1UP Revenue Podcast
By Jackson Lieu
Formally known as the 1UP Sales Development Podcast 100% focused on Top Funnel has now evolved into Full Funnels such as Sales, Marketing, and Customer Success. Whether you're adding Net New Logos, Expanding Revenue from your Sold Base, or Renew Existing Accounts, we're here for one thing and one thing only.
To Drive Revenue.
Connect with Jax at www.SalesDevUnite.com
1UP Revenue PodcastJul 31, 2020
#87 | LinkedIn Personal Branding with Alex Bruschi | Account Executive at Salesforce | GTM Sales Professional
Quotes:
- "Engage is the rage. Drop comments to create familiarity with your name and face."
- "Find your voice and make sure it's something you can stand passionately behind."
- "Connect with people in your industry who are where you want to be and learn from them."
- "LinkedIn is SEO for your name. It builds trust at scale."
- "Go for it before it's perfect. It will never be perfect."
About The Guest(s):
Alex Bruschi is a sales professional with over ten years of experience. He is the host of the Sales Stories IRL podcast and a Salesforce AE. Alex has a passion for sales and has been able to grow his personal brand on LinkedIn by engaging with others and sharing valuable content.
Summary:
Alex Bruschi shares his journey into sales and how he got started in the industry. He emphasizes the importance of engaging with others on LinkedIn and finding your voice when it comes to personal branding. Alex also discusses the power of building trust through content and the impact it can have on closing deals. He encourages new reps to connect with industry leaders and ask for help when needed. Alex concludes by urging individuals to take action and launch their ideas before they are perfect.
Key Takeaways:
- Engage with others on LinkedIn to create familiarity with your name and face.
- Find your voice and post content that you are passionate about.
- Connect with industry leaders and observe their strategies to accelerate your personal branding.
- Building trust through content can have a significant impact on closing deals.
- Take action and launch your ideas before they are perfect.
Connect with Alex today on LinkedIn today.
www.salesdevunite.com
#86 | Marketing & Sales with Eric Quanstrom | CMO at CIENCE | Lead Gen | AI |
Gen A.I. has officially taken the B2B SaaS space by storm.
Come join us as we interview Eric Quanstrom, CMO at CIENCE on how sales and marketing are leveraging AI technology to sell better today.
Key takeaways include:
- What does Marketing do?
- How does Marketing support sales?
- How new reps can leverage AI today to ramp and sell better?
About Eric Quanstrom:
Eric is the CMO at CIENCE, a lead generation software and services company. With over 20 years of experience in marketing, Eric has held leadership positions at companies like Logitech, Pipeliner CRM, and KiteDesk.
He has helped CIENCE achieve significant growth and recognition, including being listed on the Inc 5000 four times in a row.
He also provides advice for those looking to pivot into marketing and emphasizes the value of specialization and excellence in a particular area.
Visit www.cience.com today
Connect with Eric on LinkedIn here.
#85 | Leveraging AI to Automate your CRM Notes with Conor Kline | Director of Sales at Attention.tech |
Are you a B2B Sales Professional who's tired of logging notes into your CRM?
How about pulling up battle cards during a disco (discovery) to compare and contrast against your competitors?
If so, you're in for a treat!
Introducing Attention, your GTM wingman that auto-logs your CRM in real-time. Fully customizable, you can input any methodologies to your liking including MEDDICC, MEDDPICC, N.E.A.T. and etc.
In this episode, we interview Conor Kline, Attention's Sales Director as he shares the new concept of B2B Selling by leveraging generative A.I.
Conor also shares the story of how Attention was born and shares some valuable advice to reps on how to get ahead of the game during this modern shift.
Sales Professionals leverages Attention to save time, win more deals, ramp reps quicker, and focus on what's important; the customer.
100% selling.
Connect with Conor Kline on LinkedIn here
#84 | How AI is Revolutionizing Sales: Insights from Adam Jay, CEO & Founder of Adam Jay Consulting | GTM SaaS Leader |
In this episode of the 1UP Revenue Podcast, we feature Adam Jay, a seasoned GTM (Go To Market) sales leader in the SaaS industry. Adam has over 20 years of experience and has held various leadership roles in sales, including CRO, VP of Sales, and is currently the CEO of Adam J Consulting.
Adam shares valuable insights on leveraging AI in sales, his personal journey from medical device sales to software sales, and the importance of work-life balance in the face of "hustle culture."
Adam also emphasizes that AI is not a magic solution but can be a valuable tool when used strategically.
Here are the key points he discusses:
- AI's Role in Sales: Adam highlights how people are leveraging AI in sales and its potential to increase sales efficiency.
- Limitations of AI: He cautions that AI is not a silver bullet and won't solve all sales problems or guarantee overnight success.
- Proof of Concept and Sales Engagement: Adam discusses the use of AI in proof of concept and its integration into sales engagement platforms.
- Email Personalization: He acknowledges the limitations of AI in achieving personalized email communication.
- The Return of Cold Calling: Adam explores the resurgence of cold calling and the importance of differentiation in sales approaches.
- Potential Job Displacement: He touches on the potential replacement of certain roles by AI and advises job seekers on breaking through the noise.
This episode provides valuable insights for GTM SaaS Sales Professionals looking to understand the benefits and limitations of AI in sales and how to leverage it effectively.
BONUS: High Value Mindset with Kevin Samuels | RIP King 👑 |
Being high-value isn't just performance-based, it's helping others and doing more than what you're paid for.
In all the roles I ever held, I've always opted in to do more.
To help those around me, both professionally and in life.
This has taken me far and with this drop, I hope it'll take you too.
Stay hard!
-Jax
#83 | Compelling Story Telling with Chris Watson | The Power of Stories | B2B Sales & Marketing |
Summary/Abstract
Chris Watson is the founder of Craft and Compel, an organization that helps business leaders engage high-value audiences through storytelling.
Chris believes that every communication is a story and that by understanding this, we can shift our brains to see the events in our lives as potential stories. This allows us to take ownership of our story and earn the right to tell it.
The power of storytelling is essential in order to engage an audience and make sure they remember who you are.
Chris started telling stories when he was eight years old, and he would act out different characters from movies and TV. As he got older, he started telling his own stories, and he would pretend to be someone older in a different life.
This power of storytelling has followed him throughout his life, and he has used it in every sales job he's ever had. Chris talks about how, as a young boy, he would often play pranks and tell stories inspired by the character Dennis the Menace.
He would use this as a way to get out of trouble with his family, and as an executive, he uses this same technique to stand out and make an impact with his emails and phone calls.
Key Takeaways:
- How to use the power of stories to accelerate your sale
- How to properly craft and tell a compelling story
- How to position the power of stories
To learn more, please visit www.craftandcompel.com
Connect with Chris on LinkedIn
#82 | Upfront Contract and Disco with Richard Harris | 2X SFDC Sales Leader | N.E.A.T. Selling |
Richard Harris is the owner and founder of the Harris Consulting Group, as well as the co-founder of Surf and Sales. He is also a five-time AAiSP Top 25 Most Influential Inside Sales Professional two times Salesforce Sales Leader.
In the podcast, Jax and Richard discuss the early stages of SaaS startups, and how Richard is able to help them grow.
They also talk about the importance of microdoses in the sales process, and how they can help keep top of mind for potential customers. Richard is a sales trainer, startup adviser, and trusted sales professional. He has always wanted to be in management and sales, and he started his company about ten years ago based on a startup he was working for.
Richard describes how he teaches sales reps how to earn the right to ask questions, which questions to ask, and when to do it from a sales training perspective.
If you're an upcoming Account Executive, this is an episode you don't wanna miss.
