Podcasts about bdrs

This week on GTM Live, Carolyn sits down with Nick Flamini, host of the Sales Architecture Podcast, to explore the real reasons most go-to-market teams are still struggling—despite all the headcount, tools, and budget. They dig into the myth of “more BDRs = more pipeline,” and why most organizations are missing the data, architecture, and cross-functional alignment required to scale efficiently.Carolyn explains why “go-to-market bloat” is a symptom of deeper system issues, not bad people. She shares how Passetto is helping companies rethink how they connect marketing, sales, finance, and RevOps through a unified GTM data layer. Nick challenges the hype around AI in outbound, and the two unpack why trust, process, and measurement (not volume) are the levers that matter most.If you've ever questioned whether your CAC is actually sustainable, or felt stuck trying to prove marketing's impact, this episode is your blueprint.Key topics in this episode:Why most CRM data is unusable, and what to do about itThe epidemic of go-to-market bloat and over-hiringHow AI is flooding outbound and eroding trustWhy finance must own more of GTM efficiencyThe trap of MQL targets and performance by teamWhat it takes to build a real full-funnel revenue factoryThis episode is powered by ⁠Passetto⁠. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠passetto.com

This episode features an interview with Jen Rapp, CMO at Superside, an AI-powered creative service, trusted by 500+ top brands. Jen has over 20 years of experience developing and executing marketing strategies for high-growth companies, with a particular focus on working alongside entrepreneurial leaders to scale.She discusses selling the vision and how doing good impacts marketing, sharing her lessons from her time at Patagonia and DoorDash. She also discusses winning on meta through quality creative and driving qualified leads through virtual summits. Key Takeaways:Don't sleep on meta ads. If your ICP is on Instagram, those ads can be some of the cleanest and most effective ads to drive pipeline, especially if you have quality creative. Virtual Summits, or essentially a stack of webinars, are a great way to get emails and drive pipeline if you are truly offering great content. Sell the vision, not the product. A focus on features, instead of stories, is rarely the way to go. Quote:“  I would not have said this a year ago, when I first joined the company - number one is our meta, paid meta spend. I came to this company and I saw how much we were spending on Meta, and I was like, whoa, what the hell are these people doing? They're making mistakes left and right. Nope. We drive a majority, or a lot, I shouldn't say a majority, a lot of our qualified pipeline through our Meta spend. Our Meta spend also acts as our top of funnel awareness driver.  When we turn off meta, we basically turn off the ability of our SDRs and our BDRs to convert people to SQLs. It is invaluable. So number one, my marketing team is like rallied around creating incredible creative for Meta.”Episode Timestamps: *(03:51) The Trust Tree: Making sure customers have confidence in you*(12:12) The Playbook: The power of Meta ads*(33:10) The Dust Up: Standing up to brilliant founders*(41:01) Quick Hits: Jen's Quick HitsSponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedInConnect with Jen on LinkedInLearn more about SupersideLearn more about Caspian Studios

