Podcasts about global sales development

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Kelly Flowers to discuss the power of systems-based strategy in driving predictable outcomes in sales development. Kelly shares her unique journey into sales, the lessons she learned from transitioning industries, and how she developed a structured approach to pipeline generation, OKRs, and sales efficiency. She also highlights the biggest challenges in sales today, the role of AI in streamlining sales processes, and the myths that hold sales teams back. With practical insights and actionable strategies, this conversation is a must-listen for revenue leaders looking to optimize their go-to-market strategies and drive consistent results. About the Guest Kelly Flowers serves as the AVP, of Global Sales Development at SentinelOne and previously held positions including Head of Sales and Business Development at 1Password, Director of AMER Sales Development at Databricks, and Senior Manager of Customer Success, Enterprise Renewals at New Relic, Inc.  Additionally, Kelly has experience as a Manager of Sales Development and as an SDR Manager at Wizeline, as well as serving as the San Francisco Community Chair for Women in Sales Everywhere (WISE). Kelly holds a degree in Global Studies & Spanish, International Relations from Sonoma State University and has also studied Spanish Language at Tecnológico de Monterrey. Connect with Kelly Key Takeaways- Systems Thinking vs. Goal Setting: Goals help you achieve one-time success, but systems-based strategies ensure sustainable, repeatable success. - Pipeline Predictability Comes from Process: Breaking down the sales cycle into measurable inputs and outputs helps reps consistently hit quota. - Behavior Matters as Much as Performance: Being a "quota crusher" isn't enough—collaboration, integrity, and consistency are key to long-term success. - AI as a Sales Multiplier, Not a Replacement: Sales professionals must leverage AI tools for research, prioritization, and process automation—but human connection remains essential. Quotes "Revenue intelligence makes arguments about 'who said what' obsolete by providing unfiltered, real-time data everyone can trust." Recommended Resources Books:- Setting the Table by Danny Meyer Newsletter: - Endurance by Katie Ceccarini Podcast: - Grit with Joubin Mirzadegan Connect with Kelly⁠ ⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠Website

This episode is the audio from our recent webinar on how to make outbound work in 2024. We were joined by Adam Robinson, CEO, Retention.com, Mark Kosoglow, and Ashley Kelly, VP Global Sales Development, Rippling. Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Ashley Kelly is the VP of Global Sales Development at Rippling, the all-in-one platform for HR, IT, and finance. Before Rippling, Ashley played a crucial role in scaling Brex's outbound sales from $2M to over $300M in ARR, and has hired over 800 SDRs during her time in some of the best tech companies in Silicon Valley, including Lever and Zenefits.  In Today's Episode with Ashley Kelly We Discuss: From NASCAR to Silicon Valley SDR How did Ashley make her way into the world of sales? Why does Ashley think the best AEs and leaders start off as SDRs? What is Ashley's advice to new SDRs starting their jobs today? Age of AI: Is SDR Outbound Dead? Does Ashley agree that outbound is dead today? Is SDR dead? How will AI change SDR? Why is Ashley hesitant to adopt AI? Why does Ashley think founders should always build the first sales playbook? What did Ashley mean by SDR is the 3rd pillar between sales and marketing?  What does Ashley think most companies get wrong about outbound? SDR Hiring: Who, What, When & How When does Ashley think founders should hire their first SDR? How does Ashley structure the hiring process? What questions does she ask? What profile does Ashley look for when hiring for an SDR? How does Ashley structure the finance package? How is it different for each team? Why did Ashley avoid hiring SDRs with SDR experience? Why has she changed her mind? What was Ashley's biggest hiring mistake? What were her takeaways? Onboarding New SDR Hires How does Ashley onboard new SDR hires? What is her onboarding timeline? How does Ashley set targets for new hires? When should they be fully productive?  When does Ashley know if a new hire isn't working? What are common traits among Ashley's most successful hires?

Summary In this episode of "Building Elite Sales Teams," Lucas Price interviews Justin Otley, VP of Global Sales Development at Talkdesk. They discuss the misconception that outbound is dead and how the tactics for successful outbound have evolved. Justin emphasizes the importance of relevance over personalization and the power of phone calls in prospecting. He also shares insights on building a high-performing sales development organization, including the value of career paths and aligning with leadership teams. If you're looking to optimize your outbound strategy and develop a world-class sales development team, this episode is a must-listen.Take Aways Cold calling remains a vital component of successful outbound strategies, with social media and email following in importance.Campaigns targeting outbound sales should focus on Persona mastery over product knowledge for more significant impact.The modern outbound sales process involves integrating below-the-line contacts to gather intel and upwardly influence decision-makers.Developing internal talent pathways is crucial, ensuring that SDRs are motivated and have clear career progression opportunities.Metrics and coachability are used to evaluate potential hires, emphasizing the need for resilience and fast application of feedback during recruitment.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Justin Otley: linkedin.com/in/justinotleyMentioned in this episode:BEST Outro

In this episode, Kelly Lichtenberger, the Head of Global Sales Development at Avanan, joins us to discuss the important role of Emotional Intelligence (EI) in sales and prospecting. Despite the rise of Artificial Intelligence in shaping sales strategies, Kelly champions the undeniable power of EI, arguing that it remains uncontested when it comes to truly […] The post Leveraging Emotional Intelligence Over Artificial Intelligence in a Business, With Kelly Lichtenberger first appeared on Business Creators Radio Show with Adam Hommey.

On this episode of Beyond The Sales Floor, Morgan sits down with Justin Otley, VP of Global Sales Development at Talkdesk. If there's one thing you should takeaway from this episode, is that the key to scaling your outbound model, doesn't start with product messaging. Instead it starts with the persona. Plus, Justin shares how he's been using ChatGPT to create a buyer matrix within different personas too! Tune in for all the insights.

We're back with another episode of Beyond The Sales Floor. This time, Morgan interviews Lauren Landry, the VP of Global Sales Development and Inside Sales at Arctic Wolf. Lauren shares her unique take on ABM - and here's a teaser: the output is the same but the positioning of your message depends if you go upmarket or downmarket. She also shares Arctic Wolf's use of partnerships, to fuel the outbound model. Tune in for all of the insights.

We're back with another episode of Beyond The Sales Floor, with Morgan Ingam and special guest Dan Rousseau, the VP of Global Sales Development at Sitecore. Dan dives into what it means for your sales team to truly understand the buying journey - with a mulit-touch, multi-channel approach. He also emphasises the importance of creating a culture of community for managers, when they're getting to grips with their team - whether it be on the hiring or training side. Listen for all of the insights.

Today's guest is very intentional about designing and building winning teams. She spent the better part of almost 20 years building phenomenal sales teams at Salesforce. Christina Smears is the Vice President, Global Sales Development & Inside Sales at MongoDB. Christina joins Host Matt Benelli to share why leaders shouldn't try to build a team of people who are exactly like them, the parallels between teaching and selling technology solutions, and how to empower people in your organization to innovate. Takeaways:Building diverse teams is not just about gender or race; it's about including people with varied experiences, skill sets, and backgrounds. Diverse teams are more creative, innovative, and outperform homogeneous ones. Leaders are encouraged to proactively reach out and recruit diverse talent to enhance team performance.Every professional, regardless of their experience level, can benefit from having a coach. Coaching helps in uncovering blind spots, accelerating personal growth, and improving leadership skills. It's important to find a coach that aligns with your values and challenges you to grow.Prioritize tasks and goals by differentiating between 'glass balls' (critical and fragile) and 'rubber balls' (resilient and can bounce back). This helps in focusing on what truly matters and supports better decision-making during the onboarding process and in high-pressure situations. Acknowledge and celebrate the achievements of team members regularly. Recognition serves as a powerful motivator and plays a vital role in fostering a positive work environment. It's about creating a culture where appreciation is freely given, reinforcing positive behaviors and contributions. Leaders should foster a culture that values trying new ideas and approaches, even if they might fail. Encourage innovation by allowing team members to take initiative and experiment, thereby accelerating learning and adaptation. Remember, as a leader, you play a significant role in your team members' lives. Your actions, words, and decisions impact them deeply. Strive to be a positive force, supporting your team's growth, job satisfaction, and success.Quote of the Show:“I think the best teams are where I hire people that are different than me in skill set, background, and strengths. Frankly that's how you create an amazing team.” - Christina SmearsLinks:LinkedIn: https://www.linkedin.com/in/christinasmears/ Website: https://www.mongodb.com/ Shoutouts:Multipliers by Liz WisemanDavid Priemer: https://www.linkedin.com/in/dpriemer/ A Curious Mind by Brian Grazer and Charles FishmanLean In by Sheryl SandbergOprah WinfreyTony Rodoni: https://www.linkedin.com/in/tonyrodoni/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today's guest had devoted his career to mastering the craft of sales development. Justin Otley is the VP of Global Sales Development at Talkdesk. Justin joins Host Matt Benelli to discuss why sales leaders should be focused on their team's fundamentals rather than their tech stack, how to use an Issue Diagnosis Framework when coaching sellers, and why it's imperative to show SDRs that there is a path forward.Takeaways:Spending time on mastering the fundamentals of the sales process can yield better results than depending on a fancy tech stack. If your team is not coached and trained effectively, no technological aid can help achieve the desired sales goals.Don't let your sales team become over-dependent on sales engagement platforms. While a sales engagement platform can be a helpful tool, it should not replace mastering the basics of sales and a hands-on, detailed approach. It's essential to address any performance issues as early as possible. Being proactive in providing coaching or improvement plans can help improve the SDR's performance before it negatively impacts the overall sales goals.The most successful SDRs exhibit resourcefulness and curiosity, leveraging these traits to deliver results while maintaining a tenacious focus on personal and professional development.It's critical to develop a well-thought-out career path for SDRs. This includes providing opportunities for internal promotion when they master their role and preparing SDRs for their next role within the organization.Having the right people on your team is essential for success. This includes hiring individuals who align with your company culture and possess the tenacity to achieve goals without making excuses. A multi-pronged approach leveraging phone calls, emails, and social media outreach can set SDR teams up for success. Despite the increasing popularity of online channels, phone calls are still vital for effective outreach.Quote of the Show:“AI is going to replace lazy sellers, lazy SDRs, right? Those who are not willing to put in the work and make it a good experience for their prospect or customer. Those are the ones that are going to, unfortunately, pay the consequences.” - Justin OtleyLinks:Twitter: [guest's Twitter]LinkedIn: https://www.linkedin.com/in/justinotley/ Website: https://www.talkdesk.com/ Shoutouts:Kyle Coleman: https://www.linkedin.com/in/kyletcoleman/ Kevin Dorsey: https://www.linkedin.com/in/kddorsey3/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

