Podcasts about sales development representative

In this episode of Confessions of a B2B Entrepreneur, Tom Hunt speaks with Gabe Lullo, CEO of Alleyoop, a leading SDR-as-a-service firm. Gabe unveils his groundbreaking employee-powered content machine, a unique strategy that remarkably drives 40% of Alleyoop's new business. Drawing from his sixteen years in sales and leadership, Gabe also shares how to overcome common cold outreach pitfalls with data-driven strategies, Alleyoop's 'plug and play' SDR teams for scalable B2B growth, and his unique journey from SDR to CEO. Essential listening for B2B founders, sales leaders, and marketing professionals looking to innovate their demand generation and future-proof their revenue engine.

העבודה כ-SDR מגיעה עם לא מעט אתגרים, ובבלוג שכתב מתיו דנאוף, Sales Development Representative במאנדיי, נשתף בכמה מהם מאותם אתגרים, איך הוא מתמודד איתם על בסיס יום יומי, והשיעורים שלמד בשנים האחרונות. החל מתסכול ממספרים נמוכים, דרך הצורך לבלוט מול אינסוף פניות מכירה, ועד ניהול זמן נכון בעולם עמוס בפולו-אפים וקולד-קולס, נדבר על סיפורים מהשטח, על דוגמאות לנוסחים שעובדים עבורו, וטיפים שכל מי שנמצא בשלב המכירות הראשוני, בין אם כ-SDR או כיזמ/ת, יכול לאמץ.See omnystudio.com/listener for privacy information.

Denae Biscoe spent 12 years as a 2nd-3rd grade school teacher, where she honed her skills in communication, problem-solving, and leadership. Seeking new challenges and opportunities, she decided to step outside of education and pursue a career in sales. She began as an entry-level Sales Development Representative and quickly found her footing. After just one year, she was promoted to Business Consultant, where she leveraged her teaching experience to excel in her new role. Her efforts paid off with a record-breaking year, leading to another promotion to Senior Business Consultant. Today we discuss her growth and how her company reacted to seeing what teachers could bring to an organization. Find Denae on Linkedin. Free Quiz: What career outside of the classroom is right for you? Explore the course that has helped thousands of teachers successfully transition out of the classroom and into new careers: The Teacher Career Coach Course Learn more about your ad choices. Visit megaphone.fm/adchoices

Be part of an internationally revered workplace where your growth, well-being, and contributions are truly valued. TTEC, a global leader in BPO & CX services and technologies now has Sales Development Representative positions available at their award-winning Krakow, Poland office. Learn more at https://www.ttec.com/global-locations/poland TTEC City: Greenwood Village Address: 6312 S. Fiddler's Green Circle Website: https://www.ttecjobs.com/en

We've all seen it in the movies. A character has an invisibility cloak, or drinks a potion, or perhaps turns into a ghost. And then, oooh how tantalizing, they can see what goes on when they're not around.Well as our latest guest explains it, we shouldn't just think of that kind of moment as some sort of sci-fi fantasy. We should work as if we're trying to optimize that conversation.As she puts it – “It's about what people say when you are not in the room.”To hear the story behind that lesson, along with many more lesson-filled stories, I talked to Allyson Havener, Chief Marketing Officer, TrustRadius [https://www.trustradius.com/].Stories (with lessons) about what she made in marketingCreating a category is one of the most difficult GTM strategies, but if you have enough conviction, time, and money to pull it off, it's worth itDone is better than perfectIt's about what people say when you are not in the roomAlign marketing initiatives to revenueLead marketing strategy with the voice of your customersPartner to understand the investment needed for growth while also achieving profitabilityDiscussed in this episodeGet Productive With AI – Join us on November 20th at Noon EST. There is no cost. See the 7 principles you can learn in this session and register to join us at MeclabsAI.com/GetProductive (from MarketingSherpa's parent company, MeclabsAI).B2B Digital Marketing & Demand Generation: My boss has asked me to produce $1 billion in revenue. Now what? (podcast episode #109) [https://marketingsherpa.com/article/interview/B2B-digital]Female Entrepreneurship and Marketing: Having built a big community doesn't mean you will be able to monetize it (podcast episode #71) [https://www.marketingsherpa.com/article/interview/entrepreneurship]Brand Voice: 3 quick marketing case studies from Pedigree, a freelance marketplace, and a marketing agency [https://marketingsherpa.com/article/case-study/brand-voice-case-studies]Get more episodesSubscribe to the MarketingSherpa email newsletter [https://www.marketingsherpa.com/newsletters] to get more insights from your fellow marketers. Sign up for free if you'd like to get more episodes like this one.For more insights, check out...This podcast is not about marketing – it is about the marketer. It draws its inspiration from the Flint McGlaughlin quote, “The key to transformative marketing is a transformed marketer” from the Become a Marketer-Philosopher: Create and optimize high-converting webpages [https://meclabs.com/course/] free digital marketing course.Apply to be a guestIf you would like to apply to be a guest on How I Made It In Marketing, here is the podcast guest application – https://www.marketingsherpa.com/page/podcast-guest-application

SDR es una sigla en inglés que significa Sales Development Representative o Representante de desarrollo de ventas. Me molesta tanto anglisismo sin sentido, por lo que prefiero titularlo Sacador de Reuniones, que se entiende mejor. El SDR puede ser una función específica dentro del área comercial o estar al final del proceso de marketing o al principio del proceso de ventas. Incluso existen agencias que prestan el servicio de SDR o de lograr reuniones de cierre con prospectos calificados. Se recomienda diferenciar o especializar esta función de las otras de marketing y ventas, cuando la propuesta de valor es muy sofisticada, muy técnica y los ejecutivos comerciales deben ser muy calificados técnicamente. Es mejor separar las funciones y que alguien (SDR) se dedique a buscar leads, prospectar, calificar, hacer los primeros contactos y acercamientos con los potenciales clientes, con correos y llamadas telefónicas, para luego pasar estas oportunidades al vendedor más técnico. Por ejemplo, puede ser muy bueno para dueños de pymes, que son los que realmente conocen sus producto y servicios en profundidad, pero que no les gusta el prospectar. Tiene muchas ventajas esta división de funciones, ya que son más especializadas, son más fáciles de medir y gestionar, se pone foco más profundo en cada uno de los aspectos de la venta, logrando mejores resultados. Las desventajas, son que es un poco más caro y a veces se pierde la integralidad de la función comercial, cuando está en una sola mano.

Today's guest, in collaboration with @thisisjumpstart, is Fatima, a Sales Development Representative for Thrust Carbon who pivoted from law and non-profit aspirations to thriving in sales.

This week our host Brandi Starr is joined by Laura Zwahlen, Co-Founder of Zwalen Bennett Rescue Ranch. Dive into the world of high-growth tech and animal rescue with Laura Zwahlen, who boasts over 25 years of driving startups to acquisition or IPO in the tech sector. Laura and her husband traded the hustle and bustle of the Bay Area for the serene pastures of Austin, Texas, where they founded the Zwalen Bennett Rescue Ranch, dedicated to the rescue and rehabilitation of neglected animals. In this episode of Revenue Rehab, Brandi and Laura delve into the evolving role of the Sales Development Representative (SDR) in today's market. They explore the integration of AI to enhance, rather than replace, the SDR role, and discuss strategies for reducing task saturation among SDRs to boost productivity. Tune in to uncover actionable insights on improving personalization in lead prioritization, successful adoption of new tools and processes, and the critical importance of role clarity within SDR teams. Plus, get a glimpse into Laura's inspiring work at the rescue ranch and how it's impacted her family and personal growth. Bullet Points of Key Topics + Chapter Markers: Topic #1 The Role of AI in SDR Efficiency [08:40] “AI can complement the SDR role by enhancing effectiveness and efficiency,” explains Zwahlen. She emphasizes, “It's not about replacing SDRs, but about automating repetitive tasks to free up time for more valuable activities.” This includes leveraging tools like Hemantech AI and Tact AI to reduce task saturation, enabling SDRs to focus on high-value interactions. Topic #2 Personalization in Lead Prioritization [11:37] Zwahlen asserts the necessity for personalized outreach: “Generic outreach is ineffective; personalization is increasingly important in a high-noise market.” Starr highlights the issue within CMO communities, stating, “There's a lot of complaints about SDR outreach making incorrect assumptions,” underscoring the need for well-targeted efforts. Successful personalization involves understanding potential customers deeply, which can be aided by AI-driven insights. Topic #3 Clear Processes and Role Clarity for SDR Teams [13:17] “Clear, articulated processes are essential for SDR team success,” states Zwahlen. Drawing from her experience, she advocates for bifurcation in SDR roles: “Separate handling of inbound leads and outbound efforts is crucial.” Responding swiftly to marketing-qualified leads within a tight SLA and hiring for specific strengths are keys to optimal performance. Starr concurs, emphasizing the distinct requirements and necessary context for inbound versus outbound roles. So, What's the One Thing You Can Do Today? In traditional therapy, the therapist gives the client homework. But in Revenue Rehab, I like to flip that on its head. Laura's ‘One Thing' is to conduct a comprehensive "day in the life" exercise for your SDR team. “Take the time to meticulously map out, hour by hour, where your SDRs are spending their time. Look at every task they handle, identify the pain points, and see where artificial intelligence can step in to ease the burden. This granular inspection will highlight the inefficiencies and reveal the areas ripe for optimization. It's about pinpointing what's working well and doubling down while addressing the bottlenecks to enhance overall productivity and effectiveness.” Buzzword Banishment: Laura's Buzzword to Banish is "double click." Laura finds this buzzword particularly irksome due to its overuse and general annoyance. She notes that while it might have started as a tech-specific term, it's now been stretched far beyond its meaningful context, making it more of a distraction than a useful term in professional discussions. Links: Get in touch on: Linkedin Facebook Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

