Podcasts about sdr ae

Le marché B2B se tend, les budgets se resserrent, et pourtant les objectifs commerciaux restent ambitieux.Comment faire plus avec moins de ressources ? C'est le challenge que relèvent aujourd'hui de nombreuses équipes commerciales.J'ai invité Dorothée Leconte, Sales Director chez Qonto, pour comprendre comment elle optimise chaque levier de son organisation pour maximiser la performance commerciale.Au programme :Comment segmenter efficacement son marchéLe rôle stratégique du RevOps pour piloter la performance Pourquoi garder une structure SDR/AE ?Les meilleures pratiques d'onboarding pour motiver ses commerciauxComment maintenir la motivation dans un contexte challenging ?Sa vision du rôle des commerciaux face à l'IAUn épisode indispensable pour les entreprises ou sales managers qui cherchent à maximiser l'impact de leurs équipes dans un contexte de ressources limitées. Soutenez l'émission❤Abonnez-vous

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Outbound Prospecting System for Software Sales (SDR & AE)

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 ---

Erfolg im Doppelpack: Wie SDR und AE sich zu Höchstleistungen pushen!   In dieser Folge teilen Dietrich und Michael ihre Erfolgsformel für eine unschlagbare SDR-AE Kooperation. Finde heraus, welche Strategien und Taktiken sie anwenden, um nicht nur individuell zu glänzen, sondern sich auch gegenseitig zu Höchstleistungen anzuspornen. 7 Monate Zusammenarbeit = 7 Dach Rekordmonate und über 150% Zielerreichung im Durchschnitt. Wie das geht? Hör rein. Viel Spaß mit Folge #1 - Co-Host: Michael Rap Gast: Dietrich Menzel - Präsentiert wird euch der Podcast vom ARRtist Circus - das Tomorrowland für Sales & Customer Success Teams in Europa. Verpasst nicht das Event des Jahres - Am 19.04.2024 in Berlin Alle Infos und Tickets findest du unter ⁠www.ARRtist-circus.com

You gotta meet this guy! Vugar is 26 years old and he's closing 20 enterprise deals per year. After just one year as an SDR he got promoted to the AE role where he's spent the last few years crushing sales targets for Deck Robot.Today he shares insights on: - SDR-AE relationship, - the shift in objection handling- the need for discipline and empathy in sales - the importance of establishing SQL criteria and qualification frameworks- how closing deals quicker requires stakeholder alignment and a focus on business case validation- what to focus on when it comes to closing deals during the holiday season- LinkedIn as an effective outreach channel for sales professionals- Connect with Vugar on LinkedIn: https://www.linkedin.com/in/vnadzhafov/- Connect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-conic/- Connect with Srba on LinkedIn: https://www.linkedin.com/in/srbamarkovic---------------------------------------SDR Hire helps build remote SDR and sales teams. Experienced, trained, near to native, ready to be hired.Listen on YouTube, Apple, Spotify, Google podcast.

The sales prospecting landscape has seen a dynamic shift over the years. Remember when the full-cycle sales model gave way to the SDR/AE split? It was a game-changer - at the time. Fast forward to today, and we're witnessing a resurgence of full-cycle AEs.With the rise of digital tools, will full-cycle AEs reclaim their spot as the “best” approach to prospecting and sales? While they offer significant advantages in streamlining processes and enhancing customer relationships, challenges like time constraints for prospecting remain. However, certain industries and organizations find this approach more fitting and less problematic than sales development and sales being separate.Today we're joined by Jamie Shanks, CEO of Pipeline Signals & Get Levrg and a pioneer in the category of social selling, to dive deep into the resurgence of full-cycle AEs, their contribution compared to SDRs, and their future in sales. Timestamps:(00:00) Intro(00:42) How Jamie pioneered Social Selling(06:57) The evolution of the SDR role(10:39) Prioritizing ROI in your sales team(15:33) Best-in-class companies always have AE(20:17) Prospecting with a destination in mind(22:34) Outro Quotes:“The SDR role was meant to be a feeder ground for sales. If all it is now is a copywriting job, then the DNA is completely different than what it was.““I can't think of a single customer that didn't demolish their SDR team once the CFO got their grips on the numbers.”“We've had customers be like we spend a gazillion dollars of paid media and all this stuff for marketing, and my AEs haven't seen a leave in 3 months.”“Use a waterfall calculator and figure out what amount of lead flow will the average AE need to do. If you don't set that foundation upfront, Then the AE will prospect, but without a destination in mind.” Hit the subscribe button on your favorite podcast player so you don't miss the next episode.______________________________________________ Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________ Connect with Jamie:LinkedIn: https://linkedin.com/in/jamestshanksInstagram: https://instagram.com/jamietshanksWebsite: https://pipelinesignals.com Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In this episode, John Barrows joins us to talk about the future of sales, the SDR/AE model, and how AI will start to replace parts of the selling process. Connect with John Barrows and Wonderway. Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

Ralph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effectively support AEs they build fatter pipelines. Plus, we explore why the best SDR/AE teams hold multiple one-on-ones each week. Follow Andy: LinkedIn | https://bit.ly/Andy-LinkedIn Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Explore the ringDNA Podcast Universe: Sales Enablement Podcast | https://bit.ly/SEP-LP Selling with Purpose Podcast | https://bit.ly/SWP-LP RevOps Podcast | https://bit.ly/RP-LP

