1Up Sales Development Podcast

Quotes: "Engage is the rage. Drop comments to create familiarity with your name and face." "Find your voice and make sure it's something you can stand passionately behind." "Connect with people in your industry who are where you want to be and learn from them." "LinkedIn is SEO for your name. It builds trust at scale." "Go for it before it's perfect. It will never be perfect." About The Guest(s):Alex Bruschi is a sales professional with over ten years of experience. He is the host of the Sales Stories IRL podcast and a Salesforce AE. Alex has a passion for sales and has been able to grow his personal brand on LinkedIn by engaging with others and sharing valuable content. Summary:Alex Bruschi shares his journey into sales and how he got started in the industry. He emphasizes the importance of engaging with others on LinkedIn and finding your voice when it comes to personal branding. Alex also discusses the power of building trust through content and the impact it can have on closing deals. He encourages new reps to connect with industry leaders and ask for help when needed. Alex concludes by urging individuals to take action and launch their ideas before they are perfect. Key Takeaways: Engage with others on LinkedIn to create familiarity with your name and face. Find your voice and post content that you are passionate about. Connect with industry leaders and observe their strategies to accelerate your personal branding. Building trust through content can have a significant impact on closing deals. Take action and launch your ideas before they are perfect. Connect with Alex today on LinkedIn today. www.salesdevunite.com --- Support this podcast: https://podcasters.spotify.com/pod/show/jtlieu/support

Gen A.I. has officially taken the B2B SaaS space by storm. Come join us as we interview Eric Quanstrom, CMO at CIENCE on how sales and marketing are leveraging AI technology to sell better today. Key takeaways include: What does Marketing do? How does Marketing support sales? How new reps can leverage AI today to ramp and sell better? About Eric Quanstrom: Eric is the CMO at CIENCE, a lead generation software and services company. With over 20 years of experience in marketing, Eric has held leadership positions at companies like Logitech, Pipeliner CRM, and KiteDesk. He has helped CIENCE achieve significant growth and recognition, including being listed on the Inc 5000 four times in a row. He also provides advice for those looking to pivot into marketing and emphasizes the value of specialization and excellence in a particular area. Visit www.cience.com today Connect with Eric on LinkedIn here. --- Support this podcast: https://podcasters.spotify.com/pod/show/jtlieu/support

Are you a B2B Sales Professional who's tired of logging notes into your CRM? How about pulling up battle cards during a disco (discovery) to compare and contrast against your competitors? If so, you're in for a treat! Introducing Attention, your GTM wingman that auto-logs your CRM in real-time. Fully customizable, you can input any methodologies to your liking including MEDDICC, MEDDPICC, N.E.A.T. and etc. In this episode, we interview Conor Kline, Attention's Sales Director as he shares the new concept of B2B Selling by leveraging generative A.I. Conor also shares the story of how Attention was born and shares some valuable advice to reps on how to get ahead of the game during this modern shift. Sales Professionals leverages Attention to save time, win more deals, ramp reps quicker, and focus on what's important; the customer. 100% selling. Connect with Conor Kline on LinkedIn here www.attention.tech --- Support this podcast: https://podcasters.spotify.com/pod/show/jtlieu/support

In this episode of the 1UP Revenue Podcast, we feature Adam Jay, a seasoned GTM (Go To Market) sales leader in the SaaS industry. Adam has over 20 years of experience and has held various leadership roles in sales, including CRO, VP of Sales, and is currently the CEO of Adam J Consulting. Adam shares valuable insights on leveraging AI in sales, his personal journey from medical device sales to software sales, and the importance of work-life balance in the face of "hustle culture." Adam also emphasizes that AI is not a magic solution but can be a valuable tool when used strategically. Here are the key points he discusses: AI's Role in Sales: Adam highlights how people are leveraging AI in sales and its potential to increase sales efficiency. Limitations of AI: He cautions that AI is not a silver bullet and won't solve all sales problems or guarantee overnight success. Proof of Concept and Sales Engagement: Adam discusses the use of AI in proof of concept and its integration into sales engagement platforms. Email Personalization: He acknowledges the limitations of AI in achieving personalized email communication. The Return of Cold Calling: Adam explores the resurgence of cold calling and the importance of differentiation in sales approaches. Potential Job Displacement: He touches on the potential replacement of certain roles by AI and advises job seekers on breaking through the noise. This episode provides valuable insights for GTM SaaS Sales Professionals looking to understand the benefits and limitations of AI in sales and how to leverage it effectively. Connect with Adam on LinkedIn --- Support this podcast: https://podcasters.spotify.com/pod/show/jtlieu/support

If you're a new or a tenured rep in the SaaS game whos' trying to fast track their career, one of the best ways to do so is to have a high-value mindset. Being high-value isn't just performance-based, it's helping others and doing more than what you're paid for. In all the roles I ever held, I've always opted in to do more. To help those around me, both professionally and in life. This has taken me far and with this drop, I hope it'll take you too. Stay hard! -Jax --- Support this podcast: https://anchor.fm/jtlieu/support

Summary/Abstract Chris Watson is the founder of Craft and Compel, an organization that helps business leaders engage high-value audiences through storytelling. Chris believes that every communication is a story and that by understanding this, we can shift our brains to see the events in our lives as potential stories. This allows us to take ownership of our story and earn the right to tell it. The power of storytelling is essential in order to engage an audience and make sure they remember who you are. Chris started telling stories when he was eight years old, and he would act out different characters from movies and TV. As he got older, he started telling his own stories, and he would pretend to be someone older in a different life. This power of storytelling has followed him throughout his life, and he has used it in every sales job he's ever had. Chris talks about how, as a young boy, he would often play pranks and tell stories inspired by the character Dennis the Menace. He would use this as a way to get out of trouble with his family, and as an executive, he uses this same technique to stand out and make an impact with his emails and phone calls. Key Takeaways: How to use the power of stories to accelerate your sale How to properly craft and tell a compelling story How to position the power of stories To learn more, please visit www.craftandcompel.com Connect with Chris on LinkedIn --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

Summary/Abstract Richard Harris is the owner and founder of the Harris Consulting Group, as well as the co-founder of Surf and Sales. He is also a five-time AAiSP Top 25 Most Influential Inside Sales Professional two times Salesforce Sales Leader. In the podcast, Jax and Richard discuss the early stages of SaaS startups, and how Richard is able to help them grow. They also talk about the importance of microdoses in the sales process, and how they can help keep top of mind for potential customers. Richard is a sales trainer, startup adviser, and trusted sales professional. He has always wanted to be in management and sales, and he started his company about ten years ago based on a startup he was working for. Richard describes how he teaches sales reps how to earn the right to ask questions, which questions to ask, and when to do it from a sales training perspective. If you're an upcoming Account Executive, this is an episode you don't wanna miss. Key Takeaways: Upfront Contract Sales Methodologies Mental Health Connect with Richard Harrison on LinkedIn https://theharrisconsultinggroup.com/ --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