0:00 Intro 0:56 Essential Skills 3:58 AE Alignment 6:09 Outreach Best Practices 9:07 How to measure your success 10:11 Outro How to get into tech sales →https://coursecareers.com/a/trent *** #SalesTraining #CareerDevelopment #SalesSuccess #SalesCareer #SDRGuide #BDRGuide SDR Success Guide,BDR Success Guide,Sales Development Representative,Business Development Representative,SDR tips,BDR tips,SDR career advice,BDR career advice,How to succeed as an SDR,How to succeed as a BDR,SDR best practices,Sales tips,Sales techniques,Sales strategies,Career success,Sales training,Professional development,Sales skills,Sales career,Sales prospecting,tech sales,sales development,sales development representative

When Cory Hutchins swapped the physical therapy clinic for the dynamic world of health tech sales, he didn't just change careers—he transformed his entire life.    Our latest episode shines a spotlight on Cory's inspiring story, as he shares the rich details of his transition supported by the Medical Sales Career Builder program. Discover how he now excels as a Sales Development Representative at WebPT, where his love for technology and clinical acumen converge to empower medical practices with cutting-edge software solutions.    Navigating a career pivot can be daunting, but Cory's journey from clinician to medical sales maven is nothing short of motivational. He opens up about facing burnout and the relentless search for a better work-life balance, which ultimately led him to a fulfilling role that aligns with his passion and grants the freedom of remote work. As listeners, we get an insider's view of the challenges and triumphs in the healthcare industry and how personal interests can lead to an invigorating professional rebirth.    Wrapping up the conversation, we celebrate Cory's successes both within and beyond the office walls. He shares his latest cultural indulgences, from impactful literature to cinematic masterpieces; his story is a powerful reminder of the possibilities that await when we embrace change and seize the guidance of mentors.    So, if you're seeking a career that promises not just prosperity but personal growth and passion, Cory Hutchins' journey is one you won't want to miss.   Meet the guest:   Cory is a Doctor of Physical Therapy & technology nerd that helps bridge the gap between technology & rehab. Cory has worked in multiple settings as a clinician and always stays up to date with the latest tech that is emerging in the healthcare sector. Cory is competitive, sincere, and has a genuine curiosity for the Cloud, big data and the artificial intelligence/machine learning space which he hopes to have a big influence in due to his knowledge and background. On Cory's free time, you can find him relaxing on the beach, collecting new vinyls, and searching the next restaurant he wants to try in the world!   Connect with him: https://www.linkedin.com/in/hutchinsch/

As a Sales Development Representative, your role is to generate  inbound opportunities and optimize sales channels. Without a solid prospecting strategy, you might struggle to identify and capitalize on valuable leads. This could result in missed opportunities and stagnant sales growth. But to truly excel in your role, you need to master the four steps […] The post Sales development representative? DO THIS! appeared first on Salesman.com.

AI is coming for us all. According to our guest, Anthony Palmoze, he's heard many SEs talk about BDR being the first to become obsolete. So we jump on a call to dig into what BDR is and see if it will be obsolete, or more specifically, what parts will be taken over by AI. show notes: https://wethesalesengineers.com/show315

In this episode of the "Goats of Growth" podcast, I interview Meshach Amuah-Fuster, a dynamic business leader. Meshach shares insights from his journey, emphasizing the evolving role of revenue-focused CEOs. We discuss topics such as customer lifetime value, cost management, and the delicate balance between growth and profitability. Our conversation also highlights the importance of data-driven decisions and creating value in today's digital age. Whether you're just starting your ascent or already a seasoned CEO, this episode is packed with wisdom for every stage of your journey. Meshachs Linkedin Profile Becoming a CEO (00:02:34) Meshach's transition from sales to CEO, driven by a passion for operational aspects and the evolving role of a CEO. CEO's Revenue Focus (00:05:59) The shift towards revenue-focused CEOs due to the paramount importance of top and bottom-line revenue and the need for hands-on leadership. Leap from CRO to CEO (00:08:18) The significance of the leap from CRO to CEO and the need to fill skill gaps for effective leadership. Customer Lifetime Value to CAC Ratio (00:13:00) Explaining the significance of the customer lifetime value to customer acquisition cost ratio and its impact on marketing investment decisions. Cost-Cutting Decisions (00:19:03) The impact of cost-cutting on different business models and the need to understand where to maximize top and bottom-line simultaneously. Decisiveness in Making Business Decisions (00:21:02) The importance of making quick decisions during crises and the process of decision-making in business. Organizational Pivots and Decision-Making (00:25:45) Discussion on the frequency and magnitude of organizational pivots, including quick changes and larger strategic shifts. CEO's Time Management and Daily Routine (00:27:54) Insight into the CEO's daily routine, including early rising, exercise, nutrition, writing, and time for thinking and planning. Vision, Strategy, and Execution (00:31:59) The relationship between vision, strategy, execution, and the significance of consistency and discipline in achieving success. The valuation metrics (00:39:41) Explanation of key components influencing the valuation of an organization, including run rate, retention rate, globalization, ROI, and barriers to entry. Growth vs. profit focus (00:40:55) Discussion on organizations' focus on growing valuation and exiting in a few years versus traditional profit-focused approach. Creating value and tapping into emotional states (00:43:50) Explanation of creating value and tapping into emotional states in sports and fashion industries to drive revenue and profit. Importance of Vision vs. Execution (01:01:55) Discussion on the significance of vision and execution in business strategy.

In this episode of "The Goats of Growth," I got a solo episode for you to keep yourself productive and motivated, especially if you're working solo as an entrepreneur or fractional CRO. Jays Linkedin Profile Change your latitude (00:06:40) Discussing the benefits of changing work locations daily for increased focus and productivity. Hire people who can do the teachable and repeatable (00:12:56) Explaining the value of hiring help for tasks that are teachable and repeatable, allowing for focus on strategic activities. Find and follow people who have walked in your path (00:15:23) Highlighting the significance of seeking guidance and inspiration from those who have pursued a similar career path. Do the hardest stuff first (00:18:28) Stressing the importance of prioritizing challenging tasks early in the day to ensure focus and productivity. Time block everything (00:20:19) Emphasizing the benefits of scheduling and time-blocking activities to maintain a purposeful and focused workday. Partnerships and Collaboration (00:21:25) The speaker discusses the benefits of working closely with partners and finding someone to share experiences and accountability. Involving Family in Business (00:22:23) The speaker shares how involving family members, in this case, his wife, can provide support and help in managing the business. Importance of Walks (00:23:17) The speaker emphasizes the value of taking walks for mental clarity, idea generation, and strategic thinking. Public Accountability (00:25:08) The speaker talks about the importance of being publicly accountable, such as committing to regular podcast episodes, to stay productive and motivated. Final Remarks and Call to Action (00:27:05) The speaker concludes the episode, encouraging listeners to follow, rate, and share the podcast, and promises a guest for the next episode.

