1Up Sales Development Podcast

1Up Sales Development Podcast

By Jackson Lieu
Welcome to the 1Up Sales Development Podcast, a podcast that provides free and valuable content from Top Sales Development Professionals for Sales Development Professionals.

I'm your host, Jackson Lieu. A Top Funnel Sales Dev. Strategist that Lives and Die for the hunt. A few key-take aways you'll get from this podcast is:
-Learning how to cold call
-Overcoming objections
-Strategic outbound prospecting
-Career paths of choice
and many more!

From the Frontlines for the Frontlines.

This podcast is completely ad-free as that's my gift to you!
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#35: The Arrival of SDR Nation with Michael Gagliano
Introducing Michael Gagliano, Co-Founder of SDR Nation and Head of Sales over at #PAID. Michael is another well respected Sales Development Professional who came from the frontlines for the frontlines, straight repping Toronto. Michael has been in the game as early as 2012 and worked his way off the ranks.  He actually started off in Marketing over at Microsoft and soon realized that there has to be more. Once he stepped foot into sales, he never looked back.  It wasn't always sunshine and rainbows for Michael but when it comes down to it, there's always one thing he does do. Push forward! When it comes to sales, his specialization falls into go-to-market strategies, sales, and business development. He quickly realized there was a need for the booming SDR/BDR roles that there wasn't enough training and coaching available to the reps who need them. Yet, even more, when it comes to affordability. SDR Nation is an exclusive, membership-based community for SDR’s powered by world-class SDR coaches.  Our on-demand content and 1:1 coaching help members nail their jobs and navigate their careers to their next promotion. Connect with Michael:  https://www.linkedin.com/in/michaelgagliano/ SDR Nation:  https://sdrnation.com/ Want to see more content like this? Head over to https://www.salesdevunite.com/
52:54
August 8, 2020
#34: Breaking Down the Cold Call Fundamentals with Shawn Sease
When it comes to cold calling, Shawn Sease is no stranger to danger. He's been in the sales game for over 20+ years and still prospecting, till this day. Shawn started off back in the days deep in '95 when the copier industry was just taking off. During those time there were no Sales Engagement Platforms Auto Dialers Intent Data and etc. It was only the phone and your yellow notepad! Still to this day, the cold call fundamental still applies to be successful and it's a code every sales professional should live by. You always need to have an end goal and better yet stick to it. Dive deep with Shawn now! https://www.linkedin.com/in/shawnsease/
1:13:17
July 31, 2020
#33: Mental Health Awareness with Tyler Cole - RIP Brian
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
48:17
July 21, 2020
#32: Three Things I Learned Getting Lost in the Woods
W O R K      B U R N       O U T  In life, you're always gonna be hit with setbacks.  Whether it's in personal, love, or business.  Shits gonna happen, that's just the way it is. I've taken many L's in my life before, but this was one of the biggest L I've ever taken which prompted me to take on a two weeks solo trip, fully disconnected from work. I booked a blind flight straight to my cousin's place, who's a retired vet of the Army living in Spanaway, WA. No plans, No directions, No Expectations. Right when I got there, he was able to lend me a car.  Drove straight down south for two hours and a half, landing in the heart of Portland Oregon! Was able to network with a few folks in person such as Chris Ortolano, Founder & CEO of Outbound Edge and Niko Hughes, SVP & Founder of Better Growth. In addition, I was able to hit the trails and waterfalls.  Getting lost in the woods and that is where I found myself again. If you're currently going through work burnouts, getting away to disconnect is one of the best ways to do it. 4:00 B E    R E A L  08:14 THE STORY OF LES BROWN  11:11 "In life you will always be faced with God-ordained opportunities, brilliantly disguised as problems and challenges." 11:40 "The Magic of Thinking Big" by David Schwartz 13:22 "Person 1, Person 2, Person 3"  Which one are you?  16:22 Diaz vs McGregor 17:00 Les Brown 60 Sec Pitch
18:20
July 20, 2020
#31: Get Intelligence with Sarah Brazier
Introducing the first female guest, Sarah Brazier.  Senior SDR at Gong.io and now Account Executive.   Gong.io is a Revenue Intelligence Platform that captures and understands every customer interaction then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions. When it comes to working the hustle, there's no one who hustles harder than Sarah.   She grew up wanting to be an actor. She took acting classes and thought that was the dream, although it wasn't always sunshine and rainbows she eventually tried out tech sales and the rest was history. Sarah is also the face of "Life after SDR" over at Gong.io, a visual content series of what's it like being an SDR and after.  Although this may not actually be the acting career she was seeking, I truly believe this is what she's meant to do. Acting at a very young age has helped her work her way up the ranks in the tech sales world.  Not everybody is willing to be on screen and she was perfectly able to do so as of Life after SDR.  Sarah, congratulations again on the promotion and thank you again for hopping on the 1Up Sales Development Podcast to share your story, we truly appreciate you!