The CEO's Strategic Growth Edge: A Go-To-Market System That Scales“You don't need more leads—you need clarity. Clarity on where your business can grow the most, the fastest, and at the highest margin. That's what a real go-to-market system delivers. It's not about volume anymore—it's about alignment, focus, and making sure every team—marketing, sales, and customer success—is executing toward the same outcome. That's how CEOs scale with confidence.” That's a quote from Sangram Vajre, and a sneak peek at today's episode.Welcome to Revenue Boost: A Marketing Podcast. I'm your host, Kerry Curran—revenue growth expert, industry analyst, and relentless advocate for turning marketing into a revenue engine. Each episode, we bring you the strategies, insights, and conversations that help drive your revenue growth. So search for Revenue Boost in your favorite podcast directory and hit subscribe to stay ahead of the game.In The CEO's Strategic Growth Edge: A Go-to-Market System That Scales, I'm joined by bestselling author and GTM expert Sangram Vajre to discuss why go-to-market isn't a marketing tactic—it's a CEO-level growth system. In this episode, you'll learn the three phases every business must navigate to scale, why alignment beats activity in every growth stage, how CEOs can drive clarity, trust, and margin-focused decisions across teams, and why AI is only a threat if you're still riding the demand-gen horse.If you're a growth-minded CEO or exec, this episode gives you the roadmap and the mindset to scale faster, smarter, and stronger. Be sure to listen through to the end, where Sangram shares three key tips—his ultimate advice for any leader ready to level up their go-to-market strategy. Let's go!Kerry Curran, RBMA (00:00.77)So welcome, Sangram. Please introduce yourself and share a bit about your background and expertise.Sangram Vajre (00:06.992)Well, at the highest level, I feel like I've had the opportunity to be in the B2B space for the last two decades and have had a front-row seat to categories that have shaped how we think about go-to-market. I ran marketing at Pardot. We were acquired by ExactTarget and then Salesforce—that was a $2.7 billion acquisition. It was a huge shift in mindset, going from a $10 million company to a $10 billion one, and I learned a lot.I became a student of go-to-market, if you will. That was in the marketing automation space. Then I launched a company called Terminus, which has been acquired twice now. Along the way, I've written three books. The one we're going to talk a lot about is MOVE, which became a Wall Street Journal bestseller. That book has created a lot of opportunities and work for us.I walked into writing this book, Kerry, thinking I knew go-to-market because I had two $100M+ exits. But I walked out of the process a student of go-to-market because I learned so much. Writing it forced me to talk to folks like Brian Halligan, the CEO of HubSpot, and partners at VC firms who have seen 200 exits—not just the three I've experienced.It really expanded my vision. Now I lead a company called Go-To-Market Partners. We're a research and advisory firm focused on helping companies understand who owns go-to-market and how to run it at a transformational level. Our clients are primarily CEOs and executive teams. That's our focus.Kerry Curran, RBMA (01:46.094)Excellent. Well, I'm very excited to dive in. I first saw you speak at Inbound last fall, and what really resonated with me was the shift from just an ABM program to a company-wide GTM program—one that includes everything from problem-market fit all the way to customer success, loyalty, and retention. Really making GTM the core of revenue growth.So I'd love for you to dive in and share that framework and background.Sangram Vajre (02:23.224)Yeah. And by the way, for people who've never attended Inbound—you should. I've spoken there for eight years straight and always try to bring new ideas. Each year, they keep giving me more opportunities—from main stage to workshops. I think you attended the 90-minute workshop, right? Hopefully it wasn't boring!Kerry Curran, RBMA (02:48.61)Yeah, it was excellent. I love this stuff, so I was taking lots of notes.Sangram Vajre (02:52.814)That was fun. The whole idea was: how can you build your entire go-to-market strategy on a single slide? Now, people might think, “There's no way—you need way more detail.” But it's not about making it complete; it's about making it clear.So everyone can be aligned. For example, in the operating system we've developed, we write research about it every Monday in a newsletter called GTM Monday, read by 175,000 people. The eight pillars are based on the most important questions. And Kerry, I don't know if you'll agree, but I think I've done a disservice for two decades by asking the wrong question.Like, I used to ask, “Where can we grow?”—which sounds smart but is actually foolish. The better question is, “Where can we grow the most, the fastest, the best, at the highest margin?” That's the true business perspective. So the operating system is built around these eight essential questions.If every executive team can align on these—not with certainty, but with clarity—then they can gain a clear understanding of what they're doing, where they're going, who their ICP is, what bets they're making, and which motions to pursue. I've done this over a thousand times with executive teams, helping them build their entire go-to-market strategy on a single slide. And it's like a lightbulb moment for them: “Okay, now I know what bets we're making and how my team is aligned.” It's a beautiful thing.Kerry Curran, RBMA (04:50.988)Yeah, because that's one of the hardest challenges across business strategy and growth: where to invest, where to lean in. So bring us through the questions and framework.Sangram Vajre (05:01.688)Yeah. So the first one is “Where can you grow the most?” The second one is really about what we call the Market Investment Map. I'll give you maybe three or four so people can get an idea. The Market Investment Map is especially useful for companies with more than one product or more than one segment. This is the least used but most valuable framework companies should be using.You might remember from the Inbound talk—I used HubSpot as an example since I was speaking at Inbound. It's interesting because at my last company, Terminus, we acquired five companies in eight years. So we had to learn this process. The Market Investment Map is about matching your best segments to the best products to create the highest-margin offering.If your entire business focuses only on pipeline and revenue—which sounds right—you're actually focused on the wrong things. You may have seen people post on LinkedIn saying, “I generated $10 million in pipeline,” and then a month later, they're laid off. Why? Because that pipeline didn't matter. It might have been general pipeline, but if you looked at pipeline within your ICP—the customers your company really needs to close, retain, and expand—it might have only been half a million. That's not enough to sustain growth or justify your role.So, understanding the business is critical. It's not just about understanding marketing skills like demand gen, content, or design. Those are table stakes. You need to understand the business of marketing—how the financials work, how to drive revenue, and how to say, “Yeah, we generated $10 million in pipeline, but only half a million was within ICP, so it won't convert or drive the margin we need.” That level of EQ and IQ is what leaders need today.Our go-to-market operating system goes deep into areas like this.Kerry Curran, RBMA (07:31.022)And I love the alignment with the ICP. I'm sure you'll get deeper into that. I also know you talk about getting rid of MQLs because the real focus should be on getting closer to the ICP—on who's actually going to drive revenue.Sangram Vajre (07:45.892)Yeah. John Miller, a good friend who co-founded Marketo, has been writing about this too. I was the CMO of Pardot. Then we both built ABM companies—I built Terminus; he built Engagio, which is now part of Demandbase. We've been evangelizing the idea of efficient marketing machines for the last two decades.We're coming full circle now. That approach made sense in the “growth at all costs” era. But in this “efficient growth” era, everything can be measured. The dark funnel is real. AI can now accelerate your team's output and throughput. So we have to go back to first principles—what do your customers really want?I was in a discussion yesterday with executives and middle managers, and the topic of AI came up. Some were worried it would take their jobs. And I said, “Yes, it absolutely will—and it should.” I gave the example I wrote about recently: imagine you were the best horseman, with saddles, barns, and a generational business built around horses. Then Henry Ford comes along with four wheels. You just lost your job—not because you were bad, but because you got infatuated with the horse, not with your customer's need to get from point A to point B.Horses did that—it was better than walking. But then came cars, trains, airplanes. Business evolves. If you focus on your customers' needs—better, faster, cheaper—you'll always be excited about innovation rather than afraid of it. So yes, AI will replace anyone who stays on their horse. If you're riding the demand gen horse or relying only on content creation, a lot is going to change. Get off the horse, refocus on customer needs, and figure out how to move your business forward.Kerry Curran, RBMA (10:21.708)Yeah. So talk a bit about honing in on the ICP. I know in one of the sessions you asked, “Who's your target audience?” And of course, there was one guy in the front row who said, “Everyone,” and we all laughed. But I still hear that all the time. Talk about how important it is, to your point, to know your customer and get obsessed with what they need.Sangram Vajre (10:45.56)Yeah. So the first pillar of the go-to-market operating system is called TRM, or Total Relevant Market. We introduced that in the book MOVE for the first time. It's a departure from TAM—Total Addressable Market—which is what that guy in the front row was referring to during that session. It was epic, and I think he was a sales leader, so it was even funnier in a room full of marketers.But it's true—and real. He was being honest, and I appreciated that. The reality is, we've all been conditioned to focus on more and more—bigger and bigger markets. That makes sense if you have unlimited funds and can raise money. It makes sense if the market is huge and you're just trying to get in and have more people doing outbound.As a matter of fact, a few weeks ago, we did a session where someone said something profound that I'll never forget. He said, “The whole SDR function is a feature bug in the VC model.” That was fascinating—because the whole SDR model was built to get as many leads as possible, assign 22-year-olds to make cold calls, and push them to AEs.We built this because it worked on a spreadsheet. If we generate 1,000 leads, we need 50 callers to convert them. It's math. But nobody really tried to improve it because we had the money. Now we're in a different world. We have clients doing $10–15 million in revenue with five-person teams automating so much.People don't read as many automated emails. My phone filters out robocalls, so I never pick up unless it's someone I know. Non-personalized emails go into a folder I never open. Yet people keep sending thousands of them, thinking it works.For example, I send our GTM Monday newsletter via Substack. It's free for readers, and it's free for me to send—even to 175,000 people. Meanwhile, marketers spend thousands every time they email their list using legacy tools. Why? Because these people haven't opted in to be part of the journey the way Substack subscribers have.The market has changed. Buying big marketing automation tools for $100,000 is going to change drastically. Fractional leaders and agencies will thrive because what CEOs really need is people like you—and frameworks like a go-to-market operating system—to guide them. You and I have the gray hair and battle scars to prove it. What matters now is using a modern framework, implementing it, and measuring outcomes differently.Kerry Curran, RBMA (14:08.11)Yeah, you bring up such a valid point. In so many of my conversations, I see the same thing. It's been a sales-led growth strategy for years. Investments went to sales—more BDRs, more cold emails, more tech stack partners.Even as I was starting my consultancy, I'd talk to partners or prospects who'd say, “Well, we just hired more salespeople. We want to see how that goes.” But to your point, without the foundational framework—without targeting the right audience—you're just spinning your wheels on volume.Sangram Vajre (15:06.318)Exactly. One area we emphasize in our go-to-market operating system is differentiation. Everyone's doing the same thing. Let me give you an example. Last week, I looked at a startup's email tool that reads your emails and drafts responses automatically. Super interesting. I use Superhuman for email.Two days later, Superhuman sent an email saying they'd launched the exact same feature. So this startup spent time and money building a feature, and Superhuman—already with a huge user base—replicated and launched it instantly. That startup is out of business.With AI, product development is lightning fast. So product is no longer your differentiator. Your differentiation now is how you tell your story, how quickly you grab attention, how well you build and maintain a community. That becomes your moat. Those first principles matter more than ever. Product is just table stakes now.Kerry Curran, RBMA (16:33.878)Right. And connecting that to your marketing strategy, your communication, your messaging—it also sets up your sales team to close faster. By the time a prospect talks to a rep, your marketing has already educated them on your differentiation. So talk more about the stages and what companies need to keep in mind when applying your go-to-market framework.Sangram Vajre (17:07.482)One of the things we mention in the book—and go really deep into in our operating system—is this 3P format: Problem-Market Fit, Product-Market Fit, and Platform-Market Fit. We believe these are the three core stages of a business. I experienced them firsthand at Pardot, Salesforce, and Terminus through multiple acquisitions.If you remember, I always talk about the “squiggly line,” because no company grows up and to the right in a straight line. If you look at daily, weekly, or monthly insights, there are dips—just like a stock market chart. So the squiggly line shows you can go from Problem to Product, but you'll experience a dip. That's normal and natural. Same thing when you go from Product to Platform—you hit a dip. Those dips are what we call the “valleys of death.”Some companies overcome those valleys and cross the chasm, and others don't. Why? Because at those points, they discover they can market and sell, but they can't deliver. Or maybe they can deliver, but they can't renew. Or maybe they can renew but not expand. Each gap becomes a value to fix in the system.And it's hard. I've gone from $5 million to $10 million to $15 million, all the way to $100 million in revenue—and every 5 to 10 million increment brings a new set of challenges. You think you've got it figured out, and then you don't—because everything else has to change with scale.I'll never forget one company I was on the board of—unfortunately, it didn't make it. The CEO was upset because they were doing $20 million in revenue but didn't get the valuation they wanted. Meanwhile, a competitor doing only $5 million in revenue in the same space got a $500 million valuation. Why? Because the $20M company was doing tons of customization—still stuck in Problem-Market Fit. The $5M company had reached Product-Market Fit and was far more efficient. Their operational costs were lower, and their NRR was over 120%.If you've read some of my research, you know I'm all in on NRR—Net Revenue Retention—as the #1 metric. If you get NRR above 120%, you'll double your revenue in 3.8 years without adding a single new customer. That's what executives should focus on.That's why we say the CEO owns go-to-market. All our research shows that if the CEO doesn't own it, you'll have a really hard time scaling.Kerry Curran, RBMA (20:23.992)That makes so much sense, because everything you're talking about—while it includes marketing functions—is really business strategy. It needs to be driven top-down. It has to be the North Star the whole company is paddling toward.I've been in organizations where that's not the case. And as you said, leadership has to have the knowledge and strategic awareness to navigate those pivots—those valleys of death. So talk about how hard it is to bring new frameworks into an organization and the change management that comes with that. As you evangelize the idea that the CEO owns GTM, what's resonating most with them?Sangram Vajre (21:26.456)Great question. First of all, CEOs who get it—they love it. The people who struggle most are actually CMOs and CROs because they feel like they should be the ones owning go-to-market. And while their input is critical, they can't own it entirely.In all our advisory work, Kerry, we mandate two things:The CEO must be in the room. We won't do an engagement without that. The executive team must be involved. We don't do one-on-one coaching—because transformation happens in teams.People often get it wrong. They think, “We need better ICP targeting, so that's marketing's job.” Or, “We need pipeline acceleration—let sales figure that out.” Or, “We have a retention issue—fire the CS team.” No. The problem isn't a department issue—it's a process and team issue.The CEO is the most incentivized person to bring clarity, alignment, and trust—the three pillars of our GTM operating system. They're the ones sitting in all the one-on-one meetings, burning out from the lack of alignment. The challenge is most CEOs don't know what it means to own GTM. It feels overwhelming.So we help them reframe that. Owning doesn't mean running GTM. It means orchestrating clarity, alignment, and trust. Every meeting they lead should advance one of those. That's the job. When the ICP is agreed upon, marketing should be excited to generate leads for it. Sales should be eager to follow up. CS should be relieved they're not getting misaligned customers. That's leadership. And there's no one more suited—or incentivized—to lead that than the CEO.Kerry Curran, RBMA (24:08.11)Absolutely. And the CFO plays a key role too—holding the purse strings, understanding where the investments should go.Sangram Vajre (24:20.622)Yes. In fact, in the book and in our research, we emphasize the importance of RevOps—especially once a company reaches Product-Market Fit and moves toward Platform-Market Fit.If you're operating across multiple products, segments, geographies, or using multiple GTM motions, the RevOps leader—who often reports to the CFO or CEO—becomes critical. I'd say they're the second most important person in the company from a strategy standpoint.Why? Because they're the only ones who can look at the whole picture and say, “We don't need to spend more on marketing; we need to fix the sales process.” A marketing leader won't say that. A sales leader won't say that. You need someone who can objectively assess where the real bottleneck is.Kerry Curran, RBMA (25:17.836)Yeah, that definitely makes so much sense. Are there other areas—maybe below the executive team—that help educate the company from a change management perspective to gain buy-in? Or is it really a company-wide change?Sangram Vajre (25:33.742)Yeah, you mentioned ABM earlier. Having written a few books on ABM and building Terminus, we've seen thousands of companies go through transformation. We now have over 70,000 students who've gone through our courses. I love getting feedback.What's interesting is that ABM has been great for aligning sales and marketing—but it hasn't transformed the company. Go-to-market is not a marketing or sales strategy. It's a business strategy. It has to bring in CS, product, finance—everyone.Where companies often fail is by looking at go-to-market too narrowly—like it's just a product launch or a sales campaign. That's way too myopic. Those companies burn a lot of cash.At the layer below the executive team, it gets harder because GTM is fundamentally a leadership-driven initiative. An SDR, AE, or director of marketing typically doesn't have the incentive—or business context—to drive GTM change. But they should get familiar with it.That's why we created the GTM Operating System certification. Hundreds of professionals have gone through it—including you! And now people are bringing those frameworks into leadership meetings.They'll say, “Hey, let's pull up the 15 GTM problems and see where we're stuck.” Or, “Let's revisit the 3 Ps—where are we today?” Or use one of the assessments. It's pretty cool to see it in action.Kerry Curran, RBMA (27:35.758)Yeah, and it's extremely valuable. I love that it's a tool that helps drive company-wide buy-in and educates the people responsible for the actions. So you've shared so many great frameworks and recommendations. For those listening, what's the first step to get started? What would you recommend to someone who's thinking, “Okay, I love all of this—I need to start shifting my organization”?Sangram Vajre (28:09.082)First, you have to really understand the definition of go-to-market. It's a transformational process—not a one-and-done. It's not something you define at an offsite and then forget. It's not owned by pirates. It's iterative. It happens every day.Second, the CEO has to be fully bought in. If they don't own it, GTM will run them. If you're a CEO and you feel overwhelmed, that's usually why—you're running go-to-market, not owning it.Third, business transformation happens in teams. If you try to build a GTM strategy in a silo—as a marketer, for example—it will fail. The best strategies never see the light of day because the team isn't behind them. In GTM, alignment matters more than being right.Kerry Curran, RBMA (29:27.982)Excellent. I love this so much. Thank you! How can people find you and learn more about the GTM Partners certification and your book?Sangram Vajre (29:37.476)You can go to gtmpartners.com to get the certification. Thousands of people are going through it, and we're constantly adding new content. We're about to launch Go-To-Market University to add even more courses.We also created the MOVE Book Companion, because we're actually selling more books now than when it first came out three years ago—which is crazy!Then there's GTM Monday, our research newsletter that 175,000 people read every week. Our goal is to keep building new frameworks and sharing what's possible. Things are changing so fast—AI, GTM tech, everything. But first principles still apply. That's why frameworks matter more than ever.You can't just ask ChatGPT to “give me a go-to-market strategy” and expect it to work. It might give you something beautifully written, but it won't help you make money. You need frameworks, team alignment, and process discipline.And I post about this every day on LinkedIn—so follow me there too!Kerry Curran, RBMA (30:54.988)Excellent. Well, thank you so much. This has been a great conversation, and I highly recommend the book and the certification to everyone. We'll include all the links in the show notes.Thank you, Sangram, for joining us today!Sangram Vajre (31:09.284)Kerry, you're a fantastic host. Thank you for having me.Kerry Curran, RBMA (31:11.854)Thank you very much.Thanks for tuning in to Revenue Boost: A Marketing Podcast. I hope today's conversation sparked some new ideas and challenged the way you think about how your organization approaches go-to-market and revenue growth strategy. If you're serious about turning marketing into a true revenue driver, this is just the beginning. We've got more insightful conversations, expert guests, and actionable strategies coming your way—so search for us in your favorite podcast directory and hit subscribe.And hey, if this episode brought you value, please share it with a colleague or leave a quick review. It helps more revenue-minded leaders like you find our show. Until next time, I'm Kerry Curran—helping you connect marketing to growth, one episode at a time. See you soon.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Nolan, CRO of Redwood Software, to discuss what it really takes to scale a revenue organization beyond the $200M mark. Matt shares what he's learned stepping into the CRO role—shifting from deal-maker to system-builder, navigating cultural integration post-acquisition, managing board dynamics, and building trust through authentic leadership. If you're a sales leader, aspiring CRO, or operating in a private equity-backed company, this candid conversation is loaded with actionable insights.KEY TAKEAWAYS[00:00:30] The shift from deal involvement to systems thinking as a CRO[00:01:40] Navigating complexity: PLG, SLG, and assisted motions in one org[00:02:15] Tackling organizational friction points no one else can move[00:03:00] Building credibility with a board that has a different go-to-market background[00:03:45] The challenge of balancing learning vs. initiating change as a new leader[00:05:00] Why being authentically yourself is the best leadership strategy[00:06:15] How to build trust without gutting legacy teams[00:06:45] Culture wins: no account conflicts, cross-region harmony, and shared mission[00:07:15] Going from “best kept secret” to magic quadrant leaderQUOTES[00:01:45] “My job is to go turn all the ‘what's not working' into ‘what's working.'”[00:02:10] “There are some rocks in the business that only the CRO can move."[00:03:05] “You've got to earn trust to make big moves—especially when your vision differs from the board's.”[00:05:00] “The only way to do it is to be yourself—even if that means being more open than most."[00:06:50] “I'm proud of a very corny thing: no account conflict has ever escalated to me in three years.[00:07:00] “We were the best kept secret in software—now we're in the magic quadrant.”Listen to the full conversation through the link below:https://revenue-builders.simplecast.com/episodes/navigating-the-cro-role-while-building-a-great-culture-with-matt-nolanEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDCCheck out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Leave your commentWhat if your next sales hire wasn't human?In this episode of Mastering Modern Selling, Isabella Bedoya, Co-CEO of Infinite AI, shares how sales teams are evolving by bringing AI “employees” into the mix. We go beyond the hype to explore practical use cases, ethical concerns, and the new skills sales pros must master to stay competitive in this AI-enabled landscape.Whether you're curious, cautious, or already experimenting with AI, this episode will help you think more strategically about the future of your sales team.1. AI Employees Are Not Just Chatbots Isabella defines AI employees as task-performing agents embedded in workflows, not just tools you prompt, but systems that take action automatically across SMS, email, calls, and CRM. Think of them as digital team members handling your follow-ups, reactivations, and more.2. Sales Reps Won't Be Replaced, But They Will Be Repositioned AI handles the mundane and repetitive. Human reps move into strategist roles managing AI workflows, handling complex objections, and owning the emotional intelligence required to close.3. Scaling Outreach Without Scaling Headcount Instead of hiring more SDRs or BDRs, companies are using AI to nurture leads, qualify opportunities, and schedule demos. It's not theory, it's happening now, and Isabella walks us through real-world use cases like post-trade-show follow-ups and digital sales assistants.4. Trust Isn't Lost, It's Rebuilt Through Value AI can build trust when it delivers consistently valuable, fast responses. If it's trained well, it may outperform junior reps. Still, Isabella emphasizes that closing deals and earning emotional buy-in remains a human function for now.5. New Role of the Seller: Coach, Manager, Strategist Sales pros will soon manage a team of AI agents, much like GMs in “Moneyball.” The skills to build prompts, tweak workflows, and analyze data will be key differentiators. Coaching AI and being coached by it will become a real scenario in sales teams.The rise of AI employees in sales isn't about replacing talent, it's about redeploying it. As Isabella says, the reps who win will be the ones who embrace these tools, build systems, and create more space for the kind of selling only humans can do.Sales isn't going away. It's getting smarter. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this Starr-Led solo episode of Revenue Rehab, Brandi Starr brings a But How perspective to the widespread practice of handing qualified leads from marketing to SDRs and BDRs. Challenging the assumption that sales pressure is the next logical step, Brandi argues that most buyers are actually looking for guidance—not a hard sell—during the critical middle of the funnel. She introduces the vital, often-overlooked role of Marketing Development Reps (MDRs) and offers a blueprint for structuring this function to accelerate revenue. CMOs and CROs will find a compelling case for rethinking funnel strategy to close the costly gap between marketing and sales.  Episode Type: Starr-Led   Brandi Starr cuts through industry noise with bold, unfiltered insights on revenue growth. These solo episodes challenge outdated advice, debunk myths, and break down industry reports to reveal what really drives results. Expect sharp commentary, data-backed analysis, and actionable strategies to refine your marketing and sales approach.  Bullet Points of Key Topics + Chapter Markers:  Topic #1: Middle of the Funnel Is the New Battleground [03:31]  Brandi spotlights a massive structural gap in the revenue funnel, arguing that 95% of the buying journey now happens before a buyer ever engages with sales. She insists that traditional automation and nurture flows can only take buyers so far—leaving them stuck, overwhelmed, and underserved. Her message is clear: CMOs and CROs must prioritize MoFu strategies and stop letting this “messy middle” bleed potential revenue.  Topic #2: Marketing Development Reps (MDRs) are Essential, Not Optional [05:43]  Brandi challenges the notion that sales development roles (SDRs/BDRs) can handle the middle-funnel gap, claiming they are “chasing meetings and demos” rather than nurturing. She makes a bold case for MDRs—empathetic, insight-driven professionals who guide engaged but not-yet-ready buyers—arguing that organizations without them are leaving high-value leads to stall. Her advice: pilot or reassign resources now, and build MDR compensation and measurement around MoFu KPIs rather than pipeline quotas.  Topic #3: Rethink Buying Committee Support and Buyer Experience [14:54]  Brandi exposes how complex sales cycles with large committees need a strategic MoFu resource to guide and enable all stakeholders—not just the lead contact. She advocates for a shift from automation-focused nurturing to human-led support that's “not pushy, not looking for a quota”—arguing that this trust-driven approach becomes a competitive differentiator. Her test: if your deals are complex and require consultative education, then building this role is overdue.   Why Should Revenue Leaders Stop Ignoring This Problem Right Now?  Because you're wasting millions generating leads only to watch 60% vanish into a black hole between marketing and sales. Brandi makes it clear: this isn't a lead quality issue—it's a structural gap where overwhelmed buyers stall out, SDRs get misused, and revenue opportunities die in the messy middle. Ignoring it means you're losing deals not due to weak campaigns, but because nobody is actively guiding buyers through their biggest hurdles before they're ready to talk to sales.  What's the First Action Someone Should Take to Apply This Insight Today?  Brandi says: shift your mindset to focus on the middle of the funnel—stop obsessing over top-of-funnel leads or bottom-of-funnel closes, and interrogate what your buyers actually need between those points so you can design support that accelerates their internal decision process. If you're not prioritizing MoFu strategy, that's your urgency—start now.  Takeaway  Brandi challenges revenue leaders to fundamentally rethink the buying journey, pointing out that most of the action—and friction—now happens in the messy middle of the funnel, not at the top or bottom. She urges leaders to shift their mindset away from traditional sales and marketing silos, and start prioritizing buyer enablement and support during that critical middle stage. The key move? Stop neglecting the middle of the funnel—design roles, strategies, and resources specifically to guide buyers through this phase, ensuring you become their go-to partner, not just another vendor pushing a quota.  Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live  