Download his Sheet: Account Tracking and Opp Tracking 3 things you'll learn in this episode: How to Deep Dive into Each Target Account, Including Researching Competitors and Differentiators How to Personalize Outreach by Adding Human-Level and Business-Level Personalization How to Build Strong Relationships with Account Executives (AEs) Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting. Austin is a Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand Austin's results: $2.8 million in generated revenue in less than two years. 2022 YTD attainment was 120% and YTD 2023 was 105% overall at Demandbase combined with Intentify Demand Top 30 under 30 Global SDR for 2023 Demandbase top 60 SDR / SDR Leaders to follow Built out an entire SDR/AE account alignment process that improved efficiency and collaboration. Connect with Austin on LinkedIn: https://www.linkedin.com/in/austinjouett/ Subscribe to his ⁠DnA Prospecting Newsletter ---

Jonaed interviews Kim Chung, who shares her experiences with three different sales bootcamps: RAM, Aspireship, and TrainYo. Kim provides insights into the strengths and weaknesses of each program and offers advice for choosing a bootcamp. She emphasizes the importance of hands-on learning and the need for comprehensive training that covers both fundamental and advanced sales skills. Kim also discusses the challenges of rejection in sales and the importance of self-care and mental preparation. The episode concludes with a discussion on entry-level SDR salaries and the potential for growth in the sales field. Timestamps (00:00) — Introduction to podcast (01:27) — Introduction to Kim Chung: Career background | Experience with RAM (04:21) — Rating RAM (07:23) — Experience with Aspireship(08:59) — Rating Aspireship (09:36) — Aspects not covered by Aspireship (12:54) — Important things learned through these programs (14:09) — Job potential after Aspireship (15:12) — Facing rejection and other challenges (17:05) — Experience with TrainYo (22:12) — Rating TrainYo (25:26) — The missing piece (27:23) — Advice to boot camp seekers (30:45) — Advice to younger self before boot camps(31:09) — Entry level SDRs' salary and realistic earning potential (33:08) — Examples of successful salespeople without college degrees Support/Contact KimLinkedIn : https://www.linkedin.com/in/kim-chung/Books and resources mentioned in this podcast: Resume course: https://bit.ly/podcastpca Need career or resume advice? Follow and/or connect with Jonaed Iqbal on LinkedIn.- LinkedIn: https://bit.ly/JonaedIqbalND Connect with us on social media!- LinkedIn: https://bit.ly/NoDegreeLinkedIn- Facebook: https://bit.ly/NoDegreeFB- Instagram: https://bit.ly/NoDegreeIG- Twitter: https://bit.ly/NoDegreeTW- TikTok: https://bit.ly/3qfUD2V- Join our discord server: https://bit.ly/NoDegreeDiscord Thank you for sponsoring our show. If you'd like to support our mission to end the stigma and economic disparity that comes along with not having a college degree, please share with a friend, drop us a review on Apple Podcast and/or subscribe to our Patreon: https://www.patreon.com/nodegree. Remember, no degree? No problem! Whether you're contemplating college or you're a college dropout, get started with your no-degree job search at nodegree.com.

Gabe Lullo, CEO of Alleyoop and seasoned leader with experience managing over 1500 SDRs, joins John Barrows to revamp the Sales Development Representative role. They advocate for full-cycle SDRs grounded in connection, curiosity, creativity, and collaboration. Gain insights on the SDR function evolution, balancing technology and fundamentals in sales, and strategies for authentic customer engagement and smooth transitions to AEs.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipConnect with Gabe on LinkedIn: https://www.linkedin.com/in/lullo/Checkout Gabe's Website: https://alleyoop.ioVisit the HubSpot Website: https://www.hubspot.com/

Alex Kremer engages with Brian LaManna in an insightful exploration of the tech sales landscape. Brian takes us through his remarkable journey, transitioning from a driven Sales Development Representative to a distinguished leader in sales. Along this journey, he uncovers the pivotal steps and tactics that fueled his professional ascent. Brian provides a treasure trove of knowledge on proficient sales methodologies, underscoring the significance of perpetual learning and the mastery of personal branding within the realm of tech. His narrative, a compelling fusion of ambition, proficiency, and resilience, offers our listeners a distinct viewpoint on navigating and excelling in the dynamic and challenging environment of technology sales.Chapters:00:00:00 - Introduction: Setting the Stage for a Journey in Tech Sales00:01:50 - Meet Brian LaManna: From SDR to Sales Leadership00:03:40 - Brian's Evolution: Navigating the LinkedIn Landscape00:04:45 - Content Creation Impact: Building a Personal Brand00:14:36 - Envisioning the Future: Brian's Career Trajectory00:26:15 - The Power of the Present: Staying Grounded in a Fast-Paced Industry00:30:16 - Defining Moments: Overcoming Challenges in Tech Sales00:36:34 - Farewell Thoughts: Connect with Brian LaMannaConnect With Brian here:LinkedInThanks so much for joining us this week. Want to subscribe to The Rising Leader? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!Mentioned in this episode: The Arise Immersion

3 things you'll learn in this episode: How Katherina structure her cold calls How she focuses her calls on understanding her prospects and being present How to go after a new buyer persona Join me in this episode with top-performing Sales Development Representative Katherina, as we unpack the power of cold calling in the DACH market. Katherina's results: Achieved an impressive 133% of her sales target in Q3 Exceeded expectations with 117% in Q2 Started the year strong with 122% in Q1 And already smashing her annual goal by crossing the 100% mark for FY2023 Connect with Katherina on LinkedIn: https://www.linkedin.com/in/katherina-tustea/ ---

3 things you'll learn in this episode: How Will manage his time to make 160 calls per day How he research his accounts and prospects You'll get more context about Will day to day, ICP, buyer personas, etc. William Falkenborg is a top SDR (Sales Development Representative) at HG Insights Will's results: He set a new all-time record on ⁠HG Insights⁠' SDR team with 403% with 77 outbound meetings booked In September he's trending to get 530% of quota with 80 meetings booked Hours of account research + 160 dial/day avg Connect with Will on LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/william-falkenborg-73617910a/⁠ ---

3 things you'll learn in this episode: How Will structures his cold calls How to have fun when cold calling How to handle objection with analogies William Falkenborg is a top SDR (Sales Development Representative) at HG Insights Will's results: He set a new all-time record on HG Insights' SDR team with 403% with 77 outbound meetings booked In September he's trending to get 530% of quota with 80 meetings booked Hours of account research + 160 dial/day avg Connect with Will on LinkedIn: ⁠https://www.linkedin.com/in/william-falkenborg-73617910a/ ---

Welcome to The SaaS CFO Podcast! In this episode, we have the pleasure of speaking with Janis Vavere, the co-founder of Trace Space. Janis shares his journey from starting as a Sales Development Representative to becoming a sales leader and eventually starting his own company. He discusses Trace Space's mission to empower and support innovators in the field of systems engineering. Janis explains the importance of requirements management in building complex products and how Trace Space aims to provide a purpose-built solution for engineers and innovators. We dive into the industries that Trace Space focuses on, their team size, and their recent pre-seed funding round. Join us as we learn from Janis's experiences and dive deeper into the world of SaaS and engineering solutions. It's an episode you don't want to miss! Highlights: [00:00:18] Typical background, promoted, managed accounts, scaled company. Empowering innovators at Trace Space. [00:03:32] Managing large accounts for systems engineering products; organizing user conferences; passionate about the founder persona; working with companies building future products to improve efficiency. [00:09:11] Validating need, building team, obtaining practitioner validation. [00:11:31] Early validation, luck, and market analysis key. [00:15:42] LinkedIn is the best place to learn. Links: Saas Fundraising Stories: https://www.thesaasnews.com/news/trace-space-raises-1-5-million-in-pre-seed-round Janis Vavere's LinkedIn: https://www.linkedin.com/in/b2bsaas/ Trace Space LinkedIn: https://www.linkedin.com/company/trace-space/ Trace Space Website: https://trace.space/ Ben's LinkedIn: https://www.linkedin.com/in/benrmurray/

3 things you'll learn in this episode: The different prospecting sequences used by Stone How he creates prospecting messaging How to prospect security personas Stone Gomez is Drata's top-performing Sales Development Representative (SDR). Stone's results: Crushed it with 150% in Q1. Did it again in June with 150%. And yep, hit 100% more than once. Connect with Stone: https://www.linkedin.com/in/stone-gomez-347b71135/ ---