In the conversation, Shawn describes growing up in the San Francisco Bay Area and then moving to Dallas, Texas for the past five years. He talks about how he became a BDR (Business Development Representative) and how he has gained valuable experiences from this role. The speaker discusses his move from San Francisco to Texas, and how it has changed his life. He talks about how he got into sales, and how it has helped him in his career. He talks about how business development and self-development have changed his life, and how they can help others. Shawn also talks about how he got into sales, he was laid off from his previous job and found a position as an SDR at Vanilla Soft. He talks about how the company is much smaller than Salesforce, but he learned a lot about sales engagement platforms and CRMs. He also talks about how he is a BDR lifer and how the role is the same to him as an SDR. The term BDR Lifer was coined by a salesperson in order to change the stigma around entry-level sales roles. They believe that the skills and experiences gained from being a BDR are valuable and can be used throughout an entire sales career. They also believe that everyone in an organization, from the CEO to the intern, should be respected. Highlights: How Sales Development changed his life from homeless to owning a house Grit and Passion is all you need to succeed It's okay to be vulnerable Connect with Shawn Kipnis on LinkedIn --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

In this #powerteamshorts, Ryan talks about giving back to the community, sales community, and mental health community. The importance of remembering to refill your cup was also discussed. The speakers discuss the importance of taking care of oneself, both physically and mentally, in order to be able to give to others. They also talk about the importance of networking, personal branding, and taking the initiative to reach out to people in leadership positions. The speakers discuss the importance of personal branding and offer advice on how to make oneself stand out. They emphasize the importance of being helpful and intentional in one's interactions with others, in order to build relationships that may be beneficial in the future. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

Meet Jeff Ignacio, a respected Revenue Operations Leader in the early-staged SaaS space. Highly strategic and analytical, Jeff started off his career early on as a Business Analyst at Accenture. Worked his way up the ranks including Google and AWS. Currently servicing as the Head of Sales Operations at Forethought, he is an advisor for Scratchpad, Sonar, Everstage, Sonar and Webstacks. He is the host of The Revenue Architect Podcast and creator of the RevOps four pillars known as “PEAS” (Process, Enablement, Advisory, Systems). Key Takeaways: - [ ] What is RevOps? - [ ] Why is RevOps important? - [ ] How to RevOps? Bonus: The Architect Podcast Connect with Jeff: https://www.linkedin.com/in/jeffbethechange --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

In this power #shorts, Ryan and Jax talk about the importance of finding your Power Team. Have you ever wanted to do something extraordinary or shared a bright idea only to be shot? If so, you should reconsider who you spend your time with. There's an infamous quote "you are the average of the 5 you hang out with" and boy is that true. Now that Jax's podcast is starting to gain traction, those who said it was nothing from the beginning are now wrong. BONUS: SDU Academy Landing Page --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

Meet Daniil Krets, Senior Manager of Global Sales Development at Esper.io. Esper is an Android DevOps platform made for dedicated android devices. IT, Engineers, and DevOps Teams rely on Esper to help scale, grow and manage their Mobile-Device-Management (MDM) program. Born and raised in Western Europe, Daniil relocated to the Pacific North West in early 2016 to pursue his dreams in tech. Upon picking up his first true prospecting gig as an Account Development Rep (ADR) at Skillar, he quickly rose up the ranks as a top performer ranging anywhere from 120-170%+ to plan. After building a lead generation team from scratch at Aduro, a human performance SaaS company he was able to find his home at Esper. As of today, he is one of Tenbound's founding Plus Members, Co-hair of Pavilion in the SDR Leadership Channel Segment, and a respected Sales Development Leader in the space. Key Takeaways: LinkedIn Prospecting Overcoming Objections The Art of Asking for Feedback Leveraging Articles and Trends Speaking your prospect's Language Becoming a Subject Matter Expert Preventing Work Burnout Connect with Daniil Krets on LinkedIn www.esper.io --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

In this #shorts Jax and Ryan talk about the importance of white space. Inpsired by Stephen Covey, to live a happy and balanced life you must "sharpen the saw". Heart, body, mind, and soul. The Power of "I Am". Ryan also shares some insights on how he got the ball rolling when it came to his very own SaaS company and perhaps maybe one day, you as well. Bonus: Be Dynamic YouTube Clip --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

In this #shorts, Ryan walks us through his journey on the origin of Pause and how he and his Co-Founder Matthew Provins got started. They talk about the importance of the end user's UI/UX experience to provide an easy-to-use and mobile-friendly app to dial straight from your phone and away from the desktop. Pause is a mobile app-friendly user power dialer that helps accelerates calling straight from your phone, giving you the pleasure to make calls away from your desktop with integrations of taking notes and booking meetings straight from the phone. www.dialpause.com --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

In this #shorts Ryan & Jax sits down and reflect on the long journey they've been on together. From SDR to AE and now a Co-Founder of his very own SaaS company called Pause, a power dialer that's made mobile-friendly and made to help reduce the risk of work burnout in sales. Ryan and Jax also quickly chat about the failure of SDU Academy and how they're both happy to see other companies such as TrainYo and Ramped successfully fulfilled their vision when it comes to breaking people into tech without breaking the bank against the unethical predatory practices of ISA's (Income Sharing Agreement) costing people anywhere from 30 - 40K plus. Key Takeaways: Mental Health in Sales with UNCrushed SDU Academy Power Team BONUS: SDU Academy Hype Video Visit Dial Pause Today www.dialpause.com --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

Meet Travis King, a respected well known Sales Professional and Consultant in the B2B Early-Staged SaaS Space. Travis is currently the Co-Founder and Chief Community Officer at Launch Point Labs, a startup studio and early-stage venture capital fund that helps entrepreneurs with the tools they need to launch, grow, and scale their next big idea. Co-Founder of Career Day, a firm dedicated to helping students and professionals narrow down their career path of choice, and producer at Syndicate Sounds, a New York & Los Angeles-based production company helping businesses break through the noise and grow through the art and use of music. Travis started off his career on the rough side, although he made quite a few career transitions in his life it was a blessing in disguise. Through all the trials and errors, he realized there's a huge gap for those who are trying to find the right company they can call "home". Home is where you have true alignment. Home is where you can be yourself. Home is where you can feel safe. This is how you build a strong company and increase retention. Come join us as TKing shares insights and actionable insights on how to properly navigate your career path in terms of frontline execution. Key Takeaways: How to Narrow Down your next Career Path How to Position Yourself for the Role How to Land the Role Life and Business Philosophy Momma King's Life Philosophy Connect with TKing: www.linkedin.com/in/travisandreking --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support

Previously known as the 1UP Sales Development Podcast, a podcast made by SDRs for SDRs has now officially evolved into the 1UP Revenue Podcast. A podcast for cross-functional sales team who's here for one thing and one thing only, to drive Revenue!