Key Takeaways:
Upfront Contract
Sales Methodologies
Mental Health
Connect with Richard Harrison on LinkedIn
theharrisconsultinggroup.com/
#81 | How Sales Development Changed My Life with Shawn Kipnis | BDR Lifer | From Nothing to Something
In the conversation, Shawn describes growing up in the San Francisco Bay Area and then moving to Dallas, Texas for the past five years.
He talks about how he became a BDR (Business Development Representative) and how he has gained valuable experiences from this role.
The speaker discusses his move from San Francisco to Texas, and how it has changed his life. He talks about how he got into sales, and how it has helped him in his career.
He talks about how business development and self-development have changed his life, and how they can help others. Shawn also talks about how he got into sales, he was laid off from his previous job and found a position as an SDR at Vanilla Soft.
He talks about how the company is much smaller than Salesforce, but he learned a lot about sales engagement platforms and CRMs.
He also talks about how he is a BDR lifer and how the role is the same to him as an SDR. The term BDR Lifer was coined by a salesperson in order to change the stigma around entry-level sales roles.
They believe that the skills and experiences gained from being a BDR are valuable and can be used throughout an entire sales career. They also believe that everyone in an organization, from the CEO to the intern, should be respected.
Highlights:
- How Sales Development changed his life from homeless to owning a house
- Grit and Passion is all you need to succeed
- It's okay to be vulnerable
Connect with Shawn Kipnis on LinkedIn
POWER💪TEAM #shorts | The Power of Personal Branding in Tech | SaaS | Be You Do You | #BeReal
In this #powerteamshorts, Ryan talks about giving back to the community, sales community, and mental health community.
The importance of remembering to refill your cup was also discussed. The speakers discuss the importance of taking care of oneself, both physically and mentally, in order to be able to give to others.
They also talk about the importance of networking, personal branding, and taking the initiative to reach out to people in leadership positions.
The speakers discuss the importance of personal branding and offer advice on how to make oneself stand out. They emphasize the importance of being helpful and intentional in one's interactions with others, in order to build relationships that may be beneficial in the future.
#80 | How to RevOps with Jeff Ignacio | AWS | Google | Accenture
Highly strategic and analytical, Jeff started off his career early on as a Business Analyst at Accenture.
Worked his way up the ranks including Google and AWS. Currently servicing as the Head of Sales Operations at Forethought, he is an advisor for Scratchpad, Sonar, Everstage, Sonar and Webstacks.
He is the host of The Revenue Architect Podcast and creator of the RevOps four pillars known as “PEAS” (Process, Enablement, Advisory, Systems).
Key Takeaways:
- [ ] What is RevOps?
- [ ] Why is RevOps important?
- [ ] How to RevOps?
Bonus:
The Architect Podcast
Connect with Jeff:
www.linkedin.com/in/jeffbethechange
POWER💪TEAM #shorts | Finding your Support Team | Two-way Street |
In this power #shorts, Ryan and Jax talk about the importance of finding your Power Team.
Have you ever wanted to do something extraordinary or shared a bright idea only to be shot?
If so, you should reconsider who you spend your time with.
There's an infamous quote "you are the average of the 5 you hang out with" and boy is that true.
Now that Jax's podcast is starting to gain traction, those who said it was nothing from the beginning are now wrong.
BONUS:
#79 | Global Sales Development with Daniil Krets | From Western Europe to Seattle | Frontline Love |
Meet Daniil Krets, Senior Manager of Global Sales Development at Esper.io. Esper is an Android DevOps platform made for dedicated android devices. IT, Engineers, and DevOps Teams rely on Esper to help scale, grow and manage their Mobile-Device-Management (MDM) program.
Born and raised in Western Europe, Daniil relocated to the Pacific North West in early 2016 to pursue his dreams in tech. Upon picking up his first true prospecting gig as an Account Development Rep (ADR) at Skillar, he quickly rose up the ranks as a top performer ranging anywhere from 120-170%+ to plan.
After building a lead generation team from scratch at Aduro, a human performance SaaS company he was able to find his home at Esper.
As of today, he is one of Tenbound's founding Plus Members, Co-hair of Pavilion in the SDR Leadership Channel Segment, and a respected Sales Development Leader in the space.
Key Takeaways:
- LinkedIn Prospecting
- Overcoming Objections
- The Art of Asking for Feedback
- Leveraging Articles and Trends
- Speaking your prospect's Language
- Becoming a Subject Matter Expert
- Preventing Work Burnout
POWER💪TEAM #shorts | 7 Habits of Highly Effective People | Stephen Covey | Be Dynamic |
In this #shorts Jax and Ryan talk about the importance of white space. Inpsired by Stephen Covey, to live a happy and balanced life you must "sharpen the saw". Heart, body, mind, and soul. The Power of "I Am".
Ryan also shares some insights on how he got the ball rolling when it came to his very own SaaS company and perhaps maybe one day, you as well.
Bonus:
POWER💪TEAM #shorts | The origin of Pause, a Mobile App Power Dialer | Tech | SaaS
In this #shorts, Ryan walks us through his journey on the origin of Pause and how he and his Co-Founder Matthew Provins got started. They talk about the importance of the end user's UI/UX experience to provide an easy-to-use and mobile-friendly app to dial straight from your phone and away from the desktop.
Pause is a mobile app-friendly user power dialer that helps accelerates calling straight from your phone, giving you the pleasure to make calls away from your desktop with integrations of taking notes and booking meetings straight from the phone.
www.dialpause.com
POWER💪TEAM #shorts | Mental Health, Sales and DialPause.com |
In this #shorts Ryan & Jax sits down and reflect on the long journey they've been on together.
From SDR to AE and now a Co-Founder of his very own SaaS company called Pause, a power dialer that's made mobile-friendly and made to help reduce the risk of work burnout in sales.
Ryan and Jax also quickly chat about the failure of SDU Academy and how they're both happy to see other companies such as TrainYo and Ramped successfully fulfilled their vision when it comes to breaking people into tech without breaking the bank against the unethical predatory practices of ISA's (Income Sharing Agreement) costing people anywhere from 30 - 40K plus.
Key Takeaways:
- Mental Health in Sales with UNCrushed
- SDU Academy
- Power Team
BONUS:
Visit Dial Pause Today
#78 | Making the Switch with Travis King | Producer | Founder | Chief Community Officer
Meet Travis King, a respected well known Sales Professional and Consultant in the B2B Early-Staged SaaS Space.
Travis is currently the Co-Founder and Chief Community Officer at Launch Point Labs, a startup studio and early-stage venture capital fund that helps entrepreneurs with the tools they need to launch, grow, and scale their next big idea. Co-Founder of Career Day, a firm dedicated to helping students and professionals narrow down their career path of choice, and producer at Syndicate Sounds, a New York & Los Angeles-based production company helping businesses break through the noise and grow through the art and use of music.
Travis started off his career on the rough side, although he made quite a few career transitions in his life it was a blessing in disguise. Through all the trials and errors, he realized there's a huge gap for those who are trying to find the right company they can call "home". Home is where you have true alignment. Home is where you can be yourself. Home is where you can feel safe. This is how you build a strong company and increase retention.
Come join us as TKing shares insights and actionable insights on how to properly navigate your career path in terms of frontline execution.
Key Takeaways:
- How to Narrow Down your next Career Path
- How to Position Yourself for the Role
- How to Land the Role
- Life and Business Philosophy
- Momma King's Life Philosophy
Connect with TKing:
💥💥💥💥 1UP Revolution - ALL INTRO BEATS SINCE '19 💥💥💥💥
It is with great honor and privilege to propose to you the brand new revamped 1UP Revenue Podcast, a podcast for cross-functional sales teams whether you're in Sales, Marketing, or Customer Success.