In this episode of The HealthTech Marketing Show, guest host Mark Erwich leads a deep dive into pipeline optimization and deal acceleration, featuring expert insights from healthcare tech marketing leaders Amy Swanson and Michael Passanante. They discuss the essential strategies for aligning teams around pipeline goals, the use of collaborative scorecards for performance measurement, effective buyer engagement tracking, and the evolving roles of business development representatives (BDRs). They also explore how marketing teams can influence pipeline acceleration, customer retention strategies, and the importance of brand building as part of a holistic approach to pipeline management.Key Topics Covered:"Introduction (00:00:00)"“Integrating Pipeline Goals with Strategic Planning (00:04:35)”“Measuring Marketing Influence on Opportunities (00:06:21)”“Creating and Utilizing a Collaborative Scorecard (00:07:56)”“Identifying and Engaging the Buying Committee (00:12:13)”“Role of BDRs in Pipeline Generation (00:14:05)”“Marketing's Role in Pipeline and Alignment Across Teams (00:18:11)”“Translating Pipeline Goals into Marketing Metrics (00:19:42)”“Leveraging Technology to Enhance Sales Velocity and Engagement (00:21:06)”“Balancing Customer Retention and Pipeline Generation (00:23:07)”“Marketing's Contribution to Pipeline Acceleration (00:25:35)”“Final Recommendations for Marketing Leaders (00:28:30)”Resources:Sales Enablement Tool: https://www.paperflite.com/Are you interested in learning more about the challenges of pipeline optimization? This detailed blog post explores the topic in greater depth.Connect with me: https://www.linkedin.com/in/adamturinas/Subscribe to The HealthTech Marketing Show on Spotify or watch us on YouTube for more insights into marketing, AI, ABM, buyer journeys, and beyond!

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John Rowell, co-founder of Pinned Golf, about his transition from a successful career in enterprise sales to entrepreneurship. Rowell shares his invaluable experiences from working at EMC Dell Technologies and Lacework, highlighting the importance of process and preparation. He discusses how these skills translated into building a thriving startup, explains the significance of defining an ideal customer profile, and offers insights into the challenges and rewards of making the leap to start his own company. The episode also delves into Pinned Golf's innovative products, the dynamics of working with friends, and strategies for effective sales and management in both B2B and B2C environments.ADDITIONAL RESOURCESVisit Pinned Golf! Check out their products here: https://pinnedgolf.com/Connect with John Rowell:https://www.linkedin.com/in/johnerowell/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:39] John Rowell's Career Journey at EMC and Lacework[00:05:21] Advice for BDRs and SDRs: Building Confidence and Authenticity[00:07:37] The Importance of Pre-Call Preparation[00:15:01] Process Equals Speed: Lessons from Lacework[00:19:23] Transitioning to Entrepreneurship: Founding Pinned Golf[00:25:19] Developing and Marketing Pinned Golf Products[00:31:36] The Caddy: Revolutionizing Golf Technology[00:34:17] Pre-Order and Market Gap[00:35:46] Finding the Ideal Customer Profile (ICP)[00:38:26] Distribution Strategies[00:41:14] Entrepreneurial Journey and Challenges[00:46:56] Manufacturing and Role Segregation[00:48:30] Partnership Dynamics and Decision Making[00:57:50] Sales and Growth Mindset[01:04:53] Product Customization and Corporate GiftsHIGHLIGHT QUOTES"Process equals speed.""If you're not prepared, you'll figure it out after the call, but then it's too late.""The best way, the best connection you can make is to give that person space to be able to articulate what their challenges or problems are.""If you can get the channel really working for you and selling on your behalf, you can touch so many more people.""You can have three guys in a boat, but if only one's rowing, it's definitely not gonna work."

After 15 years in Technology and Sales (including 15 years at Dell Computers), William Hegmann decided to bring his technological expertise and sales experience to the Real Estate world. Since 2016, William has trained over 73,000 real estate agents across the world (including the US, Canada, New Zealand, Mexico, Australia and South Africa) to generate leads using social media. To date, the Social Agent program has helped agents and lenders generate approximately 22 Million leads and facilitated over $400 million in agent to agent referral business. On top of that, William co-founded Realty Solutions, a residential real estate brokerage based out of Austin, TX, Social Agent University, a lead generation, management, and follow-up service that specializes in helping real estate brokerages leverage lead generation for their agents and now Social Agent Content Hub! In his spare time, William loves spending time with his girls, collecting shoes, and enjoying all the wonderful things life has to offer. What You Will Learn: Who is William Hegmann? How did William Hegmann transition from a successful career at Dell to founding his own company, The Social Agent? What challenges did William face during his initial years in real estate? How did William's experiences with lead generation companies influence his approach to marketing? What are the first three steps a new agent or business owner should take to establish an online presence? How important is social media for agents, and what strategies should they implement? How does William utilize various social media platforms differently based on the industry or target audience? What lessons has William learned from his entrepreneurial journey, including his successes and failures? How does William's current business model support agents in focusing on sales rather than lead generation? What role do business development representatives (BDRs) play in William's real estate team? How can interested individuals reach out to William for his services or training? In what ways has William expanded his client base internationally? What is William's philosophy on engaging new agents versus veteran agents in the real estate industry? How does William recommend using social media for marketing without being overly promotional? What are the benefits of using organic content alongside paid advertising in social media marketing? William shares how everyone can contact him. Additional Resources from William Hegmann: Website: https://www.williamhegmann.com/ Email: william@williamhegmann.com LinkedIn: https://www.linkedin.com/in/william-hegmann-2168118/ Facebook: https://www.facebook.com/groups/thesocialagentusa TikTok: https://www.tiktok.com/@williamhegmann Attention Investors and Agents Are you looking to grow your business? Need to connect with aggressive like-minded people like yourself? We have all the right tools, knowledge, and coaching to positively effect your bottom line. Visit:http://globalinvestoragent.com/join-gia-team to see what we can offer and to schedule your FREE consultation! Our NEW book is out...order yours NOW! Global Investor Agent: How Do You Thrive Not Just Survive in a Market Shift? Get your copy here: https://amzn.to/3SV0khX HEY! You should be in class this coming Monday (MNL). It's Free and packed with actions you should take now! Here's the link to register: https://us02web.zoom.us/webinar/register/WN_sNMjT-5DTIakCFO2ronDCg

In this episode of The Long Game Podcast, Alex Birkett interviews Alice Wyatt, a B2B fintech marketing leader with experience at Codat, Bloomreach, and Adyen. Alice shares how her personal journey of building community and maintaining sanity in a fast-paced city like New York connects with her marketing philosophy: agile, people-first, and impact-driven. The conversation explores person-based marketing (PBM), the limits of MQLs, aligning sales and marketing teams, and embracing adaptability in an AI-disrupted world. Alice also reflects on how her approach to building community mirrors how great marketing is done: with empathy, boldness, and a willingness to challenge the status quo.Key TakeawaysFrom ABM to PBM: Moving beyond account-based strategies to person-based marketing creates deeper personalization and stronger alignment with buying behavior.MQLs Are Outdated: Relying on MQLs limits alignment; marketing and sales need shared, outcome-driven goals instead.Adaptability Over Tactics: Successful marketers focus on business outcomes and adapt tactics as priorities shift—agility trumps specialization.AI Is Redefining Roles: AI is reshaping marketing roles, requiring teams to adopt tools while maintaining strategic thinking and creativity.Community as a Superpower: Whether in marketing or life, building and contributing to genuine communities creates long-term value.Hire for Resilience and Curiosity: Non-traditional backgrounds (e.g., comedy, hospitality) often produce standout BDRs with adaptability and EQ.Thought Leadership ≠ Press Releases: Modern thought leadership means leading with perspective, not parroting trends or relying on legacy PR tactics.Show LinksVisit Alice's Forbes Council for Marketing ExpertsConnect with Alice Wyatt on LinkedInConnect with Alex Birkett on LinkedIn and TwitterConnect with Omniscient Digital on LinkedIn or TwitterPast guests on The Long Game podcast include: Morgan Brown (Shopify), Ryan Law (Animalz), Dan Shure (Evolving SEO), Kaleigh Moore (freelancer), Eric Siu (Clickflow), Peep Laja (CXL), Chelsea Castle (Chili Piper), Tracey Wallace (Klaviyo), Tim Soulo (Ahrefs), Ryan McReady (Reforge), and many more.Some interviews you might enjoy and learn from:Actionable Tips and Secrets to SEO Strategy with Dan Shure (Evolving SEO)Building Competitive Marketing Content with Sam Chapman (Aprimo)How to Build the Right Data Workflow with Blake Burch (Shipyard)Data-Driven Thought Leadership with Alicia Johnston (Sprout Social)Purpose-Driven Leadership & Building a Content Team with Ty Magnin (UiPath)Also, check out our Kitchen Side series where we take you behind the scenes to see how the sausage is made at our agency:Blue Ocean vs Red Ocean SEOShould You Hire Writers or Subject Matter Experts?How Do Growth and Content Overlap?Connect with Omniscient Digital on social:Twitter: @beomniscientLinkedin: Be OmniscientListen to more episodes of The Long Game podcast here: https://beomniscient.com/podcast/