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

For more prospecting and sales development tips, join 2'124 SDRs getting the newsletter here: https://sdrgame.substack.com/ --- In this episode, I talk with Eddie Fang, Sales Development Team lead at Qualifi Here are why you should listen to this episode, Eddie's results in his previous role as BDR II, at ServiceCore: Contributed to the highest closed won quarter of all time in Q4 2022 in ARR Q4 Quota - 113% Quota: November 106%, October 146%, September 133% Sourced over $1 million in ARR Highest sourced closed won on the team Increased inbound meetings by 3x Booked the most meetings in August my first 2 weeks going live We talk about his days in the life of a BDR II: 0:00 Intro 1:05 Who's Eddie Fang 1:33 What's Servicecore 2:28 The BDR team 3:30 Portable industry, and family own businesses 4:28 Buyer personas: operation manager, dispatch manager, office manager 5:03 Quota as a BDR II 6:05 SDR KPIs 8:24 Time management 11:17 Using Facebook to prospect 13:03 Time management - Part 2 17:15 How to prospect a net new account 18:57 How to rank accounts 21:16 How to prioritize your prospects 23:56 Outbound cadences: channels, and touchpoints 25:52 Focus on the influencer/Champion 26:47 Cold calling 32:45 How to handle the objection: we are too small 34:42 How to handle the objection: we are using spreadsheets 36:23 SDR - AE relationship 38:23 Favorite SDR resource 40:05 Favorite tool 40:35 Tips for news SDRs Follow Eddie: https://www.linkedin.com/in/eddiefang/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

Tom Melbourne is the Founder of OpnMkt (pronounced Open Market) which is a Salesforce-Native utility app on the AppExchange for a marketplace approach to the distribution of new leads or new opportunities. OpnMkt is more than just a sales effectiveness tool. It's completely reimagining the status quo when it comes to maximizing sales capacity.Tom has had an incredible career on his way to starting OpnMkt. He started out as an Account Executive where he was very successful and then went on to leading sales teams for companies like CareerBuilder, Citrix, MixPanel and Sendoso. He's been a VP of Sales 3x over and is also an angel investor and a strategic advisor.In this episode, Tom challenges the way we think about sales structure in terms of pre-defined territories and/or named account lists. He offers an innovative alternative to traditional SDR to AE routing/distribution that can inherently open up more sales capacity.#salesconsultantpodcast #salescapacity #leadrouting #accountdistribution #sdr #salesdevelopment #salesterritory #namedaccountsTime Stamps:[2:00] Tom starts by telling the story of starting a wedding DJ business at 12 which he ran all the way through college. This led to him and a partner creating a wedding planning app right out of college that they sold to companies. [8:00] Explains what he attributes his progressive career to. Tom gives some advice to people who might be earlier in their career; nurture your network.[10:23] Nobody cares about a lead until someone wants to buy something + the origin story of OpnMkt.[13:00] The one thing missing from lead distribution platforms today is involvement from the Account Executive. The more excited a rep is about working a lead the better that lead will be worked.[15:00] The current model of SDR to AE opportunity routing is inherently inconsistent due to the AE's expectation varying based on the health of their funnel. [19:00] Pre structured territories limit the ability to dynamically route leads. We talk through an example where a lead surfaced that was generated via a rep's brand building/social media activity and how unless an exception was made that rep most likely wouldn't get the lead.[22:30] Tom helps us understand what “Sales Capacity” even means. Then he gets into how we inherently limit capacity through the traditional approaches to structuring our orgs and our territories.[26:00] We unpack an alternative approach to just defaulting to the same ol ‘assign everything to the salespeople/Account Executives'. The approach is innovative ad creates optionality which leads to increased sales capacity.[37:00] He explains the inherent challenges to the traditional SDR/AE pod model (i.e., personality conflicts, inconsistent SDR development, etc.) [41:30] The tension between quality and quantity and how SDR compensation changes for the better in this new model. [47:00] Why and how creating optionality in your distribution helps maximize sales capacity.Mentions:OpnMkt - https://www.opnmkt.ioSendoso - https://sendoso.comConnect with us:Tom's LinkedIn - https://www.linkedin.com/in/tommelbourne/OpnMkt - https://www.opnmkt.ioOpnMkt on the Salesforce AppExchange -

In this episode of Enterprise Sales Development podcast, we speak with Jessica Rasheed, Global Outbound Sales Leader at Preply. Jessica shares some of the lessons she's learned through her experience in the SDR world and her time as a sales development team lead at Workato. She talks about Workato's move into B2B and how they're dissecting their personas. Listen for her tactical strategies to handle rejection as well as gain confidence for cold calls. WHAT YOU'LL LEARN Her start in the sales development space and the source for her passion Tips to handle rejection and gain the confidence for sales call Why persona and ideal customer profile (ICP) are two important pieces of the sales puzzle What motivated her to learn marketo What she learned about prospecting from selling to HR departments Preplay's journey of growing a team of four to a team of 30+ QUOTES “We took a step back as a team and started to try and understand our persona. What is their day to day? Like what are the challenges amongst the tools that they are interacting with on a day to day basis?” -Jessica Rasheed [13:02] “Ultimately whatever you're presenting to them or whatever you're talking to them about has to be in some way tied back to those metrics. What is the desired impact? Or what is the impact you are hypothesizing that this solution or solving this problem is going to create.” -Jessica Rasheed [19:09] “I'd say typically when you do a preliminary conversation with an SDR candidate, you can almost very quickly tell just their level of curiosity or just their level of being comfortable with being uncomfortable in like the first 60 seconds.” -Jessica Rasheed [36:56] “I don't think you need to know the product inside out. You don't need to be the smartest person in the room by any means. But you definitely should be confident in what you have to offer and confident in the fact that maybe you'll pick it up and maybe, you know you'll definitely make some mistakes along the way in the beginning, but you're willing to learn from that and execute from there.” -Jessica Rasheed [40:02] “It's not just about the demo. It's really kind of understanding the mission and the values behind the company and what they're ultimately solving for by being so well integrated with marketing and product that it feels like this really cohesive mission and drive.” -Jessica Rasheed [51:52] TIMESTAMPS [00:01] Intro [00:25] This week's guest: Jessica Rasheed [01:42] The source for her passion in sales development [03:19] Transitioning from a finance role into an SDR role [04:44] Dealing with rejection [10:25] Lessons learned at Workato [14:22] Learning marketo [17:34] What is the desired impact? [20:00] Her persona today [24:59] The conversations she has with her team [29:21] Mastering the SDR/AE relationship [33:37] The journey with Preply [36:18] Screening for those skills [43:47] Triggering the help instinct [53:07] How to contact Jessica RESOURCES Workato Merkato CONNECT Jessica Rasheed on LinkedIn Preply website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram

In this episode, we carry on from episode 14 - where we talked about the business cash flow, and all the issues we'd found with it... into how we 'fixed' the funnel.Paul talks about how that looked as the sole SDR/AE working in full stack enterprise sales for the first time, and Jimmy looks at it from the view of a founder who could see where it needed to go, but not how to get there directly.Shout out to Pipedrive for our CRM platform, and Blackfoot CyberSecurity, who helped hugely with Due diligence processes!