The original purpose of the 1UP Sales Development Podcast was to share best practices on how to become a Master at your craft when it comes to prospecting has now officially evolved into a professional sales networking podcast.
Come join us as we share stories with everyday frontline practitioners getting it done and letting you know if we can do it, so can you!
Here are all the intro beats since the beginning as this only proves just like in sales, it's always progressed over perfection.
ADDITIONAL RESOURCES:
- SDR-TV 📺
#77 | Impact of the SDU Community | Retired |
In this episode, Jax quickly shares his update and the reasons why he decided to retire the SDU Community, an first of it's kind online micro-managed GTM B2B SaaS Sales Community 100% focused on Top of the Funnel.
He also shares the positive impact that the podcast and the community had in tangent to others taking things to the next level he'd never imagined. One of them is the mission of SDU Academy that has officially been fulfilled by other like-minded Sales Development professionals such as TrainYo and Ramped to combat the unethical practices of 30-40K (ISA's) income sharing agreement.
Much love to:
-Jared Robin, CEO, and Founder of RevGenius
-Michael Gagliano, Founder, and Creator of SDR Nation
-Matthew Provins - Head of Trainer at TrainYo
-Josh Williams - Founder and CEO of Williams Business and Development, Sales Development as a Service
Time Stamp:
01:15 7,000+ Downloads
02:00 ADP MAD STATS
02:55 SDR BEAST
03:30 GTM from Scratch
04:00 Tech Stack Building
05:05 RevGenius & SDR Nation
06:10 Carrying the Baton
07:00 Entrepreneurship
#76 | Building a SaaS Start-up with Shawn Finder |
Meet Shawn Finder, CEO & Founder of Autoklose that has been acquired by VanillaSoft. Autoklose is an All-In-One Sales Engagement Automation & B2B Data Platform.
In this episode, Shawn sits down with Jax and shares his insight and strategy when it comes to building a SaaS start-up. It all starts with an idea, but where do you go from there and how do you get the word out?
Come join us as Shawn shares his Go-to-Market (GTM) strategy and that's to get your potential "buyers" invested early on, regardless of the price.
LinkedIn Bio:
Growing up as one of North America’s top tennis players, traveling around the world competing to be the next Andre Agassi, and being told at age 23 that I had to decide to try and become tennis professional or get an MBA and go down the education route.
I have always been an entrepreneur at heart. At age 24, I entered the entrepreneurial world and never looked back. I started out importing packaging from the Orient and selling it to top retailers in North America. However, knowing I always loved selling and list building, I founded ExchangeLeads in 2013 which helps companies build custom lists for outreaching new prospects.
In early 2018, I parlayed ExchangeLeads into my second start-up called Autoklose that is a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world to help save them save hours a day and automate the tedious tasks salespeople do on a regular day.
I have used my sales strategies over the years to:
• Bring ExchangeLeads from 0 to Breakeven in 5.5 months.
• Launch Autoklose with 3018 prospects ready to purchase before the product was developed.
• Fill sales rep’s calendars with an average of 38 meetings a week
• Increase his clients by over 300% month over month.
SPECIALTIES: Lead Generation, Sales strategy implementation, Sales coaching, Keynote Speaking, Bringing ideas to life.
02:15 SDR-TV
04:40 Ligh Bulb
05:20 One Umbrella
07:15 “You should be in sales!”
09:10 New York New York
10:45 Bad Data
14:20 Build a Community First
14:30 Progress Check
15:00 Build Together, Stay Together
17:00 Make it Risk-Free
18:30 The Power of Reinvesting
18:50 Whale Clients
19:15 Rogers in Canada
21:30 Advice from CEO of Drift
22:00 The “Charge Anything” Approach
23:00 The Power of Feedback
23:50 Have them Invested
25:15 Product Led Growth (PLG)
26:00 Team Word of Mouth
27:00 UI/UX (Drag & Drop)
30:20 Merger
31:45 Retention
32:00 “No one gets fired”
33:15 Acquisition takes time
36:30 Characteristics of Sales
38:40 Detec Coacabality
40:20 MVP
41:30 Fifty on Fifty
Connect with Shawn here
Try Autoklose today for free here
#75 | SDR Interview & Culture Impact with Nikki Ivey |
Meet Nikki Ivey - Sales Mentor, Sales Leader, and Co-Founder of SDR Defenders, a 4,000+ strong confirmed members of SDR/BDR's who's constantly looking for ways to either break into tech or level up their craft.
In this episode, Nikki shares her story of growing up in the projects of Dayton Ohio to how she became the Sales Development Sales Leader that she is today.
Nikki also shares some insights and streagy when it comes to finding the right company with the right culture and it all starts by asking the right questions.
From insurance sales to Co-Finding SDR Defenders getting acquired by Pavillion and now Sales Director at Assembly, life is good!
LinkedIn Bio:In a sales career that spans more than a decade, I’ve been the only Black woman on the team 99% of the time.
I never challenged that reality in any meaningful way while in those roles because I was afraid it would jeopardize my job or the camaraderie I wanted to have with my teammates. So I accepted the status quo that caused me to shrink myself, swallow pain, and laugh awkwardly at jokes that were not funny- jokes in which simply being black was the punchline. I did it because seeing so few people who looked like me or shared any measure of commonality with my frame of reference reinforced the feelings of not belonging that had always characterized my life in white spaces. I was coping, having accepted that this was just the best we could do as an industry and as a country. I felt lucky to be there and not really there at all.
But as my accomplishments and influence grew, so too did my confidence to take action. I’d started publishing content and building communities around the deeply held belief that attracting, supporting, and retaining diverse talent is a professional and personal imperative.
That got me here... and I guess it's what brought you here too. So let's work together on creating the inclusive, diverse respectful future that naysayers never believed in...and let's invite them along for the journey.
TIMESTAMP:
- 02:00 Intro
- 04:45 Born in the Projects
- 06:45 SDR Defenders
- 07:25 Covid Job Loss
- 08:00 Respect for Sales People
- 09:00 How it Started
- 10:00 Never Forget
- 10:10 Josh Roth
- 11:20 Acquired by Pavilion
- 12:30 Culture is Everything
- 13:00 Inside Scoops
- 16:00 Ohio
- 17:17 Culture Shock
- 19:00 Community Power
- 20:00 Sales Traits
- 21:00 The Power of Empathy
- 22:50 Racial Shock
- 23:45 Shoutout to Morgan Ingram
- 25:00 Community Engagement
- 25:30 Lead with Content
- 26:00 Kyle Coleman
- 27:50 Asking the right questions
- 29:40 Content & Strategy
- 30:25 SDR Interview Questions
- 30:50 How they Say It
- 31:40 Follow Through Questions
- 32:45 Skill Gaps
- 33:00 Investment Powers
- 34:40 Diversity
- 36:00 SDR High Demand
- 40:40 Think Big
- 41:50 Industry Why
- 45:00 Common Mistakes
- 46:30 Career & Culture
- 47:20 Personal Branding Cross Section
- 50:00 SDR Acceleration
- 50:45 Don’t Be Afraid
- 52:45 Black in Tech
- 57:17 Be the Pipeline
- 01:01:00 KD Love
- 01:02:00 Sisters in Sales
- 01:05:00 Scott Leese
- 01:08:00 This is One Love
- 01:10:00 Advice for the Youth
- 01:11:30 Don’t Shrink
- 01:14:15 Mico Aggression
- 01:15:00 RIP DMX
- 01:16:00 WRAP UP
- 01:17:00 Assembly
#74 | How to Think Big & Build Relationships with Chris von Hue |
Meet Chris von Huene, a long-term acquaintance turned friend. Currently serving as the Director of Sale at Prodigal, he came from a financial analytics background to outside B2B copiers sales to now SaaS.