40:45
July 3, 2020
#30: My name is Ashaad Mason and this is "The Interview"
America has a bad rap sheet when it comes to people dying in the hands of the law.  Especially people of color.  The death of George Floyd has caused a nationwide outbreak.  Gro Introducing my next guest, Ashaad Mason.   A young and intelligent black male from Rochester, New York.  Ashaad was open enough to run an episode and share his story on what's it like to grow up as a black individual.   It doesn't matter how smart you are, how fast you are, or even how rich you are.  No matter where you go and what you do you'd always get looked at. Ashaad recalled one of his most racial profiled incidents when he used to work at Sears.   A caucasian male wanted to inquire additional information from a brochure offering so he walked up to Ashaad and said "Excuse me, I have a question."   Looked at Ashaad, noticed he was black, and said "Never mind, you probably can't read anyways."  Most people would've started a fight there but Ashaad grew up and was raised right.  Instead, he still offered his help and pulled in his manager to resolve the situation. We all have incidents, some worst than others and that's the problem.  We live in a society where two different people can do the same exact crime, at the same exact time, and get TWO DIFFERENT sentences. For things to change, we have to change. #BLACKLIVESMATTER
55:50
June 18, 2020
#29: Making the Jump for Success with Conor McDonnell
If you're an SDR/BDR who wants to be an AE and working for a company with no clear career path to do so, you're not alone.  Introducing my next guest, Conor McDonell, Account Executive at Breaktime Media. Breaktime Media focuses on the 180-second pauses we take throughout our day.  They do this by harnessing a 360-degree technology platform to deliver rich and engaging content to an audience of 36 million shoppers across mobile, tablet, and desktop. The road to success wasn't all sunshine and rainbows, like many, he started off at a company that didn't really have the offerings aligned with his end goal.  Although he was one of the top performers in the group, he slayed out the SDR/BDR role for 2 and a half years. Study shows the average tenure for any SDR/BDR ranges anywhere from 12-18 months. If the company you're currently work for doesn't offer what your end goal is, better think about making a move.  Question is, are you willing to do it?  McDonnell is a hungry and passionate sales professionals.  To get where he's at today, he had to jump states and getting unformatted. He moved from his homeland Massaucheus out to Florida to make it happen and indeed it all paid off. Conor my man, much love to you brother and thank you for coming on the 1Up Sales Dev. Podcast to share your story, we truly appreciate you!
1:25:50
June 5, 2020
#28: How to Cold Call with The Cold Call Guy aka The Deej
My next guest is someone truly special to have on the episode.  When I first started as an SDR over at BirchStreet Systems on October 2018, his episode was one of my favorite episodes that I would listen over and over on repeat.   Episode #74 with David Dulany over at The Sales Development Podcast. Today, I have him here with us at the 1Up Sales Development Podcast and he shared one of his favorite stories that he shared on David Dualnyes Podcasts.  "Growing up, my father always told me if you have a job you have one boss.  If he gets something up his rear end, he'll fire you and you're out.  But if you're a salesman, you have 100 bosses.  They're called CUSTOMERS.  If one gets something in the rear end, you have 99 more." Dan Jourdan is a Sales Professional, Founder, and CEO of The Sales Energizer/The Sales Arbiter.  He is a professional consultant that specializes in helping the sales team build out their sales processes whether it's inbound, outbound, closing, doing effective demos, and on one sales coaching. Dan aka The Deej is also known as "The Cold Call Guy".  He's been in the game for over 20+ years and is also the author of The Sales Proverbs book. If there's one thing any new SDR/BDR can learn from Dan today, it's the fear of picking up the phone.  One of the biggest challenges reps have nowadays is talking on the phone. Especially when you're fresh out of college with no sales experience, when you make calls you're calling people with 10-15+ years of sales experience. Dan, thanks again for running an episode here at the 1Up Sales Development Podcast, we truly appreciate you! #SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite! #PPP
59:37
May 22, 2020
#27: Congratulations Class of 2020, Welcome to Sales Development!