4 things you'll learn in this episode: How to go from lowest performing SDR to top performer Top SDR habits The strategy of multithreading prospecting How to Prospect on LinkedIn Maddie Hopkin is the Top performer and Enterprise Sales Development Representative at Cognism But the thing is Maddie started out as the lowest-performing SDR. And became the top-performing SDR. With her process: she became the highest performing UK SDR, was SDR of the Quarter for Q1 and Q2, at 160% vs target in Q2. Since joining Cognism in September 2022, she's created 1.8m in pipeline and created 960k in Q1 alone. Connect with Maddie: https://www.linkedin.com/in/madeleine-hopkin-002053144/ ---

He was physically and verbally abused by students and teachers in school. Growing up in a homophobic town made school especially challenging for Evan Patterson. So much so it made him physically sick and his parents pulled him out of the classroom and placed him in an online high school instead. Listen in as he tells Jonaed about getting paid to write at 16, why he decided to drop out of college and how he learned not to shoe-horn himself.Get in touch and/or support Evan here:LinkedInLinktreeThank you for sponsoring our show. If you'd like to support our mission to end the stigma and economic disparity that comes along with not having a college degree, please share with a friend, drop us a review on Apple Podcast or subscribe to our Patreon.Want to get in touch with NoDegree?Listen to more podcast episodes hereFollow and/or connect with our CEO Jonaed Iqbal on LinkedInFollow NoDegree on LinkedIn,  Facebook , Instagram and TwitterRemember, no degree? No problem! Whether you're contemplating college or you're a college dropout, get started with your no-degree job search at nodegree.com.

Today, we are joined by Alyssa, a former fourth-grade teacher who has become a sales expert for an Ed Tech company. Alyssa shared her journey from teaching to sales, including the steps she took to make the transition. She also discussed the guilt she felt about leaving teaching but knew it was for the best. In her interview, Alyssa stressed the importance of finding a supportive community during the career transition. She also emphasized the significance of being prepared for interviews and thoroughly understanding the product. Alyssa shared the soft and hard skills that have helped her excel in her new role, including being an effective communicator, being organized, and having a comprehensive knowledge of the product. Learn more about Carrie's courses, community and coaching at CarrieConover.com Connect with Alyssa: https://www.linkedin.com/in/alyssakovatchis/ Connect with Carrie: https://www.linkedin.com/in/carrieconover/

In this electrifying episode of Solar Sales Uncensored, we pull back the curtains on the world of solar sales recruitment with our special guests, Rob and Raysa Santiago. This powerhouse couple catapulted from solar sales novices to industry leaders in just one year, crafting an empire of over 400 strong, dedicated sales consultants. Their story is a masterclass in resilience, innovation, and sheer determination.Join us as we delve into their journey, navigating uncharted territory with zero prior experience and emerging as solar sales titans. The Santiagos reveal the strategies behind their meteoric rise, sharing invaluable insights into their unique recruitment process, the challenges they faced, and how they transformed these obstacles into opportunities for growth.Learn how the Santiagos harnessed the power of social media, turning it into a recruitment goldmine and marketing powerhouse. They'll share their secrets to mastering the digital sphere, and how they built a formidable online presence that attracted top talent from all corners of the globe.Discover how this dynamic duo run a predominantly virtual sales operation, maintaining team cohesion and motivation while leveraging cutting-edge technology. Their story is not just about building a successful business, but about pioneering a new way of working in the solar industry.Whether you're a seasoned solar professional or just starting out, this episode is a must-listen. Tune in and get ready to be inspired, educated, and equipped to conquer your own solar sales journey. The Santiago's story is a testament to what's possible with grit, innovation, and a relentless pursuit of success - don't miss out on this exclusive insight into their solar sales odyssey!

In this episode of The Outbound Sales Podcast, Nick Psaros, Head of Sales Development at RootStock, joins Chris Zuby of UpLead to share insights on what makes a successful sales development representative.

In this episode, Eric Finch provides advice on making a smart career choice between AE, SDR & SE. Eric Finch is a former US national team athlete and engineer who transitioned into tech sales. He became a global no. 1 seller for two years in a row at a 300-person high-growth startup, which has now gone public. Now, he runs an online business helping people break into tech sales. In this episode, I talked to Erich about the differences between sales engineering and tech sales and how one can make a smart career choice between the two. https://wethesalesengineers.com/263

In this electrifying episode of Solar Sales Uncensored, we sit down with Marco Torres, the Founder of MarketingBoost.com and an expert in incentive-based marketing for the solar industry. Discover the powerful secret behind skyrocketing your solar sales without resorting to discounts!We dive deep into the world of Value-Add-Incentives, discussing why they're more effective than discounts for boosting solar sales, and how small solar businesses can stand out in an increasingly crowded market. Explore compelling customer drawcards and learn how they can attract new solar business. Marco also shares his insights on the effectiveness of lead magnets in today's solar industry and provides real-life examples of successful Value-Add-Incentives.Get the inside scoop on the secret weapon used by the world's smartest solar marketers and learn how you can leverage it to your advantage. We discuss strategies for re-engaging past solar leads or customer files with drawcards and incentives, and Marco reveals the key elements of a high-converting solar customer drawcard.Listen as Marco shares inspiring success stories of businesses that have seen significant increases in solar sales using MarketingBoost.com strategies, and find out how you can create and implement effective incentive-based marketing strategies for your solar business.Don't miss this episode packed with actionable advice on avoiding common mistakes and mastering the art of solar sales through incentive-based marketing. Tune in to Solar Sales Uncensored and unlock the secret to building a thriving solar business!Special Offer: Sign up with our exclusive Marketing Boost link (https://www.boostwithaaron.com) and get a FREE 7-day trial to supercharge your solar sales with the power of incentive-based marketing.

Welcome to Solar Sales Uncensored, where we dive deep into the world of sales success across industries, with a special focus on solar sales. In this captivating episode, we're joined by Jordan Shaw, a true sales legend who made a remarkable transition from corporate sales to solar sales. We'll explore his inspiring journey, uncovering the strategies that propelled him to the pinnacle of success in the solar industry.Tune in as Jordan shares his story of leaving the corporate world behind and adapting to the solar industry, as well as how his income and life changed as a result. We'll delve into his advice for anyone considering a career change to solar sales, his predictions for the solar industry in the next five years, and his top tips for rookies who want to hit the ground running.Our conversation with Jordan Shaw will also touch on the importance of networking and relationship-building, as well as the unforgettable experiences that have shaped his personal growth and professional trajectory. Whether you're a seasoned sales professional, a solar sales newcomer, or someone exploring a career change, this episode of Solar Sales Uncensored is packed with invaluable insights and practical advice to help you excel in the ever-evolving world of sales.Don't miss this opportunity to learn from the best, and discover the secrets to mastering the art of sales and building a thriving solar business. Subscribe now at www.solarsalesuncensored.com and join us for this game-changing episode!

Hana Elliot, the former Vice President of Revenue at Vendition and current Vice President for Marketing at Solutions by Text joins KD in this throwback episode of the Live Better Sell Better podcast. Hana talks all about the value of onboarding and why setting up your reps for success takes intentionality and regular practice.HIGHLIGHT QUOTESOnboard your people because some of them have no experience - Hana: "I think it's not setting aside the time to do it. Especially with SDRs, you have to remember that a lot of these folks are entry-level. They're coming straight out of college, straight out of high school, straight out of a technical career. And maybe they're a total career switcher who just hasn't had the experience of working in a sales environment before."You can find out more about Hana in the link below:LinkedIn: https://www.linkedin.com/in/hanaelliott/Live Better. Sell Better. is sponsored by our proud partner:Rocket Reach | rocketreach.com