In this episode, Jax quickly shares his update and the reasons why he decided to retire the SDU Community, an first of it's kind online micro-managed GTM B2B SaaS Sales Community 100% focused on Top of the Funnel. He also shares the positive impact that the podcast and the community had in tangent to others taking things to the next level he'd never imagined. One of them is the mission of SDU Academy that has officially been fulfilled by other like-minded Sales Development professionals such as TrainYo and Ramped to combat the unethical practices of 30-40K (ISA's) income sharing agreement. Much love to: -Jared Robin, CEO, and Founder of RevGenius -Michael Gagliano, Founder, and Creator of SDR Nation -Matthew Provins - Head of Trainer at TrainYo -Josh Williams - Founder and CEO of Williams Business and Development, Sales Development as a Service Time Stamp: 01:15 7,000+ Downloads 02:00 ADP MAD STATS 02:55 SDR BEAST 03:30 GTM from Scratch 04:00 Tech Stack Building 05:05 RevGenius & SDR Nation 06:10 Carrying the Baton 07:00 Entrepreneurship

Meet Shawn Finder, CEO & Founder of Autoklose that has been acquired by VanillaSoft. Autoklose is an All-In-One Sales Engagement Automation & B2B Data Platform. In this episode, Shawn sits down with Jax and shares his insight and strategy when it comes to building a SaaS start-up. It all starts with an idea, but where do you go from there and how do you get the word out? Come join us as Shawn shares his Go-to-Market (GTM) strategy and that's to get your potential "buyers" invested early on, regardless of the price. LinkedIn Bio: Growing up as one of North America's top tennis players, traveling around the world competing to be the next Andre Agassi, and being told at age 23 that I had to decide to try and become tennis professional or get an MBA and go down the education route. I have always been an entrepreneur at heart. At age 24, I entered the entrepreneurial world and never looked back. I started out importing packaging from the Orient and selling it to top retailers in North America. However, knowing I always loved selling and list building, I founded ExchangeLeads in 2013 which helps companies build custom lists for outreaching new prospects. In early 2018, I parlayed ExchangeLeads into my second start-up called Autoklose that is a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world to help save them save hours a day and automate the tedious tasks salespeople do on a regular day. I have used my sales strategies over the years to: • Bring ExchangeLeads from 0 to Breakeven in 5.5 months. • Launch Autoklose with 3018 prospects ready to purchase before the product was developed. • Fill sales rep's calendars with an average of 38 meetings a week • Increase his clients by over 300% month over month. SPECIALTIES: Lead Generation, Sales strategy implementation, Sales coaching, Keynote Speaking, Bringing ideas to life. 02:15 SDR-TV 04:40 Ligh Bulb 05:20 One Umbrella 07:15 “You should be in sales!” 09:10 New York New York 10:45 Bad Data 14:20 Build a Community First 14:30 Progress Check 15:00 Build Together, Stay Together 17:00 Make it Risk-Free 18:30 The Power of Reinvesting 18:50 Whale Clients 19:15 Rogers in Canada 21:30 Advice from CEO of Drift 22:00 The “Charge Anything” Approach 23:00 The Power of Feedback 23:50 Have them Invested 25:15 Product Led Growth (PLG) 26:00 Team Word of Mouth 27:00 UI/UX (Drag & Drop) 30:20 Merger 31:45 Retention 32:00 “No one gets fired” 33:15 Acquisition takes time 36:30 Characteristics of Sales 38:40 Detec Coacabality 40:20 MVP 41:30 Fifty on Fifty Connect with Shawn here Try Autoklose today for free here

In this exclusive last-minute bonus episode, Jackson sits down and reopens the mic for the first time ever since moving up to the Pacific North West. He reflects on the failure SDU Academy (SDR Enablement Program) & White Pelicans (Sales Development as a Service) and how it led to his success today. Starting with talent sourcing using the Top Funnel best-practice methodologies to now working at a start-up, he's now on his way to massive success. Come join us as he shares his insights and strategy of what it takes to be an Elite Prospector. From prospecting with three Sales Engagement Platforms (Salesloft, Outreach, Apollo.io) running concurrently to tracking your own numbers, Jackson shares how he pushes through barriers when times get tough, regardless if it's a brick wall or not. Please note this episode was specifically recorded to share a story of how you can hit rock bottom and launch sky high. You do not need a college degree to be successful in life. Although it took Jax 10 years to get his undergrad, what got him to where he's at today isn't his school creds but the ability to see the end goal before it even started; high up in the tech sales space. Despite all the external factors and negativity that he's been through, he always pushes forward, and if he can do it, so can you. Aim High, Dream Big, and never let anyone talk you out of your dreams. "In life, you will always be judged. Despite the way you look, talk, walk or act, it doesn't matter. The only thing that matters is the things you're doing today to become a better person than you were yesterday." -Jax 01:50 RZ Consulting 02:11 Veteran Salute 02:45 Always Stay Hard 03:15 New Beginnings 03:45 Manual Processing 04:40 Niko Hughes 06:55 Plant Daddy 07:30 12 Rules for Life 09:35 Door Dashing 09:55 You Will Always be Judged 12:30 The Challenge of Sales Development 15:05 I Need To Be Alone 15:30 Jordan B. Peterson 16:15 Michael Elliot 17:00 Vouris Love 18:00 Thank You Leo 19:30 Irony of Sales Development 20:20 10KStrong 23:03 Go Big or Go Home 23:50 Petting Zoo 24:40 Members Only 25:17 Birdie & Cuong 26:00 Trusted Advisor 26:30 Mine Sweeper Analogy Approach 28:25 18 Carat White Gold 29:00 RIP Nipsey 29:30 WFH Game Strong 30:15 Elite Prospecting 30:30 Triggers 30:55 6% Dial to Connect Ratio 31:20 Daisy Chung

Meet Nikki Ivey - Sales Mentor, Sales Leader, and Co-Founder of SDR Defenders, a 4,000+ strong confirmed members of SDR/BDR's who's constantly looking for ways to either break into tech or level up their craft. In this episode, Nikki shares her story of growing up in the projects of Dayton Ohio to how she became the Sales Development Sales Leader that she is today. Nikki also shares some insights and streagy when it comes to finding the right company with the right culture and it all starts by asking the right questions. From insurance sales to Co-Finding SDR Defenders getting acquired by Pavillion and now Sales Director at Assembly, life is good! LinkedIn Bio: In a sales career that spans more than a decade, I've been the only Black woman on the team 99% of the time. I never challenged that reality in any meaningful way while in those roles because I was afraid it would jeopardize my job or the camaraderie I wanted to have with my teammates. So I accepted the status quo that caused me to shrink myself, swallow pain, and laugh awkwardly at jokes that were not funny- jokes in which simply being black was the punchline. I did it because seeing so few people who looked like me or shared any measure of commonality with my frame of reference reinforced the feelings of not belonging that had always characterized my life in white spaces. I was coping, having accepted that this was just the best we could do as an industry and as a country. I felt lucky to be there and not really there at all. But as my accomplishments and influence grew, so too did my confidence to take action. I'd started publishing content and building communities around the deeply held belief that attracting, supporting, and retaining diverse talent is a professional and personal imperative. That got me here... and I guess it's what brought you here too. So let's work together on creating the inclusive, diverse respectful future that naysayers never believed in...and let's invite them along for the journey. Connect with Nikki SDR Defenders TIMESTAMP: 02:00 Intro 04:45 Born in the Projects 06:45 SDR Defenders 07:25 Covid Job Loss 08:00 Respect for Sales People 09:00 How it Started 10:00 Never Forget 10:10 Josh Roth 11:20 Acquired by Pavilion 12:30 Culture is Everything 13:00 Inside Scoops 16:00 Ohio 17:17 Culture Shock 19:00 Community Power 20:00 Sales Traits 21:00 The Power of Empathy 22:50 Racial Shock 23:45 Shoutout to Morgan Ingram 25:00 Community Engagement 25:30 Lead with Content 26:00 Kyle Coleman 27:50 Asking the right questions 29:40 Content & Strategy 30:25 SDR Interview Questions 30:50 How they Say It 31:40 Follow Through Questions 32:45 Skill Gaps 33:00 Investment Powers 34:40 Diversity 36:00 SDR High Demand 40:40 Think Big 41:50 Industry Why 45:00 Common Mistakes 46:30 Career & Culture 47:20 Personal Branding Cross Section 50:00 SDR Acceleration 50:45 Don't Be Afraid 52:45 Black in Tech 57:17 Be the Pipeline 01:01:00 KD Love 01:02:00 Sisters in Sales 01:05:00 Scott Leese 01:08:00 This is One Love 01:10:00 Advice for the Youth 01:11:30 Don't Shrink 01:14:15 Mico Aggression 01:15:00 RIP DMX 01:16:00 WRAP UP 01:17:00 Assembly