Chris is a truly born hustler when it comes to sales. Starting off as an analyst, although he was good with numbers he quickly realized there was something bigger waiting for him in life.
That something bigger is Sales.
We live in a world now of instant gratification. Everybody wants things overnight. No wait, no work, just now.
Although this sounds nice, this isn't always the case.
So if you're a brand new SDR/BDR, how do you attack failure?
What do you do when sh*t hits the fan?
The only way to push forward is to Think Big.
BIO:
My Life’s Purpose:
1. I will smile often and laugh deeply while always retaining a child-like mentality of fun and wonder
2. Staying true to myself and my values will allow me to make a positive and sustainable impact in as many lives as possible
3. Remaining present in the moment is my daily promise to myself
4. Making this world a better place before I leave, thus creating a ripple effect that’ll outlast my physical form, is my mission in life
5. Always remaining open and curious because every day is an opportunity to learn, this is my daily task
6. I shall share my stories with others and be inspired by the tales we tell
My intent is to build long-term mutually beneficial relationships as I assist you in navigating the challenges you’re facing.
Fingers crossed that you have an adventurous spirit and are willing to join me on this journey!
Connect with Chris:
www.linkedin.com/in/cvonhuene/
- 03:00 When you’re wrong, you’re wrong.
- 04:45 Brief Intro
- 06:30 “I’m blessed.”
- 11:50 How I got into Sales
- 12:40 Packed my bags
- 13:20 Great Leader
- 13:45 “I don’t think Finance is for you”
- 14:20 Marketing -> Sales
- 16:16 “I had zero mentors”
- 16:50 We pay too much attention to external factors
- 17:40 Series fo failures
- 19:00 Pull the negative weeds
- 20:40 I don’t do Plan B
- 21:00 Don’t complain
- 21:20 Top 10%
- 21:45 Good enough ain’t gonna cut it
- 22:50 Earn the Right
- 23:30 Instant Gratification
- 25:00 Reset your Expectations
- 26:05 The SDR Role
- 30:15 Cold calling is not dead
- 32:20 It’s your job to find which channel works best
- 35:55 Emailing off-hours
- 37:10 Xerox in the Pandemic
- 37:55 Selling Copiers is hard
- 42:20 Be a person of Value
- 43:00 The Power of Referrals
- 44:00 “Always Be Closing”
- 44:20 Do it for something Bigger than yourself
- 45:40 When they see success, you’ll see success
- 48:40 Don’t post to post
- 49:25 Do your job
- 49:50 Don’t get lost in your social media
- 52:00 Balance your work
- 52:20 LIVE COLD CALLING ROLE PLAY
- 53:13 ACTION
- 53:20 Cold Call Permission to Pitch
- 53:27 Cold Call Issues & Validation
- 53:48 Cold Call Curisoiusity Spark
- 53:50 Cold Call Objection #1
- 53:53 Cold Call Value Prop
- 54:00 Cold Call Reloop to Drop Guard & Open the Conversation
- 54:30 Cold Call Active Listening & Empathy
- 54:55 Cold Call Discovery
- 55:20 Cold Call Meeting Closed with Next Steps
- 56:45 WRAP UP
#73| Be in Charge of your Destiny with Annie Roche |
Meet Annie Roche - a young-born hustler starting as young as selling girl scout cookies to tech sales.
Growing up she always wanted to be a doctor, Peditraitician to be exact. Young and ambitious, she always had an entrepreneurial spirit with a burning desire to succeed. After finding massive success in tech sales and hunting whales as an individual contributor, she knows to find her passion in giving back in a sales leadership role.
Come join us as she shares her story and how to push forward when it comes to beginning females in sales.
- 01:58 Tom from Dealpoint.io Shoutout
- 02:56 Planting the Seed
- 02:55 Brief Introduction
- 03:00 Attentive
- 03:40 LeadIQ for 4 years
- 04:45 Mini pitch
- 05:31 Car insurance
- 05:40 Annie’s Background
- 06:00 “My story”
- 06:10 “I wanted to be a pediatrician”
- 06:25 “Medical Field wasn’t right for me”
- 07:07 Negotiation
- 07:39 “I wanted to have an entrepreneur with a solo mission”
- 08:05 “I realized sales was gonna give me this opportunity
- 09:00 Girl Scout Cookies
- 09:30 Godfather inspired
- 09:45 Role Model
- 10:14 Glittery Stars
- 10:35 Shoutout to Jeremy Leveille
- 11:11 New Hamshere to LeadIQ
- 11:25 Reset
- 11:40 Shoutout to CEO at LeadIQ
- 12:00 Started off as an SDR
- 12:12 “I knew I wanted to be an AE”
- 12:15 “I negotiated with the CEO if I hit a 100 Opportunites, I'd get promoted to AE”
- 13:40 Get it in writing
- 14:20 Only female SDR on the team
- 14:40 Only AE on the team as well
- 15:09 “Let’s just be great!”
- 15:39 Never put yourself down as the only female in sales
- 16:55 Advice for Females who wants to be an AE
- 17:12 Don’t overthink it
- 17:20 Focus on being the best
- 17:30 Advocate for yourself
- 18:00 In a role, men will..
- 18:10 Be confident
- 18:20 Reach for things you want
- 19:40 Celebrate your wins and do it publicly
- 19:50 Share your success and wins
- 20:20 This was awesome and this is why
- 20:50 Teach everybody around you
- 22:24 Leadership
- 22:30 “I was always a leader”
- 22:50 Closed the Whale
- 23:15 “After hunting the whale, I wanted something new
- 23:50 Promotion
- 25:00 Whale Hunting
- 26:30 Reach out to me
- 26:48 Advice for female in sales
- 27:00 Don’t let anything stop you
- 27:14 I’m prescribed in Medicine
- 27:39 Sky’s the limit
- 27:46 Make more than doctors in tech sales
- 27:50 Go for it
Connect with Annie: www.linkedin.com/in/annie-roche-8bb07899/
#72 | Master the Art of Multi-Channel Engagement with Vincent Matano
Meet Vincent Matano, SDR turned AE over at Demandbase. Demandbase is a B2B Intent Data for ABM Marketers and Sales in the Tech Sales Development space.
Vin is Tenbound's 2019 SDR Beast Award Winner, the #1 Top SDR in the world. Grit, Passion, Hustle mixed with a Millennial Twist got him to where he is today.
If you're a new SDR/BDR to the game, take some notes and this will help you strive to the top.
About
I started off my sales journey in college, selling Home Internet & TV packages door-to-door. I can confidently say, no other job prepares you for the reality of sales like getting countless doors slammed in your face mid-pitch.
Now, at Demandbase, I am a former SDR turned AE who's obsessed with creative prospecting and passionate about personal development.
During my day-to-day, I help B2B marketers and salespeople achieve their Account-Based Experience (ABX) goals. On LinkedIn, I make fun videos and help salespeople prospect more efficiently.
Outside of work you can find me in the gym playing pick-up basketball with friends, holding onto my childhood dream of playing in the NBA (which I'm starting to realize is probably long gone).
Aside from trying to make the pro's, I'm either on a run, learning how to cook, binging my favorite mob movies, or recording new episodes of my podcast, Project Growth!
Follow me on Twitter: @vinmatano
Connect with Vin: www.linkedin.com/in/vincentmatano/
Project Growth Podcast: https://open.spotify.com/show/5yjCBtoJW7OO0K5irHCKhw?si=bf5ea66308b04424
Short, Sweet & Simple.