You don't have to be an outgoing extroverted person to become successful in sales. It's not about the personality but about a set of skills everyone can master. And today's guest for Coffee with Closers is THE person to teach you. Meet Brian Bar – the founder and CEO of Victory Lap, a leading sales education company. He's also a guest lecturer at Northwestern Kellogg School of Management on the topic of B2B sales. Victory Lap Sales Bootcamp has graduated over a thousand students into sales roles at over 600 companies like G2 and Salesforce. Stay tuned for our conversation where Brian shares practical ideas on sales development and leadership. Coming up: ►How to help people build confidence and competence in their job role. ►How to narrow down the priorities as a CEO and get things done. ►How the SDR/ AE model is going to evolve and how to implement it in your organization. ►How to hire the right salespeople and set them up for success. ►How to tell whether someone has sales leadership potential. Enjoy the episode! ------------------------------------------------------------------------------------------------------------------------------- ►Find Brian Bar on LinkedIn https://www.linkedin.com/in/brianbar/ ►Visit Victory Lap at https://victorylap.io/ ------------------------------------------------------------------------------------------------------------------------------- This series is brought to you by OneIMS - a leading digital marketing agency helping businesses win new customers. ►Request your FREE marketing ROI audit at https://www.oneims.com/ ►Subscribe to our channel here: https://www.youtube.com/user/oneims ►Listen to our podcast https://open.spotify.com/show/0rq9sO5hIdnMlsY3M7jqYf?si=fLmIEu88QMi6QFU8p6h_Gw ►Visit our website here: https://www.oneims.com/ ►Follow OneIMS online: Facebook:https://www.facebook.com/OneIMS/ LinkedIn: https://www.linkedin.com/company/oneims/ Instagram: https://www.instagram.com/oneims/ Twitter: https://twitter.com/oneims?lang=en

Last week, Drift's Tate Knapp took us through his experiences working as a CDR, SDR, and an AE. He shared the key characteristics he thinks make up a strong SDR and AE relationship. This week, we said decided to take it a step further and have both an AE and an SDR on the show. Amanda Chiang has been an account executive at Drift for about three years, but it's only been 6 months since she started working with sales development rep, Gabrielle Marrocco. Still, the two have managed to quickly build a relationship where everyone - the AE, SDR, and the customer - wins.In the episode, Amanda and Gabby discuss what their first meetings looked like, how they maintain constant communication, and how they provide feedback to each other.Like this episode? We'd love it if you could leave us a ⭐️⭐️⭐️⭐️⭐️⭐️ review! And make sure to subscribe, so you never miss an opportunity to learn more about starting conversations in the Revenue Era.You can connect with Sammi on Twitter @sammireinstein and @DriftPodcasts and Amanda and Gabby on LinkedIn.

They don't give out doctorates in sales…but for Episode 208, we have a true Sales Doctor joining us!Episode 208 features Chet Lovegren, Head Sales RX'er at The Sales Doctor.Our host David Dember wastes zero time and kicks off the episode by having Chet share his thoughts around some hot topics in the Sales Development world: SDR/AE alignment and SDR to AE promotion paths!The episode rolls right along with David and Chet discussing how modern Sales Development leaders have to operate with high levels of Emotional Intelligence to truly connect with their team - Chet provides great tips for SDR Leaders on how to do this!The episode wraps up with Chet predicting the future of the SDR role and how listeners can make the most of their Sales Development careers.Leave a rating if you enjoy the episode and tell a friend to tune in! 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/The Tenbound Sales Development Conference is here, come learn from the best in our industry! Free virtual conference this year. Register Today! https://tenbound.com/conference/ #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement #research #prospecting

Office Hours welcomed Lars Nilsson, VP Sales Development from Snowflake to talk about his learnings across 5 companies he helped take public.Throughout the hour, Lars provided insightful perspectives on how to build sales organizations. These the five most memorable takeaways for me.In early-stage companies, founders sell for the first three to four quarters. Then, many founders opt to hire an AE. Hiring a sales or business-development representative (SDR/BDR) can be the better choice. Incoming account executives will want to see a significant lead volume before joining, especially when selling into the enterprise.Teams often overlook storytelling as a critical part of effective lead generation. Fear-of-missing-out or the inspiration of a potential future, stories equip champions inside customer organizations to sell the product through the buying process. Founders validate the effectiveness of their stories when hiring SDRs better. SDRs call ten-times as many prospects as AEs do. Much the better to iterate with greater speed and confidence.As the company grows, building the sales development team becomes the most productive source of pipeline particularly for enterprise-grade technical products. Hire for hunger. Then surround the new SDR/BDR with three pillars: strong training materials, a manager who cares about the employee's success, and a peer to accelerate learning.At Snowflake, sales development lives within the marketing team. Lars manages his team through a single metric, meetings. Getting to an account late, a few days or a week after they've signed with a competitor accrues to the meeting metric (see why in the video).Last, exiting unlikely sales processes saves the company's resources and boosts team morale. Closed - no decision is the worst outcome of an engagement.We covered much more in the session including the techniques Snowflake uses to align account-based marketing with sales development & sales teams; how to structure career paths within the team; transitioning accounts between SDRs/BDRs to account executives; and the right SDR:AE ratios as companies scale.Thank you, Lars, for the masterclass on sales development.

