Enterprise Sales Development

Dive 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.

In 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.

Harnessing 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

In 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

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

In 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

In 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

In 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

In 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

In 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

In 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

On 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

Discover 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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

In 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