After 3 years of hard work, dedication + patience, Jackson aka "Jax" has officially become an Established Top Funnel Revenue Growth Leader in the B2B Sales Development Tech SaaS space.
Wowing all the other hard hitters in the game, he brings in a new concept, philosophy, and thought process with the heat when it comes to Top Funnel Prospecting.
Jax was the first to ever introduce the Link Chart Analysis (LCA) approach, a framework structure FBI Agents tend to use when catching a serial killer. A game so strong, it even swooped the host Ashleigh Early off her feet.
Ashleigh is a Sales Development Thought Leader and Sales Leader in the space who shine lines on the minorities in the tech space.
Come join us as he shares his journey of adversity, thought process, and beliefs when it comes to Sales Development.
FULL YOUTUBE VIDEO HERE:
www.othersideofsales.com/episodes/jackson-lieu
LINK CHART ANALYSIS ARTICLE HERE:
Words from Jax himself:
"I was left wondering Why""After getting let go twice back to back from my first two SDR gigs, I was left wondering Why. It wasn't until I became a Research Analyst at Tenbound (100% Top Funnel Consulting Agency) that things started to shift for me. I found out how things work, applied repetition after repetition, and became a Master at my craft. Now I'm on a mission to prevent others from going down the same route as I did because it was a crushing blow to my mental health."
-Jax
Jackson Lieu aka "Jax" is a Top Funnel Sales Dev. Strategist who lives and dies for the hunt. As an everyday frontline practitioner, he is also the host of the 1UP Sales Development Podcast, Digital Media Creator of SDR-TV, and Founder of SDU (SalesDevUnite), a private micro-managed online sales community of Sales Development Master Minds from across the globe such as the UK, India, Europe, and United States.
Hosted by Ashleigh Early
#71 | Meet Jim Rohn | The Person Who Changed My Life Since 2018 |
A lot of people have been asking how'd I get to where I am today.
My journey for personal growth and self-development started in 2018 when I first discovered his content.
Here's the thing... there's a lot of ways to make money.
Money should never be the end goal, although it's nice and helps.
The keyword here is to become a person of value.
Find out what you're good at and double down on that.
Jack of All Trades, a Master of None.
Steve Harvey has an infamous saying that "Your Gift is the Thing You Do Best with the Least Amount of Effort".
Write things down and put them on paper.
Here are a few thing's that helped change my life and I hope they'll help you.
- Major VS Minor
- Movement VS Achievements
- Don’t let your Mouth Overload Your Back
- Always Do More than You’re Paid for
- Find Out How Thing’s Work
- Repetition, Repetition, Repetition
- Learn to Say No
I am blessed to be where I am today and looking back on where I came from, it's something I'd never imagine I'd be 10 years ago.
When I visit his grave in March 2021, it was one of the most astonishing experiences I've ever had.
Thank you, Jim Rohn, may you forever rest in peace.
#70 | CEO & Founder of AltiSales | Tito Bohrt | Angel Investor | #WFH Since 2012 | SDR Advocate |
Meet Tito Bohrt, CEO & Founder of AltiSales. AltiSales is an Outsourced Sales Development as a Service Agency that's been in the game since 2012.
Tito and the team have been pushing for remote roles since 2012 and when he brought this up to the world, everybody laughed at him. After COVID, many companies expired issues with running a collobraotaeve remote team.
Tito has been ahead of the game and actually coached many teams on how to run an effective remote sales team, let alone track their work and make sure the reps are delivering on their promises.
Tito is also an Angel Investor for Marpipe, Orum, Styra, Candex Inc., QuataPath, Kylie.ai, Verdigris and Piio Inc.
In this episode, Tito shares his love, passion and Why behind Sales Development.
www.altisales.com
Connect with Tito here: https://www.linkedin.com/in/titobohrt/
#69 | Digital Media with Mateo Elvira | SDR Turned Entrepreneur | Digital Strategist
Mateo is an SDR turned Enteprenuer. He found his gift in terms of media and digital productions. Mateo has served noted logos such as Paramount, CHR, and The Young Group.
Jackson and Mateo both met in early 2019 when they were both just starting off as SDR/BDR's and quickly connected off in terms of common ground.
In this episode, they talk about the importance of personal branding, how to start a podcast and grow as a professional in sales.
"To grow your job you must also grow yourself. One way I found that helped was starting a podcast to interviews others to pick their brain, and I see that's what you've been going as well Jax, is that right?" -Mateo Elvira
Connect with Mateo here: https://www.linkedin.com/in/mateoelvi...
Elvira Media HERE: www.elvira.media/
#68 | Outbound Sales Strong with Martin MacArthur |
Just because you're blind does not mean you can not see. For some, you can see more than others. Meet Martin MacArthur, Sales Professional, Entrepreneur and CEO & Founder of The Outbound Sales Guy.
Martin is blind but that doesn't stop him from pushing forward in sales. When on the phone, he has one of the most skills that's hard to master which is Active Listening. When the prospect feels they're being listened to and in common ground, the conversation is 20% more likely to convert.
When eyes meet the ears in sales.
Connect with Martin here:
https://www.linkedin.com/in/the-outbound-sales-guy/
#67 | Master the Art of Story Telling with Arthur Jones |
Ever wondered what it takes to Master the Art of Story Telling?
Welp, today's your lucky day.
Meet Arthur Jones, 20+ years Sales Professional, Business Strategist, Brand Story Architect, and the CMO of The Art of Inbound Marketing, LLC.
Arthur brings years of experience and has a unique approach when it comes to building human relationships.
Oftentimes people to too busy and fused in todays' technology and social media but Arthur has a few tricks up his sleeves when it comes to having people remember you.
Come join us as he shares some insights on what it really takes to become a Master Story Teller.
Connect with him here:
https://www.linkedin.com/in/artjones1/
#66 | A Note to Zello | The Exit Interview | From Garden Grove to Washington State |
In this episode, Jackson share's the "Why" behind dropping Rise Up & Wise Up along with sending a final note to the person whom he once loved dearly.
"I'll always have love for her, I'm just not in love with her."
#64 | From the Bottom to the Top with Billy Be |
Meet Billy Be, an Asian American who started in retail sales that made it into tech. Currently serving as an Enterprise BDR over at People.ai, Billy helps companies increase revenue per rep & alignment of GTM teams.
Billy is a hardcore hustler, he has grit, passion, and a motive to work his way up the ranks. He is a founding member over at SDR Nation. His approach is to always be learning and always be giving. To dive deep like a doctor, have a genuine conversation with the prospect, and convert them into people. To chat, find common ground, and push for the next steps.
Billy is definitely somebody to keep an eye on as he's a quick upcoming future Account Executive.
Connect with Billy here:
https://www.linkedin.com/in/billy-be/
#63 | Making Moves with Charissa Jones |
People, Process, and Systems are her main three. Meet Charissa Jones, Sales Professional, and Advocate for Women in Sales and a mother of two beautiful kids. Charissa didn't start off in sales, she actually started in Financial Services at Regions Bank. Worked her way up the ranks as in terms of Business Development to Director level at TrindGroup. She then worked her way up into Director of Sales over at Chispa House and is now making moves to the next gig.
Some of our favorite lines from her are as followed:
"Always know who you are and show people who you are."
"People buy who you are and don't be the connect and pitch."
It's not a person, it's all about relationship building" - Charissa Jones
Connect with Charissa here: https://www.linkedin.com/in/charissamjones/
#62 | How to Push Forward with Sean Kawaguchi |
Meet Sean Kawaguchi, ISV & Embedded Platform Partnerships at Workato, a proud son dedicating his career to his beloved father, Mental Health Advocate & Golfer. Like most Asian Americans, Sean actually started off working as an Accountant.
