Enterprise Sales Development with Dionne Mejer

In this episode of Enterprise Sales Development podcast, we speak with Dionne Mejer, CEO and Founder of Inside Sales by Design. Dionne shares her best practices with scaling inside sales teams and what works and what hasn’t worked. She also discusses leadership versus the manager mentality and why the purpose statement is the team’s North Star. Listen for her advice on learning scripts and messaging and how to sound more human and more natural on the phone. WHAT YOU’LL LEARN What has changed the most in the landscape of the inside sales and outbound SDR culture in 2022 How Dionne helps bridge the gap with the team members who are on different levels and how she get everyone on the same page Why the purpose statement is the team’s North Star The difference between managing the team vs leading the team Her tips to handling calls What to expect in her upcoming book that will be released at the end of this year Practices that she has found to scale really well and practices that are better for individual approaches What Dionne wished she has known at the start of her career that would have informed different decisions QUOTES “We can’t coach our team if we haven’t set the right expectations.” - Dionne Mejer [05:45] “We’re going after unity, not uniformity.” - Dionne Mejer [08:10] “Our purpose isn’t to hit a quota. That is never the purpose. That is a result. Our purpose as a team is to delight our customers, make their engagement with us the best thing that’s happened to them that day.” - Dionne Mejer [11:23] “We should be different next year than we were this year.” - Dionne Mejer [19:27] “Give yourself some grace and what you’re not good at today, if you work hard at it, you’ll be good at it tomorrow.” - Dionne Mejer [42:18] TIMESTAMPS [00:00] Intro [00:29] Meet Dionne Mejer [02:41] Changes with inside sales and outbound SDR culture [04:41] Getting everyone on the same page [08:59] The team’s North Star [16:05] Manager vs leader mentality [19:37] SDR is impossible work [24:09] Handling calls [33:13] Her upcoming book [34:08] Practices that scale really well vs individual approaches [41:07] The perfectionist mindset [44:44] Using a script and/or roadmap [51:58] How to contact Dionne RESOURCES Raising Men, Not Boys: Shepherding Your Sons to be Men of God by Mike Fabarez The Mighty Ducks The Mighty Ducks - Goldberg The Goalie Is Born Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink and Leif Babin The Dichotomy of Leadership by Jocko Willink and Leif Babin Jocko Podcast Regie.ai CONNECT Dionne Mejer on LinkedIn Dionne Mejer on Twitter Inside Sales by Design website Inside Sales by Design on LinkedIn CIENC Learn more about your ad choices. Visit megaphone.fm/adchoices