In this exclusive episode of The Profitable Cleaner podcast, the Dayporter Team takes over and discusses their new project: The Npower. Join us as we dive into how this specialized program can help your cleaning company grow. We discuss the different roles they have at Dayporter: Elia as Dayporter Manager, Daysi as SDR Manager, Orlando as Recruitment Specialist, and Andrea as Content Creator and Social Media Manager. We dive into the challenges of being a recruiter in the cleaning industry and how to identify good employees that match your company. We shed light on the role of an SDR, why it's important to have one for your cleaning company, and how social media content marketing can increase your brand awareness. Tune in and gain valuable insights on how to manage different aspects of your cleaning company to maintain sustainable growth. Need extra help? Don't hesitate to get in touch with us to hire a virtual team or get trained by The Profitable Cleaner.In this Profitable Cleaner Podcast, you will learn:What it is and how The Npower project, a new initiative from the profitable cleaner, will help the cleaning industry. What it is like to have a virtual team and how various aspects of your cleaning business can be managed by virtual employees from Latin America. The most common challenges that a recruiter from a Cleaning Company may have and how to overcome them. The importance of identifying employees that match the values of your Cleaning Company. What are a Sales Development Representative and its importance in the cleaning industry.The importance, benefits, and tips of social media content marketing for your cleaning company. We highly recommend you connect with Elia Morice, Daysi Mora, Orlando Castillo, and Andrea Garcia:Connect with Elia Morice on LinkedInConnect with Daysi Mora on LinkedInConnect with Orlando Castillo on LinkedInConnect with Andrea Garcia on LinkedInAre you looking to accelerate your network and business? Register for our second event: The Cleaning Prophet$ 2.0 - The Statement. If you're looking for true transformation, both personally and professionally, and you're ready to make a STATEMENT about who you are and could become, this is the event for you. Register here for The Cleaning Prophets 2.0 - The StatementIf you're in commercial cleaning and want to increase your sales, become part of our community today and get the best cleaning sales content and data in the industry. Join Our Private Profitable Cleaner FB GroupIf you enjoyed this podcast, you can help us out immensely by sharing it with a colleague and giving us a rating. We appreciate you!

Avi Rosenbaum has extensive experience in sales, with a career spanning over nine years. In 2020, they began their current role as Head of Global Sales at GemmaCert. Prior to this, they were Strategic Sales Manager at Seedo from 2018-2020, where they worked closely with C-suite in developing strategic partnerships to boost B2B sales and distribution channels, managed joint ventures and collaborations, and was POC for structuring and negotiation of distribution agreements. From 2012-2018, they held two roles at Somoto, first as Senior Account Manager, then as Sales Development Representative. In 2011, they were an Intern at Exigent Capital Group and a Research Assistant at Bar Ilan University. Avi Rosenbaum has a comprehensive educational background. From 2014 to 2020, they attended Tel Aviv University and obtained a degree in Naturopathy (N.D.) & Herbal Medicine (CI.H). From 2009 to 2012, they attended Bar-Ilan University and obtained a Bachelor of Arts (B.A.) in Economics and Political Science. From 2007 to 2008, they attended New York University and obtained a degree from the School of Continuing and Professional Studies at the Tisch Center for Hospitality, Tourism and Sports Management.Learn more about GemmaCert: https://gemmacert.comLearn more about Emerald Scientific: https://emeraldscientific.com/MITA YOUTUBE https://youtu.be/0Dwfg4TlcwsMITA Website https://mita.us/MITA LINKEDIN https://www.linkedin.com/company/1828...MITA INSTAGRAM https://www.instagram.com/mitausa/

There is a perception out there that sales is easy, but the real truth is that sales is not as easy as we may think. It calls for hard work, determination, and being ready to serve others. Today, we have Morgan Ingram joining me on the show. Morgan trains sales reps and helps companies become better in sales. In this episode, Morgan will share his sales journey and give nuggets of wisdom on how we can become better sales reps. Listen to this episode and learn. How Morgan shifted his mindset in sales When Morgan started in sales, he almost gave up because he thought things were not working out for him. When he told his boss about his idea to quit, the boss asked him to take 30 days and give 100% to his job; if it didn't work, he would be allowed to leave. His story inevitably changed when he gave his career 100% for 30 days, and things began working for him. It's been a progressive journey for Morgan ever since. He's now started a YouTube channel to document his sales journey in order to help other reps, earning him a promotion. How to become disciplined and achieve more: Morgan believes for you to become disciplined; you need to apply these three things: Turn off notifications to avoid distractions Have two to three hours to do deep work daily Look at your wealth creation goals in the long term. Consider your great-grandchildren. Morgan Ingram's inner superpower Morgan's inner superpower is his ability to gather information and execute it. For instance, if he learns something new today, he acts on it immediately. Timestamps: [00:19] Getting to know Morgan Ingram [02:08] Morgan's thoughts on cold calling [04:22] How to get people into the funnel [07:03] Whom does Morgan work with? [09:31] What shifted Morgan's mindset in sales? [15:42] How does Morgan help salespeople change their mindset for the better? [21:22] What is sales? [23:56] Morgan's ventures [27:06] How to remain motivated as a sales rep [32:05] Tips on how to become disciplined [47:24] Morgan's inner superpower Quotes: “Cold calling is the most controllable aspects of sales.” “If you're not practicing, then being present during off times is going to be very hard to do execute.” “I would love to know what's wrong because I want to figure out how to solve the problem. I would rather solve the problem than do the same thing that's blocking me from success.” “The reason most people don't take advice is because of their ego.” “My commitment to what I need to do outweighs how I feel that day.” ‘‘Every night you should be pumping yourself with moral knowledge.” Connect with Morgan Ingram: LinkedIn: https://www.linkedin.com/in/morganjingram Website: https://jbarrows.com/ YouTube: https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA   If you enjoy the content that we're bringing to you, then please feel free to drop us a review on the platform you're listening to us through. :)

In this eye-opening episode of Solar Sales Uncensored, we sit down with a former engineer who successfully transitioned into the solar sales industry. We delve into their inspiring journey, examining how their engineering background has influenced their approach to solar sales and allowed them to excel at our company. Our guest shares invaluable insights into the Solar Icons Mentor program, busts common misconceptions about lead generation, and reveals how they manage to drive their sales virtually, all while enjoying a fulfilling lifestyle with their family.Throughout the interview, we explore the importance of building trust and rapport with potential clients, staying informed about the latest industry trends, and offering valuable advice for solar professionals struggling to find leads. Our guest also shares their favorite tools, resources, and platforms for unearthing free sales leads, discussing the benefits of using their team's app for recruiting and plug-and-play marketing materials. Finally, we wrap up the conversation by discussing the future of solar sales, looking at the industry's potential growth in the next year, and making predictions for the next 5 and 10 years. Tune in to unlock the secrets of success in solar sales and learn how to crack the code for generating free leads!#SolarSalesUncensored #SolarIndustry #SolarLeads #FreeLeads #LeadGeneration #SolarSales #SolarIcons #SolarMentor #SolarTrends #SolarProfessionals #SolarFuture #SolarTechnology #SolarMarketing #VirtualSales #SolarSuccess

You won't believe Kingston Arthur's story breaking into tech sales by sending a recruiter their favorite sports card! He was a Pastor w/ 5 kids and now is on track to earn $70k/yr as a Sales Development Representative working in tech sales If you're interested in starting a career in tech sales, I'm the instructor at CourseCareers where I put together the most in depth course teaching people how to break into tech sales without a degree or previous experience required. You can use this link to start the free introduction course if you want to learn more: https://coursecareers.com/trentdressel

In this episode, I'm researching what's really working on the frontline.In under a year, Zack Hazlett went from Sales Development Representative to Account Executive. And as an SDR 95% of the meetings he booked were set through cold outreach and was responsible for influencing $4.5m in revenue. Now, as an Account Executive he sources and closes his own deals.During our interview Zach opens up about how when he first joined AirGarage as an SDR things didn't come easy. It wasn't like things just clicked right away. We dive deep into his aha moment where he realized that if he was going to be his best he was going to have to be real with himself. This is an amazing story of how when you're totally accountable and self disciplined, you accomplish anything.#salesconsultantpodcast #sdr #accountexecutive #toprep #salescareer #accountability #selfdisciplineTime Stamps:[2:00] We learn about what AirGarage does and how they are modernizing parking operations.[3:40] Got into sales through a sales internship with a local utility company. You don't see sales internships very often so this is good to see. He ended up transitioning to full-time.[5:00] While Zack has been recently promoted from SDR to AE, things didn't start out so good for him. He talks about how he struggled to perform when we first started with AirGarage and the realization that he had to turn things around.[7:50] Shares a story about being coached by his new VP of Sales on cold call that Zack thought went well but his VP did not and told him that he needs to change his idea of what's good.[12:30] Describes the aha moment when things clicked for him. When he realized he was repeating old behavior and how he decided to get serious about doing the extra work necessary to improve.[14:30] Zack talks about being pushed by the people in his circle and how their influence drives him to be his best. We talk about how elite performers do actually have a method to their madness. Despite what some people might say, they're not just “naturally good”. Elite performers have routines and they work really hard to hone their craft. [15:20] Zack attributes his ability to turn his performance around to the extra work he was willing to put in outside of normal work hours. Below is his list:Listen to at least 1 of your calls everyday and be sure to also listen to the calls your top performers have had.Reading sales books: The Challenger Sale, Pitch Anything, Gap Selling, Never Split the Difference (links below)Follow BowTiedSalesGuy on Twitter[22:00] Explains what type of coaching style is best in getting the most out of people like him.[27:33] Describes how getting engaged to his girlfriend increased his drive to perform at his best.[30:55] Walks us through his daily routine. He takes a holistic approach to maintaining healthy levels of prospecting activity. Lists out the different time blocks he adds into his calendar each day.[40:00] We talk about what it was like to form a strong teaming dynamic between AEs and SDRs within their company.Mentions:Zack's highlight reel - https://www.hudl.com/video/3/1627626/5721d5f590eead5d90ddf5daBowTiedSalesGuy - https://twitter.com/BowTiedSalesGuyThe Challenger Sale (book) -

