important thing about selling Why Frank thinks specialization and the division of labor is so essential How to maximize profitability by understanding of what the company needs and don’t needs and how the pandemic opened company’s eyes to their sales models and what they could do differently How scope decisions are made within the sales force How the process is a way to scale the business, and how the market process is a variable, not a constant The difference between approaching and attacking different markets QUOTES “There’s no doubt that digital media and this sustained data revolution, which will continue throughout our lifetimes, those things are affecting buying and selling.” -Frank Cespedes [02:44] “You do not compete with people who have gone out of business. The dead are dead. You only compete with the survivors in a competitive market place, and in order to survive in any competitive marketplace, continuous improvement is essential. So it shouldn’t surprise us that the bar is rising.” -Frank Cespedes [05:41] “The most important thing about selling is and always has been the buyer. Who buys, why and how.” -Frank Cespedes [09:03] “Sales is a performance art. It’s about behavior. It’s not about how well somebody smiles in an interview. It’s not about your assumption or my assumption that somehow we can peer into people’s souls. We cannot.” -Frank Cespedes [26:58] “This is an area of business where you must be proactive. Because if you’re not proactive, one of two other groups are going to make your scope and customer selection decisions for you, either competitors or customers, and neither group necessarily has your best interest at heart.” -Frank Cespedes [35:34] TIMESTAMPS [00:01] Intro [00:23] Meet Frank [00:38] The inspiration behind his book [03:15] Hiring and sales competency [08:10] Grounding on the buying process [11:17] Why specialization is essential [15:42] Maximize profitability by understanding needs [24:42] Building sales development teams [33:56] Using scope as a framework for sales models [37:00] Market process is a variable, not a constant [42:03] Significant changes in the C-suite [47:56] Advice for senior leadership RESOURCES Sales Management That Works: How to Sell in a World that Never Stops Changing by Frank Cespedes The Department Store Museum John le Carré Sam Walton CONNECT Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Justin Michael 54:00
54:00 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי54:00
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Justin Michael, an author, consultant, futurist and sales guru. Justin previews his upcoming book, “Tech-Powered Sales: Achieve Superhuman Sales Skills” and talks about what strategic sales training looks like to him. He also shares how to balance the technical and human aspects of sales development and how to work with saturation to create successful situations for engagement. WHAT YOU’LL LEARN A preview of his upcoming book, “Tech-Powered Sales: Achieve Superhuman Sales Skills” What strategic sales training looks like to Justin Deconstructing classic techniques such as email and phone for modern technology Justin’s Route Ruin Multiply method and why conversion is more important than volume metrics How to balance the technical and human aspects of sales development How to work with saturation to create successful situations for engagement QUOTES “So that’s a big thing for my schtick is like, ‘We gotta start talking. Just because you’re in SDR doesn’t mean that the marketing team is a monthly meeting. Go get to know marketing. They can help you.’” -Justin Michael [03:33] “The old school and new school methods works. Taking strategic selling into social, taking a strategic set of messaging, making it really itemized like a text message and then sending it in an automatic touch pattern that’s omnichannel, that works.” -Justin Michael [07:42] “There’s so many authors and consultants and trainers who are pro-phone, but without the technology, there’s low contact rates.” -Justin Michael [22:21] “What’s weird is that a lot of salespeople are like ‘I’m not technical’ or the sales leader is like ‘We’re not that technical. We’re old school.’ When you say, ‘We’re old school,’ your competitor just won. Someone just took a million dollar deal you didn’t see.” -Justin Michael [35:41] “Enterprise is lumpy, and so you are kind of harpooning whales. You’re hunting for whales. And a few deals could offset the whole group. So what you want to do is create a consistent outbound motion in TextSTAT that’s going to optimize you statically for the highest possibility. It’s almost like building a lobster troller and a spearfishing operation at the same time.” -Justin Michael [48:40] TIMESTAMPS [00:01] Intro [00:22] Meet Justin [03:57] His upcoming book [08:44] Strategic sales training [12:10] Deconstructing email and phone [21:56] Route Ruin Multiply [30:04] A polarity shift [33:05] Balancing the technical and human aspects of sales development [39:31] Working with saturation to create successful engagement situations [42:19] Conversion over volume metrics [51:59] CRM in the future RESOURCES Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes Lars Nilsson on LinkedIn Conversion rate optimization (CRO) Josh Braun The Goods: Live Hard, Sell Hard Buffy the Vampire Slayer Route Ruin Multiply Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Jason Prindle 47:42
47:42 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי47:42