Graduation is one of the biggest and most important days in our lives; second to marriage.  We have been going to school ever since we were kids.  Quizzes, Tests, having a passing grade. Some can study, some can not.  Some had an easy life, some had it hard life.  It doesn't matter, the point is once you graduate, you are now officially on the road to "life". In life, it's not always sunshine and rainbows.  You must know where you want to go, to have a vision and end goal.  To work towards the goal and not away from it.   In this episode, I share one of the favorite episodes of Elon Musk and his word of advice for new college grads: "As you get older, your obligations increase and if you take risks then you're not only taking risks for yourself but your family as well.  Do something bold, you won't regret it." Congratulations class of #2020 and for those who are entering the Sales Dev. World, welcome aboard! #SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite! #PPP
13:50
May 20, 2020
#26: Sit Down and be Humble with Allan D. Halas, Director of Sales Development & Recruitment at Alleyoop!
If there's any Sale Development Leader out there that's 110% humble, it's Allan D. Hallas.  Allan is the Director of Sales Development and Recruitment for Alleyoop, an outsourced sales development servicing firm. Allan grew up in Buffalo, New York, and always loved music.  He sings he laughs, he loves and he hugs.  When it comes to onboarding and making sure his team has everything they need to succeed, Allan takes it all way home to heart.  If you're hurting from personal issues at home, he's there for you.  If you're scared of the phone, he's there for you.   If you're scared of objections, he's there for you, and here's the twist, he's there for you EVEN IF YOU DON'T WORK FOR HIM! I have seen many SDR/BDR's outside the market reach out and he's always helping with open arms. If there's one key take away any new SDR/BDR's can take from him it's tonality.  You must have tonality on par when on the phone.  If you're not confident on the phone, how can your prospect be? Allan, from the bottom of my heart you are the most humble individual I'd ever met in Sales Development and you inspire me to be even more humble.   Please keep up the good work and can't wait to see where you go in the future! #SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite!
33:42
May 8, 2020
#25: There's NO "I" in Team with Danny Read
Introducing Danny Read, Chili Piper's 2019 Award Winning AE of the Year and now Sales Director at metadata.io. Are you an SDR/BDR who wants to be an AE?  If so, look no further and take advice Danny.  If Danny has a middle name on his ID, it's gotta be grit.  He started off the bat with the right mindset ever since he wanted to get his foot in the door with the Miami Dolphins.  Danny was up against 50 other candidates and there can only be one.  He beat them all.  So what is the secret?  Is there a method?  Will this work for everybody?  The answer is no.  Everyone has their own style and way of doing things and you must find what works for you.  Danny speaks about how important being a team player is, which helped him got where he is today. Danny is heavily involved in sports and knows the true meaning of working together.  There is no successful team sports out there who never won the championship without team work.  In addition, Danny believes in meeting as much people as possible.  His style and tactics goes a long way and if you really want to be an AE, Danny says you better know what's your end goal.
30:25
April 17, 2020
#24: "My name is Ryan Zadrazil and I'm an SDR/BDR that got let go because of the COVID-19"
Ryan Zadrazil is an upcoming shining and rising star in the Sales Development game.  He has his mindset right.  He's all about growth.  All about process and more importantly , continuous learning. Ryan started off in retail sales over at Element skateboard shop where he gained the face to face engagement.  Learned how to read body laungues, flip no's into yes and getting the prospect to move forward. Ryan then later parley into Winery where he would sell home crated wines to markets and local shops around the area.  Given his natural tendency to move forward and take it to the next step he then stepped in o Tech/SaaS. Ryan was a top performing SDR over at Directive until like many, was hit with COVID-19 and eventually laid off.  Ryan is now in the market seeking his next opportunity and whoever cops him is truly the lucky one. Words from Ryan himself:  📢 I am a driven inside sales professional that has a strong background in networking as well as impressive prospecting skills. I'm energetic and have a passion for building client relationships that lead to company growth. In addition to my sales experience I have a Bachelor's degree in Business Administration with an emphasis in Business Administration and Management from Lakeland College. 🚴 In my free time I enjoy staying active by skateboarding, biking, and running. I'm happy to answer any questions if you’re seeking advice. Core Skills Include: ⭐️ New Associate Training & Mentoring ⭐️ Strong Communication & Leadership Skills ⭐️ Proficient in Networking & Prospecting ⭐️ Cold Calling & Lead Generation ⭐️ Client Management & Relationship Growth ⭐️ Sales Presentations & Opportunity Evaluation CONTACT ME: Phone ☎️: (920) 470-3929 Email 📧: ryanzadrazil@gmail.com
55:13
April 16, 2020
#23: "I'm an SDR/BDR who needs some motivation during this COVID-19 Application-Gold-Rush"
So, you're in the market seeking your next opportunity and feeling stressed.  It's okay, it happens all the time.  Need some motivation?  I got you!  Let me share with what I've been diving into almost all day everyday ever since I discovered this person.  His name is David Goggins, probably the hardest person walking on planet Earth right now. So I used to be a little bitch and only able to run 2 miles max.  Turns out it was just my wrong mindset.  Goggins was able to help me push pass my "limits" and slayed my first ever 4 miles run.  Now I slay 5K all day on the daily and even 10K at times.   Everyone faces adversity, myself included.  If there's ever anyone out there who'd face the most adversity it's probably David Goggins.  David is an American ultramarathon runner, ultra-distance cyclist, triathlete, motivational speaker and author. He is a retired United States Navy SEAL and former United States Air Force Tactical Air Control Party member who served in the Iraq War. He is the former world record holder for the most pull-ups done in 24 hours and gives zero fooks to the haters!  #stayhard!