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AI-driven email outreach is more than just automation—it's a game-changer for sales and marketing teams. But how do you deploy AI agents effectively while maintaining compliance, preserving inbox health, and ensuring human alignment?In this episode, Chris Dutton, VP of Marketing Operations at 6sense, breaks down how his team has scaled AI email agents over the past three years, long before AI became mainstream. He shares the key lessons learned, the crawl-walk-run approach to implementation, and how AI enhances rather than replaces BDRs.Chris unpacks the metrics that matter beyond vanity stats, the campaigns that work (and those that don't), and the impact of AI on pipeline generation and team efficiency. From reducing BDR workload by 59% to achieving record-breaking pipeline months, this episode is packed with actionable insights on integrating AI into your outbound strategy.In this episode, you'll learn:How 6sense successfully scaled AI email agents without compromising complianceWhy AI email agents complement BDR efforts instead of replacing themThe key metrics that matter when measuring AI-driven outreachBest practices for inbox warming, campaign selection, and maintaining email healthJump into the conversation:(00:00) Introducing Chris Dutton and the AI email revolution(02:16) The importance of AI agents in scaling outreach(04:48) How 6sense started with AI email agents—cautiously(07:24) Key metrics for success beyond open and click rates(10:29) The three most effective AI email agent campaigns(12:48) Common pitfalls and when not to use AI for outreach(15:42) How 6sense centralizes AI ownership and ensures compliance(18:20) The technical crawl-walk-run approach to AI email implementation(22:03) Surprising AI interactions: empathy, engagement, and success stories

Our guest for Episode 67 isChristian Kletzl, CEO of UserGems. Christian co-founded the company in 2018 alongside his twin brother, and since then, the UserGems team has been dedicated to helping companies build bigger pipelines, accelerate sales cycles, and close larger deals.In this episode, Ross andChristian discuss how to drive execution excellence across the entire go to market organization — from BDRs to AEs and CSMs.

This episode features an interview with Niloy Sanyal, CMO at LeanTaaS, a growth-stage company that creates software solutions combining lean principles, predictive and prescriptive analytics, and machine learning to transform hospital and infusion center operations.In this conversation, Niloy and Ian debate the merits of last touch versus multitouch attribution models. They also dive into the potential of AI SDRs and the benefits of ungating the content on your website. Key Takeaways:While reporting last touch attribution may help CMOs establish credibility, there are benefits to thinking in terms of multitouch and how to best determine the next best touch. B2B still has a way to go to fully leverage the capacity of our current LLMs, not to mention the new versions coming out. There is immense opportunity in AI SDRs and BDRs. If you may the CEO fill out a form on your website, you've lost them. Ungating content allows high level prospects to consume the information they need. Quote: I am absolutely bullish on the impact of generative AI in the tactic of, to start with BDR and AE sales motions as part of our broader ABM execution. But very soon our comms execution, and every part of the marketing execution. But right now, early days, so I don't want to oversell it. But, the promise of what this can do without any improvement on the LLM. Like we were having this debate last night with another thought leader and I don't need chat GPT 5 to come out. I think 4. 0 or 4 is good enough and it's actually great. We just haven't caught up in a B2B environment to take advantage of it. And what I'm seeing from our early experiments, we've been at it now for three, four months, is absolutely astounding in what it can do. It's not going to replace BDRs. Let's be clear, you're in the Bay Area. If you  drive from, you know, Peninsula to the city, I almost feel half the billboards these days are on like AI-automated SDR, BDR type of a thing. Not in my space. It's not going to automate that any, replace rather, but it can supercharge. Those individuals and it can supercharge. So I'm very excited about where we are. Episode Timestamps: *(04:00) The Trust Tree: Last Touch Versus Multi-Touch*(30:07) The Playbook: The Potential of Gen AI SDRs and BDRs*(44:05) Quick Hits: Niloy's Quick HitsSponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more.Links:Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianfaison/Connect with Niloy on LinkedIn: https://www.linkedin.com/in/niloysanyal/Learn more about LeanTaaS: https://www.linkedin.com/company/leantaas/Learn more about Caspian Studios: https://caspianstudios.com/

Confira o horário de funcionamento da B3 para o Ano Novo e saiba por que habilitar a calculadora ReVar até 31 de dezembro vai facilitar o IR de investidores de Ações, BDRs, ETFs, Units, Fundos Imobiliários ou demais Fundos Listados a partir de janeiro.Este conteúdo foi gerado por inteligência artificial#ReVar #ImpostoDeRenda #B3 #MinutoB3

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This week we chat to Michael Liller.  Mike is an experienced Sr. Management Leader with a proven track record of developing highly motivated SDR/BDR teams, processes, and ultimately pipeline. With over 5 years experience in leading BDRs through hyper growth, an IPO, and the pandemic there isn't much Mike or his team haven't experienced!  A fantatsic episode full of take aways this week.

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Nadia Davis is the Senior Director of Revenue Marketing and Marketing Operations at PayIt, a government tech SaaS company serving 100 million people across the U.S. and Canada. During her conversation with co-host Klaudia Tirico on the show floor at B2B Marketing Exchange East in Alpharetta, GA, Davis discussed the challenges and strategies for implementing a successful Account-Based Marketing (ABM) program. Specifically, Davis highlighted the importance of operations in ABM success, noting that many organizations underestimate this aspect. She also emphasized the need for alignment across the go-to-market (GTM) team, effective training of BDRs, and the critical role of data attribution. Davis also cautioned against over-reliance on AI for sentiment analysis, stressing the need for a robust technical foundation for ABM.Tune in town to uncover: Challenges in implementing ABM strategies; Gaps between marketing and sales in ABM initiatives; The importance of a business-centric ABM strategy; How to communicate the value of ABM to stakeholders; Methods for reporting and tracking ABM;Tips for training sales team for ABM; andThe future of ABM and the role of AI. RELATED LINKS: Connect with Nadia Davis here. Learn more about the upcoming B2B Marketing Exchange West in Scottsdale, Ariz. Follow us on LinkedIn and X.

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Hiring BDRs isn't hard. But hiring great BDRs? Now that's a whole different game. It's a crucial process that can make or break your sales pipeline. In this episode, 6sense's very own Head of Sales Development Transformation, Ernest Owusu shares how he recruits top talent and builds a team that consistently delivers. Ernest also discusses how AI is transforming team efficiency through the automation of routine tasks and enhanced personalization. He offers valuable career advice for aspiring BDRs looking to stand out from a crowded job market.In this episode, you'll learn:The essential traits of top-performing BDRsHow to tailor your BDR leadership needs based on organizational maturityStrategies for integrating AI effectively into your BDR team's workflowJump into the conversation:(00:00) Introducing Ernest Owusu(05:09) Characteristics of high-performing BDRs(09:50) Ernest's hiring mantra(13:45) Should BDRs be in marketing or sales?(15:31) Using AI to improve BDR efficiency(21:32) For job seekers: treat your interview like a BDR role

Convidado desta edição, Roberto Padovani, economista-chefe do Banco BV, fala sobre os desdobramentos da alta da taxa básica de juros (Selic) e faz um balanço da gestão de Roberto Campos Neto à frente do BC. Entre os touros e ursos da semana, a crise da Tupperware, o IPO da Moove e o novo filme de Woody Allen. Onde investir neste mês? Veja GRATUITAMENTE as recomendações em ações, dividendos, fundos imobiliários e BDRs para agosto.

Unlike our usual topics, this episode dives into the world of high ticket commission based sales. Imagine trading your 9-to-5 grind for a flexible schedule, working from anywhere, and earning $5-10k/month. In this episode, Joel shares the tricks and insights on exactly how to make that dream a reality. Joel Elster, the co-founder of the Nomadic Closer Community, who went from overcoming a speech impediment to revolutionizing the world of remote sales shares his secrets on high-ticket commission-based sales, revealing the insider tricks for mastering both B2C and B2B deals. Enjoy! Join our Skool community where you can learn about outbound sales: https://www.skool.com/sdr-hire-community-1422 Learn more about Nomadic closers: https://linktr.ee/nomadiccloser Connect with Joel: https://www.linkedin.com/in/joelelster/ Connect with Stefan: https://www.linkedin.com/in/stefan-conic/ If you're a business owner or a sales leader looking for the worlds top remote SDRs & BDRs, check out sdrhire.com Timestamps: (00:58) - Guest Introduction: Meet Joel Elster (01:50) - Inside Nomadic Closer: Joel's Company Overview (03:02) - From Stutter to Success: Joel's Early Career (05:51) - How Working at a Beach Club Shaped Joel's Skills (08:26) - Overcoming COVID-19: Joel's Shift to Online Business (10:48) - Joel's First Big Win in High-Ticket Sales (13:39) - Mastering High-Ticket Closing: Roles and Strategies (18:18) - High-Ticket vs. Traditional Sales Funnels: A Comparison (21:28) - Earning Big: Potential in High-Ticket Sales (24:11) - Building a Sales Network: The Nomadic Closer Community (29:00) - What Setters Can Really Earn: Realistic Expectations (33:18) - B2B vs. B2C: What's the Difference in High-Ticket Sales? (37:40) - How to Avoid Scams in High-Ticket Sales (39:07) - Agency Services: How Joel's Team Helps Business Owners (44:24) - Scaling Fast: Challenges and Solutions (46:50) - Final Tips for SDRs and BDRs Transitioning to High-Ticket Sales