On this installment of RRH, we've got the fabulous Sebastien van Heyningen. Sebastien is the President of Central Metric and rev ops consultant. Considering Sebastien is an SDR turned business owner, today we dig into all that is great and ridiculous about the SDR culture. And what to do about it.  Topics Discussed:  Has tech leadership really turned the corner on the treatment of SDRs? (2:57) What does a great AE/SDR relationship look like? (9:01) Why are we still missing the mark on diversity and exclusion at the AE/AE manager level? (11:21) What are symptoms of a poor SDR/AE culture? (18:07) When is the SDR business model a good fit? (21:02)  For more Guest: https://www.linkedin.com/in/sebastienvanheyningen/ (Sebastien van Heyningen on LinkedIn) https://www.revopscoop.com/ (Rev Ops Co Op Community ) For more Amy:  Connect with Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Connect with Amy on https://twitter.com/amy_hrehovcik (Twitter) http://revenuereal.com (Join the Conversation)

Our quest to research the latest technology that is enabling sales professionals to succeed continues with Episode of Tenbound Research Labs! Episode 8 features Tom Melbourne, Founder of OpnMkt. OpnMkt is a Salesforce-Native utility app on the AppExchange for a marketplace approach to new lead / prospect / opportunity distribution, effectively shifting the paradigm on the SDR/AE handoff - a hot topic for our audience! Our host Derrick Williams conducts a value packed episode that covers Tom's views on re-imagining the SDR role, his journey to starting OpnMkt, how the technology works and how it impacts sales organizations.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/The Tenbound Sales Development Conference is here, come learn from the best in our industry! Free virtual conference this year. Register Today! https://tenbound.com/conference/ #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement #research #prospecting

Subscribe to Sales Prestige YouTube Channel for Video Episodes & Clips →https://youtu.be/5JMzUAHf3oI Connect with Trent on LinkedIn→https://www.linkedin.com/in/trentdressel/

Topics discussed:  Cissa Dieleman is a commercial account executive for new business at QuickBase. And she knows all about Selling In. Drawing heavily from Andy Paul's latest book Sell Without Selling Out, Cissa and I banter all manner of choosing how you sell. For yourself. For your buyers. And for your team. Does selling SaaS require special sales skills one can only acquire while selling SaaS? (03:26) Two types of professions; work producers and work processors (07:44) Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul (14:33) (35:01) Discovery and demo are different things. (23:16)  One opportunity equals one project (27:31) The SDR/AE relationship (33:09) What do you do when your champion is diagnosed with cancer and your sales boss still wants the deal? (41:39) Resources mentioned:  https://www.linkedin.com/in/realandypaul/ (Andy Paul) https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572 (Sell Without Selling Out: A Guide to Success on Your Own Terms) https://www.revenuereal.com/e4-jeff-bajorek-does-discovery/ (Episode 4: Jeff Bajorek Does Discovery) (22:48) https://www.amazon.com/Naked-Sales-Thinking-Reveals-Customer/dp/1619617560/ref=sr_1_1?crid=3W4A240D2COGU&keywords=naked+sales&qid=1650311950&s=books&sprefix=naked+sales%2Cstripbooks%2C84&sr=1-1 (Naked Sales) by Ashley Welch (26:02) https://www.mural.co/ (Mural) (26:02) https://www.revenuereal.com/dae-kang/ (Episode 3: Dae Kang Cracks the SDR Talent Code) https://www.andypaul.com/selling-in-assessment/ (How Salesy Are You Quiz) For more Cissa Dieleman: https://www.linkedin.com/in/cissadieleman/ (LinkedIn) @CissaGoneAstray For more Amy Hrehovcik:  Follow Amy on https://www.linkedin.com/in/amyhrehovcik/ (LinkedIn) Follow http://revenuereal.com (the show) RevenueReal.com

In this episode of Enterprise Sales Development podcast, we speak with Rob Simmons, VP of Sales Development at LeanData. Rob talks about entering into his role where he leads 20+ SDRs after first being a customer. He discusses how he scaled his team and is responsible for a lot of the growth. He also shares how his experience as a football coach informs his leadership style and his approach to coaching and leadership today. WHAT YOU'LL LEARN His experience as a coach and his transition from coaching into sales How his coaching experiences carry overs into his leadership in sales His thoughts on employee retention The Four C's he looks for when hiring The most important thing when onboarding and training a new SDR Suggestions for certifications and things an SDR can do prior to the interview process Takeaways from his time at Outreach Using proof points and what the narrative arc looks like at LeanData Sales methodologies that he finds incredibly valuable as well as disciplines and coaching skills he looks to instill to his team How he coaches reps to take really hard objections and how he straightens the SDR/AE relationship QUOTES “I do love people who come from a team sports background. I think it just breeds the right kind of culture of competitiveness, but not at the expense of others. Like ‘We're a team here together and we can help each other and all be successful together' is very much the culture I try to instill within my teams.” - Rob Simmons [10:50] “I've realized that you can find SDRs within any background whatsoever, and it's more about the intangibles that they have.” - Rob Simmons [12:06] “The phone still works. And I'm a big preacher of leaving voicemails, even if you don't catch people.” - Rob Simmons [20:21] “Alway be practicing, but you just got to pick up the phone and go.” - Rob Simmons [31:51] “You always, no matter what it is, want to show what good looks like.” - Rob Simmons [41:13] TIMESTAMPS [00:00] Intro [00:29] Meet Rob Simmons [01:53] Scaling sales development and employee retention [06:54] His team of SDRs [08:26] His experience as a coach [11:20] The Four C's [14:21] Onboarding and training a new SDR [16:46] Takeaways from his time at Outreach [22:01] Proof points and what the narrative arc looks like [29:03] Sales methodologies [31:59] Disciplines and coaching skills he instills to his team [36:18] Working with hard objections [39:18] Eye-opening responses [41:23] Straightening the SDR/AE relationship [46:08] How to contact Rob RESOURCES Rick Neuheisel Outreach Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Salesloft blog Outreach blog 6sense blog Gong Labs Blog Chorus blog CONNECT Rob Simmons on LinkedIn LeanData w