SaaStr 714: From Zero to Hero: How to Dominate Outbound SaaS Sales with Rippling and Founders Fund on CRO Confidential. Hosted by Sam Blond, Partner at Founders Fund. With Ashley Kelly, VP of Global Sales Development at Rippling. In the latest episode of SaaStr's CRO Confidential series, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context - Ashley had previously helped Sam scale Brex's outbound sales from $2M to over $300M in ARR as Senior Director of SDR.  Together they discuss: Scaling outbound sales and SDRS (sales development representatives) from 0 to $100M and beyond How to hire the right outbound sales team The SDR interview checklist How to create an environment to set up outbound sales reps for success Which KPIs to measure and matter most in outbound SaaS sales Increasing the quality and closed-won revenue with your outbound sales team  Listen now! -------------- SaaStr hosts the largest SaaS community events on the planet. Join us in 2024 at: SaaStr Annual: Sept. 10-12 in the SF Bay Area. Join 12,500 SaaS professionals, CEOs, revenue leaders and investors for the world's LARGEST SaaS community event of the year. Podcast listeners can grab a discount on tickets here: https://www.saastrannual2024.com/buy-tickets?promo=fave20 SaaStr Europa: June 5-6 in London. We'll be hosting the 5th SaaStr Europa in London for two days of content and networking. Join 3,000 SaaS and Cloud leaders. Podcast listeners can grab a discount on Europa tickets here: https://www.saastreuropa2024.com/buy-tickets?promo=fave200 -------------- This episode is sponsored by: Northwest Registered Agent When starting your business, it's important to use a service that will actually help you. Northwest Registered Agent is that service. They'll form your company fast, give you the documents you need to open a business bank account, and even provide you with mail scanning and a business address to keep your personal privacy intact. Visit https://www.northwestregisteredagent.com/saastr to get a 60 percent discount on your next LLC.

In this week's Scale Your Sales podcast episode, my guest is David Bentham, the Vice President in Global Sales Development at Cognism. He leads a team of 100 Inbound and Outbound SDRs across Europe and the US.  Cognism is the leading global contact data provider. They had a record-breaking First Quarter– signing its biggest ever deal in that time and has continued to see growth through 2022 and 2023 despite the economic climate. In this episode, David gave a lot of insight into his background in the early days starting off in sales and door to door sales and how the B2C experiences in the team now as VP of sales and managing a large team of SDRs. Welcome to Scale Your Sales podcasts, David Bentham.   Timestamps: 03:00 – Who is Cognism for? 08:51 – The shift in availability of online information affected the change in sales game today. 11:04 – SDRs are more than just entry level, but very highly qualified sales individuals. 13:58 – One of the biggest inefficiencies is decision making. 21:20 – Going into the job as a resilient person is NOT necessary. 27:19 – The mentality “Every no-leads you closer to yes”, can be incredibly dangerous. https://www.linkedin.com/in/davebentham/   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.    Book Janice to speak virtually at your next event https://janicebgordon.com        LinkedIn: https://www.linkedin.com/in/janice-b-...     Twitter: https://twitter.com/JaniceBGordon      Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast      More on the blog https://scaleyoursales.co.uk/blog     Instagram: https://www.instagram.com/janicebgordon     Facebook: https://www.facebook.com/ScaleYourSal... 

This episode of The Sales RX Podcast is a highlight reel of our guests from the month of May who talked about everything from Video Prospecting to Multi-Threading, to Interviewing and Development. HIGHLIGHTS Katherine Caldwell, Founder at Katch Consulting LLC JR Butler, Founder & CEO at The Shift Group James Barton, Head of Global Sales Development at Venafi Sam McKenna, Founder at #samsales Consulting

Download Sonny's ChatGPT Cheat Sheet FOUR ACTIONABLE TAKEAWAYS Three common ChatGPT use cases: pull out insights, write emails based on that research, handle objections when they come in. Feed ChatGPT with relevant data like a 10-K to write a great tailored email for you. From there, you can plug your website or writing rules to craft an email for you. Don't like that email? Ask for a revision or have it use Hemingway to rewrite this email at a 5th grade level. PATH TO PRESIDENT'S CLUB Director of Global Sales Development @ Panopto Sr. Manager, Global Sales Development @ Sift Manager, Account Development Team @ Mesosphere Sales Development Representative @ Mode THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates Gong's Hyper-Persuasive Email Templates Lavender's Sales Email Frameworks Prospecting: Guides Woodpecker's Email Substance & Deliverability Guide Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Discovery Wingman's In-App Objection Handling Battlecards Sales Process Outreach: Templates to Create Pipeline and Close Deals ZoomInfo: 5 Plays, 30MPC Style Accord's Mutual Action Plan Template Prolifiq's Multithreading Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)

Get ready for an insightful and inspiring episode of our podcast! We had the privilege of hosting Jesse Osborne, the VP of Global Sales Development at Tipalti. Join us as we delve into the dynamic world of managing a global business development team and gain valuable insights from Jesse himself. Throughout the episode, Jesse uncovers the secrets behind effective motivation, addressing the age-old question: can motivation truly be taught? But that's not all! Jesse wraps up the conversation by sharing some exclusive insider tips to supercharge your job search. If you're on the lookout for your next career move, these invaluable pointers are a must-have. Tune in now for an engaging and informative discussion with Jesse Osborne, where you'll gain practical wisdom, industry knowledge, and actionable advice.

We'll be delving into the qualities she looks for in team members, including leaders and individual contributors, and how those skills can be developed. As a senior leader, she'll also be sharing her strategies for successfully ramping new hires, maintaining team connections, and building a culture of learning and growth.  Our guest will also be sharing some tips on how to get and win interviews at all levels. And of course, we'll be discussing her proudest moments at Datadog.  Socials and website: LinkedIn: https://www.linkedin.com/company/repvue/ Instagram: https://www.instagram.com/repvue/ Twitter: https://twitter.com/repvue Website: https://www.repvue.com/

This episode of the Live Better Sell Better Podcast throws back to our conversation with Meagan Suckling, Senior Director of Global Sales Development at Shutterstock. She dives deep into setting the foundations for success from the very first steps of onboarding. Meagan also talks about how different onboarding in a remote setting can be and how to involve your current team to onboard new reps effectively.HIGHLIGHT QUOTESThe impact of remote work in hiring and onboarding - Meagan: "If you do focus on hiring the right people and measuring them consistently on some KPIs that you've communicated clearly to them and still finding ways to create a fun and motivating culture, then it's very possible to actually create a more productive environment than being chained to a desk." You can find out more about Meagan in the links below:LinkedIn: https://www.linkedin.com/in/meagansuckling/Community: https://sdrnation.com/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

“Brute forcing first meetings is just not working anymore.”Every cybersecurity startup wants to get more first meetings with prospects, but with 3000+ vendors vying for the same attention, brute-forcing by sending more emails and making more cold calls won't work -- so here are four compelling resources to get out of this daunting dilemma.Here's what I cover:1. How to leverage VCs programs to get first meetings with ideal prospects2. How to use CISO groups and how they charge for access3. Why some resellers might help you and 2 tricks to getting traction with them4. What tips to consider when hiring salespeople who can bring a Rolodex of contacts?“What we really want to be doing is talking with prospects who are more likely to at least be open to our new approach.”You might also like the following:Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and what's more important product or distribution (sales)?3 pipeline generation tips with Jason Prindle, the Senior Director of Global Sales Development at Big ID.How to break into EMEA with Paul Ayers, CEO of Noetic CyberOne action for you:If you enjoy the podcast, please give a review by going to www.salesbluebird/r.  It would mean a lot to me personally and it helps grow the podcast.Support the show

In this episode of the Enterprise Sales Development podcast, we speak with Seth M. List, Founder and Principal Consultant at Sales Craft and the head of Global Sales Development at Talon. Seth shares his advice on how to successfully set up an SDR team from scratch and deploy them in the best way. He discusses the importance of building relationships, putting faith and trust in SDR teams, and leading with transparency, especially in startup environments. He also talks about the power of three simple words: “Help Me Understand”. WHAT YOU'LL LEARN Seth's journey through outbound sales and sales development The need to develop curiosity and listening skills in a fully distributed environment Facilitating internal alignment within SDR teams QUOTES “My product may not solve all your problems but my intent is for us to have a conversation so that wherever we land at the end we can move forward aligned in knowing that there is fit here or we part ways as friends because we poked all the holes in it and agreed you guys aren't ready for me or my product, or there is a misalignment in ethos.” -Seth M. List [15:54] “In very simple terms, the cheaper the solution, the faster the sales cycle, and the more commoditized the product. Craft is still relevant, but far less so than it is in the enterprise. And mid-market is a mixed bag. It really depends on what you're selling and how many other comparable solutions you're competing with.” -Seth M. List [25:53] “The exercise of trying to put myself in the shoes of this person that I'm going to reach out to and I feel like table stakes are just understanding the role they hold, doing the typical responsibilities because SDR is right. That one of the biggest challenges that individual SDR teams and their leaders face is just a lack of experience.” - Seth M. List [26:41]  “It is hard to detach from your own needs in order to produce an outcome in any conversation. But decide what reminders you need for yourself, make them visible, and practice. Imprint it.” -Seth M. List [37:13] TIMESTAMPS [00:00] Intro [05:57] Job hopping and building relationships in a professional setting  [09:06] SDR program expectations and strategies for success [13:45] Setting Expectations: Negotiating risk and attainable goals [20:31] Defining success through experiments [27:03] SDR challenges: Lack of experience and business acumen [37:50] Power of the phrase "Help Me Understand" [42:23] Reevaluating goals in the current economic climate [44:28] How to connect with Seth CONNECT Seth M. List on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