1:06:01
April 15, 2020
#22: "I was an SDR/BDR that got let go due to the COVID-19, now what do I do?"
In this episode I kick back to all the SDR/BDR's out there who lost their jobs due to the COVID-19 epidemic.  You're not alone and you may not see it now, but it might be one of the best things that'll ever happen to you. In this series, I speak about how others got it bad.  What I went through is not even close to what the COVID-19 did in terms of losing jobs.   I also talk about how I landed few job offers within 30 days of my outreach and how I did it.  Also how you can stand out in a pool of existing SDR's when seeking your next role. Like Rocky Balboa says, "It's not about how hard you hit but how hard you can get hit and keep moving forward!" #stayhard!
30:06
April 7, 2020
#21: Networking within your Network with Jack Wilson
Are you a big fan of networking?  Whens' the last time you networked?  Do you even know how to network?  Introducing Jack Wilson, Director of Franchise Development coming in HOT with over 10+ years of experience.  Cinch IT is an IT firm that provides IT managed solutions for all sorts of businesses. Jack is a master at his craft when it comes to networking within your network.  Meeting people that has similar interests or would benefit from you some how some way.  This is a highly crafted skills that can't be done over night.  It takes a lot of time, energy and sometime even sacrifices.  The key is to give before an ask! Enjoy! 
57:16
March 27, 2020
#20: Chasing the American Dream with Marcus Chan
Are you an Asian American whom parents were refugees? Vietnam War, Cambodian War, just seeking a better future? If so you're in a for a treat! Introducing Marcus Chan, President and Founder of Venli Consulting Group a B2B Sales Traning Professional Firm. "I'm the founder and president of Venli Consulting Group. I was born in the Pacific Northwest to two Chinese immigrant parents that came to America with dreams of building a future. Given the poor background I grew up in with my two sisters, it was a scarce environment – EVERYONE pitched in to survive. With no financial help from my parents, I put myself through college and eventually went to work for two international Fortune 500 companies over the next decade. BY THE TIME I WAS 22, I HAD BUILT MY FIRST MULTI-MILLION DOLLAR BUSINESS. BY 25, I HAD BEEN PROMOTED 6 DIFFERENT TIMES, RECEIVED MY MBA WHILE WORKING FT, BOUGHT MY FIRST HOUSE, AND GOT MARRIED TO THE WOMAN OF MY DREAMS. In my 14 years of working in Corporate America, I broke many sales records, won awards trips and trophies, hired/trained/coached/mentored hundreds of people, promoted to a Regional Director of Sales over 11 teams of 110+ employees for a $6.8B Fortune 500 organization, and was consistently recognized nationally as one of the top leaders in the organization every single year! As a result of my fortunate business success fueled by a little luck, a LOT of hustle, and PLENTY of mistakes, here are a few other notable accomplishments: 📈Promoted 10x in 10 years with two Fortune 500 organizations that are #1 in their respective industries! 📈Ranked in the top percentile in every role I've has been in! 📈Hired, trained, and developed teams that have sold $700M+ over the last 10 years! 📈Performed at level of creating double-digit YOY sales growth in every single year! 📈Sent 50+ employees to President's Club/Diamond Level (Top 15%+ Rankings) 📈Promoted 30+ employees to leadership roles (Sales Manager, GM, Director, Senior Sales Roles) I eventually left the corporate world due to my passion of wanting to do something greater to give back to the world. I launched Venli Consulting Group in 2019 and have not looked back since! With over a decade of award-winning experience, I specialize in helping others and business with the following: revenue growth, B2B sales, training, leadership development, coaching for high performance, team turnarounds, sales management, operations management, P&L analysis, strategic planning, and more! If you are interested in working with me, please email me at marcus@venliconsulting.com!"