Meet Chris von Huene, a long-term acquaintance turned friend. Currently serving as the Director of Sale at Prodigal, he came from a financial analytics background to outside B2B copiers sales to now SaaS. Chris is a truly born hustler when it comes to sales. Starting off as an analyst, although he was good with numbers he quickly realized there was something bigger waiting for him in life. That something bigger is Sales. We live in a world now of instant gratification. Everybody wants things overnight. No wait, no work, just now. Although this sounds nice, this isn't always the case. So if you're a brand new SDR/BDR, how do you attack failure? What do you do when sh*t hits the fan? The only way to push forward is to Think Big. BIO: My Life's Purpose: 1. I will smile often and laugh deeply while always retaining a child-like mentality of fun and wonder 2. Staying true to myself and my values will allow me to make a positive and sustainable impact in as many lives as possible 3. Remaining present in the moment is my daily promise to myself 4. Making this world a better place before I leave, thus creating a ripple effect that'll outlast my physical form, is my mission in life 5. Always remaining open and curious because every day is an opportunity to learn, this is my daily task 6. I shall share my stories with others and be inspired by the tales we tell My intent is to build long-term mutually beneficial relationships as I assist you in navigating the challenges you're facing. Fingers crossed that you have an adventurous spirit and are willing to join me on this journey! Connect with Chris: www.linkedin.com/in/cvonhuene/ 03:00 When you're wrong, you're wrong. 04:45 Brief Intro 06:30 “I'm blessed.” 11:50 How I got into Sales 12:40 Packed my bags 13:20 Great Leader 13:45 “I don't think Finance is for you” 14:20 Marketing -> Sales 16:16 “I had zero mentors” 16:50 We pay too much attention to external factors 17:40 Series fo failures 19:00 Pull the negative weeds 20:40 I don't do Plan B 21:00 Don't complain 21:20 Top 10% 21:45 Good enough ain't gonna cut it 22:50 Earn the Right 23:30 Instant Gratification 25:00 Reset your Expectations 26:05 The SDR Role 30:15 Cold calling is not dead 32:20 It's your job to find which channel works best 35:55 Emailing off-hours 37:10 Xerox in the Pandemic 37:55 Selling Copiers is hard 42:20 Be a person of Value 43:00 The Power of Referrals 44:00 “Always Be Closing” 44:20 Do it for something Bigger than yourself 45:40 When they see success, you'll see success 48:40 Don't post to post 49:25 Do your job 49:50 Don't get lost in your social media 52:00 Balance your work 52:20 LIVE COLD CALLING ROLE PLAY 53:13 ACTION 53:20 Cold Call Permission to Pitch 53:27 Cold Call Issues & Validation 53:48 Cold Call Curisoiusity Spark 53:50 Cold Call Objection #1 53:53 Cold Call Value Prop 54:00 Cold Call Reloop to Drop Guard & Open the Conversation 54:30 Cold Call Active Listening & Empathy 54:55 Cold Call Discovery 55:20 Cold Call Meeting Closed with Next Steps 56:45 WRAP UP

Meet Annie Roche - a young-born hustler starting as young as selling girl scout cookies to tech sales. Growing up she always wanted to be a doctor, Peditraitician to be exact. Young and ambitious, she always had an entrepreneurial spirit with a burning desire to succeed. After finding massive success in tech sales and hunting whales as an individual contributor, she knows to find her passion in giving back in a sales leadership role. Come join us as she shares her story and how to push forward when it comes to beginning females in sales. 01:58 Tom from Dealpoint.io Shoutout 02:56 Planting the Seed 02:55 Brief Introduction 03:00 Attentive 03:40 LeadIQ for 4 years 04:45 Mini pitch 05:31 Car insurance 05:40 Annie's Background 06:00 “My story” 06:10 “I wanted to be a pediatrician” 06:25 “Medical Field wasn't right for me” 07:07 Negotiation 07:39 “I wanted to have an entrepreneur with a solo mission” 08:05 “I realized sales was gonna give me this opportunity 09:00 Girl Scout Cookies 09:30 Godfather inspired 09:45 Role Model 10:14 Glittery Stars 10:35 Shoutout to Jeremy Leveille 11:11 New Hamshere to LeadIQ 11:25 Reset 11:40 Shoutout to CEO at LeadIQ 12:00 Started off as an SDR 12:12 “I knew I wanted to be an AE” 12:15 “I negotiated with the CEO if I hit a 100 Opportunites, I'd get promoted to AE” 13:40 Get it in writing 14:20 Only female SDR on the team 14:40 Only AE on the team as well 15:09 “Let's just be great!” 15:39 Never put yourself down as the only female in sales 16:55 Advice for Females who wants to be an AE 17:12 Don't overthink it 17:20 Focus on being the best 17:30 Advocate for yourself 18:00 In a role, men will.. 18:10 Be confident 18:20 Reach for things you want 19:40 Celebrate your wins and do it publicly 19:50 Share your success and wins 20:20 This was awesome and this is why 20:50 Teach everybody around you 22:24 Leadership 22:30 “I was always a leader” 22:50 Closed the Whale 23:15 “After hunting the whale, I wanted something new 23:50 Promotion 25:00 Whale Hunting 26:30 Reach out to me 26:48 Advice for female in sales 27:00 Don't let anything stop you 27:14 I'm prescribed in Medicine 27:39 Sky's the limit 27:46 Make more than doctors in tech sales 27:50 Go for it Connect with Annie: www.linkedin.com/in/annie-roche-8bb07899/

Meet Vincent Matano, SDR turned AE over at Demandbase. Demandbase is a B2B Intent Data for ABM Marketers and Sales in the Tech Sales Development space. Vin is Tenbound's 2019 SDR Beast Award Winner, the #1 Top SDR in the world. Grit, Passion, Hustle mixed with a Millennial Twist got him to where he is today. If you're a new SDR/BDR to the game, take some notes and this will help you strive to the top. About I started off my sales journey in college, selling Home Internet & TV packages door-to-door. I can confidently say, no other job prepares you for the reality of sales like getting countless doors slammed in your face mid-pitch. Now, at Demandbase, I am a former SDR turned AE who's obsessed with creative prospecting and passionate about personal development. During my day-to-day, I help B2B marketers and salespeople achieve their Account-Based Experience (ABX) goals. On LinkedIn, I make fun videos and help salespeople prospect more efficiently. Outside of work you can find me in the gym playing pick-up basketball with friends, holding onto my childhood dream of playing in the NBA (which I'm starting to realize is probably long gone). Aside from trying to make the pro's, I'm either on a run, learning how to cook, binging my favorite mob movies, or recording new episodes of my podcast, Project Growth! Follow me on Twitter: @vinmatano Connect with Vin: www.linkedin.com/in/vincentmatano/ Project Growth Podcast: https://open.spotify.com/show/5yjCBtoJW7OO0K5irHCKhw?si=bf5ea66308b04424

