Clozers Only

Ryan Liubinskas (VP Global Sales Development at CoachHub) joins us for this episode to discuss how proper SDR coaching can increase prospecting performance. During our conversation we covered the differences between training and coaching and when to use which. Running 1on1s with reps can be extremely time-consuming, especially working with 10+ reps so Ryan shared his tips & tricks on coaching his SDRs without spending too much time. Stress and frustration are part of the SDR job, so if you want to get the most out of your reps you gotta coach them well. Tune in for this episode to learn more!

Jon Mazza (Content Marketing at LeadIQ) is joining us for a conversation on personalization at scale. Jon previously worked as an SDR, AE and SDR Lead at LeadIQ having plenty of prospect personalization under his sleeve. We are discussing the pitfalls of automation and what most reps should be looking out for while scaling their sales engagement. Also, Jon has a great personalization story for this particular episode that lots SDRs and AEs can learn a lot from. Replicate this unique strategy to book more meetings with your Target Accounts.

Chris von Huene (Sales Director at Prodigal) shares with us the right strategy to build a rock solid inside sales organizations from zilch. Foundations, processes, people and enablement are all part of getting to your revenue goals, but what are the main areas to focus on first? How to prioritize tasks and activities while building teams and selling at the same time? We get the answers to all these critical questions from Chris in this episode.

Ellie Twigger (Sales Development Representative at SalesLoft) shares with us her tips and tricks on doing Social Selling right. Getting started, staying consistent and focusing on the long run are concerns that discourage most from seeing the benefits of social. There are no quick wins in this! Ellie walks us through how she got going with LinkedIn, the way she generates ideas for posts, and how she builds long-lasting relationships that result in first meetings, opportunities, and sales for her company.

Hector Forewood (Co-founder at Hoist) speaks about how to guide prospects through the sales funnel from beginning to end. We highlight the big mistakes AEs usually make during/after first meetings and discuss why it is such a huge turnoff from potential buyers. Selling is more difficult than ever before as buyers have more control than they used to. Never rush your discovery, don't sell early in the process and always confirm the next steps to increase your chances of closing.

On this episode, Stuart Taylor (Head of Sales Development at Refract) talks about the importance of leading SDR teams by example. Your reps are slacking off? Show them how it's done! Stuart gives us some interesting tips on how to make prospecting fun and essential for SDR leaders. In case you want to gain the ultimate respect from your team, give this one a listen.

Carlos Quesada, Account Executive at Factorial HR, is sharing his experience of why adapting one's sales approach in different demographics is absolutely crucial. We bounce ideas with Carlos on the dos & don'ts and reveal some interesting cultural surprises we encountered during our careers.

Callum Henderson, Commercial Director at EngageTech, is sharing his interpretation of a silver bullet in Sales Prospecting and the strategy that excelled over others for him and his team. In this episode, we're comparing different strategies with Callum and discuss how their effectiveness have changed due to the pandemic.

Nicolas Noailles, SDR at Matera, is sharing his job search experience in COVID 19. After completing the Sellinstruct training program, he confidently nailed his interviews with his ICPs in the SaaS industry. Nick talks about the winning mindset it takes for one to land and secure a job in today's difficult economy. If you're at a tough spot now, play this episode. It's always worth listening to somebody booking 5 SQLs on their first prospecting day. In case you have any questions, feel free to reach out to us or check us out at sellinstruct.com

Guerlyne Guercy, Commercial Account Manager at Liveperson, is sharing about Prospecting for Account Expansion! We are discussing how much her SDR background served her in Account Management, how much she is prospecting and what strategies she is using. She explained her views on how different it is to prospect as a Sales Development Representative from an Account Manager.

Zach Restuccia, Account Executive at Terbium Labs, is joining us for a conversation on experimenting in prospecting! He is sharing his opinion on which personality fits which strategy, how the change of the economy influenced his prospecting results and how he is balancing his time doing traditional and state-of-the-art prospecting strategies.

Scott Howland, Account Executive at Zephr, is joining us for a conversation on NextGen Prospecting! We are discussing how reps can build sales pipeline without traditional methods as well as how new strategies compare to cold calling & cold emailing. Scott is also sharing with us how he joins forces with the SDR team to close more meetings with prospecting strategies most companies never even think about.

Vitorio Yosifov, SDR rookie at Pitchbook Data and Sellinstruct Alumnus, is sharing how did he land a new job in pandemic without having experience. Due to the global situation there are lots of challenges a newly-hired has to face with a new industry, a product and a role. Vitorio is sharing some tips and tricks how he managed to navigate his new SDR life and how did he exceed his quota by 200% in his first month.

Val Moisand, Account Executive at Datadog, gives some advice on how to take the leap from an SDR to an AE position, regardless of having the necessary experience in a specific industry. Tech sales can be tough. Not SaaS, literally selling tech tools to developers. Val unveils what worked for him to get the ball rolling selling technical products to DevOps professionals and tech leadership. Ps.: Due to the pandemic, Val's girlfriend was having her professional opera singing practice at home during this episode. We kinda like the vibe it brought to our conversation. Hope you will, too. :)

Lucas Rincon, top-performing SDR at Instana, is sharing what needs to be done to reach high level of success in sales prospecting. While the pandemic significantly affects the number of first meetings generated across many industries and verticals, Lucas re-focuses his energy on those prospects that are likely to convert.

Collin Waldrip, SDR Trainer at SalesLoft , reveals his secrets on how coaching SDRs can contribute to great sales performance. Providing guidance through difficult times can be tough, but it doesn't necessarily have to be. Collin openly speaks about how he helps his team to tackle challenges when needed so they can unleash their true potential.

Cam Robinson, VP of Sales at CrowdControl HQ, shares his journey on how he managed to get from SDR to VP os Sales in less than three years at CrowdControl HQ. After discussing his personal achievements, Cam talks about some actionable tips SDRs can execute on to earn a promotion.