Unsubscribe: The demandDrive Podcast

Episode 14: Degree, or Not Degree, That is the Question

An episode of Unsubscribe: The demandDrive Podcast

By AJ Alonzo
Want less of those nasty "UNSUBSCRIBE" emails in your inbox? You've come to the right podcast! We put our own spin on Sales Development to help you better your prospecting efforts, better manage your team, and better prepare you for the (sometimes cruel) world of sales development!

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Episode 18: A Manager's Workload
You're listening to Unsubscribe! Today, we talk with one of our Director's of Client Engagement - Alexa Rzasa! Alexa talks about the feasibility of managing multiple SDRs & projects and what strategies to use to remain effective in her day-to-day activities. We dive into prioritization and delegation, ownership, personal growth, and expectations in the management role - and more importantly, how that impacts the SDRs. Just as much as responsibilities trickle up from the SDR to the Manager, they trickle down the same way! Link to the Eisenhower Matrix:  https://www.eisenhower.me/eisenhower-matrix-canvas/  "When I'm asking for help, I'm asking to collaborate. Only because I don't know what I don't know, and the more experienced people around me are going to be able to give suggestions that are going to help make a solution more robust, and I'm going to get more experience that way as well."
June 7, 2019
Bonus Episode with Rory Caulfield!
You're listening to Unsubscribe! Today we talk with former dD employee Rory Caulfield about his take on the SDR role and how he's leveraged his experiences into an AE position at Datadog! Rory was kind enough to come back to the demandDrive office and share some of his wisdom with our team, and he was doubly kind enough to pop on the podcast afterwards and talk more about his life post-dD. Definitely some good nuggets of info to take away from this episode - whether your an SDR or someone managing them! Warning - this episode is Explicit...explicitly awesome! But actually, there is some bad language in here that you should be aware of.
May 31, 2019
Episode 17: Inbound vs. Outbound Strategies
 You’re listening to Unsubscribe! Today we talk with Stephen Keefe, a rising Jr. Project Manager here at demandDrive, about how he effectively separates inbound and outbound activity. A popular debate topic, inbound vs. outbound is one of the tougher things to manage for a new rep. As an SDR you want to prioritize the activity that gets you a meeting - that’s inbound/outbound agnostic. Your manager/client wants you to touch all of the accounts they’ve delivered you (also channel agnostic). How can you strike that balance to be both effective AND efficient?  According to Stephen, it’s pretty circumstantial!  “It all stems from expectations…Everything is gray-scale. And if you have a question of yes or no, finding out they why behind it is probably the most important thing to do. “
May 21, 2019
Episode 16: Management Strategies from the SDR Point of View
You’re listening to Unsubscribe! Today we talk with one of demandDrive’s Team Leads, Eli Smith, about bridging the gap between upper management and the SDR team - specifically in regards to communication and managing expectations. As someone who has an “extensive reputation of being a leading demand generator, (seriously, his words haha)” Eli is the perfect person to talk to about this. His role as a team lead bridges both the management and SDR team, and he has the best interest of both parties at heart. Facilitating that transparency and making sure all sides are on the same page is key, and according to Eli: “There’s not a lot of instances where a lack of visibility helps.” We couldn’t agree more!
May 7, 2019
Episode 15: Interview with Marylou Tyler
You're listening to Unsubscribe! Today we have the honor of talking with one of the leading minds in sales education, Marylou Tyler! She's the founder of Strategic Pipeline, a one-stop solution to systematize your own sales process, so you can count on steady revenue, and grow it whether your sales cycle is long or short. Marylou is the perfect person to capstone our discussion on education in the sales world and where its value lies. From her time as a Computer Science major at USCB to her work at Xerox's Think Tank (with a group of misfits, as she calls it), Marylou's pathway into sales took a couple of twists and turns (and a magic wand) before she ended up where she is now.  Listen in for some quality training and coaching takeaways, amusing anecdotes, and tangible tactics you can implement with your team today to get them working at their top capacity!