After 3 years of hard work, dedication + patience, Jackson aka "Jax" has officially become an Established Top Funnel Revenue Growth Leader in the B2B Sales Development Tech SaaS space. Wowing all the other hard hitters in the game, he brings in a new concept, philosophy, and thought process with the heat when it comes to Top Funnel Prospecting. Jax was the first to ever introduce the Link Chart Analysis (LCA) approach, a framework structure FBI Agents tend to use when catching a serial killer. A game so strong, it even swooped the host Ashleigh Early off her feet. Ashleigh is a Sales Development Thought Leader and Sales Leader in the space who shine lines on the minorities in the tech space. Come join us as he shares his journey of adversity, thought process, and beliefs when it comes to Sales Development. FULL YOUTUBE VIDEO HERE: www.othersideofsales.com/episodes/jackson-lieu LINK CHART ANALYSIS ARTICLE HERE: www.salesdevunite.com/post/prospecting-to-enterprises-here-s-why-you-should-take-the-link-chart-analysis-approach-lca Words from Jax himself: "I was left wondering Why" "After getting let go twice back to back from my first two SDR gigs, I was left wondering Why. It wasn't until I became a Research Analyst at Tenbound (100% Top Funnel Consulting Agency) that things started to shift for me. I found out how things work, applied repetition after repetition, and became a Master at my craft. Now I'm on a mission to prevent others from going down the same route as I did because it was a crushing blow to my mental health." -Jax Jackson Lieu aka "Jax" is a Top Funnel Sales Dev. Strategist who lives and dies for the hunt. As an everyday frontline practitioner, he is also the host of the 1UP Sales Development Podcast, Digital Media Creator of SDR-TV, and Founder of SDU (SalesDevUnite), a private micro-managed online sales community of Sales Development Master Minds from across the globe such as the UK, India, Europe, and United States. www.othersideofsales.com/ Hosted by Ashleigh Early

A lot of people have been asking how'd I get to where I am today. My journey for personal growth and self-development started in 2018 when I first discovered his content. Here's the thing... there's a lot of ways to make money. Money should never be the end goal, although it's nice and helps. The keyword here is to become a person of value. Find out what you're good at and double down on that. Jack of All Trades, a Master of None. Steve Harvey has an infamous saying that "Your Gift is the Thing You Do Best with the Least Amount of Effort". Write things down and put them on paper. Here are a few thing's that helped change my life and I hope they'll help you. Major VS Minor Movement VS Achievements Don't let your Mouth Overload Your Back Always Do More than You're Paid for Find Out How Thing's Work Repetition, Repetition, Repetition Learn to Say No I am blessed to be where I am today and looking back on where I came from, it's something I'd never imagine I'd be 10 years ago. When I visit his grave in March 2021, it was one of the most astonishing experiences I've ever had. Thank you, Jim Rohn, may you forever rest in peace.

Meet Tito Bohrt, CEO & Founder of AltiSales. AltiSales is an Outsourced Sales Development as a Service Agency that's been in the game since 2012. Tito and the team have been pushing for remote roles since 2012 and when he brought this up to the world, everybody laughed at him. After COVID, many companies expired issues with running a collobraotaeve remote team. Tito has been ahead of the game and actually coached many teams on how to run an effective remote sales team, let alone track their work and make sure the reps are delivering on their promises. Tito is also an Angel Investor for Marpipe, Orum, Styra, Candex Inc., QuataPath, Kylie.ai, Verdigris and Piio Inc. In this episode, Tito shares his love, passion and Why behind Sales Development. www.altisales.com Connect with Tito here: https://www.linkedin.com/in/titobohrt/

In this exclusive yearly collaboration, we meet with Mateo Elvira, CEO, and Founder of Elvira Media and Host of the SalesDevSquad Podcast.   Mateo is an SDR turned Enteprenuer.  He found his gift in terms of media and digital productions.  Mateo has served noted logos such as Paramount, CHR, and The Young Group.   Jackson and Mateo both met in early 2019 when they were both just starting off as SDR/BDR's and quickly connected off in terms of common ground.   In this episode, they talk about the importance of personal branding, how to start a podcast and grow as a professional in sales.   "To grow your job you must also grow yourself.  One way I found that helped was starting a podcast to interviews others to pick their brain, and I see that's what you've been going as well Jax, is that right?" -Mateo Elvira   Connect with Mateo here: https://www.linkedin.com/in/mateoelvi...  Elvira Media HERE: https://www.elvira.media/

Just because you're blind does not mean you can not see. For some, you can see more than others. Meet Martin MacArthur, Sales Professional, Entrepreneur and CEO & Founder of The Outbound Sales Guy. Martin is blind but that doesn't stop him from pushing forward in sales. When on the phone, he has one of the most skills that's hard to master which is Active Listening. When the prospect feels they're being listened to and in common ground, the conversation is 20% more likely to convert. When eyes meet the ears in sales. Connect with Martin here: https://www.linkedin.com/in/the-outbound-sales-guy/

Ever wondered what it takes to Master the Art of Story Telling? Welp, today's your lucky day. Meet Arthur Jones, 20+ years Sales Professional, Business Strategist, Brand Story Architect, and the CMO of The Art of Inbound Marketing, LLC. Arthur brings years of experience and has a unique approach when it comes to building human relationships. Oftentimes people to too busy and fused in todays' technology and social media but Arthur has a few tricks up his sleeves when it comes to having people remember you. Come join us as he shares some insights on what it really takes to become a Master Story Teller. Connect with him here: https://www.linkedin.com/in/artjones1/

In this episode, Jackson share's the "Why" behind dropping Rise Up & Wise Up along with sending a final note to the person whom he once loved dearly. "I'll always have love for her, I'm just not in love with her."

This track was made to bomb on everybody who's ever looked past me along with my 6th-grade teachers who said I'd never go anywhere in life. Lyrics: 2014 was when I met the White Demon One hit hooked off the it bat got me feelin' It quickly wrapped its arm around me then got me creepin' Made a dent in my Mental Health and found myself staring in the mirror screamin' 7 dubs to the nose straight bleedin' 7:00 AM was the time to start sleepin' Killing me softly got others asking what you doin' Went so hard almost stopped breathin' Enough was enough, it got me feeling Blue Had to man up and go face to face and ask What it do What's done is done, the only way to push forward is to be on the move Late Nights, Late Binge, it's time to hit the Snooze Did the best I can to make things Right Some were receptive some was not and that's Alright Some forgive, some forget That's just Lyfe I put my right hand to God for not letting me Die Took many bold bets family thought I was Crazy Closed my first contract and made 10G'z Baby No-Risk No Reward, Vouris is the Label that pays me $Y - Lights Out is the track on Replay After 3 years - Finally making moves in the Tech Game The only one keeping it Real sharing true stories on LinkedIn Straight Blunt, All Facts No Shame Shedding light on the struggles that us Asian Americans had to Face To my childhood "best-friend" I Thought we were Tight What you said to me hit me by Surprise But now I see right through you with Full Clear Eyes You never cared even when you saw me Cried I never Dubbed you and always treated you Right But you forgot where you came from and now I'm Cuttin' Ties All along you just wanted to me Lose' You violated the G-Code when it comes to Staying True' I was the only one who showed face when your dad passed too Soon And when I needed you most you left me in the Shoe You threw dirt at me but one thing you didn't Knew It was fertilizer, mixed with my tears and light at the end of the tunnel that made me Bloom (photosynthesis) Shoutout to mah boi Ty for never Looking the other Way Was hurt in January, yet you still told me to Stay Hugged me, tears dropped affirmed me there'd be Better Days One Love to my boy from 6 grade Jose (Mirandez) Fierro Big Bad Stanton - Alpha Cube Quefalia (Theo Lacy Facility Roll Call) G'z up Foes down Only true Blood Sticks around Middle fingers to the Air like you just don't Care I'm the Bullet in the Night I'm the Eagle in the Sky I'm the kid you said that would never go anywhere that's now on the Rise Come Test, Drop the Rest I Only Rock with the Best, Finally made it out the Hood Son Goodbye Orange County, Hello Pacific North West #RIPDoebee #RIPGeo #RIPGeorgie #RIPTrixtah #RIPGrandma

There's a lot of stigmas when it comes to learning about how Asian Americans grew up in America. The typical stigma is you live in a nice and wealthy house, you're good at math and you get good grades. Well on your way to either becoming a Doctor or lawyer. What America doesn't see is the other side of Asian Americans. The Hood Side, The Dark Side, the Side where you have to stand up for yourself or else you'd get picked on. The purpose of this episode is to shed light on what's it really like growing up as a 90's child who is a firstborn Asian American with parents who were immigrant refugees. If you fit in this bucket, chances are you'd say "Yes, I went through this myself" or "No, but I know somebody who did". #AsianAmericansinTech #SaaS #SalesDevelopment

This Sales Development Rap song is dedicated to Phoenix Nguyen, a friend who tragically passed at such a young age in 2008. Gone but never forgotten. May you forever Rest in Peace. Lyrics: Research, Retention, Recall Strategic Outbound Prospecting is how we Ball Multi-Channel Engagement Sequence harder than Pavement Always follow through and be Resilient Take the prospect Down a Vortex Keep them anticipating asking "What's Next?" Approach is the Link Chart Analysis Get them to smile and say your Outreach is the Best That's how you'll separate yourself from the Rest RIP Phoenix (2008) CA Strike 1, 2, 3 and you're out Make sure your prospect knows you prior to  Reaching out (ABM Content Strategy) Always Stay True, Always Stay Sound, Best watch who you follow and hang around Some Content Creators out there are Faker than Zoom's Virtual Background I'll stamp it here to let ‘em know I'm one of the realest person you'd ever get to  know A hood dude that made it to the tech game yo Snap-back, hat-back, Jack Purcells G-Code Faced many Adversities Didn't matter ‘cuz I still Graduated at a University 2.2 GPA Still don't care what others say ‘Married to this Game, Sales Development & Strategy All Day Shoutout to Mentors Jack Chris And Larry Without y'all I wouldn't be here and I mean it Sincerely Hate It or Love It, the underdog's on top And I'm gon' shine, homie, until my heart stop Go 'head envy me, I'm Sales Development's M.V.P. Was gone for 6 months but now I'm back And I ain't going nowhere so you can get to know me Hey 6 Sense, Mural, Spendesk, I heard y'all hiring Will you give me a shot if I keep on applying? www.salesdevunite.com

Meet Billy Be, an Asian American who started in retail sales that made it into tech. Currently serving as an Enterprise BDR over at People.ai, Billy helps companies increase revenue per rep & alignment of GTM teams. Billy is a hardcore hustler, he has grit, passion, and a motive to work his way up the ranks. He is a founding member over at SDR Nation. His approach is to always be learning and always be giving. To dive deep like a doctor, have a genuine conversation with the prospect, and convert them into people. To chat, find common ground, and push for the next steps. Billy is definitely somebody to keep an eye on as he's a quick upcoming future Account Executive. Connect with Billy here: https://www.linkedin.com/in/billy-be/

People, Process, and Systems are her main three. Meet Charissa Jones, Sales Professional, and Advocate for Women in Sales and a mother of two beautiful kids. Charissa didn't start off in sales, she actually started in Financial Services at Regions Bank. Worked her way up the ranks as in terms of Business Development to Director level at TrindGroup. She then worked her way up into Director of Sales over at Chispa House and is now making moves to the next gig. Some of our favorite lines from her are as followed: "Always know who you are and show people who you are." "People buy who you are and don't be the connect and pitch." It's not a person, it's all about relationship building" - Charissa Jones Connect with Charissa here: https://www.linkedin.com/in/charissamjones/

Meet Sean Kawaguchi, ISV & Embedded Platform Partnerships at Workato, a proud son dedicating his career to his beloved father, Mental Health Advocate & Golfer. Like most Asian Americans, Sean actually started off working as an Accountant. Crunching numbers and analyzing data from the top down. He quickly realized that he wasn't happy and with the guidance of his father Glen, was able to point him in the right direction. Sales - Tech Sales that is. Sean started off as an Account Development Rep over at LeanData, an enterprise Revenue Ops solutions that help companies streamline their line of work in terms of account matching and routing. Sean quickly climbed up the ranks as he was surpassing quota quarter after quarter. He recently went through one of his darkest times, losing his father Glen Kawaguchi, then his Grandnamother just a month after. Come join us as he shares his story and insights on how to push forward when things start to crumble. Sean, thank you for being a voice for many of us Asian Americans in the tech game, we appreciate you! Connect with Sean: https://www.linkedin.com/in/seankawaguchi/ For more go to www.salesdevunite.com

Introducing the God Father of Sales Development, Ralph Barsi, VP of Global Inside Sales at Tray.io Tray.io helps large enterprises integrate their entire stack with the leading general automation platform so they may do more, faster with clicks-or-code. Ralph Barsi is no stranger to danger when it comes to sales.  He got his true taste of sales when he was a kid delivering newspapers to people's doorsteps.  Thanks to his Grand Father (also named Ralph Barsi), a teamster in San Franciso who drove trucks to deliver goods to businesses.  His grandfather, RB would often pick up Ralph during lunchtime and introduce him to the merchants.  Ralph picked up the back end fundamental of conversation flow, building rapport, and how he would make people laugh at first sight at a very young age which helped him got to where he is today. R.I.P. Ralph Barsi (Grandfather) Come join us as Ralph shares his insights and strategy of what it takes to Line Check your System and work strategically when it comes to approaching scored leads. -Source of Lead:  Is it a High or Low Probability? -Score of Lead:  What's the score? -Status of Lead:  What's the status? More of Ralph Barsi's work:  https://ralphbarsi.com/ Connect with Ralph:  https://www.linkedin.com/in/ralphbarsi/ Want more content?  Go over to www.salesdevunite.com

Allow me to reintroduce myself:   My name is Jackson Lieu and I am a Top Funnel Revenue Growth Leader, Content Strategist, Podcaster, Blogger, and Community Leader of SDU. I'd like to take this time and truly thank everyone and anyone who stood behind me during my dark times earlier this year.  It was one of the hardest and most challenging things I've ever done in my life. It's one thing to better yourself but another when it comes to changing habits.  I'll be honest, it wasn't a smooth ride.  It was an uphill battle roller coaster and definitely a lot of relapses involved. Through a series of events, I can now say I'm now officially recovered, recharged, and revamped! As human beings, we will ALWAYS be chasing that high otherwise known as dopamine.  To beat it, you must replace it with something else. For me it's high endurance training, as an avid runner I'm now a cyclist and soon-to-be swimmer.  Training Tri-Athlete to hit the triathlons in the upcoming years. Want to read the whole story? Check out the blog here. www.salesdevunite.com

Dear Friends and Family, It is with my sincere regret to inform you that I have been battling addiction for a few years now. Drugs and Alchohol. As I tend to grow and evolve, this addiction grew and evolved with me. However, it's now gone too far and I've taken the first step to make things right. To my friends and family, I let you down. To all the SDR/BDR's who follow me, I've let you down. To myself and for the most part, I've let myself down. As I begin this journey of help and recovery, I will now take a break from content creation. Thank you to all of those who've supported and see me no difference. See you at the top. All the best, Jax

Scott Barker is a true gemstone in the Sales Development world. Pure grit and hustle, he failed his way to success. Things weren't always sunshine and rainbows for Scott but he always knew that if he kept getting up, failure after failure to head towards his dream that one day it will come true. Indeed it did. Scott was way above everyone in his time. When he picked up his dream role over at Sales Hacker, he did everything he possibly can do and treated the application as if it was a sales process. He was competing against other sales professionals with experience at large tech companies such as DocuSign and SalesForce just to name a few. Come join us as he blesses the 1Up Sales Development Podcast to show some love and share insights on how to get the job done. About Named a “Top 25 Sales Leaders You Should Get To Know in 2020” by Crunchbase. Currently the Head of Strategic Engagement at Outreach.io, oversee revenue at Sales Hacker (acquired in 2018), host of The Sales Engagement Podcast, author of The Forecast newsletter and head of the Vancouver Chapter of The Revenue Collective. Outreach is the #1 sales engagement platform in the world that will help make your team a revenue driving machine. Sales Hacker is the smartest community of B2B sales professionals on the planet. We help sales professionals get better at their job by doing it smarter. Outreach acquired Sales Hacker in 2018. The Sales Engagement Podcast is where you can listen to tactical advice from some of the best sales & marketing pros across all titles and industries. The Forecast is a weekly newsletter that helps you stay ahead of the curve by learning about future best practices that drive growth. Subscribe for free: https://theforecastnow.substack.com/ Our chapter of the Revenue Collective is an invite-only, private community of the best sales and marketing leaders in Vancouver. My personal outlook is pretty simple: I would like to spend my life solving interesting problems with interesting people. And I want to help as many people along the way as I can. Love > Fear Twitter: @scottbsales Insta: @scottybarks www.saleshacker.com

If you're in the Sales Game, you already know MIngram. He's my top #1 Favorites when it comes to Sales Development content. Everything he does is solid. He practices what he teaches. As an SDR Lyfer himself, he's in it to win it and he knows that to truly win in life it's all about giving back. About I have been very fortunate to be named a back to back LinkedIn Top Sales Voice in 2018 and 2019, and 2020 and named a Top 25 Sales Development Thought Leader. The crazy part about all of this is that I never wanted to create a personal brand in the first place because I was afraid of what people would think of me.

It's tough right now, there are people who are still jobless and there are many still seeking their first SDR role. But what happens if you're giving it your all, all your might, all your strength, all your power, all your energy only to see it go down the drain? Don't go down that rabbit hole. Join us as Chili Piper's SDR Manager gives you insights on what to do and what not to do. Break yourself, be different. don't follow the pack. About You know when you get a lead from a form fill and now have to relentlessly follow up with this person to get them scheduled for a demo? Sometimes it can stretch out for days, even weeks and that’s if you manage to get ahold of them in the first place. Or how about when you’ve got a qualified lead that you're ready to schedule a demo for but you’re lost trying to figure out which AE’s calendar to put it on? Is this person up in the Round Robin? Which territory is this guy in? Isn't this person on vacation? If you or any of your reps have experienced these problems, I’m in the business of helping. Let’s talk! matthew@chilipiper.com Connect with Matthew: www.linkedin.com/in/matthewpaulroberts5/ Our mission: initiate positive & open communication in a non-intimidating way. PEAR Cards are a tool/activity for family, friends, coworkers, in the classroom, or any social situation that initiate open and positive conversation with one another. Pass out the cards, read yours out loud and respond to it as openly and positive as possible. There is no right or wrong answer, we only ask that you participate. PEAR is dedicated to the pursuit of positive connections and open communication. Our goal is to play a part in the pursuit of happiness by providing a safe, fun, and natural platform where people can come together and grow. We want to help build personal connections. We want positivity to be more common. We want people to feel comfortable while expressing themselves. We want moments of vulnerability to be less intimidating. We want to encourage the pursuit of happiness. PEAR is proud to donate 10% of our PEAR Cards profits to selected mental health organizations and join the effort to encourage mental health and promote positive psychology. Our beneficiaries are listed below: Mental Health America - http://www.mentalhealthamerica.net/ Brain & Behavior Research Foundation - https://www.bbrfoundation.org/ American Foundation For Suicide Prevention - https://afsp.org/ "This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com."

Introducing India's TOP SDR Manager, the one and only Rahul Wadhwa. Rahul is one of a kind when it comes to Sales and Sales Development. His beliefs, his go-to-market strategies, and his learning style are one of a kind. Here he shares his story on how he worked his way up the ranks and what it takes to be highly adaptable. About I am a millennial managing Millennials for a living. My Story- I was in the right place at the right time. Am I a born salesperson? As a kid, I was able to convince my Indian parents into letting me study how alcohol is made so I can make a living, get work at 17 as a bartender with no experience, convinced more than 30 companies to hire me in less than ten years. If sales is about convincing another person into buying your idea, then yes. I have made a few sales in my life. Why Sales Development? Look around. Every SDR wants to become an AE and then Sales Manager. Everyone wants to build an outbound team without grooming people in this role. Few Sales managers handle sales development, and sales function both. What's the problem you ask? Please think of the best Chinese restaurant you like and imagine them selling Indian food too. I rest my case. How does the future of Sales Development in India look like? - Bright. SaaS is growing in India more than ever, and I see immense potential in building a career in Sales Development. My vision for the next 2 years is to motivate more SDRs to take up a career in Sales Development and more people to take up sales. If you are an #SDR, want to hone your skills and don't know where to start, look at this absolute free resource - https://bit.ly/3e14eCP Checkout my new Youtube Channel- https://bit.ly/3cuo8pn Looking to master the interview skills and get hired?- Download our book "Get Hired" (Link Below) Looking to contribute to our next book "Get Promoted", DM me Happy with the guidance I provided and looking for ways to treat me?