Kyle Porter, the founder and CEO of Salesloft, started the company over ten years ago. The goal was to have sellers "loved by the customers" they serve.An initial observation was that it was difficult to deliver a personalized customer engagement experience at scale, thus the catalyst for Saleloft and the Sales Engagement category.The future of Sales Engagement? All professionals who are responsible for driving revenue will be able to log into a single system, have a pre-defined queue of activities that is populated and prioritized automatically by the platform, automation to assist in executing those activities and measure the success of those activities...all while using the activity success to learn over time.The ultimate result, eliminate the subjective approach to prioritizing activities while increasing operational efficiency by automating a majority of those activities.Why has Sales Engagement traditionally been a tool for Sales Development, and will its use be expanded to other Go-To-Market roles? Originally it was easier to "codify" the SDR role because is was such a new role. Going forward, using machine learning and AI, Sales Engagement utilization will quickly evolve in the Account Management and Customer Success functions.One of the most significant challenges that Sales Engagement Platforms have addressed is the amount of time an outbound sales resource actually invests in outbound prospecting. Recent research says that Sales Development Representatives are currently only spending 49% of their time on outbound prospecting. Increased utilization + enhanced functionality in Sales Engagement Platforms will reduce the time invested in manual, internally facing tasks.Can a Sales Engagement Platform impact the middle of an opportunity funnel? Kyle's vision highlighted a "post-loss" cadence as one example of how a Sales Engagement Platform is used at the bottom of the funnel to inform future opportunity management. Another example was a post won communication cadence from the CEO to new clients.Customer Success is a critical, high-value function in the B2B SaaS industry - how can a Customer Success Manager use a Sales Engagement Platform? One example was using product analytics, such as an account engagement or usage, and using specific signals to launch an email to assist users in an automated sequence.How to measure the return on investment on Sales Development? Kyle's perspective is that moving the goal beyond scheduling a single meeting as the primary objective, such as scheduling 10 meetings in a large strategic account to gather information that can be used by the strategic account AE to schedule a meeting with an executive based upon the discovery information the SDR gathered across multiple meetings.One of the key benefits of a Sales Engagement Platform goes beyond a single user but to a team-based outreach program across two or more resources, such as the SDR + AE.We closed the conversation with Kyle on the key challenges and obstacles that Salesloft faced in becoming a leader in the Sales Engagement Platform category. The one that Kyle focused on was the need to develop his leadership skills. "Learn faster than the rate of my own experience" was a phrase Kyle used to become a continuous learner and not be limited by negative labels - such as "he's a $1M - $10M ARR CEO". Kyle uses 360-degree reviews as one strategy to learn from his company where he needs to grow. Other tactics Kyle uses to fuel his continuous learning are forums with other CEOs, having a CEO coach, and reading.If you are using a Sales Engagement platform or want to learn from someone who has scaled to $100M ARR+, Kyle Porter is a great follow and listen!

In this episode of the Modern Selling Podcast, I share an insightful conversation with business powerhouse and my dear friend, Alice Heiman, the host of Sales Talk for CEOs. We go deep into the ins and outs of how I built Vengreso to become the largest digital sales training company in the world and the unique remote selling strategies I've used to leverage top talent from around the globe. If you're a sales leader looking for creative ways to grow your sales team, to expand your digital sales reach, or to empower your sales reps with new strategies to book more meetings – then this episode is for you. Download the full conversation to learn how I recruit, onboard, and train the best sales professionals for a fraction of the cost. Laying the Foundation for Remote Selling I've been in sales for over 20+ years now and when people ask how I got into sales, they're usually amused by the story. But, the same key principle I learned as a college student new to sales is the same key principle I instill in my sales team, now at Vengreso. My sales career started accidentally, when I was working as a photo finisher for Ritz Camera Center. Paying my way through college, I asked my Regional Manager at the time for a transfer to a store closer to campus. Although he did transfer me, he didn't grant my transfer as a photo finisher – he transferred me as a salesperson.  For the two years I worked as a photo finisher, I consistently placed in the top 3 for sales for my entire region. It was because early on I realized that sales was the art of helping. As I helped my customers get the best quality photos, I was able to upsell them to services that were not just meeting their needs, but were solving their problems. That is why, some 20+ years later, I teach all of my remote sellers that to master sales you need to focus on helping (not selling). When everyone in your organization understands this point then it makes it easier to get your whole company involved in sales and engaged with the customer. And, when sales leaders have the understanding and the vision that sales is helping and that is how sales organizations can rapidly grow by helping their customers grow. It's important to ask questions like: What's the business problem that we're solving? How are we helping our customers? How are we going to prove that we're helping them?  If you can focus everything around these core questions, then you'll position your sales organization for success. Tune into the full conversation with Alice to hear the full story of how Vengreso was started and what three questions catapulted my career as a sales entrepreneur. The 3 Keys to Remote Selling In today's virtual selling era, most sales organizations have pivoted to offer some form of digital or remote selling. However, what separates those organizations who do it “okay” from those who do it well comes down to three key components. I share with Alice my take on what you really need to win the digital sales game, in this new post-pandemic environment. Selling is not just for the sales team. As the CEO of Vengreso, I still have a huge role in sales. Whether I am training new sales reps, coming up with the sales strategy for the quarter, or facilitating client calls – I am immersed in the sales process of my organization. As I mentioned, sales is the art of helping – so why would I not help out as often as I can? When senior leaders can embrace this perspective, then sales teams won't feel siloed and, instead, can feel supported in their efforts. Invest in training at every level. We have an extensive 6-month onboarding process for our sales reps that ensures they are ready to handle any type of sales conversation or sales objection that comes their way. Our Modern Sales Mastery training program is also designed to equip our sales reps with both the sales tools, the sales skills, and the coaching they need to perform a hybrid SDR/AE role. Find the right tools to generate sales. I always say, “a fool with a tool, is still a fool.” At Vengreso, we are creating a host of sales enablement tools such as our text expander plugin, FlyMSG. For any remote selling organization, you want to capitalize on building efficiency and increasing your sales team's productivity. After all, you're not in a physical office and you need your sales reps to be able to maximize the use of their time to get in front of more prospects, to book more sales meetings. Listen to the entire conversation I had with Alice because I dropped some ‘interesting' sales gems that could help your sales team increase their conversions. How to Hire Remote Sellers Finding qualified salespeople, in general, can be challenging. But, once you add the complexity of needing that sales rep to work (and sell) remotely – this can introduce a new layer of challenges. That's why when I started Vengreso, I knew I needed a unique model to help me both attract and retain top talent as a fast-growing startup. Being able to afford the salary of US-based sales reps would put a strain on the company's finances, but I needed a pool of talent that I could pull from that could master the remote selling process we teach. So, I looked overseas to find highly qualified sales professionals who could learn the sales skills, the strategies, and the sales methodology needed to not just excel as a SDR, but to even advance to become AEs. That's how Vengreso's remote selling culture was born. For nearly a decade, we have leveraged the outsourced market to get top-performing sales reps from South America, Europe, and Asia. Hiring remotely is different and requires a different recruiting and vetting approach. We've created an entire remote selling playbook for sales leaders to follow to replicate our model with great success. Make sure to download the full episode to hear how we source our sales reps and the exact process we follow before bringing on a new remote sales rep.