According to a study by Gartner, 83% of heads of sales report sellers struggle to adapt to changing customer needs. So how can you build an enablement strategy that ensures you’re meeting every seller where they are?Shawnna Sumaoang: Welcome to the Win Win Podcast. I am your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Shelby Luchini, the strategic content go-to-market enablement manager for Grammarly. Thank you for joining us, Shelby. I would love for you to tell us about yourself, your background, and your role. Shelbi Luchini: Awesome, thanks for having me. A little bit about me, I’ve been at Grammarly for a little over a year in our enablement org, and prior to that, I was at Outreach for about seven years. I had an awesome journey there where I started as a customer-facing rep and moved into enablement and I really love onboarding, coaching, and training reps. At Grammarly, I’ve been doing that same thing.We have an awesome enablement team here and my role is working on strategic programs that scale across our market org. So from BDRs, all the way to RCS and SC function. Anytime we’re building out programs that might have to do with discovery or new feature releases, new content for our teams, and working really closely with our product marketing partners, that’s where you’ll find me.SS: Wonderful, we are excited to have you here. As an experienced enablement leader, I’d love to start with understanding some of your key considerations for crafting an enablement strategy that really drives impact. SL: First and foremost is really making sure that we have a buy-in and a good understanding, from the leaders as to what they’re looking for as far as accomplishing goals. Standing up some strong KPIs around what we’re looking to accomplish with the program and working really closely with reps.So we have some segment enablement managers on the enablement org that I work really closely with. We partner closely with the AEs, CSMs, any roles that we’re rolling out to, to make sure that we’re getting not only the leadership and the manager perspective but rep perspective on what they’re struggling with and what the problems that we’re looking to solve with any of the enablement programs. That’s first and foremost, and then having a really strong reinforcement strategy. So one thing I’ve learned with enablement that’s super important is, trying to avoid flash-in-the-pan enablement where you might have a bunch of ad hoc requests coming through from leaders or reps and making sure that you have a strong reinforcement strategy to bolster on top of the enablement programs that you roll out. SS: You talk a lot about your experience building enablement programs from scratch, particularly on LinkedIn, which I love. What are some of your best practices for building enablement programs from the ground up to support your go-to-market initiatives? SL: It comes back to having that manager buy-in and having managers support enablement programs when you don’t have some of that reinforcement from the leaders. It’s really difficult to make sure that reps are taking trainings, or even invested in their learning and development. It comes with the culture and laying the culture and the foundation is probably where, if you don’t have that, it’s going to be really hard to stand up an enablement program from the get-go. So there’s that. I also think that building strong foundational partnerships with go-to-market teams, like product marketing, those different departments are super fundamental to the success of any enablement program. So I think manager reinforcement and the partnerships that enablement builds are really crucial to any success of building something from the ground up. And then lastly, I’ll say having a strong vision for what enablement looks like is awesome, but also having some quick wins. Putting together a strong roadmap is great in partnership with leaders and everything when you get in, and maybe a sales team isn’t super used to getting help from any sort of enablement or having resources. Having quick wins to show, hey, this team is really valuable to our organization and they’re just trying to help us learn and grow both professionally and personally. I think that’s super key to having a strong enablement program and starting from the ground up. SS: Yes, I could not agree more. It’s fantastic that you’re striking that balance between the long-term strategy and also supporting those quick wins. How does your enablement platform help you to deliver on both of those components, both your strategy and the quick wins to support your go-to-market initiatives? SL: We use Highspot as one of our enablement platforms, and it really allows us to direct the teams to a one-stop shop. So they always know that Highspot is the platform to go to after we have any sort of all-hands meeting or an enablement meeting or training, and it supports us in getting out new content. Our marketing and product marketing team does an awesome job of developing really great thought leadership and content. And we’re always. It’s, putting that in front of our teams, to support some of those ad hoc requests that might come through as well as, big strategy enablement programs like Discovery Playbooks or Persona Playbooks. And we’re always driving reps to Highspot and they never have to guess where content or enablement programs or trainings live. It’s always in that one place. SS: I love that. And I know one of Grammarly’s key initiatives this year is ensuring that you’re constantly upleveling both your new and experienced reps for discovery, especially with the c-suite persona. How are you driving this effort through your enablement programs? SL: We’re trying to weave discovery and that starts from the most basic foundational discovery playbooks. Giving reps insight into how to use insight openers and data to have compelling questions and dig in and uncover payoff and impact with their customers. But we’ve rolled out a ton of different Plays, and that includes Plays from discovery, buyer personas, as well as any new feature releases that we’re rolling out. We’re always trying to incorporate Discovery questions into that, and how can they make sure that this is just a natural part of everything? Any sort of enablement program that we roll out to just have it be muscle memory, right? We want it to be second nature as far as when they’re having those conversations with prospects and customers really leaning in and they should be sprinkling discovery into every conversation that they have. Discovery isn’t just a one moment in time or one call. It’s all always happening throughout the entire sales cycle. We want to make sure that muscle memory is really baked in and really an inherent skill for reps. SS: And you have a particular interest in utilizing Digital Rooms. How are your teams leveraging Digital Rooms to really personalize the buyer experience for some of your key personas? SL: Digital Rooms has been a really exciting thing for our teams. Just to give a little context, prior to using Highspot and Digital Rooms, our reps were sending out emails with big file attachments, it was probably getting lost in a lot of prospects inboxes, and very difficult to find information and send it out to prospects with the latest and greatest.So Digital Rooms, what I love about it is it’s allowed our reps to be themselves, it shows their personality. They’ve added pictures of themselves showing their hobbies and putting a face to the name, almost similar to like a LinkedIn, but next level, which I love. And then we also have content that’s definitely personalized to our different buyer personas. And so giving guidance on hey, here’s some information that you might send to a marketing persona or a CX buyer. So we’re really clear with our descriptions and our content of what what content might be applicable to different personas that they’re reaching out to. So it should be really easy for the reps to drag and drop content into our different Digital Room templates that we’ve created. So we have a handful of different Digital Room templates that reps can just go ahead and create, and then they’re also just making copies. They’re sharing out Digital Rooms with one another. So it’s been a really great experience and I think reps are using it across the deal cycle. Not even just to help them close deals, but after the fact, passing some of the Digital Rooms over to some of our onboarding folks, so they can continue the journey with our customers. SS: I love that. And I’d love to dig into that maybe in another podcast, cause I’m always curious about how companies are using it across the entire journey, not just pre-sales, but post-sales as well, so that’s exciting to hear. Now, you’ve also seen some really great results utilizing Sales Plays with your teams and you guys have. 92% adoption, which is amazing. What are some of your best practices for building effective sales plays that really help your teams land these go to market initiatives in the field? SL: I think one of the biggest things for our teams is just consistency; consistency and how Plays look, how they feel and the rate at which we roll out different Sales Plays, right? I think it comes back to the flash-in-the-pan enablement and trying to avoid doing some of that. But anytime we’re doing, you know a tier two or a tier three feature launch for example, there’s always an associated Play and it always includes insight into those discovery questions—what are some discovery questions you can incorporate to dig deeper, uncover pain, et cetera. But, we’ve really relied on Highspot for some of their best practices. And so we follow the know, say, show, and do method, which has been really helpful—and not even just for me, in terms of building the Plays—but I think just for reps in following, here’s what you can expect every time you see a Play. I think that’s been really helpful for them from a consistency standpoint. SS: When you’re thinking about your go-to-market initiatives, what are some of the outcomes that you have seen that might have seemed impossible to achieve, but that you’ve been able to do with your enablement efforts? SL: Prior to using Highspot, we really had no insight into, how many emails reps were sending, how the content was getting engaged with—it was really a black box. Looking at some of our results from Highspot, reps have sent over about 3,500 Digital Rooms and we’ve had Highspot since December of 2023. There’s been a lot of engagement with customers, over half of those folks that our reps sent those Digital Rooms have actually engaged with the content, which is really exciting to see. They’re sending tons of content, They’re sending Digital Rooms, and we’ve had over 1,200 opportunities contacted, and I don’t know if that would have been possible—or we wouldn’t have at least known that it would have been possible—without Highspot. We’ve influenced a significant amount of revenue with the platform. I think just the visibility into seeing what we’ve done with Highspot has been incredible. I’m really proud of the team for leaning in and really taking a Highspot under their wing, because hen I first deployed it, I was a little skeptical of getting some of those really exciting metrics and it’s been a really cool experience to see the teams really embrace it. SS: It seems like you’re seeing amazing trajectory with it, so you’re doing a fantastic job and kudos to you and the team. Last question for you, Shelbi, as you are looking ahead, how are you continuing to push the envelope on what’s possible with enablement at Grammarly? SL: One of the most exciting things that we’ve done over the last year is one, built out the enablement team. So prior to my manager Flav starting, there wasn’t any enablement and now we’re at seven folks on the enablement team, which is really exciting. I think we’ve done an amazing job of laying this out—the foundational programs, discovery, enterprise ICPs, persona, playbooks. Now, we’re really starting to get into some of the more advanced topics like building business proposals and really laying some of those next-level programs for the teams to go bigger and go sell into more of those enterprise companies.There are some really exciting things on the docket for enablement and Grammarly, and continuing to lean into some of that reinforcement. I think we’re going to be able to build on a lot of the enablement programs that we’ve already set into motion. That’s one thing that’s super exciting about enablement is, you always come back to some of those foundational things that you’ve rolled out in the past. They always continue to iterate, we always continue to partner with our product marketing teams on how do we bolster those and continue to incorporate new features into that existing messaging, et cetera. I think there’s a lot of really awesome opportunity to continue building on some of the foundational programs and starting to incorporate ROI into the conversation and uplevel the skills from that perspective. SS: I’m excited to see what you and the team do at Grammarly. Shelbi, thank you so much for taking the time to chat with me. I really appreciate it.  SL: Right on. Thank you so much, really appreciate your time.SS: To our audience, thank you for listening to this episode of the Win Win Podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Greetings, SaaS CFO community! Welcome to another exciting episode of The SaaS CFO Podcast. I'm your host, Ben, and today we have a special guest, Jake Soffer, the software founder, and CEO of FirmPilot. Jake's journey is nothing short of inspiring, starting from his days as a recruited hockey player at RPI, diving deep into the fascinating world of Natural Language Processing (NLP), and eventually venturing into entrepreneurship. In this episode, Jake shares invaluable insights from his experience founding Rollio, a cutting-edge natural language interface for CRMs, and how he navigated every classic first-time founder mistake along the way. We'll delve into FirmPilot, the innovative company he founded in 2023, which is revolutionizing the legal marketing landscape with AI-driven SEO, social media, and ad management solutions tailored for law firms. Tune in as Jake reveals FirmPilot's journey from a simple experiment to a thriving business, his strategic approach to targeting small and solo law firms, and how they've already achieved top Google rankings for their clients. Plus, you'll hear about how FirmPilot's go-to-market strategies, fundraising experiences, and metrics for success have shaped the company's growth trajectory. Whether you're a seasoned founder or an aspiring entrepreneur, this episode is packed with lessons and inspiration. Let's dive in! Show Notes: 00:00 Data-driven content creation to boost online presence. 03:41 Transitioned from Rollio, helped brother, created MVP. 09:21 Personalized approach and creative outreach for sales. 12:42 Focus on key metrics for current stage. 14:39 Focused on growth, hired first set of bdRs. Links: SaaS Fundraising Stories: https://www.thesaasnews.com/news/firmpilot-closes-7-million-in-series-a Jake Soffer's LinkedIn: https://www.linkedin.com/in/jake-soffer-00797a62/ FirmPilot's LinkedIn: https://www.linkedin.com/company/firmpilot/ FirmPilot's Website: https://firmpilot.com/ SaaS Metrics Course here: https://www.thesaasacademy.com/the-saas-metrics-foundation-live-cohort-new?mc_cid=b89d27187d&mc_eid=20fbb3e1b5 To learn more about Ben check out the links below: Subscribe to Ben's daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben's SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

Convidada desta edição, Larissa Quaresma, analista de ações da Empiricus, comenta os balanços de Banco do Brasil, Bradesco, Itaú e Santander e diz quem levou a “medalha de ouro”. Entre os Touros e Ursos da semana, a bolsa do Japão, o Google e o desempenho das brasileiras nas Olimpíadas de Paris. Onde investir neste mês? Veja GRATUITAMENTE as recomendações em ações, dividendos, fundos imobiliários e BDRs para agosto.

Jéssica Bosco, cofundadora da Academia Rapport, e Thiago Muniz, CEO da Receita Previsível no Brasil e Embaixador Zoho CRM, debateram sobre como a quebra de padrões na Prospecção contribui para melhores resultados. Receba insights e aprendizados que podem transformar suas abordagens em pré-vendas, resultando em mais eficácia no Comercial.

A depreciação recente do real deixou ainda mais evidente a importância de ter parte da carteira alocada no exterior. Mas se por um lado as bolsas americanas vêm batendo recordes, por outro o mundo lá fora guarda muitas incertezas. Então como se posicionar? Quem responde é João Piccioni, responsável pela Empiricus Gestão e convidado desta edição do Touros e Ursos. Entre os destaques da semana, Vale, Urânio e as ações da Americanas. Onde investir neste mês? Veja GRATUITAMENTE as recomendações em ações, dividendos, fundos imobiliários, BDRs e criptomoedas https://lp.seudinheiro.com/onde-investir-oinv03-a/?xpromo=XD-MEL-SD-OINV03-PODCAST-20240712-TOUROS-DESC-EDITORIAL5-MKTPORTAIS

I have known Michelle Benfer over the years and it was great to catch up with her in her role as SVP Sales, Business Line Owner at BILL. [Bill is (according to their website) the intelligent way to create and pay bills, send invoices, manage expenses, control budgets, and access the credit your business needs to grow—all on one platform.] Michelle is a sales leader and in our conversation we talked about how things have changed in sales, how there is some "bad behavior" happening more than before due to the tougher economy and some advice for reps about taking control of their destiny and the big job that front line sales managers have.  Fun fact: Michelle's mom was her sales role model, setting up calls like today's BDRs and SDRs do. When her parents started thinking about college for her and her siblings her mom got a job at Boston College so her kids would get free tuition (perk of working at a university). Mom was smart!  More about Michelle Benfer, ex Hubspot, Limited Partner at Stage 2 Capital - now at Bill.com https://www.linkedin.com/in/michellehughesbenfer/ More from Women Sales Pros - sign up for our 2x month newsletter  https://bit.ly/thewspnews Page on LinkedIn "Women Sales Pros" or connect with Lori Richardson #seeitbeit  https://www.linkedin.com/in/scoremoresales/ https://www.instagram.com/womensalespros/   

Join Nate Matherson as he sits down with Stephan Cizmar for the fifty-fifth episode of the Optimize podcast. Stephan is a co-founder and partner at ER Ventures, an operator-led venture fund. He is also an operating partner at Blackhorn Ventures and was previously the co-founder and chief strategy officer of LANG. In our episode today, Nate and Stephan delve into the intricacies of outbound sales strategies, focusing on the importance of personalized touches and the timing for initiating an outbound sales motion. Stephan shares his unique journey from management consulting to becoming an accidental investor and offers insights on building and measuring successful outbound sales teams. Stephan also discusses the critical aspects of outbound sales, including crafting effective sequences, targeting the right personas, and leveraging tools to enhance deliverability and engagement. Listen to hear why he emphasizes understanding the ICP (Ideal Customer Profile) and iterating on messaging to cut through the noise in crowded markets. In this week's deep dive, Stephan shares valuable lessons on standing up outbound sales motions, building an outbound team, and how early-stage companies can measure success. He gets tactical, offering case studies and examples of what works and what doesn't in the realm of outbound sales. Rounding out the episode, Stephan and Nate cover topics like the role of AI in outbound sales, the importance of social proof, and best practices for hiring and ramping up BDRs. Closing the episode is our popular lightning round of questions!Learn More About Stephan Cizmar:Stephan is a serial entrepreneur and operator with experience scaling B2B software companies from zero to IPO.Prior to co-founding Lorimer Ventures, Stephan co-founded and scaled Lang.ai, a no-code ML company for customer support, through it's Series A. Before Lang.ai, Stephan was Vice President of Product Strategy at Unqork as well as the Head of Corporate Strategy at Yext, a company that he helped take public (NYSE: YEXT). In addition to being a General Partner at Lorimer, Stephan is an Operating Partner with Blackhorn Ventures, a multi-stage Industry 4.0 firm.
Stephan holds dual degrees in Economics and Science, Technology, and Society from Colby College and lives in Brooklyn.LinkedIn: https://www.linkedin.com/in/stephancizmar/