1:29:48
March 13, 2020
#19: Jumping the gun with Connor Nguyen Murphy, Customer Success Manager at HackerRank
Are you an SDR/BDR who's confused when it comes to career path of choice after sales development?  If you are, you're not alone!  This is very common as there are many options to choose from when your time as an rep comes to a close.  There's Account Executive, Customer Success, Sales Enablement, Sales Development Manager and other options as well!   Meet my man, Connor Nguyen Murphy who actually first heard about SaaS when he finished up school in New York.  Moved back to San Diego, took a insurance sales job and soon realized there's got to be something better.   He then moved to San Francisco originally applied for an AE role at HackerRank but was shot down yet offered an SDR role which treated him greatly.  HackerRank is a SaaS company that provides a technical interview  platform for IT Companies to help  identify  and hire developers that has the right skill set resulting in time and money costs saved.   Murphy put it down when it came to being an SDR.  He then was promoted to an SDR Manager route where he routinely covered 10+ SDR's.  After a year and a half quickly realized it wasn't for him and now loving the Customer Success Manager role.  CSM is projected as a Farmer role when it comes to Sales Development.  Just being there for the clients and making sure they're set from day 1 is where Connor strives best. Shout out to my man Connor, thanks again for hopping on the pod baby you rock! 
35:18
February 21, 2020
#18: Hustling since grade school with Kyle Kruse, Senior VP of Products Solutions at Global Interconnect
Are you a fan of Pokemon?  How about Pokemon cards?   If you're a 90's child who grew up within the era, you'd know exactly what I'm talking about.  My next guest is Kyle Kruse, Senior VP of Products Solutions at Global Interconnect.  Global Interconnect is a provider of innovative custom-molded assemblies, cable harnesses & connectors to high-end medical within the medical technology industry.  Kyle started off young as a kid selling flowers to his neighbors.  He then graduated to selling Pokemon cards on the bus and that's when his pops/mentor figured he had a keen eye for spotting trends. Fast forwarding in time, he has worked relentless starting off in 2008 when the economy crashed.  Even though times were rough, he was still able to pull himself out of the rug and copped his first sales job.  Come join me as Kyle drop nothing but gold nuggets on best practices and owning up what wasn't supposed to be done.   Kyle Kruse, thanks again for contributing to the Sales Development Community and letting others know what kind of sales else is out there!
48:52
February 7, 2020
#17: Tribute to the King, RIP Kobe Bryant 1978-2020
-5X NBA Championship -2x Olympic Medals -18x All Star Appearances Legends are forever. R.I.P. Kobe Bryant & his 13 year old daughter, Gianna. #mambaout "When I'm in the cage bro, don't touch me, don't talk to me, leave me alone." -Black Mamba Here's the kicker.   Kobe was born in 1978, Gigi was born in 2006 and both passed away in 2020.  If you add all 4 numbers together (2020*2+1978+2006) you'd get Kobe Bryant's number: 8,024. Long Lives the King! 
17:10
January 29, 2020
#16: Sr. Enterprise Account Executive Carson V. Heady
From selling meat at 10$ per lb. to million dollar contracts, introducing Carson V. Heady; Microsoft's Senior Account Executive in the Heath and Life Science Sector.  Carson is the leader of a multi-cloud account team efforts in the North Central district for Microsoft Premiere accounts.  Carson has many achieves over at Microsoft including:  Gold Club Winner:  180.35% to plan FY2019, was interviewed by Microsoft President them self on best practices when it comes to prospecting and social selling techniques and have closed many multi-million dollar contracts.  Carson started off by selling meat at a local meat store in St. Louis MO.  Quickly realized there's got to be a better way to maximize his time so he jumped shifts into retail sales.  Started off over at AT&T as a Director of Sales & Ops, moved his way up into Verizon as a Regional VP then Market Manager over at T-Mobile repetitively.   Carson always pushes forward and believes in working in the client's best interests, even if it means telling them "not to buy".   Carson is also the author of "Birth of a Salesman".  Once a sales pro, always a sales pro.  Carson, thank you for all you do, keep up the good work! Cheers to closing 2019.
1:04:56
January 1, 2020
#15: Aryan Bordallo, from selling Cutco Knives to Senior Sales Executive at FedEx
Introducing Senior Sales Executive from FedEx, Arayn Bordallo.  Growing up as an Asian American and raised by a single mother, life wasn't always sunshine and rainbows.  Started off his sales career niche during his college years over at UC San Diego selling Cutco Knives.  In fact, he was so successful he ended up paying off his tuition by selling Cutco!  Arayn brings in over 20+ years of sales experience under his belt and he shares his sales strategy, tactics and techniques that's required to be successful as an outside sales professional.  Relationship building, diffusing situations, breaking the ice, truly understanding the prospect's needs and treating them more than just a number.  In today's modern sales world, we all heard "what works today may not work tomorrow",  however there are some things that just doesn't change yet still required.  Come join us as we dive deep into Arayn's expertise and what worked before, still works today.  OG Sales Pros once said:  "If you can sell a set of knives, you can sell anything".  