In this exciting episode, I sat down with RevGenius Program Director and good friend, Tom Slocum.Tom is a seasoned Sales Development leader who's passion for investing in SDR/AE is undeniable. Episode highlights:The importance of the SDR/AE relationshipHow to improve SDR/AE alignmentThe power in investing in yourselfAn appearance by "Carl The Cold Caller' How RevLeague is changing how SDRs and AEs level up Where to connect with Tom?LinkedIn: https://www.linkedin.com/in/tomslocum/

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

Kyle Vamvouris the CEO of Vouris, a strategic sales advisory for early-stage startups. Vouris offers Sales and SDR advisory for teams serious about exceeding their goals as well as strategy and process recommendations to help accelerate growth. Newsletter - A weekly, B2B SaaS-focused newsletter sharing the latest in outbound sales from around the web. Join 1,500+ readers (Outbound Weekly): https://outboundweekly.substack.com/ Community - Join the Facebook Group (B2B SaaS Cold Outreach Mastery): http://morgandwilliams.com/fbgroup LinkedIn - Morgan Williams: https://www.linkedin.com/in/morgandwilliams/ --- Send in a voice message: https://anchor.fm/morgan-williams0/message

Most agency owners hire a sales rep without going through any process and telling them to just go do everything. Furthermore, on top of them being highly inefficient and ineffective, you are also asking them to perform non-revenue generating tasks without setting them up for success or providing them with any form of enablement or administration. If you're wondering how you might lift all this extra weight from your sales reps' shoulders and allow them to be customer-facing in a way that adds value and closes deals, then this episode is for you.In today's episode, learn how to make cold calling work, how to best equip your sales reps, and Joey and JJ's advice for training your salespeople throughout the entire sales cycle. What's in Joey's glass: E.H. Taylor, Jr. Single Barrel BourbonWhat's in JJ's glass: Knob Creek Small Batch 9 Year Bourbon This Cast Covers:Joey's weekend plans up in North Tennessee (03:06)Does cold calling actually work? (08:33)What you should be looking at to determine if it's a good strategy (09:44)Joey's strategy for cold calling (11:52)How to get the other person's attention in the first five seconds (13:01)One of the really good cold callers that are worth following on Linkedin - Ryan Reisert (14:57)What most salespeople get wrong about cold calling (16:31)The one thing all salespeople are missing when they develop and run their campaigns (16:58)Why hiring a sales admin or sales assistant is such a good investment (20:13)How to enable your super employee - in this case, the high impact salespeople that make them super unique and valuable (21:27)Is getting someone to come in and do the non-revenue-generating activities to free up more time for the salespeople same as sales enablement? (26:58)Where do sales admin come in into the organizational chart in your ideal sales operation? (27:27)Two types of sales team models and which is preferred by agencies (34:24)Why Joey prefers to hire and train his team into full-cycle salespeople and support them with admins over hiring or outsourcing the SDR-AE model (39:42)Why agencies have a hard time building trust (43:15)What's it like for Joey and JJ to be on the other side of the sales conversation (52:17)How Joey's doing after joining Andy Frisella's 75 Hard Challenge (1:02:47)Additional Resources:The Sales Driven AgencyThe Best Damn Agency MastermindConnect with JJ on Linkedin

The SDR-AE relationship is known to have its up and downs on many B2B sales teams but it doesn't have to be. AEs complaining that the leads are weak or BDRs mad that their leads are not getting the care they should. Join Tom & Jeff to learn how you can take charge and start developing a strong SDR-AE relationship with The Handoff.

Ralph Barsi (VP of Global Inside Sales at Tray.io) is one of my favorite people in the sales business. Today we discuss how Sales Development Reps (SDRs) and Account Executives (AEs) should be working together. We dig into Ralph's Rules for Successful SDR/AE Relationships. And why when SDRs effectively support AEs they build fatter pipelines. Plus, we explore why the best SDR/AE teams hold multiple one-on-ones each week. Sponsored by: ringDNA | Transform your sales team into a high-performing revenue engine | www.ringDNA.com/andy Blueboard | A rewarding alternative to President's Club | https://podcast.blueboard.com Learn more about your ad choices. Visit megaphone.fm/adchoices

If you're on the fence about AEs, SDRs and the value of it all, you'll want to listen: what's an SDR vs an AE? when should you go full cycle AE vs SDR+AE? what's the benefit of full-cycle AEs what's the benefit of SDR+AE? & more! Enjoy the show! --- Send in a voice message: https://anchor.fm/sales-marketing/message

What's a single sure-fire way to increase your odds of closing a sale? Nailing your buyer's experience, obviously.  In this episode of INSIDE Inside Sales, Darryl welcomes Mike Simmons, the authority on customer experience and CRO at CybSafe, to talk about the importance of having a smooth SDR-AE handoff process, and why it's a make-it-or-break-it factor when it comes to winning over customers. They also distinguish between the roles of an SDR, BDR, and AE in the buyer's journey and how each of them fits in particular stages of prospecting, nurturing, and negotiating. Listen now to learn how to achieve consistency across teams, have the right technology in place, and set expectations. 

"The best companies are ones where we have an SDR-AE partnership", says Simon Gerstler. We discuss (and argue a lot) about what makes for a great hiring process to build a rockstar #SalesDevelopmentRepresentative #SDR team. We explore who to hire and why, what to look for to identify an A-player. We discuss training and coaching, when to demo or not to demo the product, how to qualify, how not to sell. Discussing compensation that drives desirable behaviours we uncover what bad #CompensationPlans do to drive undesirable outcomes. When we recruit an SDR we should be looking at their potential to grow into an #AccountExecutive or #SalesManagement #CareerPath. And we explore why it makes sense to hire people with no sales experience looking to flip into a sales role, and why it's a good risk despite the resistance you might receive from your own leadership team. Contact Simon via LinkedIn at linkedin.com/in/simon-gerstler-0236b57 Website: pipeglobal.co      -- To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi  

What channels are you most confident in and why? 2:40 How do you leverage your brand & content creation? 5:25 Examples of tailored cold emails that resulted in a booked meeting: 11:17 What is multichannel prospecting? 23:09 Brevity & Email Bumps: 28:29 Thinking outside the box: 33:04 Are cold calls dying? 41:47 Boost Transition from SDR-AE 46:04 Q&A: 51:54 Demandbase offers the only end-to-end ABM Platform that helps B2B companies identify, win and grow the accounts that matter most. LeadIQ eliminates the most annoying parts of prospecting, helping sales reps get new deals with less work. GUESTS Risa Khamsi - Has achieved 100% Quota Attainment in her first 3 months as an SDR @ LeadIQ. Prior experiences include: Owner and Manager of multiple properties, Cocktail Server, and Veterinary Assistant. Vincent Matano - Current AE @ DemandBase, 2+ years as an SDR. Host of the Project Growth Podcast, Demand Gen Award (Sales/Development Rep), even met Gary V himself! MODERATOR Mateo Elvira - Current SDR @ BookNook, Host of the SalesDevSquad Podcast, Twin, Pun-sharer. SDR Office Hours Learn what these SDR Rockstars are doing to cut through the noise with creative and tailored prospecting methods. Network, Train, Elevate --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/sdssalestraining/support

We all know and admire the brand that Sarah Brazier has built. But, before that happened, Sarah struggled through much of the same pains that many of us have experienced cracking into sales. Sarah shares with us what allowed her to step from struggling SDR to the top performing SDR and now quota crushing AE at Gong.  Some insights shared include...1. Find a leader that is a true coach and celebrates success2. Simplify Messaging - It's not about what your company does, it's about what problem you can help your prospect with3. Who is my buying persona and how should my outreach differ based on persona type?4. Defining your target audience 5. Setting meaningful meetings Come learn from Sarah and Tyler at SDR Nation. They are accepting new applicants now.For more info on our sponsors/partners check out JB Sales Training, PreHired, SDRNation, and GR8 InsightSupport the show (https://www.patreon.com/AbuvegroundLLC?fan_landing=true)

Meet Tyler Cole - Senior Account Executive at Sendoso Co Founder of ABUVEGROUND GoFundMe for Brian's Memorial: https://www.gofundme.com/f/AbuvegroundMemorialFundForBrian?utm_source=customer&utm_medium=email&utm_campaign=p_cf+share-flow-1 Follow Tyler Cole: https://www.linkedin.com/in/salesexectylercole/ Listen to The LowlySDR Podcast: https://thelowlysdr.buzzsprout.com/1030501 Learn more about Abuveground: https://www.linkedin.com/company/abuveground Follow SDR Nation: https://www.linkedin.com/company/sdr-nation/about/ From the Frontlines for the Frontlines, Tyler Cole coming hot and is no stranger to danger when it comes to helping others. Tyler is also big when it comes to Mental Health. In Tech/SaaS it's not always sunshine and rainbows. People go through hard times. Addiction, alcohol problems and etc. You name it, it's there. You just don't hear about it. He's been in the game and has done nothing but helping others out in his free time. Sometimes even for free. Showing best practices and common pitfalls other SDR/AE's are currently experiencing. RIP Brian Please donate if possible! #SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite! #PPP

Abigail Salvador, Sr. SDR at Gong, is at 160% of quota. We talk about multi-threading, SDR/AE relationships and a bunch of other awesome SDR stuff.

Franklin Williams (Skaled Consulting) chatted with us about the outdated SDR/AE model and what needs to change for the model to work for the way buyers are buying today. The SDR function was originally created to serve as a conversation starter in an effort to remove that repetitive task from the AE's plate, but now makes the task almost redundant. For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts. Tired of just listening? Check out Refine Labs on LinkedIn and YouTube.

This episode of the Love Selling Hate Sales Podcast features Regional Vice President of Sales from YouAppi and Author of Technology Quotient, Justin Michael. The time spent with Justin is incredibly insightful as he dives into the parallel path necessary to be successful in sales in the modern world. The path manages playing the high quality and personalized long game with the need to hit numbers now short game required to make a living and keep your job in a highly competitive environment. The big differentiator for Justin... the ability to multiply yourself and your efforts while leveraging technology and automation. It's a blend of the odl school and new school leveraging tech to fill the top of funnel with leading indicators, while personalizing at scale. Listen for Justin's prediction on the future of the SDR / AE relationship. It's pure genius. The evolving early release of Technology Quotient can be found here. https://docs.google.com/document/d/1j...