  If you're feeling frustrated with your SDR BDR team's results and struggling to increase pipeline creation, then you are not alone! Have you heard the myths about building successful SDR BDR teams? Myth 1: SDR BDR teams can only focus on outbound or inbound, not both. Myth 2: Texting prospects is not effective for SDR BDR outreach. Myth 3: SDR BDR roles are just a stepping stone and don't require long-term commitment. Want to know the truth? Stay tuned for the secrets to building a high-performing SDR BDR team. In this episode of The Modern Selling Podcast, Joey Vendel, the AVP of Sales Development at Seismic, joins host Mario Martinez Jr. to share his insights on building successful SDR/BDR teams. With over seven years of experience in sales development, Joey brings a wealth of knowledge and practical strategies to the table. The conversation delves into the pillars of a successful sales development team, including the architecture, activity optimization, omnichannel presence, and coaching. Joey's emphasis on nurturing SDRs for career growth and his innovative approach to pipeline development at Seismic offers valuable takeaways for sales development leaders and professionals. From discussing the challenges of engaging multiple buying groups to insights about the velocity program and the importance of personalized outreach, this episode provides actionable strategies to enhance pipeline creation and drive career development for SDRs. If you're looking to boost your team's performance and navigate the evolving landscape of sales development, this episode is a must-listen for practical guidance and inspiration. I think the key, Mario, is bringing value, right? That every touch point needs some form of value. And I think that's why we've seen the rise of how many touch points it takes to get ahold of a prospect is because more and more of it has become this, this, more mass message versus a personalized, relevant message for that specific person. - Joey Vendel Joey Vendel, the AVP of Sales Development at Seismic, brings over seven years of SDR experience, from honing his skills as an individual contributor to managing a team of successful SDRs. He has a knack for generating high-quality pipelines and has helped numerous SDRs advance into roles as account executives, sales engineers, and beyond. His passion for sports not only fuels his free time but also provides valuable parallels and practices that he seamlessly translates to the sales field. With a deep understanding of building scalable SDR teams and a commitment to coaching, Joey's insights promise an engaging and insightful conversation on the strategies and pillars essential for successful sales development teams. Skills you will learn in this Episode: Mastering the art of building high-performing SDR BDR teams. Accelerating your career through strategic sales development role progression. Crafting sales email frameworks that captivate and convert. Embracing the power of an omnichannel sales approach for amplified results. Elevating sales outreach with the impact of personalized strategies.   The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:14 - Importance of Sales Development 00:06:55 - Personalization in Sales Outreach 00:11:33 - The Role of Coaching in Sales Development 00:14:41 - Creating Quality Pipeline 00:16:00 - Multi-Threaded Selling 00:17:33 - Career Development Path 00:20:39 - Bridging the Skills Gap 00:23:09 - SDR Role Duration 00:29:41 - SDRs' Daily Activities and Time Management 00:31:41 - Leveraging LinkedIn Engagement 00:34:15 - Challenges and Solutions in Sales Development 00:36:09 - Leveraging Text Messaging in Sales Outreach 00:41:57 - Adding Value in Sales Touchpoints 00:43:17 - Leveraging LinkedIn for Prospecting 00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence 00:51:47 - Consolidating Inbound and Outbound Sales 00:55:35 - Joey's Favorite Movie 00:57:13 - Conclusion and Farewell 00:00:00 - Introducing Joey Vendel 00:15:45 - Importance of Personalized Selling 00:30:22 - Leveraging Technology in Sales 00:45:18 - Adapting to Changing Sales Landscape Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez Jr. introduces Vengreso and FlyMSG, an application to help sales leaders grow their sales numbers at scale. 00:01:14 - Importance of Sales Development Mario Martinez Jr. and Joey Vendel discuss the challenges and importance of sales development, focusing on outbound and inbound strategies in the current sales landscape. 00:06:55 - Personalization in Sales Outreach Joey Vendel emphasizes the importance of personalized outreach in sales, sharing his passion for Minnesota sports as a way to build rapport and connect with prospects. 00:11:33 - The Role of Coaching in Sales Development Joey Vendel explains the key elements of effective coaching for SDRs, including reviewing sales activity, account strategy, pipeline development, and career aspirations to drive success in the role and beyond. 00:14:41 - Creating Quality Pipeline Joey discusses the importance of creating a quality pipeline for outside sales to close deals effectively, especially when targeting enterprise customers with multiple stakeholders and buying groups. 00:16:00 - Multi-Threaded Selling Mario and Joey delve into the concept of multi-threaded selling, which involves bringing in different personas and stakeholders to build a business case for account executives when selling to large organizations. 00:17:33 - Career Development Path The conversation shifts to the career development path for BDRs and SDRs, highlighting the challenges of transitioning to management or AE roles. Joey shares how their velocity program helps SDRs develop closing skills and progress towards AE roles. 00:20:39 - Bridging the Skills Gap Mario and Joey discuss the importance of bridging the skills gap between SDR and AE roles, emphasizing the need for coaching and development to prepare SDRs for handling deals and conversations effectively. 00:23:09 - SDR Role Duration Joey provides insights into the average duration of SDR roles at Seismic, emphasizing the importance of learning and progression within the role before aspiring to transition into AE roles. 00:29:41 - SDRs' Daily Activities and Time Management Joey discusses the average daily activities of their SDRs, including emails, dials, and LinkedIn steps. He emphasizes the importance of time management and framing these activities as "effort metrics" within their control. 00:31:41 - Leveraging LinkedIn Engagement Mario and Joey discuss the importance of engaging on LinkedIn posts to stand out. They emphasize the need for personalized and thoughtful comments to make an impact, leading to a potential product enhancement idea for Joey's company. 00:34:15 - Challenges and Solutions in Sales Development Joey highlights the challenge of tracking engagement on LinkedIn and mentions a tool called Surfy for synchronizing LinkedIn messages. They discuss the importance of an omni-channel approach in reaching prospects. 00:36:09 - Leveraging Text Messaging in Sales Outreach Joey and Mario discuss the use of text messaging in sales outreach, emphasizing the need for an established relationship before using text as a channel. They also touch on the strategy of connecting all three channels - phone, text, and LinkedIn. 00:41:57 - Adding Value in Sales Touchpoints The importance of bringing value in every touchpoint is highlighted. Joey emphasizes the need for personalized, relevant messages for specific prospects, and Mario shares insights on the PVC sales methodology - personalization, bringing value, and a call to action. 00:43:17 - Leveraging LinkedIn for Prospecting Joey explains the importance of using the follow button on LinkedIn as part of the outbound cadence. He emphasizes the value of the follow button in engaging passive buyers and triggering a response from them. 00:46:15 - Successful Reps' Cadence vs. Bottom Performing Reps' Cadence Joey discusses the key elements of a successful sales cadence, including personalization, problem statement, value proposition, and interest-based call to action. He highlights the importance of concise and value-driven messaging in both emails and cold calls. 00:51:47 - Consolidating Inbound and Outbound Sales Joey talks about the decision to consolidate inbound and outbound sales under the same team at Seismic. He explains how this hybrid model has improved MQL to demo conversion rates and strengthened the partnership between the sales and marketing teams. 00:55:35 - Joey's Favorite Movie Joey shares his all-time favorite movie, "Crazy, Stupid, Love," and mentions his tradition of asking SDRs about their favorite movie when they start at Seismic. He invites listeners to use the movie title in their subject line when reaching out to him. 00:57:13 - Conclusion and Farewell Mario Martinez Jr. concludes the episode by thanking the listeners and encourages them to keep selling effectively until the next episode. 00:00:00 - Introducing Joey Vendel Mario Martinez Jr. introduces the guest, Joey Vendel, and sets the stage for the upcoming discussion on sales strategies. 00:15:45 - Importance of Personalized Selling Joey Vendel emphasizes the significance of personalized selling and the impact it has on building strong customer relationships and driving sales success. 00:30:22 - Leveraging Technology in Sales The conversation shifts to the role of technology in sales, with Joey Vendel sharing insights on how to effectively leverage technology to streamline sales processes and improve efficiency. 00:45:18 - Adapting to Changing Sales Landscape Mario Martinez Jr. and Joey Vendel discuss the need for sales professionals to adapt to the evolving sales landscape and embrace new strategies and tools to stay competitive in the market. Crafting Irresistible Sales Email Frameworks for Maximum Impact Crafting sales email frameworks that are personalized, concise, and value-driven is key to maximizing impact in prospecting activities. Leveraging technology and the latest sales tools to enhance the effectiveness of sales cadences and outreach strategies is vital in the modern sales landscape. Storytelling can be a powerful tool in sales, allowing sales professionals to create compelling narratives that resonate with prospects and drive engagement. Mastering the Art of Building High-Performing SDR BDR Teams Crafting a successful sales development team involves understanding the key pillars of team architecture, activity optimization, omnichannel presence, and coaching to drive success. Aligning different roles within the team with the organization's sales process and customer base is essential for building a scalable and efficient team. Balancing volume and personalization in sales outreach is crucial for engaging prospects effectively. Accelerating Your Sales Development Career Progression SDRs can accelerate their career progression by gaining exposure to running inbound deals in addition to outbound responsibilities. Programs like Seismic's velocity program allow top-performing SDRs to showcase their skills in closing deals and prepare for advancement to AE roles. It's crucial to focus on skill development, refinement of discovery and demonstration skills, and preparing SDRs for future career growth opportunities within the organization. The resources mentioned in this episode are: Download FlyMSG for free to save 20 hours or more in a month and increase your productivity. Connect with Joey Vendel on LinkedIn and mention that you heard him on the modern selling podcast. Personalize your outreach to Joey Vendel to get a response, showing that you did research about him and his role. Use the subject line Crazy Stupid Love when reaching out to Joey Vendel to get his attention. Give the modern selling podcast a five-star rating and review on iTunes.

In this episode of Tech Sales Insights, Jim Karrh, a Consultant & Professional Speaker at Karrh & Associates, shares his expertise on building consistently effective sales communications and conversations. He emphasizes the need for strategic thinking and offers insights into how sales organizations can structure their conversations to improve results. Other topics include the use of AI and technology in enhancing sales effectiveness, and the critical elements of successful sales playbooks.KEY TAKEAWAYSSequence of Effective Sales Conversations: Understand the stages of change, urgency, and differentiation in sales dialogues.Messaging vs. Commoditization: Differentiate your message to resonate beyond industry jargon and technical features.The Impact of Confident Messaging: Confidence in delivering your message enhances engagement and trust.Managing Sales Teams: Implementing structured training, coaching, and tools to ensure consistent messaging and performance.QUOTES"Confidence in the value of what you offer is crucial, but equally important is having confidence in how to talk about it.""Avoid the pitfalls of commoditization by developing a unique, compelling message that resonates with your audience.""Sales success often hinges on having the right conversations with the right people at the right time.""Consistency in sales messaging is key—it's not about scripting but about having a common language and approach across the team.""Preparation and practice are fundamental; they transform foundational techniques into effective, fluid conversations."Find out more about Jim Karrh through the links below:https://www.linkedin.com/in/jimkarrh/This episode is sponsored by Humantic AI. Humantic AI is a Buyer Intelligence platform for revenue teams. Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.