1:00:44
December 13, 2019
#14: Overcoming Alcohol Abuse with Tucker Hood, Account Executive at Socio
One of the biggest challenges that people will face within this day and age is alcohol abuse.  Social events, team gatherings, you name it.  We either know someone or knows someone that knew someone who had this problem.  Whether it's a close family member or close friends, these are dark times.  According to an article written by USA Today, about 51% of Millennials goes to a bar at least once a week.   Introducing my friend, Tucker Hood Account Executive over at Socio.  Tucker is a successful true young professional in the Indianapolis area.  Currently at the age of 26 and doing very well in Tech and Sales Development community.  Tucker was first exposed to sales at the age of 10 helping out his Grandma.  Being exposed to customer services and doing pricing at a very young age helped him be successful at where he is today.  But like many others, although he had a great childhood anything can happen and make your life spiral down.  Being a young sales professional that he is, he got carried away from the party life but was able to over come it and make the change for the better.  Come join me as Tucker share his tips and thoughts on how to over come these types of challenges.  Letting others know out there that if you're currently going through this, it's okay.  You have to take care of yourself and do what's best.  Tucker also shares a very personal story of what made him change and simply wants to help others.  Tucker, you're the man.  Glad to see you're doing well brotha, One Love.  https://www.usatoday.com/story/money/business/2017/06/26/study-millennials-spending-eats-up-their-savings/103206984/
32:35
November 27, 2019
#13: Meditation with Keith W. Cordeiro aka The Mindful Sales Rep
In this day and age, technology has advanced so much it's now somewhat considered "noise".  For those who are new into Sales, Sales Development or been a Senior in Sales, if you don't stay in your line you'll eventually get "burnt".   So what can we do?  Introducing my good friend, Keith W. Cordeior aka The Mindful Sales Rep.  Keith is a long-time sales professional Account Executive at Crosstex International with years of expertise under his belt.  Keith was also part of a sales team that was responsible for generating over $1MM in sales within one month.  He's been through the struggle and toughness of getting burnt out and not knowing what to do until he found the passion and love for Buddhism.  Strictly mainly towards the power of Meditation, being at a specific state of mind and "Truly Living in the Presence".   Many new SDR's now a days come in young and fail due to the burn out, but they're not the only one.  There are many older individuals coming into the industry that too, experiences the same challenge.  Keith is here to share his story and passion for meditation and how it can help you overcome these types of challenges.  Breathing in and breathing out before hitting a call-block session truly helps.  If someone calls you out the blue, you "answered" their question and they asked you the same question again, isn't that a negative experience?  The rep wasn't living in the presence and wasn't truly listening to what you said.   Come join me as Keith drop some knowledge on what it takes when it comes to become a Mindful Sales Rep and truly break through the noise!
35:14
November 14, 2019
#12: Morning Routine with Jim Kwik
When you first wake up, the first hour of the day is THE hour of the day.  This is due to the fact that our brain waves is still operating at about 10ish waves per second. I'm no brain expert but according to Healthline.com, your Alpha brain waves is between 8 - 12 Hz.  This is tied to the infamous Subconscious mind.  The subconscious mind is doing something automatically without realizing that you're doing it.  It has no capacity for language.  This is one of the reasons why Marketers are so obsessed with trying to manipulate your subconscious mind, because if they're able to do so when marketing their goods/services then you'd eventually purchase it.  As shared in the intro, I spoke about the Coca Cola ad being flashed at half a second during a drive in movie theater in the early 1950's. So, what's this go to do with Sales and Sales Development?  Well, if you're a brand high fresh graduated who'd just picked up an SDR gig and NEVER done sales in your entire life, this will take you far.  A lot of SDR's get "burnt" or "give up" too quickly due to the fact that the grind, amount of rejections and phone abuse (sometimes) they receive on a daily basis gets to them.  Well wake up, do your bed, don't touch your phone within the first hour of the day and watch how slowly this will change your life.  Oh yeah, and don't forget to write down your goals.  Shout out to Jim Kwik, my digital and audio mentor.  