Crunching numbers and analyzing data from the top down. He quickly realized that he wasn't happy and with the guidance of his father Glen, was able to point him in the right direction. Sales - Tech Sales that is.
Sean started off as an Account Development Rep over at LeanData, an enterprise Revenue Ops solutions that help companies streamline their line of work in terms of account matching and routing. Sean quickly climbed up the ranks as he was surpassing quota quarter after quarter.
He recently went through one of his darkest times, losing his father Glen Kawaguchi, then his Grandnamother just a month after. Come join us as he shares his story and insights on how to push forward when things start to crumble.
Sean, thank you for being a voice for many of us Asian Americans in the tech game, we appreciate you!
Connect with Sean: https://www.linkedin.com/in/seankawaguchi/
For more go to www.salesdevunite.com
#61 | How to Line Check your System with Ralph Barsi |
Tray.io helps large enterprises integrate their entire stack with the leading general automation platform so they may do more, faster with clicks-or-code.
Ralph Barsi is no stranger to danger when it comes to sales. He got his true taste of sales when he was a kid delivering newspapers to people's doorsteps. Thanks to his Grand Father (also named Ralph Barsi), a teamster in San Franciso who drove trucks to deliver goods to businesses. His grandfather, RB would often pick up Ralph during lunchtime and introduce him to the merchants. Ralph picked up the back end fundamental of conversation flow, building rapport, and how he would make people laugh at first sight at a very young age which helped him got to where he is today.
R.I.P. Ralph Barsi (Grandfather)
Come join us as Ralph shares his insights and strategy of what it takes to Line Check your System and work strategically when it comes to approaching scored leads.
-Source of Lead: Is it a High or Low Probability?
-Score of Lead: What's the score?
-Status of Lead: What's the status?
More of Ralph Barsi's work: ralphbarsi.com/
Connect with Ralph: www.linkedin.com/in/ralphbarsi/
Want more content? Go over to www.salesdevunite.com
#58 | From Rags to Riches with Scott Barker |
Scott Barker is a true gemstone in the Sales Development world. Pure grit and hustle, he failed his way to success. Things weren't always sunshine and rainbows for Scott but he always knew that if he kept getting up, failure after failure to head towards his dream that one day it will come true. Indeed it did.
Scott was way above everyone in his time. When he picked up his dream role over at Sales Hacker, he did everything he possibly can do and treated the application as if it was a sales process. He was competing against other sales professionals with experience at large tech companies such as DocuSign and SalesForce just to name a few.
Come join us as he blesses the 1Up Sales Development Podcast to show some love and share insights on how to get the job done.
Named a “Top 25 Sales Leaders You Should Get To Know in 2020” by Crunchbase.
Currently, the Head of Strategic Engagement at Outreach.io, oversee revenue at Sales Hacker (acquired in 2018), host of The Sales Engagement Podcast, author of The Forecast newsletter, and head of the Vancouver Chapter of The Revenue Collective.
Outreach is the #1 sales engagement platform in the world that will help make your team a revenue-driving machine.
Sales Hacker is the smartest community of B2B sales professionals on the planet. We help sales professionals get better at their job by doing it smarter. Outreach acquired Sales Hacker in 2018.
The Sales Engagement Podcast is where you can listen to tactical advice from some of the best sales & marketing pros across all titles and industries.
The Forecast is a weekly newsletter that helps you stay ahead of the curve by learning about future best practices that drive growth. Subscribe for free: https://theforecastnow.substack.com/
Our chapter of the Revenue Collective is an invite-only, private community of the best sales and marketing leaders in Vancouver.
My personal outlook is pretty simple:
I would like to spend my life solving interesting problems with interesting people.
And I want to help as many people along the way as I can.
Love > Fear
Twitter: @scottbsales
Insta: @scottybarks
www.saleshacker.com
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#57 | Game Recognizes Game with Morgan Ingram | 12 Days of Christmas Drop #12 |
If you're in the Sales Game, you already know MIngram. He's my top #1 Favorites when it comes to Sales Development content. Everything he does is solid. He practices what he teaches. As an SDR Lyfer himself, he's in it to win it and he knows that to truly win in life it's all about giving back.
AboutI have been very fortunate to be named a back to back LinkedIn Top Sales Voice in 2018 and 2019, and 2020 and named a Top 25 Sales Development Thought Leader. The crazy part about all of this is that I never wanted to create a personal brand in the first place because I was afraid of what people would think of me. 😅
Through my journey though, I have been able to overcome that fear and step into my calling. 🗣
Now, I am a sales rep 💼 who happens to be a sales coach and trainer that coaches sales teams how to use modern-sales techniques that bolster pipeline, leverage social media, schedule net new accounts and cold call with confidence. 📞
I am the host of the podcast and YouTube Channel called The SDR Chronicles, with more than 100 videos providing SDRs and sales reps with motivation, advice, and tactics for their sales journey.
My work has been featured in Forbes, Sales Hacker, the Hubspot blog, and the Harvard Business Review.
As my journey continues, I have been blessed with the opportunity to work at JB Sales Training where I am learning from one of the world's most renowned sales trainer in John Barrows and learning something new every day.
For those who want to level up their sales reps and organization:
https://jbarrows.com/
WHAT I DO:
- I post content daily on sales, sales development, millennials and prospecting best practices
- Train SDRs/BDRs and AEs on how to break through the noise
- Evolving our content at JBarrows Sales Training to stay current in the modern sales world
- Teaching others why personal brand and social media is important for the long term of your career (its how John found me)
CORE VALUES FOR SUCCESS: 🙏
1. Always seek feedback/guidance
2. Being organized within your role
3. Ability to Adjust
4. Ask the Hard Questions
5. Work hard based on the goals you have
My motto is "When you commit yourself to be persistent towards your sales goals, you will see the light at the end of the tunnel. Keep Dialing!"
When I’m not working away, I love watching sports, playing video games 🎮, watching movies and reading books. 📖
If you have any direct questions, please email me at 👉 morgan@morganjingram.com
"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.
If you're interested in a free 30-minute consulting session with their award-winning team, head to
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#56 | Cigars and Whiskey with Matthew Roberts | 12 Days of Christmas Drop #11 |
It's tough right now, there are people who are still jobless and there are many still seeking their first SDR role. But what happens if you're giving it your all, all your might, all your strength, all your power, all your energy only to see it go down the drain?
Don't go down that rabbit hole. Join us as Chili Piper's SDR Manager gives you insights on what to do and what not to do. Break yourself, be different. don't follow the pack.
AboutYou know when you get a lead from a form fill and now have to relentlessly follow up with this person to get them scheduled for a demo? Sometimes it can stretch out for days, even weeks and that’s if you manage to get ahold of them in the first place.
Or how about when you’ve got a qualified lead that you're ready to schedule a demo for but you’re lost trying to figure out which AE’s calendar to put it on? Is this person up in the Round Robin? Which territory is this guy in? Isn't this person on vacation?
If you or any of your reps have experienced these problems, I’m in the business of helping. Let’s talk! matthew@chilipiper.com
Connect with Matthew:
www.linkedin.com/in/matthewpaulroberts5/
Our mission: initiate positive & open communication in a non-intimidating way.
PEAR Cards are a tool/activity for family, friends, coworkers, in the classroom, or any social situation that initiate open and positive conversation with one another. Pass out the cards, read yours out loud and respond to it as openly and positive as possible. There is no right or wrong answer, we only ask that you participate.