It's hard to believe it is episode 199, and next week will mark a massive milestone of recording, producing, and releasing an episode every single week for almost 4 years straight! In this week's episode, I wanted to reflect over the past 199 episodes, and get you prepared for the next 200 episodes!  Over the past 199 weeks, I've had on leaders across numerous professions: TedX Speakers Ex-Navy Seals  Best-Selling Authors  Up and coming leaders, to CEOs of massive brands Sales Professionals from BDRs, to AEs, to VPs of Sales  Marketing Professionals to talk about what makes them successful Customer Success Leaders to talk about how to retain/grow your customers These professionals were across a variety of industries too: Solopreneurs starting their own journey Coaches, Community Leaders, Public Speakers Partnership Leaders Podcast Hosts Those sharing mental health struggles/tips Financial Advisors  I've learned some massive lessons along the way, and some interesting trends: What you experience early in your life and career really lays the foundation to success later (Transfering your skills) Business Acumen is crucial: Relatable to who you are speaking with. Real world skills and experience is something I believe needs to be a bigger focus early in our careers and life. Develop Cross-Functional Skills: understanding other roles at the company allows you to be a more well-rounded employee Action is more important than perfection I am excited to get even more tactical myself, and utilize the skills I've learned like writing Blogs, creating a newsletter, and who knows, maybe even get more long-form content onto YouTube too.  So excited that you've been on this journey with me, as we continue to develop our own skills, and become the best versions of ourselves along the way. Please enjoy this week's episode of The 20% Podcast!  ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me!  Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmdail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

Longtime cybersecurity leader Peter Schawacker joins us the show to talk about radical zeal, global talent, and creating safe spaces for queer communities.George K and George A talk to Peter about:

Approached with the right strategy, expanding enterprise contracts can lead to big wins. In this episode, Gabrielle “GB” Blackwell, senior manager for sales development at Lattice, talks about the evolving landscape of outbound and sales development, debunking the myths that these strategies are obsolete, and shedding light on their critical role in modern pipeline generation.Gabrielle shares her thoughts on the importance of clarifying strategy before investing in sales development, and her emphasis on supporting the entire sales team, not just top performers. And Gabrielle's insights on relationship-building, strategic thinking, and the human element in sales leadership are bound to resonate with today's sales development professionals.In this episode, you'll learn: How to have clarity in sales development before investing in sales management and aligning business development representatives (BDRs) to specific account executives.The importance of a cohesive and efficient sales development team and supporting the majority of the sales team, not just focusing on top performers.The role of AI and technology with AI as a force multiplier and accelerator in sales development, AI improving BDR metrics and pipeline generation and how technology has streamlined sales engagement processes.Things to listen for:04:13 Rethink your strategy to include the average sales rep.08:42 Clarity of feedback and well-stated goals are essential for successful sales development.12:21 Make no mistake: the relationship between manager and employee affects performance.21:40 AI and technology can streamline your process, but they're no replacement for honest work. 26:32 Sales challenges during the pandemic proved that a new approach is required.

Are you seeing results from your efforts to find warm leads for your business development reps in the first half of 2024? How are your authentic marketing messages driving trust and engagement in these recent months? Are you re-evaluating the role of SDRs and BDRs in an AI-driven landscape right now?This episode addresses these current challenges and more, providing valuable insights for sales and marketing leaders looking to accelerate their revenue growth in 2024.In this conversation we discuss:

Big thanks to Pat D'Amico, for joining us on Merchants of Change this week!This is an awesome conversation digging into the science of selling and the keys to success from BDRs to the C-suite!After serving in the U.S. Army, Pat transitioned to sales and eventually sales development. After 20+ years leading and training sellers, he started his own company About-Face Development, LLC!8:10 Sales Development, Enablement & Training15:35 Training Elite Sellers23:50 The Science of Selling38:20 Being Dialed In as a Sales Professional----------------------Connect with us on social @shiftathlete on all platforms! Learn more about Shift Group at shiftgroup.ioToday's guest: https://www.linkedin.com/in/patjdamico/About Face Development: https://www.linkedin.com/company/about-face-development/To our Athletes & Veterans: We will find you a career that you love, over prepare you for success, and connect you with great companies where you will grow, learn, and earn consistently.To our Hiring Partners: We will help you find the best candidates in the world that will outwork, outlearn, and outperform your highest expectations. We will work closely with you to match our candidates to your leadership style, your culture, and your expectations for performance.

Patrick Campbell shares his entrepreneur's perspective on relationships and the parallels between business management and marital success. This episode packs in revelations about the value of alignment in relationships, the importance of a partner's shared vision, and practical approaches to nurture a deeply bonded partnership. Watch the full interview here: https://youtu.be/ew91lnFKYyI  Don't forget to help us grow by subscribing and liking on YouTube! TIME-STAMPED SHOW NOTES: (00:00) Patrick Campbell's background and introduction to his expertise in relationships (03:12) Importance of weekly one-on-one meetings with your partner (04:08) Setting boundaries and shared vision in a relationship (07:00) Conducting off-site retreats to discuss goals and aspirations (10:01) Conclusion and benefits of implementing relationship frameworks (11:24) Importance of alignment and shared values (12:05) Finding peace and contentment in life (14:40) Money does not solve emotional problems (15:45) Cutting out toxic loved ones (18:18) Existential crisis after selling a company (19:37) Learning to navigate wealth and deploy capital (20:24) Anxiety around money even with significant wealth (23:09) The value of frugality for entrepreneurs (24:52) The importance of challenging hard and fast rules (27:05) Unconventional marketing strategies for awareness (30:06) Examples of marketing experiments that worked (31:50) Patrick Campbell shares the strategy behind their personalized email campaign. (33:14) Offering $250 Amazon gift cards as an incentive for a call. (33:45) Using creative tactics like offering a Peloton if the trial doesn't work. (34:10) Sending a box with earplugs and an AirPods box to grab attention. (34:39) Achieving a 25% count-to-call rate with the campaign. (35:21) The importance of focusing on the middle 60% of leads. (36:13) The danger of automating too early in the sales process. (37:07) Taking marketing budget out and focusing on demand generation. (39:42) Incentivizing BDRs by having them report to marketing. (42:05) Ran email sequences like a code base with controlled tests (45:01) Targeting the full spectrum of demand (46:59) Compensation structure for BDRs (49:35) Importance of early pitching for AEs (50:08) Philosophy on executives' first 90 days (51:36) Executives' process and framework for learning (52:27) Evaluating an executive's learning process during hiring (52:27) Referrals and challenges in the interview process (53:30) Importance of testing for specific skills in candidates (54:36) Using engineering challenges for hiring (56:04) The impact of chat as a channel (57:29) Patrick's plans for starting a new company in healthcare (58:55) Patrick's mindset and commitment to his new venture (59:00) Find more about Patrick Campbell online — What should I talk about next? Who should I interview? Please let me know on Twitter or in the comments below. Did you enjoy this episode? If so, please leave a short review here Subscribe to Leveling Up on iTunes Get the non-iTunes RSS Feed   Connect with Eric Siu:    Growth Everywhere Single Grain Leveling Up Eric Siu on Twitter Eric Siu on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

TRP - Season 4, Episode 21: We continue our fourth season of The Ramped Podcast with Dr. Sandy Fiaschetti, Founder and Managing Partner of Lodestone People Consulting, who is an expert in leadership coaching and talent development, and transforms businesses with psychology and HR strategies.IN THIS EPISODE, SANDY AND DANNY COVER:00:55 - Who is Dr. Sandy Fiaschetti?02:16 - What you need to know to navigate today's job market05:29 - Your early career is to learn08:07 - Focusing on transferable skills when re-entering the workforce11:50 - Crafting effective career stories 14:58 - Using personality profiles and science to level the playing field20:32 - Authenticity in job searching and career development22:49 - Advice for Sandy's younger selfWe hope you enjoy the conversation. MORE ON SANDY:Dr. Sandy Fiaschetti is the Founder and Managing Partner of Lodestone People Consulting, specializing in enhancing human capital for private equity firms through extensive services like leadership coaching, talent assessment, and DEI initiatives. With a strong foundation as an Organizational Psychologist and HR Executive, her expertise spans across talent management, executive coaching, and organizational development. Dr. Fiaschetti is driven by a passion to foster tangible business transformations through the strategic application of psychological principles and practices.Find her on LinkedIn - https://www.linkedin.com/in/sandy-fiaschetti-4b4a60/MORE ON RAMPED:Learn more about us here: rampedcareers.comWant us to help in your job search? Join Ramped Premium: https://www.rampedcareers.com/services

TRP - Season 4, Episode 20: We continue our fourth season of The Ramped Podcast with Joel Lalgee, Founder of The Realest Recruiter, who connects talent with opportunities, leveraging his vast social media following and recruitment expertise.IN THIS EPISODE, JOEL AND DANNY COVER:00:36 - Who is Joel Lalgee?03:00 - What you need to know to navigate today's job market06:57 - The best guidance for job seekers 13:22 - How to ace your screening call with a recruiter18:24 - What NOT to do when job seeking24:33 - Advice for Joel's younger self28:49 - Where can you find Joel Lalgee?We hope you enjoy the conversation. MORE ON JOEL:Joel Lalgee is the Founder of The Realest Recruiter and specializes in connecting clients and candidates with optimal hiring and career opportunities across diverse industries. He collaborates with global recruitment teams to enhance their online presence and attract premier talent through strategic social media use. Joel's comprehensive training program, combined with his influence over 400k social media followers, has established him as a sought-after expert in talent acquisition and personal branding.Find in all these places:LinkedIn - https://www.linkedin.com/in/joellalgee/TikTok - https://www.tiktok.com/@the_realest_recruiterInstagram - https://www.instagram.com/the_realestrecruiterYouTube - www.youtube.com/@TherealestrecruiterMORE ON RAMPED:Learn more about us here: rampedcareers.comWant us to help in your job search? Join Ramped Premium: https://www.rampedcareers.com/services

Are you tired of the same old tactics falling flat in your sales discovery calls?  Everyone wants to make a sale, but too often, the approach is to pitch the product or service right out of the gate. Is there a better way to connect with your prospects and truly understand their needs before you dive into your sales pitch?  Host Donald Kelly speaks with guest Paul Butterfield on having a solid strategy for sales discovery in this episode of "The Sales Evangelist Podcast." Paul dives deep into the importance of understanding the customer's journey and shares insights on creating a unified, customer-focused experience across various teams.  He emphasizes the need for a robust discovery process and how it can significantly impact the quality of the buyer's experience. Tune in to hear how effective discovery calls can revolutionize your sales approach and elevate your success in closing deals. Paul's Experience and Expertise Paul is the founder of the Revenue Flywheel Group, focusing on enabling B2B companies to create a unified customer journey.  With extensive experience in the field, Paul brings real-world examples to support his insights, making this episode a valuable resource for sales leaders and individual contributors. The Flawed Approach to Discovery Calls Paul highlights the all-too-common practice of immediately jumping into a demo without fully understanding the customer's needs.  He acknowledges the prevalence of pitch decks laden with bragging rights and emphasizes the need for a shift in mindset regarding the purpose of a sales interaction. The Power of Effective Discovery Paul passionately advocates for a more in-depth approach to discovery calls, stressing the importance of preparing for a business-level conversation.  He believes that a successful discovery call can create a vision in the prospect's mind and help them understand how to achieve their future state.  Moreover, Paul emphasizes how this approach enhances the customer experience and filters out deals that may not be a good fit early in the process. Elevating the Role of BDRs Paul shares valuable insights on the role of Business Development Representatives (BDRs) in preparing for successful discovery calls.  He underlines the significance of equipping BDRs with business acumen, allowing them to elevate their conversations beyond the traditional script and initiating a more meaningful interaction with prospects. Key Strategies for Sales Success Paul expands on the significance of maintaining finesse when handling buyers fixated on immediate demos.  He advocates for an approach that understands the underlying business challenges and provides insights tailored to the prospect's specific needs. Overcoming Inferiority Complex in Sales Acknowledging the common struggle of feeling inferior in front of high-profile prospects, Paul shares personal experiences and insights on how sales professionals can overcome this mindset.  He emphasizes the importance of being seen as an industry authority, fostering a mutual learning environment between the seller and the buyer. In this enriching TSE episode, Paul has shed light on the transformative potential of effective discovery calls in sales. Paul's practical tips and real-world examples are a game-changer for sales professionals and leaders striving to differentiate themselves and enhance the buyer experience.  This episode is a must-listen if you're seeking ways to boost conversion rates, negotiation effectiveness, and overall sales performance. Take advantage of this opportunity to refine your sales strategy and drive exceptional results. Tune in to the full episode now and take your sales game to the next level! “The opportunity to differentiate through the sales experience and the quality of that buyer experience. That opportunity is huge. The bar is very low in the way that outbound, even inbound prospecting, qualifying, and discovery are being done. And you will set yourself up for better conversion rates and better negotiating if you come in strong with a higher-quality discovery process. I cannot overestimate that.” - Paul Butterfield.  Resources Paul Butterfield on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

TRP - Season 4, Episode 19: We continue our fourth season of The Ramped Podcast with Anna Miller, Founder of Second Careers, who guides early career talent in tech with personalized coaching and strategic networking help.IN THIS EPISODE, ANNA AND BEN COVER:00:33 - Who is Anna Miller?02:35 - Insider tips for career transitions07:52 - Why networking is essential to advance your career16:09 - Blueprint for a first networking conversation21:55 - Timing your referrals24:01 - Assessing your story and building credibility 27:34 - Local opportunities in early careerWe hope you enjoy the conversation. MORE ON ANNA:Anna Miller is the Founder of Second Careers, a career consultancy for early career talent that provides online courses and personalized coaching to guide career changers to land jobs in tech. She believes in a modern approach to job searching, emphasizing strategic networking and building meaningful connections as the keys to career advancement.Find in all these places:LinkedIn - https://www.linkedin.com/in/annamiller/Website - https://www.secondcareerscoaching.comMORE ON RAMPED:Learn more about us here: rampedcareers.comWant us to help in your job search? Join Ramped Premium: https://www.rampedcareers.com/services