17:22
November 8, 2019
#11: Linkin Park - NUMB Cover - Mental Awareness October
October is mental awareness month.  We all know someone or know someone that knows someone that suffers from depression, anxiety and much more.  Whether it's from taking  a big L, losing a family member, a loved one, or just a big road block in their life.  We are all human beings, creatures that can feel, touch and smell.  The problem is, sometimes we tend to keep it to ourselves and act like everything is normal when it's not.  The more we hold these types of feelings in, the bigger it gets.  These can only get so big till it reaches a point where no one wants to go such as hurting themselves, doing things they'll regret and ultimately taking their own life.  I made this tribute to my favorite all time artist Chester Bennington, in regards to help raise mental awareness and let everyone know that you must believe deep down, things is going to be okay.   National Suicide Prevention Lifeline – Call 800-273-TALK (8255) If you or someone you know is in crisis—whether they are considering suicide or not—please call the toll-free Lifeline at 800-273-TALK (8255) to speak with a trained crisis counselor 24/7.
04:28
October 22, 2019
#10: Hashim Ali, Top Performing Sr. SDR to now Account Executive at AltiSales
Tuning in to another episode of the 1Up Sales Dev. Podcast we have is Hashim Ali, Account Executive over at AltiSales.  AltiSales is an outsourced sales and sales development company that takes an innovative consulting approach run by the man, myth and Sales Development Legend Tito Borht.  Hashim is also 2X CRM Certified from the HubSpot Academy.  Prior to being promoted to AE, Hashim was a top performing SDR for Quarter 1 and Quarter 3 in 2019 as he always believes in going 110% all in, respectively.  Come join me as we dissect his history, how he got into sales, tech sales and how just keeping it 110% made him successful in SaaS.  Hashim, kudos my man keep up the good work!
39:36
October 15, 2019
#9: SalesDev Squad X 1Up Sales Development (Cross-Pod)
What do you get when two like minded individuals get together that shares the same passion in terms of love for the sales development world?  A cross pod!  Mateo Elvira is the host of the Sales Dev Squad Podcast where he interviews Sales Development professionals in roles such as SDR, SDR Manager, SDR Enablement, Head of Sales Development and more.  Mateo got the ball rolling when he started interning in Marketing and was quickly hooked due to the ability of catching somebody's attention from a given output.  He than was introduced into Sales Development and the rest was history.   Now an SDR over at GoGurdian with close to almost 2 years of Sales Development experience, it's only a matter of time till he one day becomes an SDR Manager himself!  Mateo, kudos to you my friend keep up the good work and thanks for all you do for the Sales Development community!   #SDRsUnite 
1:03:48
October 2, 2019
#8: When Sales is in your DNA - Nate Branscome Strategic AE at Chili Piper
When were you first exposed to sales?  For Nate his journey started at a very young age in elementary buying pixie sticks in bulks and then selling it back individuals to make a profit.  Nate then graduated in Jr. High where the dollar signs started popping when he was selling customized burned CD's off Limewire to his live audience, but it wasn't always sunshine and rainbows.  He than later became an EMT to break into the medical field and before realzing that Sales is within his DNA. Nate than faced his challenge when he started doing door to door sells selling office equipments.  Getting cursed at, yelled and tossed across the wall has helped created him a thicks skin of taking objections.  However, he never gave up.  He always knew there would be light at the end of the tunnel, to work hard, smart, put his head down and always keep pushing forward.  Which in the end it all paid off.  Now an very well earned Strategic AE position at Chili Piper, respectively.  Nate, congrats on the hard work and recent promotion keep pushing can't wait to see where you'd end up in the near future!
35:17
September 24, 2019
#7: The man, the myth, the legend. Mr. James Bawden
James Bawden has worked his way through out his life starting out in retail sales.  James started his sales career at the worst time possible, the 2008 recession.  With all the hard work, blood and sweat he was able to break through it and work his way out into SaaS.  SaaS is a high growing job securing opportunity as time flies and there's a-lot of people who'd like to make the switch for whatever reason it maybe.  James went from Retail Sales Associate, to SDR, BDR, Enterprise BDR and now SDR manager at the Sales Developer.  If you know anyone who's in retail that wants to go into SaaS, send them this episode.  James share some few tips and how to make the jump and more importantly transferable sales traits from retail B2C sales to B2B.   Come join me as we break into James Bawden's mindset of how he overcame those tough times which now was all worth it.   Jab jab jab, right hook! #GaryVee
42:15
September 12, 2019
#6: East meets West with Robert Villacis
In this episode, you'll see just one of many examples out there of the Power of Networking.  This one especially through LinkedIn and how everything just revolves around it.  Meeting and connecting through James Bawden's podcast; The Lunch Break Podcast Episode: 11.  Robert grew up living and breathing sales.  His father was in sales, had his own business and every summer he'd always come over to learn and work for him.  At an early age, Robert was able to cope that B2B sales which exposed him to where he is today.  Robert studied and got a degree in Sales, started as a entry level BDA and worked his way all the way up to Senior Business Development Rep.   Come join me and see how personal development was key to his success!  