PEAR is dedicated to the pursuit of positive connections and open communication. Our goal is to play a part in the pursuit of happiness by providing a safe, fun, and natural platform where people can come together and grow.
We want to help build personal connections. We want positivity to be more common. We want people to feel comfortable while expressing themselves. We want moments of vulnerability to be less intimidating. We want to encourage the pursuit of happiness.
PEAR is proud to donate 10% of our PEAR Cards profits to selected mental health organizations and join the effort to encourage mental health and promote positive psychology. Our beneficiaries are listed below:
Mental Health America - http://www.mentalhealthamerica.net/
Brain & Behavior Research Foundation - https://www.bbrfoundation.org/
American Foundation For Suicide Prevention - https://afsp.org/
"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.
If you're interested in a free 30-minute consulting session with their award-winning team, head to
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#55 | India's Top SDR Manager, Rahul Wadhwa | 12 Days of Christmas Drop #10 |
Introducing India's TOP SDR Manager, the one and only Rahul Wadhwa.
Rahul is one of a kind when it comes to Sales and Sales Development. His beliefs, his go-to-market strategies, and his learning style are one of a kind. Here he shares his story on how he worked his way up the ranks and what it takes to be highly adaptable.
AboutI am a millennial managing Millennials for a living.
My Story- I was in the right place at the right time.
Am I a born salesperson? As a kid, I was able to convince my Indian parents into letting me study how alcohol is made so I can make a living, get work at 17 as a bartender with no experience, convinced more than 30 companies to hire me in less than ten years. If sales is about convincing another person into buying your idea, then yes. I have made a few sales in my life.
Why Sales Development? Look around. Every SDR wants to become an AE and then Sales Manager. Everyone wants to build an outbound team without grooming people in this role. Few Sales managers handle sales development, and sales function both. What's the problem you ask? Please think of the best Chinese restaurant you like and imagine them selling Indian food too. I rest my case.
How does the future of Sales Development in India look like? - Bright. SaaS is growing in India more than ever, and I see immense potential in building a career in Sales Development. My vision for the next 2 years is to motivate more SDRs to take up a career in Sales Development and more people to take up sales.
If you are an #SDR, want to hone your skills and don't know where to start, look at this absolute free resource - https://bit.ly/3e14eCP
Checkout my new Youtube Channel- https://bit.ly/3cuo8pn
Looking to master the interview skills and get hired?- Download our book "Get Hired" (Link Below)
Looking to contribute to our next book "Get Promoted", DM me
Happy with the guidance I provided and looking for ways to treat me? 😎Here’s my wish list for 2021 https://amzn.to/2WJKJqR
Connect with Rahul:
www.linkedin.com/in/rahulmwadhwa/
"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.
If you're interested in a free 30-minute consulting session with their award-winning team, head to
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#54 | From Product Expert to Solutions Consultant with Jared Wexler | 12 Days of Christmas Drop #9 |
Jared is one hell of a Solutions Consultant. Young, bright, and highly ambitious he'll do whatever it takes to be successful. Jared started off at Chili Piper as an SDR.
He then moved his way up the ranks into CX, Product Expert, and ultimately Sales Enablement. Jared then soon realize he found his Ikigai and that's being a Solutions Consultant.
FactoryFour provides a manufacturing execution system for high-mix and highly custom manufacturers around the world.
As a Solutions Consultant, I help with assisting our sales organization in pre-sales activities such as RFI/RFP completion and technical demonstrations.
G2 crowd recognized FactoryFour as a high performing MES in the 2019 Fall, 2020 Winter, and 2020 Summer Grid Reports
About
I love leveraging the use of technology both personally and professionally. I have a passion for problem-solving, software and working with people.
Since beginning my career, I've become more and more intrigued by the Sales Process. I started off as a SDR before moving to Customer Success and Relationship Management before being promoted to a Sales Enablement/Sales Engineering/Product Manager hybrid role.
I’m now in a Solutions Consultant role which is a mix of all the areas of SaaS that I’m passionate about.
I'm a huge fan of supporting Sales whether it be in Sales Engineering/Solutions Consulting or in Sales Enablement. The Sales world is one that I'm extremely passionate about and I look forward to growing in.
My Specialties/Interests:
+ Sales Engineering
+ Solutions Consulting
+ Sales and Marketing Operations
+ Sales Enablement
+ Salesforce
+ SaaS Onboarding and Training
+ SaaS Customer Support and Success
+ Marketing Automation Tools
+ Sales Technology
Connect with Jared:
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#53 | Barcelona Represent with Alejandro Campoy | 12 Days of Christmas Drop #8 |
Introducing our next featured guest coming straight out of Barcelona, Alejandro Campoy, Sales Account Executive at Stealth Startup.
Alejandro is my good friend coming straight out of Spain. He is a millennial repping Millenials and a true go-getter. With the mamba mentality burning desire within his heart, he'll go down swinging no matter what.
That's how winners win.
BIO:
I’ve been passionate about sales and marketing for as long as I remember, with a focus on value creation. I believe in brands with a conscience, those who help create a better world.
Over the last 8 years, I’ve helped companies from various industries grow, ranging from small, local projects in Valencia funded with limited resources to big food-techs in San Francisco.
This exposure to different environments has shaped me into a versatile, KPI driven, team-oriented professional with a business development focused skillset.
I have two passions: NBA and fashion. Following my passion, I recently released my second clothing brand, inspired by my core values and principles, where I apply all the knowledge gathered during these years. You can check it out @unlimited__dreamers .
Specialties:
SaaS | Digital Sales Development | Online Brand Building | Account Management | Prospection
Connect with Alejandro:
www.linkedin.com/in/alejandrocampoybea/
https://tenbound.com/top-3-skills-every-sdr-should-develop/
"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.
If you're interested in a free 30-minute consulting session with their award-winning team, head to
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#52 | SDRs of London with Ben Smith | 12 Days of Christmas Drop #7 |
Introducing Ben Smith, Team Lead of Business Development over at Reachdesk, a Direct Mailing Serice company helping people break through the noise at scale with personalized gifts. Ben is a true sales professional that everyone needs to keep an eye on.
He is also the Community Host of SDRs of London with over 180+ confirmed members. SDRs of London is an inclusive on-line community of London's most forward-thinking and innovative SDRs. We wanted to create a platform that gave Sales Development Representatives an opportunity to compare ideas, gain insight, and receive mentorship at their fingertips. Send me a message if you want to get involved!
BIO: I help Sales and Marketing professionals scale, automate, and measure physical direct mail sends through their CRM. I am passionate about bringing hyper-personalization and authenticity to the sales process to cut through the noise and add value to every conversation. Having previously worked in PR I have a true understanding of how this channel can help raise brand awareness, increase social exposure, nurture prospects, and retain customers.
Let's find some time to discuss creative campaigns that can help improve your sales cycle to generate more leads and win more deals. ben@reachdesk.com +447479007244 Connect with Ben: www.linkedin.com/in/bensmith1994/
This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#51 | Eye for an Eye with Evan Carlton | 12 Days of Christmas Drop #6 |
What do you do when you get let go from a company you put your heart and soul into? What do you do when you're left in the dark with no lights? What do you do when you think it's over when it's actually not? The answer is to push forward. Introducing our next guest Evan Carlton, Senior Manager of Enterprise Sales Development over at Lean Data.
Evan got his start in sales as early as 2013. It wasn't until 2017 when he got his first taste of being an SDR. Upon arrival, he loved every moment of it and the rest is history. Evan also has an impressive resume when it comes to his stats over at NetApp and they're as followed: •
Top SDR in Americas Q1 & Q2 of 2018 (200% of plan in Q1, 206% in Q2) • Served as unofficial team lead, interviewed SDR and Sales Intern candidates • Trained and mentored new hires, developed call scripts, and email templates He is also known as The Sales Development Coach, advising, helping, and teaching others on how to be successful when it comes to the Sales Dev. Game.