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, Eric Quanstrom and Harry Evans, from CIENCE Technologies speak with Jason Prindle, Director of Inside Sales & Global Sales Development at BigID, about enterprise sales development. Jason shares what type of services BigID provides and their sales approach in working with their customers and clients. He also talks about how he works with the sales development reps (SDRs) to provide the most efficient communication with the clients as well as the sales reps. WHAT YOU’LL LEARN What is BigID Jason’s ideal customer/client profile and how he built that How they determine the groups and internal landscapes of their target accounts How they have the sales territories lined up How SDRs communicate with sales reps How he determines how much SDRs need to know to do their job right Where he sees sales trends going in 12 months QUOTES “A lot of times, the connection that we have helps drive that conversation.” -Jason Prindle [17:29] “I think that level of personalization honestly is kind of played out, I don’t know that it really works that well. Me personally, I get annoyed if someone says something about a school I went to or you know, I’ve got a quote from Yoda on my LinkedIn profile. Sometimes, I kinda appreciate the effort, but it’s like eh, it’s not really moving the needle. I want to know what you’re doing for me in my role to make my life easier, and I think that’s really important.” -Jason Prindle [19:47] “I’ve never been a guy who looks at those daily KPIs unless it’s the root cause of a problem or a success.” -Jason Prindle [29:17] “I encourage them to take it as far down the road as they can, because it’s a good training ground for that next step. The hand off from SDR to AE is a discovery call. It’s further discovery, and the first thing you have to learn as a good sales rep is discovery and how to continue to do more discovery.” -Jason Prindle [40:25] TIMESTAMPS [00:01] Intro [01:59] Meet Jason and his team at BigID [03:12] What is BigID and Jason’s ideal client profile [07:01] Defining the groups and internal landscape of the targets [09:02] How sales territories are lined up [14:41] How SDRs communicate with sales reps [18:48] Personalizing their messaging [28:20] Jason’s key KPIs in the multi-channel strategy [34:40] Normalizing cohort norms [38:17] Educating SDRs [42:02] Where he sees trends going in 12 months [46:30] A quick pitch of BigID CONNECT Jason Prindle on LinkedIn BigID website BigID on Linkedin BigID on Facebook BigID on Twitter BigID on on Youtube CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Eric Quanstrom 59:11
59:11 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי59:11
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיEric Quanstrom takes a break from hosting duties and sits in the guest seat in this episode of Enterprise Sales Development podcast. Eric is the CMO at CIENCE and talks about enterprise sales development from his perspective. He shares what makes hyperspecialization worthwhile and why CIENCE redirected itself around that idea. He also discusses how he manages a large group of SDRs and how he set up CIENCE to handle the constant turnover. Listen as he shares three important questions to ask in a sales pitch. WHAT YOU’LL LEARN What is CIENCE and what is unique about it What makes hyperspecialization worthwhile and why CIENCE has redirected itself around that idea What trends is Eric seeing across the industries and where he thinks things are going in the next three to five years What the LinkedIn channel brings to the table What Eric thinks of when he thinks enterprise sales development What type of considerations people don't think about with a large group of SDRs and how Eric has set up CIENCE to handle constant turnover at that position What he has done to boost CIENCE’s online presence and branding What it means to think like an enterprise What is a buying group and how it’s becoming more relevant these days Three important questions to ask in a pitch QUOTES “When you have brand familiarity, you have a lot. There’s a huge difference between, in preference and reciprocality that comes with familiarity.” -Eric Quanstrom [13:41] “Most prospects are, what I would argue and we teach and train this all day long at CIENCE, they’re self-interested above all else, and that’s not a bad thing. It’s not a pejorative concept. Self-interest is what drives most people to actions.” -Eric Quanstrom [14:22] “I would also say that we’ve worked our asses off to build a culture and a business that people want to be at.“ -Eric Quanstrom [27:51] “Every interaction that we have with our organization is first fronted by an SDR. Period. Full stop. End of story.” -Eric Quanstrom [31:09] “If I know what somebody is worried about, is concerned with, what their goals are, what they want to achieve, what bugs them, what their discomforts are, like that’s all persona level data that I can use to further my engagement cause with that individual.” -Eric Quanstrom [46:00] TIMESTAMPS [00:01] Intro [00:44] Meet Eric [01:46] What is CIENCE and what’s unique about it [04:11] Hyperspecialization [08:24] Trends in the industry [12:29] The LinkedIn channel is worth to pursue [16:31] What you’re selling is a meeting [19:50] Two ways to think of enterprise sales development [22:56] Managing a large group of SDRs [30:03] CIENCE’s online presence and branding [34:22] Thinking like an enterprise [39:12] Buying groups, personas and ICPs [48:59] Three important questions to ask in a pitch [50:56] The gap between sales, sales development and marketing [56:05] Eric’s next pet project RESOURCES Outliers: The Story of Success by Malcolm Gladwell Flow: The Psychology of Optimal Experience by Mihaly Csikszentmihalyi Fish With a Spear, Not a Net: Engagio's Jon Miller Talks Account-Based Marketing on Marketing Smarts Inc. 5000 Fastest Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Sam Silverman 40:50
40:50 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי40:50
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Sam Silverman, founder of Silverman Capital. Sam shares his approach and perspective at the SDR role as a job as well as a leveling opportunity for a career. He discusses how he manages his team, from his hiring practices to training in this rapid industry to tracking their progress. Listen as he also explains why it’s important to understand your buyer. WHAT YOU’LL LEARN How much Sam is able to leverage understanding business models, where the prospects are trying to go, equating that with SDR success and outperforming quota and how he developed this mindset How he took the learnings from his previous work to manage a larger SDR team and how he teaches others in a rapid industry His hiring strategies and how he tracks and monitors progress with his team members What he does to help his team succeed by ensuring they know who they are selling to and preparing them for problems How he trains his teams to communicate with and manage the sales teams they service and how transfer of knowledge works at the organization How much of his day is spent learning vs selling both as an SDR and a leader QUOTES “Understanding in sales and life in general, where someone’s coming from I think allows you to humanize the interaction and level the playing field versus I’m an SDR reaching for someone 3-4-5 ranks above me in terms of totem pole. It allows you to really remove that barrier about it.” -Sam Silverman [05:14] “I think a big thing which is focusing on who you’re selling to. Understanding why does this person care about anything you’re saying. I think the more you understand your buyer, the better off you’ll always are.” -Sam Silverman [08:40] “I think something that people don’t realize is that different profiles and styles of work can both produce extremely solid results. I think a big issue that I’ve seen is people want to put everyone into one box and think that each person coming in can operate in that box and perform at a high level when you may have different people, 3-4-5 different profiles of people, who all perform that top tier of the group, but do it in entirely different ways.” -Sam Silverman [10:51] “And then you have people who make a very, very good effort. They’re never going to be an A player, and there’s still a big value in those people.” -Sam Silverman [15:17] “I’m a big advocate of done, not perfect.” -Sam Silverman [28:21] TIMESTAMPS [00:01] Intro [00:32] Meet Sam [03:13] Connect the dots, but still be relevant [07:31] How Sam uses his learnings to manage his team [12:12] His hiring strategies [14:40] Managing his team members [24:52] Sales development isn’t part of marketing or sales [29:18] Extreme transparency is key [31:43] Handling knowledge transfer [34:16] How much of his day is spent learning vs selling [36:??] What’s next for Sam and how to contact him CONNECT Silverman Capital’s website Silverman Capital on LinkedIn Sam Silverman on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter Learn more about your ad choices. Visit megaphone.fm/adchoices…
1 Enterprise Sales Development with Gerry Praysman 53:14
53:14 הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתי53:14
הפעל מאוחר יותר הפעל מאוחר יותר רשימות לייק אהבתיIn this episode of Enterprise Sales Development podcast, we speak with Gerry Praysman, Sr. Director of Sales Development at SalesLoft. Gerry shares Salesloft’s thoughtful approach to finding the right types of people from unique, non-traditional places instead of the traditional SDR paths. He discusses some of the traits, skill sets, mindset and experience level they seek as they attract quality talent. WHAT YOU’LL LEARN What SalesLoft does and how it and the organization Gerry leads are currently set up How the company thinks about their buying group through metrics and from an ideal customer profile and a few hacks Gerry uses to search for those unique titles that could bring in potential clients How Gerry’s background brought him to his approach How they divide commercial and enterprise in terms of territories; what are the types of sales teams that can get the most value of what they do Whether they start new employees at the lowest level and promote the upwards as they go or look for certain characteristics and traits in prospective team members Some of the skill sets, traits, mindset and experience level they look for in team members and relevant examples How they teach and train education for clients and prospects as they target enterprise vs when they target SMBs and mid-market sized companies QUOTES “Studying the role, not the title.” -Gerry Praysman [08:24] “It comes down to how we like to grow, which is efficiently. We typically do not like to throw heads at problems. We like to figure things out and scale in a very effective way, in a very thoughtful way.” -Gerry Praysman [17:45] “We prioritize progress over perfection, right? It’s not so much that we wait for things to be perfect to go, but we like to put a good level of thought. We like to plan things pretty well before we just kind of dive off the deep end.” -Gerry Praysman [18:52] “I think a lot of people who are intentional are looking to get into the software industry from other industries. Again, there’s still great candidates in software that have SDR experience that would be a good fit, but I think most recruiters or most teams like go there first and think that’s the well. And in my opinion and experience, that’s not the well. I think that’s the exception.” -Gerry Praysman [29:34] “There’s no right or wrong way to do anything. You just have to be intentional about what you’re doing.” -Gerry Praysman [39:12] TIMESTAMPS [00:01] Intro [02:00] Meet Gerry [03:40] How SalesLoft is currently set up [07:15] The ideal customer [11:32] Hacks to find unique titles [13:50] How his background shapes his approach [17:18] Signifying customers based on employee size [24:12] Their hiring profile and how to find them non-traditionally [33:52] The concept of business acumen [39:21] Teaching and training education for clients and prospects [50:44] SalesLoft pitch RESOURCES Leading Sales Development: The Art and Science of Building Exceptional Teams by Alea Homison and Jeremey Donovan CONNECT SalesLoft website Gerry Praysman on Twitter Gerry Praysman on LinkedIn CIENCE website CIENCE on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices…
We are excited to launch the Enterprise Sales Development podcast. Get a sneak peek at some of the amazing conversations we've had. Learn more about your ad choices. Visit megaphone.fm/adchoices
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