SDRs are the most efficient channel for predictable B2B pipeline generation, but successfully scaling a team isn't easy. This session will cover the pillars of effectively recruiting, training, aligning, and empowering SDRs from the early stages of revenue through a global operation. Lars Nilsson has designed and built 25+ SDR operations at B2B SaaS software companies, and currently leads Snowflake's 200+ SDRs. Come have a listen to what all the buzz in SDR-Land is about!   Want to join the SaaStr community? We're the

SHOW SUMMARYThere will always be a price for innovation, and choosing the unbeaten path is risky, but fortune will always favor the bold. Such is the story of our guests, who started podcasting in 2016 and decided to find a niche that not many had occupied before: sales development. In this episode of the Salescast Podcast, our host Edward Purmalis talks to Tenbound CEO David Dulany and David Dember, the host of the Sales Development Podcast about finding an underserved sector, fill the need, and dominate it by setting a high standard for those who are bound to follow your example.  HIGHLIGHTSHow and Why Tenbound got startedAnybody can start a podcast, but it takes a lot more to keep it goingThe tech industry is experiencing a shakedownEverything is an ad now, it's tough to stand outPreparation meets opportunity QUOTESDavid Dulany on the state of podcasting when they started in 2016: "Even at that time, people were saying podcasting is over, podcasting is dead. There's too many podcasts and stuff like that. And this is like six years ago. It was interesting that, ‘No dude. Podcasting is not dead. It's actually an awesome medium for so many different things.'"David Dulany on the mission of the Sales Development podcast: "I always looked at it that there's a lot of super smart people that are doing this. They're doing it really really well. And you never talk to them because they're in the office or now with COVID. They're at home working remotely. They're heads down. They're not trying to become a guru or something in the market. But they have all this great information. It's like how can we surface this and share it and make it useful for people."David Dember's process on researching his guest: "Being a better host, it's once again understanding the individual. Not only understanding the role. So for example, I end up going to someone's LinkedIn page and I don't have much information about their actual day-to-day. Like someone could have the Head of Global Sales Development, there might not be much research on that. I'll take it a step further. I'll go into Indeed.com and I'll round up going to Jobs and typing on that search specifically to understand their KPIs. If I understand their KPIs that's going to be one bucket for me to really identify how we're going to have a conversation."You can connect with David Dulany and David Dember and in the links below:LinkedIn (David Dember) - https://www.linkedin.com/in/daviddember/LinkedIn (David Dulany) - https://www.linkedin.com/in/davidkdulany/The Sales Development Podcast - https://tenbound.com/podcast/If you're listening to the Salescast Podcast, please subscribe, share, and send us your feedback.

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

The world of sales is a crowded one where prospects in your pipeline are flooded with pitches. So the challenge for salespeople is to stand out and to make an impression. A great way to do that? Get hyper-personalized.Hyper-personalization shows attention to detail right from the start. This lets your prospects know that not only is the sales experience likely to be a smooth one, but that you've done your research and are only reaching out to them with a solution that they actually need. The question is how do you approach a hyper-personalized strategy?In this episode, Jason Prindle, the Senior Director of Global Sales Development at Big ID, takes over the podcast to share his company's experience with hyper-personalization. He discusses his four-pronged approach (personalization, assumption of pain, proof point and call to action), and how to put that strategy into real-life action. How could hyper-personalization help you reach or exceed your various goals? Where can you make your prospecting materials a little more personalized? How specific can you get on solving customer struggles?Find out in this episode! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableSupport the showYou'll Learn:What hyper-personalization is and why it mattersThe four parts of a hyper-personalized approachProspect responses and potential obstaclesHow to frame and present solutionsSupport the show

This episode of the Revenue Harvest Podcast with Nigel Green features Alex Griffin, Director of Global Sales Development at Segment. She discusses how they perform their outbound sales and the strategies they use to qualify opportunities and support their SDRs.Alex shares that cold calling is still the fastest and most effective way to connect with people and that more sellers should be leaving voicemails. She also talks about growing leaders from the ranks of SDRs and what aspiring leaders have to look out for to help ensure their growth in this new role.You can connect with Alex in the links below:LinkedIn: https://www.linkedin.com/in/alex-griffin-8123078a/Check out Alex's recommendation on Becc Holland below:LinkedIn: https://www.linkedin.com/in/beccholland-flipthescript/Website: https://www.flipthescript.co/ To hear more episodes of The Revenue Harvest Podcast, you can visit http://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc. More about Nigel GreenLinkedin: https://www.linkedin.com/in/revenueharvest/Connect with me on LinkedIn, where I post daily about sales leadershipCheck out my book: www.therevenueharvest.comDo you want a best-in-class sales team? In this book you learn how seven timeless principles can 2-3X your revenue and turn your sales team into a sales machine.Website: www.Nigelgreen.co HIGHLIGHTSAnalyzing SDR's qualified opportunities and conversionSDR's autonomy, activity benchmarks, and creativityTip: Learn to leave voicemailsCoaching is personalized and about good listeningPreparing SDRs for management rolesQUOTESAlex: "There's so many content, videos, and articles out there about just personalization. It really is key these days when it comes to outbound. You cannot just do generic messaging and spray and pray. You have to be personalized. You have to know who is it that you're sending this email to, what do they care about, and what company are they with."Alex: "If you're going to pick up the phone and call people and you expect them to give you time, you better know how exactly you're going to be providing them value when you get the chance to talk with them."Alex: "We pull our SDRs together weekly to role play and we ask them to practice so that they can be prepared, and so now we're doing that at the management level too. We're going to be coming together and doing exercises where we do have an email exercise and they go into breakout rooms and they practice giving feedback on an email"

Marci DiGaetano, Head of Global Sales Development at Cyberpion, has a unique and special way she onboards, coaches, and develops her SDR teams. Listen to the holistic approach she takes to onboarding reps, how she builds confidence in her teams, the practical approach every SDR should take if they want to get promoted, and how leading and coaching isn't just a job, but an obligation for her. 

There are many things that go into building a successful business. But one of the most important ones is a well-developed business plan. This is a working document that lays the groundwork for success. Building a successful business is not an overnight process. It takes hard work, dedication, and a lot of time and effort. However, if you are passionate about what you do and you have the right people on your team, anything is possible.In today's episode, Ron and Rusty are joined by Jill Blankenship, CEO at Frontline Group. They will talk about what it takes to build a successful business, how Jill has become successful in a male-dominated industry, and what led her to trust others with running her company.Jill Blankenship embodies the entrepreneurial spirit by constantly honing her curiosity and sense of innovation into concrete business plans. She is an entrepreneur who develops solutions to provide excellent customer care for companies where customer retention matters. Jill's success speaks for itself by the accolades she has received since founding Frontline in 2005 including her recognition in Forbes, who referred to her as a “serial entrepreneur.”Frontline Group is the leading professional contact solutions center for remote support staffing, which showcases and supports your every need through Frontline Services, Frontline Call Center, and Ternio. Frontline Group understands the importance of the customer partnership and can deliver solutions to address the customer's needs to fit the mold and scope of any project.Enjoy! In This Episode00:58 - How Rusty and Jill built their professional relationship06:04 - What it takes to build a successful business08:26 - How Jill started her entrepreneurial journey10:38 - The importance of a business plan15:55 - How Jill has become successful in a male-dominated industry17:36 - Does being a woman present challenges in the technology field?25:56 - What led Jill to trust others with running her company30:19 - How mentoring, coaching, and empowering employees are critical to delegating tasks31:40 - What Ron has to say about JillFavorite Quotes04:16 - "One of the most exciting things that I get to do in business is the collaboration, to work with leaders and really share, combine, and to work together to execute what we want to accomplish in the end." - Jill Blankenship06:24 - "It's critical to put together a business plan, and the business plan is a working document. When you come up with a concept of a business, it's exciting, you're seeing the big picture, you're seeing the highlights, and you're seeing the end result. But you don't always see the little steps that are going to get you there. So by writing the business plan, that really becomes your playbook." - Jill Blankenship17:36 - "Being a woman in technology, does that change the game a little bit? I'm a firm believer that as long as you know the rules and how to play the game, gender doesn't matter. The problem is a lot of people don't take the time to learn the rules of how to play the game." - Ron Halbert and Jill Blankenship28:58 - "It's been nice to bring in leaders, empower the leaders, pay that forward, give them something they love doing, which is being a president of one of the companies, that achieves their goals. And they're now happy and proud. I'm proud, it's a win-win situation." -  Jill Blankenship30:22 - "You don't just throw it over the fence and hope someone grabs it and runs with it. And that's where that mentoring, that coaching, and that empowerment really comes into play. It is preparing that person for success. You don't want to set somebody up for failure or frustration or even disappointment. You want to set them up to be the best that they can be." - Jill BlankenshipEngage with Jill BlankenshipLinkedInFrontline GroupOurDivorceConnect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga WebsiteListen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 

We all know a unicorn company — One with super fast growth and a billion dollar valuation. But what makes these particular companies stand out? Are there strategies common across many of them that you can incorporate into your own business for faster paced growth? In this episode, we speak with Ryan Gibson, Manager of Sales Development at Outreach.io, Jason Prindle, Director of Inside Sales and Global Sales Development at BigID, and Taylor Jones, Business Development Manager at SalesForce, about unicorn companies and how they perform better than others. Join us as we discuss: What each brings to the discussion & how they got hired at their unicorn How to deal w/ hiring too many too fast Deciding between an external top performer or internal hire Balancing the need for top tier talent w/ diversity & inclusive initiatives The process for ramping up sales reps Advice for those getting into leadership roles For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Businesses that succeed in the marketplace do more than create a great product or offer a fantastic service. They also take the time to understand their target market. Knowing who your ideal customer is, what they want, and where to find them is the key to creating effective marketing messages and strategies. In today's digital world, how can marketers win the digital market?In today's episode, Rusty and Ron are joined by Randy Littleson. They will talk about the different marketing models that marketing leaders employ, how marketing organizations identify and target the right people, and what it takes to win the digital market.Randy Littleson is the Chief Marketing Officer of Conga, the global leader in revenue operations transformation, delivering the most scalable revenue lifecycle management solution to help companies crush operational complexity.Randy is a Senior Executive with progressive track record of accomplishments in both public and privately held companies. He has held executive management positions in marketing, business/corporate development, software development, professional services, and product management. At Conga, Randy is responsible for driving market leadership as a strategic catalyst for growth.Enjoy! In This Episode02:06 - Randy's perspective on the most important thing in marketing03:12 - How marketing organizations identify and target the right people06:29 - Tips and tricks for finding good contact targets09:28 - Different marketing models that marketing leaders employ15:04 - How to create awareness to people who are or aren't in the market21:04 - How Randy spent his 6 years as a c-level marketing executive at inContact23:09 - What it takes to win the digital market27:38 - What does it take to be a marketing executive? Favorite Quotes09:16 - "So you wanna be generating awareness broadly in the market. you wanna be really focusing on where you're generating demand, as we've talked about, and intent is the best way to actually target where you're going to be putting your energies today." - Randy Littleson02:22 - "If you think about marketing today, it is a blend of art and science. It always has been, especially today. You do need a good message. You do need good creative. But at the end of the day, I think targeting is the most important." - Randy Littleson05:51- "You can have the best sequence, the best cadence with the best messaging. But if you're sending it to the wrong people, it's a waste of time at the end of the day. " - Ron Halbert07:14 - "More is not always better. Having a smaller, more targeted list sometimes can be way more efficient." - Randy Littleson19:41 - "There's a lot of groundwork that's going on ahead of time that lays the foundation and sets it up for you to be successful." - Rusty Jensen Engage with Randy LittlesonLinkedInConnect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga Website Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast

hen it comes to sales pitches, most people think of manipulation and persuasion. This simply isn't the case. A great sales pitch is about making a connection. It's the process of bringing a prospect into the conversation, getting to know their goals, and helping them find a solution to their problem. The best salespeople know that having a well-crafted sales pitch can make the difference between making a sale and losing a customer. How can sales professionals create a pitch that gets prospects engaged?In today's episode of The Sales Prescription Podcast, Rusty and Ron talk about cold calling and the perfect pitch. They will speak about what makes a cold calling pitch different from a classic sales pitch, Rusty's thought process for creating the perfect sales pitch, and how salespeople can be very good at delivering pitches.Steps to writing the perfect sales pitch:Acknowledge the interruption.Validate the prospect's role.Do a quick introduction about your company.State your intention.Go right into questions.Enjoy! In This Episode01:46 - What makes a cold calling pitch different from a classic sales pitch03:59 - Ron's first experience with sales and doing a pitch07:39 - To script or not to script when selling10:12 - Rusty's thought process for creating the perfect sales pitch24:13 - How to get prospects to show up after setting up an appointment27:33 - How salespeople can be very good at delivering sales pitches Favorite Quotes32:26 - "Don't become a clone. Don't become your boss. Don't become the top rep on the team. Be you, but be prepared on what you should say and follow these principles. Make sure you master the principles we put down. The principles stay, your personality comes in and it's applied to this framework." - Ron Halbert and Rusty Jensen08:31 - "The reason that salespeople are in the top earners at most companies is that it requires more. It requires human connection, the ability to connect with other people." - Ron Halbert15:59 - "One of the things that'll beat down a salesperson is having a lot of negative interactions with people where people are aggressive and mean to you. And if you don't acknowledge that you interrupt them and you don't go right to validate their role, you're at risk." - Rusty Jensen29:01 - "If your company is not facilitating a situation where you can embarrass yourself and do role plays, facilitate them yourself. Find ways. Get with people on your team, schedule meetings, do pitches in front of them, and allow them to correct you. Take it with a grain of salt and just make yourself better." - Ron Halbert31:40 - "You've heard us talk about authenticity. You've heard us talk about character. You've heard us talk about communication. All of this is designed to humanize who you are. All of it is designed for you to be yourself. That's why we want diversity in our sales organization because we know that different people are going to connect with different types of people." - Ron Halbert Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga Website Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 

Sales is all about connection. It's about connecting with customers and establishing trust. And the best way to do that is by being genuine and authentic. Customers can see through a fake persona, and they will be less likely to do business with you if they don't trust you. Customers want to connect with the person behind the product or service. They want to feel like they are buying from a real person, not a faceless corporation.In today's episode of The Sales Prescription Podcast, Ron and Rusty are joined by Jairus Oliver. They will talk about how Jai developed a sense of reading people, why being authentic matters in sales, and how trust affects a salesperson's ability to sell or enter into a sales process.Jairus Oliver  is the Director of Sales Enablement at Replicant, a company that develops AI-powered technology and provides always-on support to resolve customer issues quickly and naturally over the phone using Voice AI. He created the company-wide sales enablement strategy from scratch along with supporting stakeholders across Sales, Pre-Sales, Product, and Services.Enjoy! In This Episode01:25 - How Jai developed a sense of reading people03:50 -The Lightsaber scale: What it is and how it can be used to measure people07:43 - How Jai defines the word authentic11:38 - Why being authentic matters in sales16:16 - How trust affects a salesperson's ability to sell or enter into a sales process23:11 - Why diversity is beneficial for a sales team24:07 -A real-life example of Jai applying the principles of mirroring and paraverbal communication34:26 - The key to trust35:14 - Jai's perspective on using curse words in the workplace Favorite Quotes22:32 - "You have to accept this fact, if you are authentic, if you are you, there will be people that do not like you, plain and simple. If you're comfortable with that, then you're comfortable with everything. That's the key, the secret sauce." - Ron Halbert and Jairus Oliver07:53 - "Authenticity to me is being who you are, but you're never afraid to be who you are." - Jairus Oliver12:51 - "Trust is the main factor in sales. Because if you can get someone to trust you early in the sales cycle or early anywhere, people are buying the messenger not the message." - Jairus Oliver13:41 - "The definition of trust is where character and competence combine. If I believe that you are competent, if I believe that you know what you're talking about, then I'm willing to listen to you." - Ron Halbert34:26 - "The key to trust is to be trustworthy. Just be a good person. Don't try to screw people over. Just try to be decent to people. You can still make millions of dollars and be very, very successful in this world and be a decent person at the same time. You do not have to choose one or the other." - Ron Halbert42:04 - "Try to be you because people can tell when you're trying to be someone else. It forces them to see you as an entity. It doesn't allow them to see you as a person. So, take some time intrinsically. Think about who you are when you're with your friends, when you're with your spouse, when you're with your family and try to let that come out as you communicate with others." - Ron Halbert Engage with Jairus OliverLinkedIn Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga Website Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast  

It is common for people to think that building wealth is all about earning more money. Although this is definitely part of the equation, spending habits and debt are equally important. These are powerful forces that drain your finances. Too often, making more money is a trap that leads to lifestyle inflation. What can you do to break the cycle and build wealth? In today's episode of The Sales Prescription Podcast, Rusty and Ron talk about what most salespeople find most exciting about their job, the money. They will discuss how Rusty developed a deep understanding of finance, his wealth-building strategy, and how to break the spending addiction. Enjoy! In This Episode01:36 - What makes Rusty different from other leaders when it comes to financial leadership 04:29 - How Rusty developed a deep understanding of finance 11:13 - How Rusty influenced Ron's financial journey 12:05 - The key to breaking the spending addiction 18:46 - Rusty's advice on managing finances effectively 22:17 - Ron's story about Rusty and his Corolla 26:33 - Rusty's wealth-building strategy 34:37 - Why paying off debts plays a crucial role in building wealth Favorite Quotes19:48 - "You cannot out earn a lack of discipline, you cannot. You cannot make enough money to be able to go through and survive this force of taking your money away, you can't. You have to change your behavior. You have to develop discipline if you want to build wealth." - Rusty Jensen 04:01 - "There are too many people who live in a situation where people can't make the choices they wanna make. They can't do the things they want to do because they feel trapped doing a job. They live in this quiet desperation where they have to perform, they have to do this job, they have to do this thing and they can't do what they really want to do. They can't let their passion come out because they're trapped." - Rusty Jensen 12:14 - "This is a powerful principle; we are not spreadsheets. You and me, we are not robots. We are not cold calculators." - Rusty Jensen 12:52 - "If you want to build a great career, it takes time, investment, work, education, discipline, and things that you learn that actually lead to that outcome. It doesn't just happen." - Rusty Jensen 15:53 - "You have this need to be able to spend. You cannot underestimate that force. How do you break that? You have to go through a process, a disciplined process of controlling your money, changing your behavior, and cultivating your psychology to actually be able to influence true control over your money. You have to have accomplishments to build up that strength because you're a human, not a spreadsheet." - Rusty Jensen 27:15 - "When it comes to building wealth, it really is about being able to free up your income, pay off debt, and save." - Rusty Jensen 37:16 - "Use your income as a salesperson that builds your wealth, use it to become great. Use it in the future to be able to do what you really want to do for your family." - Rusty Jensen Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInConga Website Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast

It can be difficult to find the power to keep going when times get tough. At some point in our lives, whether in our professional or personal lives, we have felt like giving up. It's during these challenging moments that it's essential to keep motivated in order to move forward.  But when it comes to motivation, there is no one-size-fits-all solution. What motivates one person may not motivate another. However, there are certain things that are universally motivating, and knowing your 'why' is one of them. Knowing your purpose makes it easier to stay motivated, and motivation awakens inner strength and power.Believe it or not, your inner strength is a powerful tool that can help you achieve anything you set your mind to. In today's episode, Rusty and Ron are joined by Craig Terry, Director of Medicare Sales at GoHealth. They will talk about the many ups and downs of Craig's personal and professional career, how inner strength can accomplish the impossible, and how knowing your motivation can help you reach your full potential.  Enjoy! In This Episode3:33 - The many ups and downs of Craig's professional career 07:06 - What drove Craig to bring himself back to a peak point  09:00 - What you believe is what you will achieve 11:44 - An event that shook Craig's world but never let him down 16:50 - How to become a leader who pushes people to reach their full potential  19:51- Craig's leadership philosophy 25:18 - The power of inner strength to make impossible things possible 27:49 - Success stories about people who were able to tap into their inner selves 31:16 - Craig's advice on how salespeople can tap into the reservoir of motivation and pull themselves up Favorite Quotes32:29 - "Always figure out what your motivation is and then just don't give up. Don't let things that come in your way, be in the way. I firmly believe that we can do whatever we want to do. You just have to do it. Just find out that grit, that inner thing that you have, that's gonna separate you from everybody else." - Ron Halbert 06:32 - "Sales career in life is just like a river. Sometimes you're going through rapids and you got to hang on, you gotta face the storm and just do what it takes to make it through. Other times you're floating along, getting a suntan. It just all boils down to what your motivation in life is." - Craig Terry 06:55 - "Life is just a series of ups and downs. And you have to hope that you have more ups than downs. But when you are down, you need to climb your way out. You need to get your way back up." - Ron Halbert 07:47 - "You have to believe that you can do better. You have to believe that you can be in a better spot than you're in right now. And it's that internal belief that I can do better than this. I just have to find a way to do it." - Craig Terry 08:21 - "People don't realize what human potential is. We have the potential to do unbelievable things. But the people that actually show that potential are the people that believe that they can." - Ron Halbert 11:04 - "To get people to become motivated, sometimes they have to dig deep. They kind of have to have grit and they have to dig deep into a reservoir to kind of pull up who they really are. And sometimes it takes traumatic events for that to come out." - Rusty Jensen 18:02 - "There are core things within people that drive them and motivate them. You just have to be able to understand how to lead somebody from within themselves. You can't lead them from outside. You have to lead them from within." - Craig Terry 26:51 - "Human beings can do anything they want to do if they just tap into that inner strength." - Craig Terry Engage with Craig TerryLinkedIn Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast

Is outbound calling dead? This is a question that has been asked a lot lately. With the rise of new technologies and generational changes, many people are turning to other methods of communication, such as email and social media. Outbound calling used to be one of the most popular ways to reach customers, but is it still a viable option? What steps can be taken to maximize success with outbound prospecting? In today's episode of The Sales Prescription Podcast, Ron and Rusty are joined by Derek Keller. They will dispel the myth that outbound is dead and discuss what premier outbound is as well as how prioritization should be done when prospecting. Derek Keller is the VP Global Business Development at GoTo (formerly LogMeIn), a flexible-work provider of software as a service (SaaS) and cloud-based remote work tools for collaboration and IT management.  Derek is a phenomenal sales development leader. Prior to joining LogMeIn, he has worked at great companies like RingCentral and run sales development organizations at Talkdesk and Weave. So, a lot of software companies that have been very successful are due in part to the work Derek has done. Enjoy! In This Episode02:36 - Derek's perspective on the movement, Outbound is dead 04:04 - What dead means when it comes to prospecting 08:07 - What premier outbound is and how it differs from what is dead12:47 - Why multi-threaded prospecting is essential  15:10 - How account-based marketing and account-based prospecting can be successful 16:54 - What small companies can do to make a big impression 20:36 - How prioritization should be done when cold calling 26:44 - Maximizing success through a balance between micro marketing and prospecting 29:14 - How salespeople get sucked into the trap of too many leads Favorite Quotes32:47 - "Making a thousand phone calls a day to random lists that convert at super low percentages, that's dead and it should be. The idea is, outbound is alive and well when it is targeted." - Ron Halbert 14:46 - "As salespeople, we want to get on the phone. That's the value that we actually provide. It's our ability to talk to people, connect with them, help them feel comfortable, and help them feel that we're competent to help build trust." - Rusty Jensen 18:32 - "Smaller companies that are aggressive when they do a really good account-based prospecting program, it allows them to really show presence in those accounts and it makes them feel like they're really well established." - Rusty Jensen 32:16 - "Phone calls have to be made. You will not be successful as a prospector over long periods of time without phone calls. You can do the spray and pray mentality but that's not scalable. What's scalable is targeting." - Ron Halbert Engage with Derek KellerLinkedIn Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast      

It's no secret that communication is one of the keys to success in any career. The same goes for sales professionals. In order to sell effectively, salespeople need to be able to communicate with their clients in a way that builds trust and rapport.  Have you ever wondered why some salespeople are more successful than others? It may not be entirely due to their ability to sell. In fact, paraverbal communication may play a larger role than you think. This type of communication happens when you use your voice to convey meaning, and it's more than just what you say.  Today's episode of The Sales Prescription Podcast features the second part of the topic on communication. As Ron and Rusty continue their conversation on paraverbal communication, they discuss six essential elements - volume, tone, smile, mirroring, silence, and subtext. They will explore how these elements play a crucial role in the success of salespeople. Enjoy! In This Episode01:41 - One of Rusty and Ron's favorite high school moments related to paraverbal communication 8:37 - Why the volume of voice matters when trying to connect with people 15:31 - Why doctors are excellent examples of people with an even tone 18:47 - How even tone portrays expertise 19:37 - How the tone of voice can be used to emphasize a product without attacking its competitors 22:30 - The power of a smile 25:49 - The psychology of mirroring and why it is important in sales 30:18 - Why mirroring does not imply manipulation 32:52 - What makes silence important for salespeople 36:30 - How subtext can help you in your sales career Favorite Quotes00:01 - "You can hear a smile. And if I'm selling to someone that's in this negative frame of mind, and I bring a smile, I bring positive energy to them and they feel that positive energy, they want to internalize it, and really they're gonna want more of it. And so they're more likely to keep you on the phone. They're more likely to engage you in conversation, but it also helps you come across as a human." - Ron Halbert 9:45 - "When you're trying to connect with another human, they need to see you as they see themselves as a real, authentic, and honest person. And what you're doing when you use that telemarketing voice is you're dehumanizing yourself." - Ron Halbert 13:33 - "Lowering your volume has so much power. In fact, when we talk about public speaking, it carries power as well." - Ron Halbert 15:23 - "Using a lower volume will make you come across as more natural, honest, and genuine when speaking to others." - Ron Halbert 19:00 - "Even tone is what portrays confidence and expertise in what you're discussing because people tie that even tone of conversation to, 'you're an expert, I trust you'." - Ron Halbert 19:50 - "You shouldn't ever talk poorly about your competitors. You shouldn't ever speak negatively about others to a prospect, to a candidate, or anything else. It's important though, that when you talk about the competitor, you can use a tone to emphasize that your product might be better without saying that your product is better." - Ron Halbert 24:36 - "You have the power as a person to make other people happier, to make other people more positive, and to bring joy to someone else's existence. We have that power simply through a smile and simply through being positive with other people around us." - Ron Halbert 28:13 - "This is something that is built into humanity, this desire for connection. We are and always have been a tribal people." - Ron Halbert 33:15 - "I feel like a lot of salespeople are extroverts. A lot of them love to hear their own voice. They love to be the talkative person in the room. And that's what comes naturally to them. But you do need to shut up at times. There are times that you need to just keep your mouth closed and listen." - Ron Halbert 35:12 - "When you're talking to someone and you ask a question or you make a statement, when you use silence, you can actually put the ball in their court and you can actually encourage engagement." - Rusty Jensen Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast

Sales is all about communication. It's the process of understanding a customer's needs and desires and then helping them find the best possible solution. In order to do this effectively, you need to be able to communicate with your customers in a way that resonates with them. This means being able to build a rapport and establish trust.  Successful salespeople understand the importance of communication. Their ability to communicate clearly, confidently, and portray themselves as experts in their field sets them apart from other salespeople in the organization. In today's episode of The Sales Prescription Podcast, Rusty and Ron talk about the importance of communication in sales, its key components, and how learning this skill can help salespeople succeed. Enjoy! In This Episode00:41 - Why communication is extremely important in the sales industry 2:12 - How Ron developed his great communication skills 5:34 - The 3 components of communication 7:02 - The power of nonverbal communication 10:46 - One of the biggest mistakes salespeople make when trying to sell 11:53 - How Ron coaches sales reps to be more effective 14:13 - How paraverbal communication works 20:08 - The essentials of paraverbal communication 23:22 - Why the speed of speech matters in a sales process 26:57 - How intonation affects the receptiveness of prospects Favorite Quotes12:25 - "People can feel when you are authentic, when you are real, and when you are raw with someone. People can feel that. And they like it because they want to be real. They want to be with real people. They don't want to see this fake version of the salesperson stereotype of who you are. They want to know who you actually are." - Ron Halbert 1:28 - "When it comes to sales, there are certain cues that are given by salespeople that make people feel uncomfortable. They make them feel like they're going to get sold or they're walking into a trap. There's this stereotype of how salespeople interoperate and how they act." - Rusty Jensen 2:43 - "There's not a lot of great communicators out there in the world. And when you find a really good one that can create connection quickly with people and clients, that is a special person to find. Now what you need to do as a leader is you need to know how to coach communication, how to teach it, and how to make people better at it. Not only is it a learned trait, but it's also something that no one's perfect at." - Ron Halbert 7:21 - "Nonverbal is one of the best and most efficient ways to communicate feeling. And feeling is a huge part of communication and connection." - Ron Halbert 18:34 - "The fear of rejection is why we put on our fake faces. Because if someone rejects the fake version of me, doesn't hurt as bad. But when I'm trying to be real, authentic, and genuine with someone and I get rejected, it's going to hurt because you presented who you are and they rejected that person." - Ron Halbert 23:27 - "Reps are not trying to be untruthful, they're not lying. They're not trying to communicate information that they don't necessarily believe, but it's picked up that way because they talk quickly." - Rusty Jensen 30:00 - "So we would recommend that you end every sentence in a downward intonation when first meeting someone. That will portray confidence, that you know what you're saying, and that you are an expert in what you're discussing. That what's going to help lend the level of trust in you." - Ron Halbert Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast    

When it comes to the success of a company, many factors are at play. One of the most important is the positive culture of the organization. It's a culture where everybody strives for the same goal, wants everybody to succeed, and celebrates each other's successes. While creating a positive culture can be a challenge, how can leaders foster this culture at work? In today's episode of The Sales Prescription Podcast, our guest, Craig Wendler talks about the impact of positive culture in the organization, how to create it, and why it is important to foster a positive culture in the workplace. Craig Wendler is the Director Of Business Development and Lead Generation at LiveVox, a next-generation contact center platform that seamlessly integrates omnichannel communications, CRM, and WFO capabilities to deliver an exceptional agent and customer experience while reducing compliance risk. He joined LiveVox for the challenge of creating scalable business development efforts across the organization.  Craig is highly effective at planning, developing, and executing business strategies under challenging market conditions. He is a high-energy leader with distinctive people skills and knows a ton about building a great culture. Enjoy! In This Episode3:19 - How Craig values culture in the organization4:04 - Why business leaders should hire for culture5:49 - How Craig defines a good and positive culture8:12 - What it means to have a healthy and positive competition14:56 - Craig's hiring process for a positive culture16:43 - The concept behind the theme 'LiveVox's way'18:15 - How Craig keeps the company culture strong20:38 - How negativity breeds more negativity24:02 - How to break the vicious cycle of toxicity in the workplace24:55 - How Craig deals with top performers but are aggressively competitive30:12 - Craig's advice to salespeople on how to contribute to a culture and be a team player Favorite Quotes15:40 - "And you look for, is this person gonna be a force for good inside of my organization because we're hiring people that we know can perform, but I'm looking for more than that. What can they do to help the rest of us elevate. High tides raise all boats and I'm looking for those people that are going to drive those things up by really understanding what more can they contribute besides those numbers." - Craig Wendler 3:43 - "It's important to me to create an environment with which people can thrive, where they feel they belong, that they feel like they're important, that they're valued, that their opinions matter and they can actually make an impact on the organization." - Craig Wendler 4:03 - "If you're a leader, it should be a conscious decision for you to hire for culture. You should be looking for people that are great team players. You should be looking for people that are highly recommended by their peer at a former company." - Ron Halbert 5:52 - "A positive culture is one that celebrates success. I think a really positive culture has a lot of healthy competition. A positive culture is one where everybody is striving to the same goal together and they're willing to take everybody with them. It's a culture of wanting to see everybody else succeed. It's a culture of seeing people accomplish goals, get promoted, move up and on. And everybody celebrates those successes." - Craig Wendler 20:48 - "One of the only things in life that get bigger, the more you give it away is emotion." - Ron Halbert 21:16 - "Don't be the person in your organization that brings negativity. There are good things and there are bad things that happen every single day. There's a proper way to handle negative things." - Ron Halbert 24:08 - "The way that I view the problem is, the problem is the problem and people are solutions to the problem.  But if you look at the person like that person is the problem, you create a vicious cycle of toxicity that is very hard to back out of." - Craig Wendler 27:01 - "It's your responsibility as a leader to make sure that it (your company) is a safe place for everyone to work and to make sure that the people that work for you can accomplish their goals. And if they're in a situation where they're going to work and they're dreading it because of someone that they work with that brings constant negativity, it's your responsibility to change that." - Ron Halbert Engage with Craig WendlerLinkedIn Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast   

Most people believe that they need to be born a natural salesperson in order to excel in the world of selling. This is not true at all. The art of selling is not something that is natural, it's something that people have to learn. Anyone can become a salesperson, but becoming a great salesperson is not something that just happens. What does it take for anyone to master the art of selling? In today's episode of The Sales Prescription Podcast, Rusty and Ron talk with Tony Glick, Channel Sales Director at NICE CXone, about what it takes to be a successful salesperson, how delivery of message matters in sales, and why delivering a product the right way has no shortcuts. At NICE CXone, Tony is responsible for the overall direction, strategy, and leadership of the 7 Inside Partner Managers and 8 Sr. Channel Managers. The team covers all partners for NICE inContact in the US and Canada. Enjoy! In This Episode1:35 - The driving force behind Tony's decision to become an entrepreneur 6:27 - What Tony's life was like in Central America 8:41 - The defining characteristics of a successful salesperson 13:48 - How confidence and passion can be translated into sales skills 21:05 - How anyone can become a good salesperson 22:51 - Why 'message delivery' matters in sales 27:35 - Why delivering a product the right way requires no shortcuts Favorite Quotes28:37 - "Honestly, what people have to realize is if you believe in yourself, if you have the motivation, doing it the hard way and delivering it the right way is going to bring you better rewards. You're gonna get referrals from that person. There are so many added benefits to doing things the right way that are unforeseen. You can't foresee the added benefits that come." - Ron Halbert 14:02 - "Nothing comes easy. You don't wake up and be a salesperson. You got to read books, you got to study. You got to obsess over the craft to actually earn the right to be confident and have belief in something." - Tony Glick 19:48 - "If you at some point, when you're trying to develop a new craft, and you don't end up dreaming about that craft or you're not pitching inside of a dream, you're probably not working or obsessing enough over that craft." - Tony Glick 21:05 - "I don't think there's anybody that's necessarily born a salesperson. This is why anybody can step into sales. Enough work is put in, you can be great at anything. You obsess over something, you're going to rise at whatever you do. It doesn't matter who you are, what your personality is. You'll figure it out if you put enough time and work into it." - Tony Glick 25:00 - "The biggest mistake some salespeople make is they want the deal closed. They want out. And a lot of times you leave a huge mess if you just think like that." - Tony Glick 31:20 - "Sometimes you get these deals that seem really easy and everything seems right. And those are the ones that end up sometimes becoming a disaster. Some of the best friends that I've developed over the years have been through hard negotiations. The ones that have gone sour usually seem like it was an easy entry. But when time is taken and it's hard and everybody's looking at everything usually develops good friendships." - Tony Glick Engage with Tony GlickLinkedIn Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 

Promotion is a topic that comes up often in the workplace. It's seen as the holy grail of professional advancement, and it can be something that people spend their whole careers striving for. Promotions are sometimes considered to be an end-goal or even a goal in itself. However, getting promoted isn't something that happens overnight. How can employees know that they are going in the right direction to get promoted? In today's episode of The Sales Prescription Podcast, Rusty and Ron talk about what it takes to get promoted, how leaders play a vital role in the advancement of their people, and why leaders and their teams alike need each other's support. Enjoy! In This Episode2:10 - What it takes for someone to be promoted 7:24 - How Ron acknowledges performers 8:27 - The role of sales leaders in the promotion process 10:22 - The dark side of some leaders 16:37 - Rusty's advice to sales reps who want to be promoted 23:35 - The challenge of becoming a leader of your peers 26:21 - How leaders can help their people advance 29:32 - How leaders and employees can support one another Favorite Quotes22:52 - "Look at Ron Halbert, did he become a leader from when he was a sales developer? No, he was building processes, creating systems, leading people, and developing relationships. When you want to get promoted as a leader over your team, do you know how you do that? You have your team say, 'I want to work for him/her. She's the best. That's who I want to work for because she helps me.' That's what you want." - Rusty Jensen 2:39 - "We do not live in a culture where people are okay in one position for 30 years. It's different now than it was back then. And if you don't realize that as an employer or as an organization, then you're sorely mistaken. There needs to be career progression. There needs to be a career path." - Ron Halbert 8:27 - "Good sales leaders that know how to help their people to get promoted actually are 'as involved' in the conversations and the promotion process as the person who's trying to get promoted." - Rusty Jensen 9:50 - "Don't do yourself a disservice by going to a hiring manager and asking, I want to be promoted or I want to interview for this position. If you're an underperformer, don't hurt yourself." - Ron Halbert 20:37 - "When you create time in your job because you become efficient, use it to build the skills for the next position. Learn what that job is and start studying, learning, and doing it." - Rusty Jensen 26:35 - "You (leaders) need to build programs. You need to build certifications where you are making your reps the best candidate for the next position." - Ron Halbert 30:06 - "Leaders really need people who will line up, follow them, support them, and help them. It doesn't have to be like a lonely position where you're dictating to people. People need to work together, collaborate, and work to accomplish a goal. And as an employee, you've got to be able to get behind your leader, show a high degree of loyalty, support the plan, support the vision, participate in the conversations, really get behind them, and help facilitate it. Genuinely not fake. You're not gonna get promoted unless you get pulled up." - Rusty Jensen Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast

Every business needs to know who their ideal customer is in order to grow. When you have an ideal customer profile, it becomes much easier to make decisions about your marketing strategy and product development. It is a powerful tool that can help guide your business in the right direction. It can be challenging to figure out who your ideal customer is. But luckily, Rusty Jensen and Ron Halbert have prepared a prescription to help individuals and organizations create their ideal profile of a customer. In today's episode of The Sales Prescription Podcast, Rusty and Ron discuss in-depth the key aspects of prospecting from a B2B perspective, why customer profiling is the foundation to effective prospecting, and how the salespeople's success should start at the leadership level. The key aspects of prospecting:Market profileAccount profileContact profile Enjoy! In This Episode2:16 - Why getting caught up in the numbers game when prospecting hurts salespeople 3:23 - Ron's story about how working hard in the wrong direction is demoralizing 6:04 - How the sales machine is similar to an actual engine 7:34 -The three aspects of prospecting from a B2B perspective 8:38 - The most important aspects of building a market profile 10:55 - What new sales reps need to do to sell their products 13:41 - The power of ‘intent' when it comes to sales 17:55 - How to decide which persona to target within an account 22:11 - How to determine if you have targeted the right account, market, and contact 23:56 - Why data is important from the sales perspective 27:14 - How ‘the sales prescription' works for both individuals and organizations Favorite Quotes9:33 - "So it's not to say that you can't pursue any market. But when you look at your customer base, you'll start seeing these trends of which markets are actually fit. And then one of the things you have to avoid is this temptation that comes from scarcity to try to go after everybody. And you can, you just have to do it in order of priority. That's a secret sauce." - Rusty Jensen 21:51 - "You do not want to be working super hard, running the wrong direction. You're not going to finish the race running in the wrong direction. So you want to make sure that you're directed in the right way." - Ron Halbert 26:29 - "If you don't set your people up for success, you're doing the opposite. And so all this profiling that happens, there are tools out there that can do it. But it should happen at a leadership level. A rep should be able to walk into work and know exactly what market, what account, and what contacts they should be targeting because that should have been built out for them." - Ron Halbert 27:14 - "The sales prescriptions we're writing here, they're for you and they're for organizations. We want you to have the kind of skills where you can be thrown into any pond and you can swim. But what we also want to do is help clean up the pond." - Rusty Jensen Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast

Prospecting is one of the most important tasks for any salesperson, but it can also be the most challenging. Effective prospecting not only gets you in touch with potential clients, but it helps you develop a relationship with them and understand their needs before they know they need something from you. Today, it seems that dialing is a thing of the past. However, there's still no substitute for a human connection despite the advances in technology. The effectiveness of a live conversation with someone on the other end of the line is unparalleled. How can cold calling effectively help salespeople reach their goals? In today's episode of The Sales Prescription Podcast, Rusty and Ron talk with Matthew Lampros, CEO at Sellemental Inc., author of top-selling books at Amazon, and a cold calling expert for closers. Matt chats with Rusty and Ron about sales development and pipeline generation, his strategy for coaching people, and why calling is still the best way to connect with people. He will also provide great tips and advice that salespeople can use to close more deals. Enjoy! In This Episode2:57 - Matt's strategy for coaching people 6:32 - Why dialing is not dead 8:49 - Mastering the art of prospecting 11:58 - How Matt qualifies prospects 13:25 - How Matt gets people to connect with him 18:39 - The two words salespeople should never use at the front desk 20:19 - The golden hour to make a call 23:56 - How Matt helps reps get people to say yes 28:49 - The number one selling strategy pre-COVID 31:02 - How the tone of voice conveys authenticity Favorite Quotes00:01 - "What they're saying is, are you worth my time or are you a waste of my time? If they get even an inkling that you're worth their time that having a conversation with you in the future will be valuable, they'll take the meeting. So your focus needs to be, how do I convince people that I'm worth their time?  And when you tell that to almost every salesperson, they immediately make a switch in their approach. They know what to do to tell people, I'm worth your time." - Matt Lampros 3:50 - "From a business perspective, I learned pretty early that a one call close is the best, most inexpensive thing I can do as a company.  And that comes from word of mouth or from repeat buyers. When you make your customers really happy, then they buy from you again or they tell other people about you, you have a one call close." - Matt Lampros 7:09 - "I don't think dialing is dead. The number one tool everyone uses for business is the phone, whether we're looking for a connection or not. We've got a hundred years of experience picking that thing up." - Matt Lampros 11:33 - "Every hour you spend on perfecting your list is much more effective than hours asking these questions to individuals on the phone trying to qualify them." - Matt Lampros 18:39 - "Every salesperson says something like 'available' or 'in', those two words are the worst. If you say the word available at the front desk, you will not get through. Get rid of that word." - Matt Lampros 28:13 - "Think the way they (prospects) think. They're not thinking about your company, they're thinking about themselves and whether or not they're going to gain value from a few minutes with you. And if you can approach them that way, I'm worth your time, they'll give you the time and then you can have the door open and then you can go sell." - Matt Lampros Engage with Matthew LamprosLinkedInMatthew Lampros Books on Amazon Connect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedIn Listen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 

In our 28th episode, Gil talks category creation with two B2B leaders from the cloud data and document workflow categories. Panelists for this episode include Lars Nilsson, VP of Global Sales Development at Snowflake and leader behind the cloud data category, and Mikita Mikado, CEO of Pandadoc and leader behind the document workflow category. You'll walk away from this episode with an understanding of team alignment, feature releases, and support networks. BONUS! Lars explains why you don't always need to have the best product to create a category.

In this episode of the Predictable Revenue Podcast, Sarah Hicks is joined by Julian Muniz, Director of Global Sales Development at BlueVoyant. Julian Muniz is a sales development leader with experience assisting two GTM teams get acquired for a total of $430 million in the past year. Episode highlights include: the biggest mistakes made when it comes to SDR/AE working relationships (3:41), how a lack of collaboration hurts both sides (4:25), how to ensure a smooth customer transition from SDR to AE (12:27), how to handle scheduling conflicts (15:24), navigating the grey zone of handoffs (20:09), the importance of pre-qualification in outbound sales (24:21), and what SDRs and AEs can do to improve their relationships (27:55).    -------------------- Are you looking to create repeatable, scalable, and predictable revenue? We can help! ► https://bit.ly/predictablerevenuecoaching

This episode of the Live Better Seller Better Podcast features Megan Suckling, Director for Global Sales Development at Shutterstock. Leading a global team means structured onboarding is less effective than a customized approach that really gets to know the learning styles of the different members of the team. A one-size-fits-all approach disregards individual talents that could be used in the sales role and Shutterstock's onboarding program focuses on these personal traits as strengths rather than weaknesses. They have a strong focus on job shadowing that gives new sales reps a safe space to learn, ask questions, and fail while still learning about their sales role.  HIGHLIGHTSOnboarding: Best done tailored and more about knowing the sales repPillars of Shutterstock's onboarding program Remote onboarding tactics and measuring successWorking towards the 4-day work weekQUOTESMeagan: "It's really just about getting to know the person on the other side of the table from you and really understanding what they stand for, where they come from, how they like to learn, what's the most important thing for them."Meagan: "One of the things we really lost in moving in this virtual environment was job shadowing, which I know is something that a lot of managers really rely on doing... you really do learn so much from that and through asking questions."Meagan: "They need to have a really strong, compelling reason why they want to be in sales. That's a really, really important one that we never look over. I don't hire people onto my team who are unsure about whether or not they want to pursue a career in sales."You can find out more about Megan in the links below:LinkedIn: https://www.linkedin.com/in/meagansuckling/SDR Nation Website: https://sdrnation.com/

Welcome to Episode 2 of Tenbound Research Labs hosted by Derrick Williams. A special series purely focused on researching the best technology tools out there that companies are using to drive Sales Development success.Zack Thompson, Senior Manager of Global Sales Development and Expansion at Zoominfo, Inc joins Derrick for Episode 2 and brings the value and insight with him!Derrick and Zack originally met at a Tenbound Sales Development Conference, and they share how far they've come since then. Zack details his journey from SDR to his current role at Zoominfo. Zack shares granular details about how Zoominfo sources their data and the type of quality assurance efforts that go into providing top notch intelligence. Fascinating stuff!Derrick and Zack wrap up this value packed episode by covering some of the technologies outside of Zoominfo that Zack and his team use to drive success. Tune in for an inspiring and informative interview with a true sales development professional and leader.NEW Research Report Sales Development Benchmarks 2021. Grab full report here: https://tenbound.com/downloads/the-sales-effectiveness-benchmark-report/NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement #research #prospecting

In this episode of Enterprise Sales Development podcast, we speak with Rakhi Voria, Vice President of Global Sales Development for IBM where she oversees over 350 SDRs. She came to IBM after several years at Microsoft, where she played a key role in building out their digital sales force, growing the team to 2,000 sellers, and the global business unit to over $8 billion in under three years. Rakhi brings her perspective to discuss how IBM defines sales development and integrates personalization. She also talks about how she builds a sales force on a large scale and what she's learned combining inside sales with incubation. WHAT YOU'LL LEARN What she has seen during her time at Microsoft and IBM and what she thinks has been different for her than others going through other spaces What she's learned combining inside sales with incubation and the one thing she would tell herself building something of that scale How IBM defines digital sales development and their inclusion of the word “digital” Where she starts and prioritizes when she builds a sales force How she's integrated personalization at IBM and how they develop nurture journeys How IBM defines sales development, maintain accountability and manage the team without traditional metrics How the pandemic has affected Service-Level Agreements (SLAs) and communication Her passion for creating more diverse places and inclusion and what she would tell women who are interested in the enterprise space QUOTES “Corporate's interesting because there's so much you can learn in a startup, because there's so much agility, and there's the ability to make decisions in a swift and fast manner. But I think what you get in a corporation is you really learn how to deal with efficiency and scale and process and structures and tools in a way that you don't.” -Rakhi Voria [04:11] “Even though you're in a startup within a corporation, the risk may be lower, but I think the expectations are just as high.” -Rakhi Voria [07:38] “I think what we're seeing in the industry is that customers want us to meet them on their terms. They want us to make it personal and to keep making it better.” -Rakhi Voria [15:06] “We're only reaching out to clients when we think that we have something that will benefit them. I think gone are the days where you sort of take the ‘spray and pray' approach. It's more of ‘What can we do to get clients to want to come to us?'” -Rakhi Voria [18:38] “There's no point in putting so much effort into getting people in the door if you're not going to foster an environment where they can thrive and succeed.” -Rakhi Voria [41:13] TIMESTAMPS [00:01] Intro [00:27] Meet Rakhi [02:14] What she's seen in the industry [05:17] What she's learned combining inside sales with incubation [08:52] What is digital sales development [14:35] Integrating personalization at IBM [21:47] How IBM defines sales development [30:16] How she manages the team without traditional metrics [35:06] How the pandemic has affected SLAs and communication [40:19] The blending of personal and business communications [43:18] Her passion for creating more diverse places and inclusion [49:21] How to contact Rakhi RESOURCES Salesloft IBM Products General Data Protection Regulation (GDPR) CONNECT Rakhi Voria on LinkedIn

Excited to finally move on to an editing level where it doesn't look like an 11 year old produced the podcast video or audio episode. This episode of 'The Sales Intersection - The Intersection of Money and Meaning' features guest Rahul Wadhwa. Head of Global Sales Development at Salesken and Co-Founder and Host of Sales Spin, the first podcast in Indian history to lock down a sponsor within the first 6 months of podcasting. In fact the only B2B podcast to get a sponsor in India. A legend to be if you ask me. A self-described boring ambivert, expert on sales development who discloses some of his secret sauce for managing SDRs, and besides a few other themes the reasons he believes he attributes to his hyper-growth, hockey stick level of growth. Please watch and provide feedback! If you google 'Sales Intersection' you'll get options for my website, all audio platforms, etc. to select from if video isn't your jam.

In this episode of Enterprise Sales Development podcast, Eric Quanstrom and Harry Evans, from CIENCE Technologies speak with Jason Prindle, Director of Inside Sales & Global Sales Development at BigID, about enterprise sales development. Jason shares what type of services BigID provides and their sales approach in working with their customers and clients. He also talks about how he works with the sales development reps (SDRs) to provide the most efficient communication with the clients as well as the sales reps. WHAT YOU'LL LEARN What is BigID Jason's ideal customer/client profile and how he built that How they determine the groups and internal landscapes of their target accounts How they have the sales territories lined up How SDRs communicate with sales reps How he determines how much SDRs need to know to do their job right Where he sees sales trends going in 12 months QUOTES “A lot of times, the connection that we have helps drive that conversation.” -Jason Prindle [17:29] “I think that level of personalization honestly is kind of played out, I don't know that it really works that well. Me personally, I get annoyed if someone says something about a school I went to or you know, I've got a quote from Yoda on my LinkedIn profile. Sometimes, I kinda appreciate the effort, but it's like eh, it's not really moving the needle. I want to know what you're doing for me in my role to make my life easier, and I think that's really important.” -Jason Prindle [19:47] “I've never been a guy who looks at those daily KPIs unless it's the root cause of a problem or a success.” -Jason Prindle [29:17] “I encourage them to take it as far down the road as they can, because it's a good training ground for that next step. The hand off from SDR to AE is a discovery call. It's further discovery, and the first thing you have to learn as a good sales rep is discovery and how to continue to do more discovery.” -Jason Prindle [40:25] TIMESTAMPS [00:01] Intro [01:59] Meet Jason and his team at BigID [03:12] What is BigID and Jason's ideal client profile [07:01] Defining the groups and internal landscape of the targets [09:02] How sales territories are lined up [14:41] How SDRs communicate with sales reps [18:48] Personalizing their messaging [28:20] Jason's key KPIs in the multi-channel strategy [34:40] Normalizing cohort norms [38:17] Educating SDRs [42:02] Where he sees trends going in 12 months [46:30] A quick pitch of BigID CONNECT Jason Prindle on LinkedIn BigID website BigID on Linkedin BigID on Facebook BigID on Twitter BigID on on Youtube CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram

The digitization of the world's economy has accelerated in recent years. The changes brought about by the information age have revolutionized marketing and advertising. A crucial aspect of the sophisticated pipeline structures used by modern businesses is sales development. Pipelines are instrumental to a company's growth, and my guest today has a record of building SDR teams that maximize pipeline potential. With over 25 years of sales and operations experience in the technology sector, Lars Nilsson is a global leader in enterprise software and selling solutions. Currently, he is VP of Global Sales Development at Snowflake and CEO of Sales Source, a premier consulting firm specializing in industry-leading best practices and advisory for optimizing sales teams.  Before his time at Snowflake, Lars was VP of Global Inside Sales at Cloudera. Together with his team, they developed the sales methodology known as Account-Based Sales Development (ABSD). It has transformed how many businesses approach their high-value targets. Lars has also worked in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology, and Portal Software. Listen to today's show, where I spoke with Lars about his successful building sales development teams. Sales Development Versus Business Development Sales and business development sometimes seem like they can mean the same thing. I asked Lars whether he distinguishes the two. He told me that some companies would choose to have hybrid teams, but more mature teams will segment them.  “If you're just starting, the odds are your SDR is doing both inbound and outbound,” he said. Lars pointed to Salesforce.com as an example of a company that has segmented business development and sales development. Their sales development team are newer hires and handle inbound leads from internal channels. They can later graduate into business development. There, they take outbound cold prospecting. As a minor operation, our reps get market development by mixing in some closing experience as part of their daily routine. When sales development reps have two roles to fill, they can naturally lean toward one or the other and need to be managed more closely. Lars mentioned that he thinks sales development positions should have a clear progression path into carrying a quota.  Listen to our entire episode to hear all of his thoughts on balancing the two functions. Optimizing Density Coverage Sales development's role is to find opportunities for their quota-carrying counterparts. They want meetings with the right people at the right time.  But how do you find the correct ratio of SDRs to AEs? Lars recalled his time working with Portal Software. His manager, Bernie Scomra, realized that his reps would need to prospect and close to support the pipeline they had started. He asked Lars to design a team so that his salespeople would not have to prospect. That was in 1997, and at the time, the ratio was one sales development rep to every five account executives. “Imagine one SDR managing the personalities and the schedules of five AEs. You don't get the efficiency,” he said. There are now 20 years of data and studies on different companies' SDR. Lars says one SDR per three AEs is a good standard for mid-market enterprises. A one-to-one ratio is generous, but the payoff is more pipeline than you would ever imagine at one-to-three. Procore is an example of a company that turned its pipeline growth around by going even further. For a time, they had two sales development representatives for every one account executive. Tune in to the podcast to hear more about our experiences fine-tuning SDR to AE density within our teams. The Role of SDR Managers What kind of coaching and training should the frontline manager focus on? The onboarding programs that sales development reps have to absorb at the entry-level are denser than in the past. SDR managers often bear responsibility for supporting the process.  Lars said there needs to be support networks outside of the SDR manager for efficient frontline operations. “In my opinion, you need a lot more dedicated ops for SDRs than you do for account execs.” The frontline SDR manager shouldn't need to serve as much of a training and onboarding function. More room for them to work together on the line with new hires is more efficient. They need time to lean in and give some over-the-shoulder coaching.  SDR teams supported by reliable operations are what Lars calls the most lethal pipeline generators. Hear what Lars had to say about what he looks for as the best predictor for future success in a new hire by listening to the whole discussion. SDR Marketing Integration I was surprised to learn that at Snowflake, Lars' SDR team also works closely on the company's marketing model. The company uses what is called Account Based Marketing. That means that they focus and segment their salesforce into groups that target specific accounts as a company. A dedicated function works to develop innovative campaigns that reach out to targeted personas and companies globally.  By tying sales and marketing together more closely, their campaigns are more efficient and avoid common mistakes that are simply the result of sales and marketing teams adopting principles independently of one another. “I think that's probably one of the bigger disconnects. When I look back at my career at all the dysfunction that happened... teams didn't spend a lot of time together,” he said. I asked Lars if the new approach had led to any change in compensation design at Snowflake. He said there were no compensation changes for the sales development team but that the marketing organization had pipeline generation goals.  Check out the complete audio and hear more about how Snowflake uses a shared CRO to tie its sales and market teams together. Performance Targets for SDR Teams In April of this year, my company did a study asking our reps what the most challenging part of selling was and 69% answered prospecting. We've been evaluating who we assign the prospecting role to and are closely watching how our compensation plan ties our MDMs' performance to a revenue number for their region. Lars and I spoke about what model Snowflake uses to set performance targets. They primarily look at the number of meetings and how many wind up as qualified opportunities in the pipeline.  While their metrics are weighted toward the number of meetings, it's better to base them on meeting alone supplemented by spiffs for opportunities and closed deals.  “Tying comp and reaching quota to something that you have very little control over or no control over is a pain point,” he said.  “It's still at the end of the day up to the account executives whether or not they're going to put it into their pipeline.”  I asked him what the compensation is per meeting at Snowflake. He estimates that their plan yields sales development reps approximately $150 to $200 and is based on a monthly quota with a range between 12 and 22 meetings. Play the entire episode to hear everything Lars says about Snowflake's growth strategy and what strategies he's employing to grow his global sales development team.