TRP - Season 4, Episode 18: We continue our fourth season of The Ramped Podcast with Melissa Grabiner, Global HR & Talent Acquisition Leader, who has shaped talent strategy and driven growth across global multi-industry landscapes.IN THIS EPISODE, MELISSA AND BEN COVER:00:34 - Who is Melissa Grabiner?06:37 - Enhancing the candidate experience10:56 - What sets candidates apart14:06 - Networking is really your secret weapon21:34 - Rewarding and retaining talent26:48 - Advice and guidance for new managers 30:19 - Prioritizing resilience and utilizing LinkedIn groups32:21 - Kickstarting your careerWe hope you enjoy the conversation. MORE ON MELISSA:Melissa Grabiner is a distinguished Senior Business Leader, renowned for her expertise in HR and Talent Acquisition across global multi-industry landscapes. She spearheaded the development of talent strategy for a leading pharma giant, supporting over 5,500 employees. Her leadership prowess is underscored by her ability to manage 22 Talent Advisors with zero attrition over eighteen years, significantly contributing to the hiring of 25,000 employees. Melissa's profound experience in driving Talent Acquisition and HR initiatives through significant organizational changes showcases her ability to attract, engage, and retain top talent.Find in all these places:LinkedIn - https://www.linkedin.com/in/melissa-grabiner/Website - https://topmate.io/melissa_grabinerMORE ON RAMPED:Learn more about us here: rampedcareers.comWant us to help in your job search? Join Ramped Premium: https://www.rampedcareers.com/services

TRP - Season 4, Episode 17: We continue our fourth season of The Ramped Podcast with Linda Le, Recruiter at Lockheed Martin and Founder of Creatively Quiet.IN THIS EPISODE, LINDA AND DANNY COVER:00:38 - Who is Linda Le?01:59 - Linda's unconventional career journey06:58 - How to stand out against hundreds of applicants09:41 - Taking the first step on LinkedIn12:05 - Everything you're missing on your LinkedIn profile15:35 - Reaching out to recruiters? Get straight to the point20:17 - Leverage LinkedIn to get referrals and interviews24:37 - Advice for Linda's younger selfWe hope you enjoy the conversation. MORE ON LINDA:Linda Le is a recruiter at Lockheed Martin and the founder of Creatively Quiet. She embraces a life of freedom and creativity, dedicated to empowering others in their career paths through networking and authenticity.Find in all these places:LinkedIn - https://www.linkedin.com/in/lindale20/Website - https://www.creativelyquiet.comNewsletter - https://www.creativelyquiet.com/newsletterMORE ON RAMPED:Learn more about us here: rampedcareers.comWant us to help in your job search? Join Ramped Premium: https://www.rampedcareers.com/services

TRP - Season 4, Episode 16: We continue our fourth season of The Ramped Podcast with Jeff Patterson, Founder and CEO of Gaggle.IN THIS EPISODE, JEFF AND DANNY COVER:00:35 - Who is Jeff Patterson?02:23 - Gaggle's mission: Safeguarding schools & students04:14 - What Gaggle looks for in their hiring process05:46 - Stop worrying about your resume and focus on your LinkedIn10:42 - Continuous learning to prepare for your career transition12:07 - Mastering the art of interviewing: Do's and Don't's16:33 - Practical advice for embarking on a new stage of your career20:44 - Advice for Jeff's younger selfWe hope you enjoy the conversation. MORE ON JEFF:Jeff Patterson has been starting businesses since he was five. Some were failures while others were marginal survivors, and those prior businesses set the groundwork for the success of Gaggle. Seeking a solution to manage student safety issues, Jeff founded Gaggle as a secure student email provider in 1998.Find on LinkedIn - https://www.linkedin.com/in/jeffhpatterson/MORE ON RAMPED:Learn more about us here: rampedcareers.comWant us to help in your job search: https://www.rampedcareers.com/services/auto-applier

TRP - Season 4, Episode 15: We continue our fourth season of The Ramped Podcast with Raffaele Gaito, Growth Coach and Entrepreneur.IN THIS EPISODE, RAFFAELE AND DANNY COVER:00:46 - Who is Raffaele Gaito?03:44 - Getting started with content creation07:25 - Leveraging content in your job search11:05 - Being an internal influencer in a company13:03 - Finding your fit in a world of platforms19:37 - Tactical tips to stand out with your content23:19 - Advice for Raffaele's younger selfWe hope you enjoy the conversation. MORE ON RAFFAELE:Raffaele helps companies and freelancers grow their businesses and mindset with experiments and lateral thinking. He also founded the first Italian academy for continuous learning for entrepreneurs and freelancers, aimed at enhancing both hard and soft skills. Above all, Raffaele believes that experimentation is the key to driving innovation.Find in these places:LinkedIn - https://www.linkedin.com/in/raffaelegaito/YouTube - https://www.youtube.com/@growthtalksgaitoOnline Courses - https://gaito.link/skillshareMORE ON RAMPED:Learn more about us here: rampedcareers.comWant us to help in your job search: https://www.rampedcareers.com/services/auto-applier

If at first you don't succeed…audit the heck out of your processes.Leigh Ann Harris, Senior Vice President, Demand Services, North America Cloud Infrastructure at Oracle, joins Corrina to share her goldmine of insights from her experience leading 500+ outbound BDRs. Also, hear her passionate stance on how data and AI can block out your competition and maximize lead quality.Resource: https://www.gong.io/blog/sales-artificial-intelligence/**

How can you interact with potential buyers (especially enterprise clients) that encourage a dialogue? After all, landing the sale isn't the only part of the equation; you first have to get their attention! In today's episode of The Sales Evangelist, Donald is joined by Dr. Stephen Timme and Melody Astley to discuss their recent book Insight-Led Selling, which details how to learn how buyers think. But first, why did they write a book? Ultimately, Stephen and Melody wanted to create a resource their clients and community could utilize. It's harder than ever to sell to enterprise sellers (yes, people say that every year. But it's true!) And COVID-aside, the subscription-based economy is growing. There are more stakeholders than ever before in traditional buying processes. At the same time, implementation costs for platforms are lower, making it easier to switch between service providers. They interviewed many executives to see how they felt about sales.  From AT&T, Coca-Cola, Proctor and Gamble, and even Honey-Baked Hams, Stephen and Melody interviewed executives to learn firsthand how they felt about salespeople. (If you were curious, Honey-Baked Hams didn't even give them coupons. We're just as disappointed as you are.) They asked one simple question: what could sellers do better? Below were the three overwhelming responses: First, tell me something I don't know. Second, how does what you're selling align with my goals and strategies. Third, make my life easy (and don't give me a 30-page proposal.) Personalization is more than inserting the name of each person in an email blast.  It's developing a point of view that is interesting to the person you're talking to. Hold on, let's say that again for those who missed it: spend a moment to develop a point of view interesting to the person you're talking to. As a sales leader, we expect output from our BDRs. But we can't do this and expect results from a spray-and-pray method. The game has changed. How can you implement these sales techniques? For publicly-traded companies, you have access to specific financial figures; use that to align your selling proposition with their capabilities.  Explain the “how” you can help them before you can get into the “how much.”  For sales leaders, equip your salespeople with the specialized knowledge they might need.  You can self-learn if you feel unsupported by your organization, or (and an even better strategy), ask your organization for support. Their final takeaway? Understanding the language of how a customer speaks (and relating that to financial objectives) is a skill that will last the rest of your career.  Insight-Led Selling is available for purchase on Amazon or Barnes & Noble. To contact Melody and Stephen, reach out at info@finlistics.com or connect on their business's LinkedIn page. (Or connect directly with Stephen and Melody.) Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Do you struggle with multithreading as a seller? Would you like a secret technique to help you develop relationships with decision-makers? In this episode of "The Sales Evangelist Podcast," host Donald Kelly speaks with Spencer Muhonen on the concept of multithreading in sales and shares strategies and tactics for effectively implementing it. They provide insights based on their experience in the industry, offering valuable tips for BDRs and sellers looking to improve their pipeline and build relationships with multiple stakeholders. Who Is Spencer Muhonen? Spencer is a senior tenured SDR for Awardco, a SaaS company based in Provo, Utah, that focuses on employee recognition and incentives.  He shares his role and highlights the importance of targeting traditional personas in prospecting, along with key internal champions in other departments to strengthen the case for sales. Collaborating With the Sales Department Donald and Spencer emphasize the significance of multithreading in modern sales, as sellers must engage with multiple stakeholders throughout the buying journey.  They caution against ineffective approaches, such as cheesy sales tactics or simply blasting outreach to a list of focus accounts without a thoughtful strategy. Spencer defines multithreading as expanding outreach beyond traditional personas and titles, reaching out to key decision-makers in various departments to build credibility and enhance the pipeline. He explains that sales departments can be excellent sources of internal champions, as people in sales are often looking to grow their own pipelines.  Spencer highlights his willingness to have meetings with other sales professionals who approach him on LinkedIn, even knowing that he is not a decision-maker. This reciprocal approach can lead to strengthened relationships and mutual support. Engaging With the Finance Department Donald and Spencer further discuss other effective multithreading strategies, such as contacting the finance department.  Spencer emphasizes the importance of vendor managers and their oversight of profitability and contracts.  By connecting with finance teams during the RFIs or RFPs process, sellers can build intrigue and gain intros to C-suite members. This approach is often overlooked but can yield significant benefits. Personalizing Your Messages Both speakers address the issue of using the same message for multithreading prospects. Donald refers to it as "lazy selling" and asks Spencer for his approach. Spencer suggests personalizing the messaging, taking into account the specific context and pain points of each stakeholder.  Sellers can build trust and make a stronger impact by tailoring outreach to individual needs. Building Internal Brand Champions Throughout the conversation, Donald and Spencer provide actionable advice and share their experiences to guide sellers in implementing effective multithreading strategies. They underline the importance of building relationships beyond traditional personas, leveraging networks in sales departments and finance teams, and personalizing outreach to engage stakeholders more effectively. This episode of "The TSE Podcast" offers valuable insights to BDRs and sellers on the art of multithreading in sales. By expanding their reach and building relationships with various stakeholders, sellers can enhance their pipeline and increase the chances of closing deals. Through personalization, collaboration, and a strategic approach, sellers can navigate the complex sales landscape successfully. "Expanding your outreach away from your traditional personas, titles that you would target when prospecting, and normal decision makers. There is a larger scheme of decision makers, but also key internal champions you can build from other departments that can strengthen your case and strengthen your pipeline long term to build credibility when it comes time for an account executive to have, hopefully, a closed deal." -Spencer Muhoner Resources Spencer Muhonen on LinkedIn Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.  

In this episode of The Sales Evangelist Podcast, host Donald Kelly discusses the importance of utilizing LinkedIn effectively as a sales professional. Those working as business development representatives or trying to build a sales pipeline should tune in to this week's episode. Donald shares three key focus areas for optimizing your LinkedIn profile to grab attention, generate more appointments, and ultimately drive sales. Utilize Your Banner ●     Donald emphasizes the often overlooked real estate of the banner on your LinkedIn profile. This space provides an opportunity to showcase your value proposition and target audience. ●     Potential prospects can quickly understand how you can help them if you clearly state who you serve and the industries you specialize in. ●     Additionally, if your company has noteworthy brand recognition, include it in the banner to further establish credibility. ●     Donald suggests using Canva to create a professional and eye-catching banner that aligns with your company's branding. You can begin selling to prospects even before you engage in a conversation by maximizing the potential of your banner. Take Advantage of the Name Pronunciation Feature ●     LinkedIn offers a feature that allows users to record a 10-second audio clip pronouncing their names. ●     While this feature is crucial for individuals with complex names, Donald recommends utilizing it regardless of the simplicity of your name. ●     The audio introduction serves as an additional engagement tool and helps prospects connect with you on a deeper level. Optimize Your Headline ●     The headline section is often filled with generic information such as job titles and company names automatically generated by LinkedIn. ●     Donald suggests utilizing this space strategically. ●     Consider using keywords your target audience is likely searching for, such as specific industry terms or pain points. ●     Craft a headline that attracts potential prospects to learn more about you and your expertise. ●     It's essential to align your headline with your specific goals and expertise, ensuring it accurately represents your value proposition. Be Proactive and Engage ●     Donald advises being proactive and engaging with your LinkedIn network regularly. ●     Interact with posts, share valuable content, and participate in industry discussions. ●     Building a strong presence on LinkedIn will strengthen your personal brand, enhance credibility, and attract potential leads. Maximizing your LinkedIn profile as a sales professional can significantly impact your ability to grab attention, generate appointments, and close deals. These four tips will help you make a lasting impression on potential prospects and increase your chances of success. "Your profile needs to sell before you even have a conversation with someone." -Donald Kelly. Resources Donald C. Kelly LinkedIn Sponsorship Offers 1.    This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.    This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.    This episode is brought to you in part by Calendly. Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com. 4.    This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.