In this episode we talk to Beau Brooks, SVP of Sales & Customer Experience at Formstack. Beau shares his thoughts on the lack of prospecting typical for most Account Executives (AEs) in Sales organizations today. We discuss: Is this the biggest problem in SaaS Sales today? Why is it a problem? Doesn't the SDR/AE model lean into specialization & mean that AE's should solely focus on closing, not prospecting. Check out our previous conversation with Beau on leading a remote sales team: https://sweetfishmedia.com/remote-sales-teams-beau-brooks Want to learn best practices, tips, and strategies to generate positive and organic word-of-mouth marketing (WOMM) by building your own scalable referral program? Get your free copy of The Definitive Guide to Referral Marketing from our friends over at Ambassador: GetAmbassador.com/growth

This week on the pod we have the ever fascinating Tito Bohrt, Founder/CEO of AltiSales and all-around Sales Development provocateur. Tito makes the strong case here and in his other writings that we have the whole SDR->AE thing backwards in our GTM strategy… https://www.linkedin.com/pulse/why-i-pay-my-best-outbound-sdrs-more-than-most-aes-you-tito-bohrt/i.e… actually hunting prospects and compelling them to take an appointment is the harder part of the process, versus running demos and closing deals. Agree? Disagree? Take a listen and leave a comment below! Let’s stir the pot a little here, because the old school SDR->AE process flow is getting diminishing returns and we definitely need some fresh ideas. Want to learn more about Tito? Come see him and an All-Star cast at The Sales Development Conference 2018 in San Francisco, coming up August 30th. Still haven’t picked up your tickets yet? This Conference will sell out so grab them today. Early Bird SOLD OUT but slide in to the comments for down low hook up. https://tenbound.com/conference #salesdev18#SDR #salesdevelopmentrep #salesdevelopment #salesdev18 #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #marketingops #salesforce #tech #salestech #marketingtech #salestraining#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm

Guest - Morgan Ingram, Manager, Sales Development at Terminus and Host of the SDR Chronicles The Sales Development Representative (SDR) role is another level of specialization within the sales function.  Some organizations have adopted this role and successfully integrated the position into their teams, while others are struggling with success. This week on the Catalyst Sale Podcast, Morgan Ingram, host of the SDR Chronicles joins us to discuss the SDR, the evolution of the role, mindset, and being persistent. Questions addressed What is an SDR? What works in SDR/AE handoffs? Where does the transition fail? How do you onboard a new AE/SDR? What does the transition from SDR to Manager look like? What about transitioning from an SDR to an AE role? What surprised Morgan most about the transition from individual contributor to a manager? Key Takeaways Sweat the details Define success criteria and expectations with each Account Executive As you make the transition into leadership, focus on how you can work for others.   Consistency Brings Results - If you don’t show up, you can’t show out. Monthly data may skew your perception on results, look at the quarterly numbers to help minimize the impact of anomalies. Steady mindset - good things will happen, or bad things will happen - know that the one constant is change. Trust your process. When you feel the fire in something that you are doing, but are not seeing the impact - trust yourself, be persistent. Show Links Morgan's LinkedIn  Morgan's Twitter SDR Chronicles Steady Mindset as an SDR Books mentioned in this episode Captivate - Vanessa Van Edwards The Lucifer Effect The Lost Art of Closing - Anthony Iannarino Influence - Robert Cialdini Extreme Ownership - Jocko Willink ---------------------- Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.   Sales is a Thinking Process.

Nearly five years ago, Aaron Ross changed the world of software sales with his bestseller Predictable Revenue. He articulated a sales model that his team used to add $100M+ in revenue at Salesforce. As I’m sure most of our readers and listeners know, that model is centered around a “Cold Calling 2.0 outbound process” that has been widely adopted in the SaaS community since. The Predictable Revenue-based framework we’ll focus on here relies on two key roles: Sales Development Reps (SDRs) and Account Executives (AEs). As we’ll discuss, this SDR-AE paradigm is nearly ubiquitous, but brings with it several serious shortcomings that are rarely discussed. These shortcomings can often increase overall costs of customer acquisition and put key deals at risk, the very things it aims to mitigate. Our guest today, Loren Padelford, is the Chief Sales Scientist at Shopify. In less than two years, he’s built Shopify Plus (of which he’s also the General Manager) into an 8-figure business, scaling its sales team from zero to 70+ heads. Loren has been a software sales leader for 10+ years, and prior to Shopify held roles with Skura, Active Risk Group and Dyadem. In our podcast today, he’ll share views on why many companies blindly adopt the Predictable Revenue-inspired strategy described above, and explain the alternative sales model that he’s used to great effect. This podcast was one of the most insightful I’ve had the chance to host to date. Over the next five years, however, I think the framework Loren outlines will become increasingly prevalent as customers are desensitized to inside sales approaches that are over a decade old. I highly suggest every salesperson take a listen. Enjoy and happy holidays from team Bowery!

Nearly five years ago, Aaron Ross changed the world of software sales with his bestseller Predictable Revenue. He articulated a sales model that his team used to add $100M+ in revenue at Salesforce. As I’m sure most of our readers and listeners know, that model is centered around a “Cold Calling 2.0 outbound process” that has been widely adopted in the SaaS community since. The Predictable Revenue-based framework we’ll focus on here relies on two key roles: Sales Development Reps (SDRs) and Account Executives (AEs). As we’ll discuss, this SDR-AE paradigm is nearly ubiquitous, but brings with it several serious shortcomings that are rarely discussed. These shortcomings can often increase overall costs of customer acquisition and put key deals at risk, the very things it aims to mitigate. Our guest today, Loren Padelford, is the Chief Sales Scientist at Shopify. In less than two years, he’s built Shopify Plus (of which he’s also the General Manager) into an 8-figure business, scaling its sales team from zero to 70+ heads. Loren has been a software sales leader for 10+ years, and prior to Shopify held roles with Skura, Active Risk Group and Dyadem. In our podcast today, he’ll share views on why many companies blindly adopt the Predictable Revenue-inspired strategy described above, and explain the alternative sales model that he’s used to great effect. This podcast was one of the most insightful I’ve had the chance to host to date. Over the next five years, however, I think the framework Loren outlines will become increasingly prevalent as customers are desensitized to inside sales approaches that are over a decade old. I highly suggest every salesperson take a listen. Enjoy and happy holidays from team Bowery!