Enterprise Sales Development with Gabrielle B.

In this episode of Enterprise Sales Development podcast, we speak with Gabrielle “GB” Blackwell, who is a Sales Development Leader at Airtable. Gabrielle talks about her people-centric approach and how her infinite curiosity about her team members gets the best out of them. She also talks about the Women in Sales Club, an organization she co-founded that is focused on enabling, empowering and promoting women within the sales profession. WHAT YOU’LL LEARN How she got into sales and how those experiences shaped her to where she is now The ingredients for her own individual contributor success as a top SDR Her mindset in penetrating enterprise accounts Her side role as Senior Instructor at Elevate and how she guides new SDRs Her SDR strategies and tactics and how she will lead and inspire in her role at Airtable Womens in Sales Club QUOTES “So I think that experience of being able to realize a lot of things out of life that I wanted to realize, but also growing as a person, building up confidence in myself, building up my self-esteem, really starting to hone and honor my own self-worth, like that initial experience in sales, that’s what showed up for me. And I think that’s a huge reason why I can continue to be a leader in sales development.” -Gabrielle Blackwell [07:02] “For those folks who are kind of have that entrepreneurial spirit, I think sales can be quite a gift as a career.” -Gabrielle Blackwell [11:31] “The quality of your work is really going to be defined by the quality of your list. The quality of your list is really going to be informed by the quality of your research. ” -Gabrielle Blackwell [17:27] “For me, I’ll be honest. I really don’t care about whether or not you know the acronyms. I care about are you going to work really hard and are you going to ask a lot of questions. And are you going to use your mouthpiece in providing feedback and asking for what you need.” -Gabrielle Blackwell [29:44] “I think as a manager I have to be infinitely curious about my people. Like that’s what I have to do. It’s not about tactics, and tactics means make more calls. It’s about infinitely curious about my people and that’s what’s going to help me do my job better.” -Gabrielle Blackwell [48:55] TIMESTAMPS [00:01] Intro [00:32] Meet Gabrielle Blackwell [02:05] Her career trajectory [08:07] Is sales for everyone? [11:38] The ingredients for her own individual contributor success [16:49] Her mindset in penetrating enterprise accounts [23:13] Giving back with education [29:56] Her strategies and tactics [40:09] How she will lead and inspire in her new role [51:41] Gabrielle’s final thoughts and Womens in Sales Club RESOURCES Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler Outbound Sales, No Fluff: Written by two millennials who have actually sold something this decade. By Rex Biberston and Ryan Reisert Maslow's hierarchy of needs Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity by Kim Scott CONNECT Gabrielle Blackwell on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices