Demo Like A User Podcast

In my opening I meant to say Title not entitled. 

You bought ZoomInfo, Outreach and/or SalesLoft. You built a list, checked it twice. You wrote a 9-step email sequence. You carpet-bombed your TAM for 30 days. You fried your domain. Who ya gonna call? Ghostbusters?  You could always tune into Episode #48 of the #DemoLikeAUser podcast.

In this episode, I will discuss how you as the seller should just get to the point with your prospects and buyers.  Connect with me on Instagram - ryan_ceo_salesgevity 

Imagine you're a senior sales executive who takes on a consulting role, supporting a young, up and coming tech start-up in the architectural VR space. After 60 days of delivering real impact, forming an alliance with the founding team, and really believing in the company mission, you are offered a full-time role as the company's CRO. January starts off life fireworks with momentum and strong sales. February finishes strong. Then, a global pandemic hits the world, with NYC as it's North American epicenter. In the blink of an eye, your role as CRO changes, and decisions need to made quickly. On, Episode #43 of the #demolikeauser podcast, I sat down with Brandon Gracey, CRO with IrisVR to hear how this exact scenario unfolded for him and the IrisVR team. Brandon shared with me how they went to a 100% remote workforce, to 100% outbound prospecting, redefining their ICP (ideal customer profile), and establishing team meeting cadences that are both supportive and actionable. Oh, he also just became a dad for the first time as well. I hope you'll tune in, enjoy and share with your peers.    

In my early 30's, as an inside sales rep, I was closing $100k+ sized deals. And, I was doing so over the phone without ever visiting the prospect or customer. I am also a firm believer that as remote work continues to evolve, sales reps with 5-7 years of experience will get hired to sell enterprise-sized deals. I also believe that salaries for sales roles will begin to right-size where base salaries will decrease by 30-40% and overall compensation will as well.  Follow me on Instagram - ryan_ceo_salesgevity and bring your questions!

This week I sat down with Cameron Gallacher and Yonden Sherpa who co-founded Latched Creative, a digital marketing agency out of Vancouver. To my surprise, these two marketing founders share a deep passion for sales execution. Perhaps my favorite part of our discussion was why building an email list is so critical to building your business. To learn more about how Latched Creative can help you grow your business, you can head over to their website: Latched Creative #demolikeauser

#paid is a technology company that builds tools for the creator’s economy. In this episode, Michael and I discussed his well time article entitled, Time To Skill Up. Michael shared his three key categories for skilling up: Timeless Skills, High demand professional skills, and Creative skills. From meditating to intermittent fasting, from mathematically thinking to MOOCs, Michael delivers valuable insights we can all put into action starting today. 

Construction lenders and real estate developers use Rabbet to streamline construction finance for projects from $500,000 to over $500 million. In this episode, Liz and I discussed how she has taken on more responsibility in the midst of a pandemic. She has been offering key feedback for Rabbet’s website team, contributing content for whitepapers, and sending “Love Actually” messages to her prospects. Liz is doing all of this and more. She has only been in her role for 5 months and performing at a very high level. Fun fact: Liz and I both have deaf Boston Terriers.

Workgenius offers the only fully automated end-to-end freelance solution to accelerate time to value, guarantee quality results, and reduce overhead. In this episode, Sabba and I discussed how and why WorkGenius continues to hire salespeople and in fact double down on the growth objectives for 2020 and beyond. Most of Sabba’s team has been with WorkGenius less than 3 months and he shares some of the measures he and his executive team have taken to ensure optimal work from home scenarios. 

Workgenius offers the only fully automated end-to-end freelance solution to accelerate time to value, guarantee quality results, and reduce overhead. In this episode, Bianca and I talked about how she was able to quickly adjust from working in the office during her first two weeks at WorkGenius to transitional to work from home at her NYC apartment. We also dug into her research first and slow down approach for prospecting. Bianca has been with WorkGenius for only three months and absolutely crushing it. 

Wistia helps businesses add their videos to the web, track their performance, and build and engage with their audiences in meaningful ways. In this episode, Massimo and I discussed how he uses conversational intelligence to formulate his go-to-market messages for written and video content. In fact, Massimo has a portfolio of how-to videos on his LinkedIn page. He is both a teacher and a practitioner and in my opinion a rising star within our profession.

ChildCareCRM was founded to provide a comprehensive customer relationship management and marketing system designed specifically for the child care industry. In this episode, Mike and I discuss his “take care of our team first” mantra in the midst of this pandemic. Mike is a self-described office person who has created several ways to keep his team together. Mike is another leader who recently joined their company and due to his strong track record, he is a prime position to lead his team through this challenging time.

As a health tech company in the insurance space, BeniComp provides organizations with innovative and forward-thinking solutions to sustain the health of their workforce. In this episode, I spoke with a marketer! Francisco and I had a great conversation around ways BeniComp is able to leverage their team of internal clinical experts to generate marketing content that garners trust. He also provided his take on discovery call framework for salespeople and ways to align BeniComp’s value proposition to their client’s long-term goals. Franciso’s passion is healthcare and he has been named a 2020 Rising Star by Workplace Benefits Rennaisance.

I have been beating this drum for 5 years now and firmly believe the next generation of SDR's will be required to be deep analytical thinkers and researchers. They will need to be masters of writing email copy, running discovery meetings and less dependant on automation, sequences & cadences.  In this episode, I show you a specific use case on how you can put these new requirements into practice when prospecting via email.     

Podcast listening stats are way down. No argument there. It makes total sense given the fact that 99% of us are not commuting anymore. However, this will not stop me from recording another episode. BUT, here is the twist. I recorded a podcast and a video of me at the same time. I took A/B split testing to the next level. Well not really.  Which will perform better?  I hope you enjoy this time tested tip for 'Managing Your Manager'. The video will be on Instagram @demolikeauser