April 1, 2019
Episode 14: Degree, or Not Degree, That is the Question
You're listening to Unsubscribe! Today we talk with former dD Intern and soon to be Bentley Grad, Ryan Boudreau, about his experience in the Bentley Professional Sales Program! Well, we don't really talk with Ryan - he's busy finishing up his degree and wasn't able to make it into our office. Instead, we asked him a handful of questions to help enlighten us on his view of education in the sales world and what to expect with a specific degree. In a very college-styled response he wrote up answers for us, and we're going to talk about them! I won't lie to you, it's a bit of a weird episode. Not having Ryan in the office made for an odd conversation between myself and Alex. Enlightening and compelling, but odd. Ok, I warned you. Now, kick back and get ready to get educated!  Want to see Ryan's full answers? Check out this blog post!
March 14, 2019
Episode 13: So You Think You Can Sell?
You're listening to Unsubscribe! Today, we talk with our Director of Recruiting, Sean Harrison, about the qualities he looks for in an interview candidate and what makes up a good foundation for the SDR role. Think you can sell? Test yourself against these traits and see if you stack up with the rest of demandDrive's applicants. Also, apply! We're constantly looking for top talent to join the dD team - if you think you have what it takes then head to our careers page and submit an application! Make sure to listen for the secret password in this episode...
March 4, 2019
Episode 12: I Got a Degree - Now What?
You're listening to Unsubscribe! Today we talk with former dD employee, the one and only, Justin Ernest about his decision to go back to school and pursue a Masters Degree in International Business.  Was it to explore a new career path? For fun? The real question - did he think it was necessary to further his career? You're just going to have to listen to find out! "They [the skills you gain in school] don't have to specifically correlate, but learning is never a bad thing, and you can always apply that to anything you do."
February 22, 2019
Episode 11: Do You Need a Business Degree to be a Successful Salesperson?
You're listening to Unsubscribe! This week we sit down with one of demandDrive's co-founders, Dan Paul, and talk degrees. Is there a degree that better suits you for a life in sales? Do you need an MBA to prove your worth? Or is learning on the job a better alternative? All that, and more, in the latest episode of Unsubscribe!  Highlight: AJ, Alex and Dan lay out a simple 3 step process on how to make a billion dollars in the SDR role! *totally not click-bait* "We see a lot of people come through that don't necessarily know what their career path - like they don't really have it designed. And that's fine."  "There's not a degree that would prevent you from pursuing a career in sales."
February 12, 2019
Episode 10: Interview with Morgan Ingram
You're listening to Unsubscribe! Today we have a very special guest - Morgan Ingram! If you don't know Morgan, you might have been living under a rock for the past couple of years. Currently the Director of Sales at JBarrows Sales Training and host of The SDR Chronicles, Morgan has a wealth of knowledge in the sales training and coaching space that we were lucky enough to tap in to. "Honestly, you should probably stop listening to sales podcasts - don't even listen to mine anymore it doesn't even matter...You need to start learning more about your industry and the people you're selling to. I don't know who you're selling to - I can give you the skill set to be successful, but the personas you're talking to are completely different and I'm not that persona." Full of training takeaways, useful tips and education anecdotes, this is an episode you don't want to miss!
February 8, 2019
Episode 9: Sales Enablement Tools
You're listening to Unsubscribe! In this episode we talk with Sarah Fotos, our VP of Client Engagement, about the wonderful world of sales enablement tools. What are they? Are their powers used for good, or evil? Let's find out! "You start seeing SDR burnout...because they're just doing the exact same thing day after day, and there's no real thought going into it. It's just, 'let me upload this list and call it a day." Big news - we're talking with Morgan Ingram next week! Should be full of coaching tips you can use right away!
January 31, 2019
Episode 8: Self-Certification Programs
You're listening to Unsubscribe! In this episode our former Director of Sales Development Mike Coscina dives into the viability of self-certification programs. How does it compare to an internal training program? Does it help or hurt SDRs? What's the difference between training, coaching, and certification? Lots of questions and lots of answers in this episode. If you're responsible for training, coaching, or leading SDRs, this episode is for you! "[Self-Certification] is really good for dipping your toe in the water of a subject...but they may not be as effective as if you were getting hands-on training."
January 23, 2019
Episode 7: The Importance of a Comprehensive Training Program
You're listening to Unsubscribe! We're kicking off 2019 by talking with Chelsea Leahy, our Director of Training and Internal Ops here at demandDrive. Chelsea dives into the ins and outs of our training program (snag some industry secrets for your own teams!) and what she finds most valuable when building a program from the ground up.  Whether you're a new SDR, seasoned pro, or own the SDR/training function, this episode is a must listen and great way to kick off the new year!  "A lot of times you let [new SDRs] spread their wings and you're like 'OK, good luck!'...I think it's really important to continue to work with these reps for at least the first month. Or two. Or three. Depending on the specific person."
January 15, 2019
Special Episode! Holiday Cheers, from demandDrive!
You're listening to a very special holiday edition of Unsubscribe! This will be our last episode of 2018 (booooo), and while we're sad we won't be recording for the next couple of weeks we're excited to come back in January with some new content for you guys!  In the meantime, here's a quick episode about some DO's and DON'Ts of holiday prospecting! Take it and make some extra cash this holiday season! You can thank us later.
December 19, 2018
Episode 5: Interview with Brian Trautschold
You're listening to Unsubscribe! In our first ever full-length episode we talked with Brian Trautschold, one of the Co-Founders of Ambition, a sales performance platform designed to get the most out of your inside sales and SDR teams.  We discuss the pros and cons of founding a successful startup, the importance of healthy competition within a sales team, and his take on how robots are going to impact sales development in the future.  Want to know the best way to incentivize a diverse group of SDRs? Then give us a listen this week on Unsubscribe! Check out Ambition's Modern Sales Performance Platform here: http://bit.ly/2EphqTw
December 12, 2018
Episode 4: Friday Hours & Employee Empowerment
You're listening to Unsubscribe! This weeks Quipisode features demandDrive's Co-Founder and CEO, Lindsay Frey! Drawing from the quote "I want to empower people to be successful in the way that works for them," Lindsay dives into her approach on how to better engage with and empower her employees.  From Recognition to Monetary Compensation to Schedule Flexibility, learn about what's worked (and what hasn't) to help you shape the foundation of your own company's incentive structure!  "They key is to make [the goal] attainable, but challenging." Incentives can't be too easy - otherwise, "they start to become expected and not earned."  Brian Trautschold Interview coming next week - get ready!
December 7, 2018
Episode 3: Find Everyone's Carrot
You're listening to Unsubscribe! In this weeks Quipisode we talk with DCE and resident contest expert Tad Bustin about how he uses office competition to motivate his reps. From reimagining classic games like Chutes & Ladders and Hot Potato to creating complex contests like "The Game of Games," Tad has breathed new life into our inter-office competitions!  Listen on to see if Tad could help revamp your own office's contest structure, and what pitfalls to avoid when creating your competition.  "The biggest problem at any company is going to be apathy...You're trying to strike against that, and contests are a really cool way (especially if no one has seen it before) to strike that chord."  Brian Trautschold interview coming in 2 weeks...Get ready!
November 29, 2018
Episode 2: Be the Why
You're listening to Unsubscribe! In this weeks Quipisode we talk with Steve D'alessandro, one of the Directors of Client Engagement here at demandDrive, about the motivation tactics he uses with the SDRs on his team. Find out what Steve does to get the most out of his reps and how you can translate those tactics into your own organization!  "You can't throw out a contest at everyone and anyone and expect that to resonate/deliver the metrics or results you want."  Get ready for our upcoming interview with Brian Trautschold! It's only a couple of weeks away... Side note: Please excuse the weird audio quality in this episode! We managed to fix it for future podcasts.
November 19, 2018
Episode 1: What Club Sports Taught Me About Sales Development
You're listening to Unsubscribe! In this Quipisode, join AJ and Alex as they dive into their mysterious pasts...as former club sports players in college. Not as scandalous as you thought! Learn about the worlds of competitive Ultimate Frisbee and Rugby, and what parallels can be drawn between those and the world of sales development! “A lot of people look at Sales Development as a sort of, individual, lone wolf type job…but, in reality, you’re on a team with other people, and what you do impacts what they do.”  Blog in mention: http://bit.ly/2DEIldu  Get ready for our big interview with Brian Trautschold! Only a few weeks away...
November 14, 2018
Episode 0: The Origins of Unsubscribe
Whoa, what's this? A new podcast?! That's right, the very first episode of our prospecting podcast, Unsubscribe, is live! Learn about why we decided to take this journey and what to expect moving forward. Whether you're an SDR or someone who manages them, this podcast is for you! "We're gonna talk about the stuff we know, and we want you guys to enjoy the stuff we know as much as we enjoy knowing it."
November 8, 2018
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