This week: Podcast Ad Spend Isn't Slowing Down, IAB CEO Airs Beef with Apple, Several podcast companies are hiring, Brands Seek Alternatives Amidst Digital Clutter, and an updated edition of The Podscape is live.Open Podcasting PositionsManuela:In light of recent layoffs in the podcasting space, we would like to take a moment at the top of the show to highlight some companies that currently have positions seeking applicants. JAR Audio is hiring a full-time Audience Growth Specialist Wondery is currently hiring seventeen full-time positions, 15 in the US and two in their UK office in London.And Magellan AI is currently hiring for the positions of Account Executive, Measurement Success Manager, and Sales Development Representative.Podcast ad buyers have yet to see a slowdown Shreya: Yesterday, Digiday's Sara Guaglione published a piece detailing how solidly podcasting has handled the much-debated recession. But to get to the good, we gotta hit the bad. As Guaglione points out, ad spending overall has taken a hit recently. Last week Insider Intelligence writer Arielle Feger reported ad spending in the US fell 12.1% in December, making it the sixth consecutive month ad spend has gone down. Insider Intelligence has cut five billion from their 2023 US digital ad spending forecast, bringing it down to 278.59 billion. Now for the good news; Guaglione is finding that decline hasn't sunk into podcasting. Four buyers spoke with Digiday and report their client's budgets aren't getting cut, and they see an increase in podcast ad spend. Employees of Horizon Media, Ocean Media, and CMI Media Group report increased spending on podcast ads, often from clients who are backing down on ad spend in other forms of media. The piece reconciles increase in ad spend with recent industry layoffs, cancellations, and cost-cutting with a proposal from Elli Dimitroulakos, Acast's global head of ad innovation: production houses are shifting away from multi-million dollar minimum guarantee signings. As headline-grabbing pandemic deals begin to end, small-to-midsize podcast inventory rises to take its place with inviting prices. “The buyers Digiday spoke with said there is plenty of ad inventory available despite the recent reports that investment in new and existing shows may be decreasing.” It's a good day to hear good news in podcasting. IAB CEO Airs Beef with Apple, Lands MeetingManuela: Things have gotten interesting with the IAB and Apple. Last week, during the IAB Annual Leadership Meeting, CEO David Cohen took to the stage with a prepared speech titled “It Starts Here.” A speech so vitriolic it prompted a joint response from the ANA and 4A's to criticize its tone and “polarizing political rhetoric.”The first segment dedicates multiple paragraphs to proposing the FTC, members of the Biden administration, and politically-opposed members of Congress are funneling ‘dark money' into a common goal of destroying the advertising industry under the guise of controlling ‘Big Tech.' Cohen then transitions to Apple. From the speech: “After years of failing to build a significant market for ads in Apple Music, in Apple TV, and on the iPhone, Apple has decided the next best thing is to stop anyone else from making money in advertising. That's why they are the Poison Apple.”The crux of Cohen's issues stem from App Tracking Transparency and the billions of dollars of ad revenue it has destroyed since Apple deployed the feature. Attention is given to both the damage ATT has done to third-party advertisers and the fact first-party iOS apps aren't given the same treatment. From Cohen's quote given to AdAge's Garett Sloane: “So, we want to call it out for the hypocrisy that it is, and we want to invite them back to the table.”In his postmortem interview with Ryan Barwick, Cohen announced that since the Poisoned Apple speech, Apple has reached out to the IAB to schedule a meeting in February. Whether the meeting will be productive or not remains to be seen, as it was spawned by a speech with digs like, and I quote: “Apple will try to smother the advertising industry just like they did to the recorded music industry. We can't sit back and watch that happen. “ The fact a meeting has been booked is a step in the right direction, regardless of how it was achieved. Whether or not Apple will have any motivation to re-engage with IAB podcasting groups remains to be seen. Brands Seek Alternatives Amidst Digital ClutterShreya: Last Thursday Julian Cannon, writing for Digiday, published a piece covering recent examples of companies recontextualizing print advertisements. “Last month, General Electric took over The New York Times' print advertising for a day throughout the news, business and arts sections of the paper amounting to 22 full-page color ads as well as five partial pages.”Not only was this an impressive buyout, it was the first of its kind for the Times. It's also the latest in a series of big plays as marketers embrace out-of-home advertising and the freedom from on-screen clutter that can come with digital. Senior partner and co-head of marketing and sales at Prophet Mat Zucker explains the appeal of a full-page newspaper ad in 2023: “Full-page ads command attention and gravitas for the message. There's no need to fill the space but the statement says we mean what we're saying and it owns the space preventing clutter from other marketers or messages which could cloud the message or distract from it.”Every ad in podcasting is full-page, from the perspective these marketers are aiming for. And many podcasts explore full or single-episode sponsorship opportunities. What General Electric sought in newspaper, podcasting can offer them, along with the fact podcasting has a bit more sex appeal than print. Podscape 2.0 is here.Manuela: Before we get into Quick Hits, we have a story to quickly revisit. After some wonderful feedback from the industry the second edition of The 2023 Podscape, a collaboration between Magellan AI and Sounds Profitable, is now available for download. The Podscape, a sizable infographic, aims to give a birds-eye view of podcasting that takes inventory of companies, agencies, services, and anything else that could be classified as podcasting. The current edition is available for free download now on Magellans' Podscape page. Shreya: Finally, it's time for our semi-regular roundup of articles we're calling Quick Hits. These are articles that didn't quite make the cut for today's episode, but are still worth including in your weekend reading. This week: Marketers Predict Programmatic Advertising Spend in Podcasts to Triple by 2027, Acast Study Finds, a press release provided via Podnews. While the future might be interesting, what matters now is we have a new report from a company that prioritizes programmatic in podcasting so it can be valuable for those considering its possibilities.Understanding podcasts in East and South East Asia by Guang Jin YEO for Podnews. The first publication in a multi-month series covering the region's podcasting and its opportunities. Country overviews for Japan and South Korea are currently available. Nielsen to Shop Edison Research Data by the Podcast Business Journal. A brief explanation of the announcement that Nielsen will start marketing Share of Ear and Podcast Metrics to advertising agencies. Two notable contenders in the space working together to lend the industry further credibility. About three-quarters of people who plan to watch the Super Bowl said they're excited for the ads, research says by Alyssa Meyers. It's early February, which means we're bound by advertising-adjacent tradition to share a story about how much audiences love Super Bowl commercials. TuneIn Forms Distribution Pact with Amazon's Audible by the Podcast Business Journal. WIth this new deal TuneIn will begin to distribute Audible Originals podcasts.For this final entry, instead of focusing on a single post, we want to spotlight a newsletter that covers this industry we love and has been covered several times on The Download. We recommend you check out The Rebooting. It's a free twice-weekly newsletter written by Brian Morrissey that focuses on the mechanics of building sustainable publishing businesses. Brian brings over twenty years of industry coverage and nearly a decade of building a profitable publishing business to the table. If that sounds your style, check out The Rebooting. Manuela: And that was The Download, brought to you by Sounds Profitable! Today's episode was built using Spooler and hosted on ART19. Find out more at Spooler.fm and ART19.com.I know we went through today's stories fast, so be sure to check out the links to every article mentioned, right in your podcast listening app, or on SoundsProfitable.com/TheDownload. And thank you for sticking with us as we bring you the top stories you might have missed from the past week. I'm Manuela Bedoya.Shreya : And I'm Shreya Sharma. Our producers are Bryan Barletta, Gavin Gaddis, and Tom Webster. Our editors are Reece Carman and Ron Tendick. Special thanks to ART19 for hosting The Download. And thanks to you for joining us.

This week: Podcast Ad Spend Isn't Slowing Down, IAB CEO Airs Beef with Apple, Several podcast companies are hiring, Brands Seek Alternatives Amidst Digital Clutter, and an updated edition of The Podscape is live.Open Podcasting PositionsManuela:In light of recent layoffs in the podcasting space, we would like to take a moment at the top of the show to highlight some companies that currently have positions seeking applicants. JAR Audio is hiring a full-time Audience Growth Specialist Wondery is currently hiring seventeen full-time positions, 15 in the US and two in their UK office in London.And Magellan AI is currently hiring for the positions of Account Executive, Measurement Success Manager, and Sales Development Representative.Podcast ad buyers have yet to see a slowdown Shreya: Yesterday, Digiday's Sara Guaglione published a piece detailing how solidly podcasting has handled the much-debated recession. But to get to the good, we gotta hit the bad. As Guaglione points out, ad spending overall has taken a hit recently. Last week Insider Intelligence writer Arielle Feger reported ad spending in the US fell 12.1% in December, making it the sixth consecutive month ad spend has gone down. Insider Intelligence has cut five billion from their 2023 US digital ad spending forecast, bringing it down to 278.59 billion. Now for the good news; Guaglione is finding that decline hasn't sunk into podcasting. Four buyers spoke with Digiday and report their client's budgets aren't getting cut, and they see an increase in podcast ad spend. Employees of Horizon Media, Ocean Media, and CMI Media Group report increased spending on podcast ads, often from clients who are backing down on ad spend in other forms of media. The piece reconciles increase in ad spend with recent industry layoffs, cancellations, and cost-cutting with a proposal from Elli Dimitroulakos, Acast's global head of ad innovation: production houses are shifting away from multi-million dollar minimum guarantee signings. As headline-grabbing pandemic deals begin to end, small-to-midsize podcast inventory rises to take its place with inviting prices. “The buyers Digiday spoke with said there is plenty of ad inventory available despite the recent reports that investment in new and existing shows may be decreasing.” It's a good day to hear good news in podcasting. IAB CEO Airs Beef with Apple, Lands MeetingManuela: Things have gotten interesting with the IAB and Apple. Last week, during the IAB Annual Leadership Meeting, CEO David Cohen took to the stage with a prepared speech titled “It Starts Here.” A speech so vitriolic it prompted a joint response from the ANA and 4A's to criticize its tone and “polarizing political rhetoric.”The first segment dedicates multiple paragraphs to proposing the FTC, members of the Biden administration, and politically-opposed members of Congress are funneling ‘dark money' into a common goal of destroying the advertising industry under the guise of controlling ‘Big Tech.' Cohen then transitions to Apple. From the speech: “After years of failing to build a significant market for ads in Apple Music, in Apple TV, and on the iPhone, Apple has decided the next best thing is to stop anyone else from making money in advertising. That's why they are the Poison Apple.”The crux of Cohen's issues stem from App Tracking Transparency and the billions of dollars of ad revenue it has destroyed since Apple deployed the feature. Attention is given to both the damage ATT has done to third-party advertisers and the fact first-party iOS apps aren't given the same treatment. From Cohen's quote given to AdAge's Garett Sloane: “So, we want to call it out for the hypocrisy that it is, and we want to invite them back to the table.”In his postmortem interview with Ryan Barwick, Cohen announced that since the Poisoned Apple speech, Apple has reached out to the IAB to schedule a meeting in February. Whether the meeting will be productive or not remains to be seen, as it was spawned by a speech with digs like, and I quote: “Apple will try to smother the advertising industry just like they did to the recorded music industry. We can't sit back and watch that happen. “ The fact a meeting has been booked is a step in the right direction, regardless of how it was achieved. Whether or not Apple will have any motivation to re-engage with IAB podcasting groups remains to be seen. Brands Seek Alternatives Amidst Digital ClutterShreya: Last Thursday Julian Cannon, writing for Digiday, published a piece covering recent examples of companies recontextualizing print advertisements. “Last month, General Electric took over The New York Times' print advertising for a day throughout the news, business and arts sections of the paper amounting to 22 full-page color ads as well as five partial pages.”Not only was this an impressive buyout, it was the first of its kind for the Times. It's also the latest in a series of big plays as marketers embrace out-of-home advertising and the freedom from on-screen clutter that can come with digital. Senior partner and co-head of marketing and sales at Prophet Mat Zucker explains the appeal of a full-page newspaper ad in 2023: “Full-page ads command attention and gravitas for the message. There's no need to fill the space but the statement says we mean what we're saying and it owns the space preventing clutter from other marketers or messages which could cloud the message or distract from it.”Every ad in podcasting is full-page, from the perspective these marketers are aiming for. And many podcasts explore full or single-episode sponsorship opportunities. What General Electric sought in newspaper, podcasting can offer them, along with the fact podcasting has a bit more sex appeal than print. Podscape 2.0 is here.Manuela: Before we get into Quick Hits, we have a story to quickly revisit. After some wonderful feedback from the industry the second edition of The 2023 Podscape, a collaboration between Magellan AI and Sounds Profitable, is now available for download. The Podscape, a sizable infographic, aims to give a birds-eye view of podcasting that takes inventory of companies, agencies, services, and anything else that could be classified as podcasting. The current edition is available for free download now on Magellans' Podscape page. Shreya: Finally, it's time for our semi-regular roundup of articles we're calling Quick Hits. These are articles that didn't quite make the cut for today's episode, but are still worth including in your weekend reading. This week: Marketers Predict Programmatic Advertising Spend in Podcasts to Triple by 2027, Acast Study Finds, a press release provided via Podnews. While the future might be interesting, what matters now is we have a new report from a company that prioritizes programmatic in podcasting so it can be valuable for those considering its possibilities.Understanding podcasts in East and South East Asia by Guang Jin YEO for Podnews. The first publication in a multi-month series covering the region's podcasting and its opportunities. Country overviews for Japan and South Korea are currently available. Nielsen to Shop Edison Research Data by the Podcast Business Journal. A brief explanation of the announcement that Nielsen will start marketing Share of Ear and Podcast Metrics to advertising agencies. Two notable contenders in the space working together to lend the industry further credibility. About three-quarters of people who plan to watch the Super Bowl said they're excited for the ads, research says by Alyssa Meyers. It's early February, which means we're bound by advertising-adjacent tradition to share a story about how much audiences love Super Bowl commercials. TuneIn Forms Distribution Pact with Amazon's Audible by the Podcast Business Journal. WIth this new deal TuneIn will begin to distribute Audible Originals podcasts.For this final entry, instead of focusing on a single post, we want to spotlight a newsletter that covers this industry we love and has been covered several times on The Download. We recommend you check out The Rebooting. It's a free twice-weekly newsletter written by Brian Morrissey that focuses on the mechanics of building sustainable publishing businesses. Brian brings over twenty years of industry coverage and nearly a decade of building a profitable publishing business to the table. If that sounds your style, check out The Rebooting. Manuela: And that was The Download, brought to you by Sounds Profitable! Today's episode was built using Spooler and hosted on ART19. Find out more at Spooler.fm and ART19.com.I know we went through today's stories fast, so be sure to check out the links to every article mentioned, right in your podcast listening app, or on SoundsProfitable.com/TheDownload. And thank you for sticking with us as we bring you the top stories you might have missed from the past week. I'm Manuela Bedoya.Shreya : And I'm Shreya Sharma. Our producers are Bryan Barletta, Gavin Gaddis, and Tom Webster. Our editors are Reece Carman and Ron Tendick. Special thanks to ART19 for hosting The Download. And thanks to you for joining us.