28:29
August 30, 2019
#5: Retail Sales is also Sales
In this episode I kick it back to where I first started, retail sales.  The face to face engagement, being able to get cracked, learn the right way of how to sell and give the customers an overall on-going satisfaction.  Doing what's right and always be helping.   Being able to probe and sell based on your customer's best interested.  Knowing what your numbers and quotas are, shooting for results at 1.5X or 2X and executing accordingly.  There's a lot of disputes and trouble shoots now a days when individuals want to jump the gun from retail to B2B.  Retail sales, is also sales but here's the challenge.  How do we make the transition, what traits and skills are transferable and which skills are not?   Your application's going to get shot down, you're going to get a lot of no's but keep knocking and the doors will open.  In this episode I share a few things you can try when jumping from B2C to B2B.  #NeverGiveUp  Key take aways:  Having the right mentor, knowing when to ask for the sale, diving deep with your customers and then diving even deeper.  Being there for your customers regardless of the situation and believing in the philosophy that if you take care of them, they'll take care of you.  Just remember it was once said "If you hang out at the barber shop long enough, sooner or later you're gonna get a haircut".  So if your in the process of making the transition go all out and never give up, if I can do it so can you!✊🏻
43:59
August 21, 2019
#4: Personal Development
Personal Development is a lifelong process. It is a way for people to assess their skills and qualities to reach their full potential.  Whether it's personal or business, personal development is key to leveling up in life.  Reading, asking for constant feedback and just executing day by day.  Many SDR's struggle with personal development because they lack the skills needed such as:  Implementing feedback, Truly understanding what's being said, Being able to Master their Craft and etc.  In this episode you'll learn how personal development has helped me from my retail sales year to where I am today in SaaS.  Gatekeepers are human beings.  I shared a few tips and tricks of how to talk to them.  I also shared a story of how an AE locked down one of the biggest deals of all time by doing what others won't do, jumping into the center of the wound himself.  How do you level up? Special Shout Out:  James Bawden - From retail to B2B, we are very much a liked. 
33:59
August 3, 2019
#3: Jeremy Leveille Account Executive at LeadIQ (1st Interview!)
Join me as we dive deep and dissect Jeremy Leveille's brain on his previous and current experience from within the tech sales world.  Jeremy started from the bottom.  With hard work, dedication and patience he was able to work his way up through the ranks.  Started as an SDR, moved up the Senior SDR, SDR Team Lead and now Account Executive over at LeadIQ. Jeremy was LeadIQ's superstar SDR.  He's a well known strategic hunter who puts in more hours than the ordinary.  Jeremy believes in personal development and being highly adaptable as the technology market is constantly changing.  He was able to find patterns, trends and what makes the prospect "tick" therefore leading him to booking 69 appointments in one month, and always breaking plan at 150(+)% to plan month over month. Jeremy also gave out a few tips to the new and incoming SDR's, what better way than learning from the best?  Thanks Jeremy!
24:26
July 19, 2019
#2: Sales Development 101
What is Sales Development? Why is it important? Why should we care? -Top traits needed -Shout out to Matt Cooper from Serent Capital 
36:28
July 4, 2019
#1: Who, What, When, Where, Why? (Self-Introduction)
Hi guys, thanks for tuning in! Quick background, I'm Asian American who grew up in Orange County, CA (Garden Grove specific) with a passion for the Art of Sales.  Growing up, I never had much.  Parents immigrated from Vietnam and I never quite understood why my two brothers and I would always have to share one small Oreo McFlurry when we went to McDonald's Fast forwarding in time, I'm now currently equipped  with 7 years of sales experience.  Started off in retail sales (T-Mobile) where I quickly climb the ranks breaking plan month after month including #1 Rep in the entire district (Orange County West 1/88 reps) for March 2018 raking in $36K net new revenue resulting in 221% to plan single handedly.  Moved my way up into B2B SMB sales at ADP where I learned how to cold call after a 5 weeks internship resulting in a total of 3,025 Dials (168% to plan), touched 260 Decision Makers and clocked in 38 Appointments resulting in 1 Net New closed deals along with 4 more in the pipe.  Now I'm in SaaS as an Enterprise Sales Development Rep.  Here to share my story of in hopes of helping others find value when it comes to sales, sales development and sale strategies.   Special Shout Outs & Thank You's: •01:30 David Dulany, Scott Ingram, James Bawden •03:25 Professor Dennis Morgan •08:05 Jim Kwik •12:35 Frank Herman •15:45 Tom McGrath •20:35 Vu Dinh •35:35 Hunter Humphries •37:05 Emily Charlton •37:40 Sundar Kamak •39:24 Tony Ross •42:00 Hannah Fox
45:53
June 27, 2019