Jared is one hell of a Solutions Consultant. Young, bright, and highly ambitious he'll do whatever it takes to be successful. Jared started off at Chili Piper as an SDR. He then moved his way up the ranks into CX, Product Expert, and ultimately Sales Enablement. Jared then soon realize he found his Ikigai and that's being a Solutions Consultant. FactoryFour provides a manufacturing execution system for high-mix and highly custom manufacturers around the world. As a Solutions Consultant, I help with assisting our sales organization in pre-sales activities such as RFI/RFP completion and technical demonstrations. G2 crowd recognized FactoryFour as a high performing MES in the 2019 Fall, 2020 Winter, and 2020 Summer Grid Reports About I love leveraging the use of technology both personally and professionally. I have a passion for problem-solving, software and working with people. Since beginning my career, I've become more and more intrigued by the Sales Process. I started off as a SDR before moving to Customer Success and Relationship Management before being promoted to a Sales Enablement/Sales Engineering/Product Manager hybrid role. I’m now in a Solutions Consultant role which is a mix of all the areas of SaaS that I’m passionate about. I'm a huge fan of supporting Sales whether it be in Sales Engineering/Solutions Consulting or in Sales Enablement. The Sales world is one that I'm extremely passionate about and I look forward to growing in. My Specialties/Interests: + Sales Engineering + Solutions Consulting + Sales and Marketing Operations + Sales Enablement + Salesforce + SaaS Onboarding and Training + SaaS Customer Support and Success + Marketing Automation Tools + Sales Technology Connect with Jared: www.linkedin.com/in/jiwexler/

Introducing our next featured guest coming straight out of Barcelona, Alejandro Campoy, Sales Account Executive at Stealth Startup. Alejandro is my good friend coming straight out of Spain. He is a millennial repping Millenials and a true go-getter. With the mamba mentality burning desire within his heart, he'll go down swinging no matter what. That's how winners win. BIO: I’ve been passionate about sales and marketing for as long as I remember, with a focus on value creation. I believe in brands with a conscience, those who help create a better world. Over the last 8 years, I’ve helped companies from various industries grow, ranging from small, local projects in Valencia funded with limited resources to big food-techs in San Francisco. This exposure to different environments has shaped me into a versatile, KPI driven, team-oriented professional with a business development focused skillset. I have two passions: NBA and fashion. Following my passion, I recently released my second clothing brand, inspired by my core values and principles, where I apply all the knowledge gathered during these years. You can check it out @unlimited__dreamers . Specialties: 
 SaaS | Digital Sales Development | Online Brand Building | Account Management | Prospection Connect with Alejandro: www.linkedin.com/in/alejandrocampoybea/ https://tenbound.com/top-3-skills-every-sdr-should-develop/ "This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com."

Introducing Ben Smith, Team Lead of Business Development over at Reachdesk, a Direct Mailing Serice company helping people break through the noise at scale with personalized gifts. Ben is a true sales professional that everyone needs to keep an eye on.  He is also the Community Host of SDRs of London with over 180+ confirmed members. SDRs of London is an inclusive on-line community of London's most forward-thinking and innovative SDRs. We wanted to create a platform that gave Sales Development Representatives an opportunity to compare ideas, gain insight, and receive mentorship at their fingertips. Send me a message if you want to get involved!  BIO: I help Sales and Marketing professionals scale, automate, and measure physical direct mail sends through their CRM. I am passionate about bringing hyper-personalization and authenticity to the sales process to cut through the noise and add value to every conversation. Having previously worked in PR I have a true understanding of how this channel can help raise brand awareness, increase social exposure, nurture prospects, and retain customers. Let's find some time to discuss creative campaigns that can help improve your sales cycle to generate more leads and win more deals. ben@reachdesk.com +447479007244 Connect with Ben: www.linkedin.com/in/bensmith1994/ This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com

What do you do when you get let go from a company you put your heart and soul into?  What do you do when you're left in the dark with no lights?  What do you do when you think it's over when it's actually not?  The answer is to push forward. Introducing our next guest Evan Carlton, Senior Manager of Enterprise Sales Development over at Lean Data.  Evan got his start in sales as early as 2013.  It wasn't until 2017 when he got his first taste of being an SDR.   Upon arrival, he loved every moment of it and the rest is history.  Evan also has an impressive resume when it comes to his stats over at NetApp and they're as followed: • Top SDR in Americas Q1 & Q2 of 2018 (200% of plan in Q1, 206% in Q2) • Served as unofficial team lead, interviewed SDR and Sales Intern candidates • Trained and mentored new hires, developed call scripts, and email templates He is also known as The Sales Development Coach, advising, helping, and teaching others on how to be successful when it comes to the Sales Dev. Game. Come join us as he breaks down the main fundamentals and tactics it takes to be in this world. Connect with Evan: www.linkedin.com/in/theevancarlton/ This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com

There are many Sales Communities out there but non like Rev Genius.   RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family! Connect with 8,500+ members who are contributing to RevGenius’ mission and building the future of sales and marketing. Build meaningful relationships Discover curated events Share best practices Behind the Master Mind of the Community is no other than Jared Robin himself.  A well seasoned Exec with over 10+ years of sales experience.  Jared has always been a believer in being a giver than to take which prompted him to roll out RG. "You can get everything in life you want if you will just help enough other people get what they want." - Zig Ziglar Connect with Jared  www.linkedin.com/in/jaredrobin/ www.revgenius.com This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com

Introducing our next guest Keegan Chapman, VP of Sales over at Victorylap.io Victorylap.io is a modern-day sales Bootcamp that acts as a liaison between the main sales skills fundamentals and the Tech/SaaS companies available. Bridging and closing the gap. The company is run by sales professionals for sales professionals. Keegan got her first sales experience when she was as young as 8 years old selling girl scout cookies. Her mom was her best coach even till this day and she sure did raise an awesome daughter. Keegan was also named 2017 where her team raised over $130,000 to support The Leukemia & Lymphoma Society (LLS) in 10 Weeks! In turn, my fundraising team funded two grants as well as helped support cancer research through LLS. She is also a sales professional and leader in the space, giving power and voice to the females in sales. What we truly love about Keegan is that she's always open to helping others out. She's also always on the move when it comes to goal achievements and always finding a way to break through it! Keegan, thanks for all you do, the Sales Dev. Community appreciates you! Connect with Keegan: https://www.linkedin.com/in/keegan-chapman/ Bootcamp: victorylap.io "This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com."

Business Development and Strategic Partnerships | Brand Evangelist | Top 25 Inside Sales Leader Introducing our next guest on the show Nimit Bhatt, Managing Director of Business Development and Strategic Partnerships at Memory Blue. memoryBlue is a sales development consulting firm headquartered outside of Washington, D.C, with offices in Austin, TX, Boston, MA, Denver, CO, and Silicon Valley, CA. We’re passionate about helping high-tech companies grow faster and more profitably by maximizing the effectiveness of sales development efforts, while at the same time advancing the careers of stellar inside sales professionals. When it comes to Sales Development Hard Hitters, Nimit is one of the OG's in the skits with 8 years going strong. He is also the VP of AA-ISP of the Phoenix, AZ Chapter. What started off in a family that wanted him to become a lawyer, he went against their will and it was the best decision he ever made. In this episode, he shares the benefit of always asking what's next How knowing too much can break or make the call Be Dangerous The Power of Story Telling Connect with Nimit: https://www.linkedin.com/in/nimit-bhatt-81047631/ The Sales Minute with Nimit: https://open.spotify.com/show/1pWFmzCUidfDBpeI1Bh0iK?si=wlljLOmsR52zvR6ZM_MUXw "This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com."