Anthony Powell Moze, or simply Tony Moze, was not an SE when he first came into the podcast back in 2021. Listeners will remember him from episode 153 as the guy who was transitioning from healthcare and psychology into sales engineering. Almost two years after that episode, we bring him back to the podcast, now an SE himself, to talk about his journey in finally landing an SE job. If you are currently and actively seeking your first SE position, you will find this episode really helpful. But everyone in the sales engineering field, no matter how long we have been in our roles, will learn a few things in this episode about the importance of humility, asking for help, and networking in continuing to thrive as SEs. https://wethesalesengineers.com/show250

Happy New Year, everyone! We are back for more episodes. ---- For more prospecting and sales development tips, join 1'904 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Jack Knight, Sr. Global BDR Manager at Fourth. We talk about how to get hired as a Sales Development Representative in this current market. His tips: Update your resume and stand out: put your headshot, and use colors to catch the eye of the hiring manager Update your LinkedIn profile: do you care about your external appearance? Ask great questions: don't ask the same questions as everyone is doing and Jack gives examples of great questions His resource: His Article: How To Break Into SaaS: A Guide To Landing An SDR Role Follow Jack: https://www.linkedin.com/in/dontdialalone/ Check CallBlitz here (Jack's company): https://callblitz.com/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

We are joined by Ashley Reichenberger, a Sr. Sales Development Representative with a wealth of knowledge that has translated into a successful career in sales. She has been recognized by OnSolve for their dedication to their customers and has received the Deal of the Year Award in 2020. She also worked with companies such as Zoom, SAP, and Checkpoint to improve their representatives' proficiency by 80%, align company messaging, onboard new hires quickly, and certify all representatives. Their goal at Second Nature is to incorporate AI-driven real-world conversation simulations to help every sales rep ace every sales meeting. In this episode, Foo and Ashley talk about the value of having a genuine enthusiasm for learning coupled with a passion to help solve people's problems.Tune in to learn more!Connect:Strategic Advisor Board: www.linkedin.com/company/strategic-advisor-board/James Foo Torres: linktr.ee/jameslfooInstagram: www.instagram.com/jameslfoo/Imperium Authority: imperiumauthority.com/Ashley ReichenbergerLinkedIn: www.linkedin.com/in/%F0%9F%92%A3ashley-reichenberger Website: secondnature.ai

In this episode of And I Quote you will get the opportunity to meet Richard Deal and Troy Crow... or maybe you already have met them via online demos, through email or even at events. Richard Deal is the Business Development Manager and Troy Crow is the Sales Development Representative at Coterie Insurance. These two emulate the Coterie values: Passion Integrity Intelligence Humility In this episode we discuss what their job is like, events they attend, the importance of building relationships and reaching new audiences and what they love about working at Coterie Insurance. The And I Quote podcast follows a theme, "because relationships matter" and our bonus episodes are no different. Introducing our audience to Coterians helps us build the valuable relationships that our agents and partners have with their clients and prospects. Connect with Richard Deal on LinkedIn: https://www.linkedin.com/in/richard-deal-7aab6649/ Connect with Troy Crow on LinkedIn: https://www.linkedin.com/in/christian-troy-crow-556620113/ Keep up to date on Coterie news: https://www.linkedin.com/company/coterieinsure Join our Facebook Community: https://www.facebook.com/groups/coterieinsuranceagentsunite

We are currently hiring an SDR or Sales Development Representative. In this episode, Kevin shares why we decided to hire an SDR. — Erik J. Olson is the Founder & CEO of Array Digital - a marketing agency that provides bold marketing which helps managing partners grow their law firms. He is also: Author of Million Dollar Journey: How to launch a seven-figure business, available on Amazon.com. Host of the Journey to $100 Million daily podcast—sharing tips, tricks, and lessons learned from scaling Array Digital into be a world-class digital marketing powerhouse. Host of The Managing Partners Podcast—interviews with America's top managing partners about how they're running and growing their law firms. Erik speaks often on the topics of entrepreneurship, building freelance businesses, and digital marketing. Connect with Erik on Instagram at @erik.j.olson. — Kevin Daisey is an award-winning digital marketer & entrepreneur. He started his first company when he was just 23, and is the Founder & CMO of Array Digital. Kevin is also the co-host of the Journey to $100 Million Flash Briefing and daily podcast, and the co-organizer of the Marketers Anonymous monthly meetups. — For more information on the show, and to check out past episodes, go to journeyto100million.com!

Drew is a Sales Development Representative at Reward Gateway. In this episode, we discuss: Passing by University to get into sales Starting in Real Estate sales How Drew broke into tech Some of the creative ways he's booking meetings right now And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Drew is a Sales Development Representative at Reward Gateway. In this episode, we discuss: Passing by University to get into sales Starting in Real Estate sales How Drew broke into tech Some of the creative ways he's booking meetings right now And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Taft Love's journey to becoming a Revenue Operations leader started in law enforcement, with a pivot to starting his tech career by becoming a Sales Development Representative, on to direct sales, sales leadership and ultimately to Revenue Operations.This journey is exactly the cross-functional experience that builds a strong foundation to being a strategic revenue operations leader.  Interestingly, Taft's experience as a sales lead at early stage B2B SaaS company, PandaDoc by identifying and then having to solve operational challenges that impacted his productivity.When should a company consider a RevOps function?  Taft's perspective is that RevOps starts with ensuring the revenue technology platforms and processes are aligned and optimized to the need of the front line sales personnel.  Simply stated, start the RevOps journey with a RevTech resource and as you grow to $5M - $15M (Series B) start considering a RevOps team that has broader responsibility beyond managing revenue technology platforms.As we discussed the RevOps framework of data, platform, process and analytics Taft doubled down on the "rev tech stack" administration is the initial catalyst to creating a RevOps team.  When pressed on the traditional approach to bringing in a Salesforce administrator and then the marketing automation administrator - often positioned as a Sales Ops and Marketing Ops resource, Taft continued to support his belief that RevOps should not be the first ops resource brought into a company.Next we discussed the pro's and con's of starting the RevOps journey with an internal hire versus leveraging the expertise of a RevOps agency.  Taft's insights are that no one single RevOps resource can be good at every component of a RevOps function.  Examples include trying to have the same single resource be a platform administrator, data guru, business analyst and technical integration expert.Taft's recommendation is to bring in a RevOps leader, who is the RevOps architect and also work with an agency that can bring the right experience and expertise on an "as needed" basis.Next we discussed why Sales Development can benefit the most from a close partnership with Revenue Operations.  Sales Development productivity is directly impacted by having the right "target prospect" data, the ability to conduct high quality outreach at scale and ultimately being able to fuel the engine of company growth - pipeline development!Recent research has shown that only 49% of an SDR's time is spent on outbound prospecting because they spend the majority of their time on administrative and operational activities, such as data management, list development and contact enrichment, that are the primary domains of a Revenue Operations function.If you are considering an investment in your first Revenue Operations function or how to leverage your Revenue Operations team to increase revenue activity productivity, Taft is a great listen.

He was physically and verbally abused by students and teachers in school. Growing up in a homophobic town made school especially challenging for Evan Patterson. So much so it made him physically sick and his parents pulled him out of the classroom and placed him in an online high school instead. Listen in as he tells Jonaed about getting paid to write at 16, why he decided to drop out of college and how he learned not to shoe-horn himself.Get in touch and/or support Evan here:LinkedInLinktreeThank you for sponsoring our show. If you'd like to support our mission to end the stigma and economic disparity that comes along with not having a college degree, please share with a friend, drop us a review on Apple Podcast or subscribe to our Patreon.Want to get in touch with NoDegree?Listen to more podcast episodes hereFollow and/or connect with our CEO Jonaed Iqbal on LinkedInFollow NoDegree on LinkedIn,  Facebook , Instagram and TwitterRemember, no degree? No problem! Whether you're contemplating college or you're a college dropout, get started with your no-degree job search at nodegree.com.

Dyslexia, ADHD and definitely NOT academic. Those are a few things Sunil Kumar shares about himself in this week's episode. Most teachers made him feel like he was doomed to failure, except one. Listen in as he tells Jonaed about how he owned a snake breeding business at age 12, the challenges he faced early in his career battling Crohn's disease and how he's leveling the playing field so that people from around the world can get into sales.Get in touch and/or support Sunil here:LinkedInPodcast Interview: How I landed 10 interviews and 3 job offersCompany TrainYo:WebsiteLinkedInThank you for sponsoring our show. If you'd like to support our mission to end the stigma and economic disparity that comes along with not having a college degree, please share with a friend, drop us a review on Apple Podcast or subscribe to our Patreon.Want to get in touch with NoDegree?Listen to more podcast episodes hereFollow and/or connect with our CEO Jonaed Iqbal on LinkedInFollow NoDegree on LinkedIn,  Facebook , Instagram and TwitterRemember, no degree? No problem! Whether you're contemplating college or you're a college dropout, get started with your no-degree job search at nodegree.com.