Come join us as he breaks down the main fundamentals and tactics it takes to be in this world. Connect with Evan: www.linkedin.com/in/theevancarlton/
This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#50 | Behind the Mind of RevGenius with Jared Robin | 12 Days of Christmas Drop #5 |
There are many Sales Communities out there but non like RevGenius.
RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family! Connect with 8,500+ members who are contributing to RevGenius’ mission and building the future of sales and marketing.
Build meaningful relationships Discover curated events Share best practices Behind the Master Mind of the Community is no other than Jared Robin himself.
A well seasoned Exec with over 10+ years of sales experience. Jared has always been a believer in being a giver than to take which prompted him to roll out RG. "You can get everything in life you want if you will just help enough other people get what they want." - Zig Ziglar Connect with Jared www.linkedin.com/in/jaredrobin/ www.revgenius.com
This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#49 | Main Core Fundamentals with Keegan Chapman | 12 Days of Christmas Drop #4 |
Introducing our next guest Keegan Chapman, VP of Sales over at Victorylap.io
Victorylap.io is a modern-day sales Bootcamp that acts as a liaison between the main sales skills fundamentals and the Tech/SaaS companies available. Bridging and closing the gap. The company is run by sales professionals for sales professionals.
Keegan got her first sales experience when she was as young as 8 years old selling girl scout cookies. Her mom was her best coach even till this day and she sure did raise an awesome daughter. Keegan was also named 2017 where her team raised over $130,000 to support The Leukemia & Lymphoma Society (LLS) in 10 Weeks! In turn, my fundraising team funded two grants as well as helped support cancer research through LLS.
She is also a sales professional and leader in the space, giving power and voice to the females in sales. What we truly love about Keegan is that she's always open to helping others out. She's also always on the move when it comes to goal achievements and always finding a way to break through it!
Keegan, thanks for all you do, the Sales Dev. Community appreciates you!
Connect with Keegan:
https://www.linkedin.com/in/keegan-chapman/
Bootcamp:
"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.
If you're interested in a free 30-minute consulting session with their award-winning team, head to
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#48 | 8 Years Deep with Nimit Bhatt | 12 Days of Christmas Drop #3 |
Business Development and Strategic Partnerships | Brand Evangelist | Top 25 Inside Sales Leader
Introducing our next guest on the show Nimit Bhatt, Managing Director of Business Development and Strategic Partnerships at Memory Blue.
memoryBlue is a sales development consulting firm headquartered outside of Washington, D.C, with offices in Austin, TX, Boston, MA, Denver, CO, and Silicon Valley, CA.
We’re passionate about helping high-tech companies grow faster and more profitably by maximizing the effectiveness of sales development efforts, while at the same time advancing the careers of stellar inside sales professionals.
When it comes to Sales Development Hard Hitters, Nimit is one of the OG's in the skits with 8 years going strong. He is also the VP of AA-ISP of the Phoenix, AZ Chapter.
What started off in a family that wanted him to become a lawyer, he went against their will and it was the best decision he ever made.
In this episode, he shares the benefit of always asking what's next
- How knowing too much can break or make the call
- Be Dangerous
- The Power of Story Telling
Connect with Nimit:
https://www.linkedin.com/in/nimit-bhatt-81047631/
The Sales Minute with Nimit:
https://open.spotify.com/show/1pWFmzCUidfDBpeI1Bh0iK?si=wlljLOmsR52zvR6ZM_MUXw
"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.
If you're interested in a free 30-minute consulting session with their award-winning team, head to
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#47 | From Bootstrapped to 1.1M in ARR with Niko Hughes | 12 Days of Christmas Drop #2 |
#46 | Building a Tech Start-up with Tom Williams, CEO & Co-Founder of Dealpoint.io | 12 Days of Christmas Drop #1 |
Introducing Tom Williams, Co-Founder, and CEO of Dealpoint.io
Dealpint.io is a customer-centric selling platform that helps aligns sales teams and their buyers so everyone is working towards the same goal
They provide insights such as
- Guided Discovery
- Deal Management
- Deal Review at Scale
- and of course
- Intent Data for Forecast
- Intent Data for Forecast
In this episode, Tom shares some ideas, nuggets, and insights on what it takes when it comes to building a tech startup.
Tom was also the Former Co-Founder of PresspointCRM and his 3 key takeaways are:
- His wife is the biggest part of his success
- Asking yourself can you live with no income for a year?
- Do not reach out to get funded unless you really have to
Connect with Tom Williams:
- https://www.linkedin.com/in/tdgwilliams
- www.dealpoint.io
"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.
If you're interested in a free 30-minute consulting session with their award-winning team, head to
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#45 | From Negatives into Positives with Larry Long Jr. |
Larry Long Jr. has got to be one of the realest sales professionals in the B2B sales space today. He's not afraid to speak his mind, he takes care of those around him and more importantly he never forgot where he came from. Larry was also recently named one of LinkedIn's 2020 Top Sales Stars.
Being there and bringing out the best in others is what he does best. Life wasn't always sunshine and rainbow for Larry, when he first started his career he actually had a lot of failures
As a matter of fact, one of the companies he worked at had an expected 150 manual dials minimum and when he delivered 143, he almost lost his job. Larry took this into consideration and the negative experience he had, he'd neer wish it on anybody else which is why he does what he does today.
Come join us as Larry teaches us how to be a true leader when it comes to sales and turn your negative failures into positive learning experiences. Both in personal and business.
Named LinkedIn 2020 Top Sales Star
Midweek Midday Motivation
https://www.linkedin.com/in/longjr7/
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#44 | Zig Zagging with Kyle Vamvouris |
In a world of Tech/SaaS sales, it’s often said that you’d need a college degree just to get your foot in the door. As a matter of fact, some people would argue you’d need one to be “successful” in life. This isn’t always the case and our next guest is proof of what an ordinary person in life without a degree can achieve.
Introducing Kyle Vamvouris, CEO and founder of Vouris Consulting. Vouris is a growth consulting firm that helps clients design, build, and scale their revenue organizations, with specialization in enabling teams to succeed in remote environments.
We do this by installing teams with playbook/process design, interactive training, and repeatable coaching. Kyle has not only built successful sales teams for the past years but he also grew them into successful AE’s and beyond.
Kyle is also the author of the book Cold to Committed and was also recognized as one of LinkedIn Top Sales Development Professionals. Connect with Kyle on LinkedIn: https://www.linkedin.com/in/kylevamvouris/ Cold to Committed: https://www.amazon.com/Cold-Committed-Performing-Development-Representative/dp/1093666668/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1605249110&sr=8-1 Book your free consulting here: www.vouris.com
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP
#43 | Why I Chose to be an SDR Manager rather than an AE with Danielle Benavides |
Introducing the deep dive interview with the one and only Danielle Benavides. Previously wrote an awesome amazing blog about the onboarding process for new SDR/BDR's.
Danielle is a true believer in what she does. She believes in taking care of those around her so they'll ultimately take care of you. There's no one straight road here, it's a two-way street. Being truly open to taking feedbacks, revoke, revamp, and review.
Danielle represents the true power of having women in sales. She brings a unique eye and ears when it comes to taking a new approach
Come join us as she shares her Why on being an SDR Manager rather than being an AE, a common struggle many reps often face in the Sales Development world.
Connect with Danielle on LinkedIn: https://www.linkedin.com/in/daniellebenavides/
#SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP