Enterprise Sales Development with Kevin Avery

In this episode of Enterprise Sales Development podcast, we speak with Kevin Avery, Growth Acceleration Advisor at SBI, The Growth Advisory. Kevin shares his insights in sales and sales development, including how to empower SDRs and train them in a guild mentality. He talks when the outsource, when to pull in house or when to move through hybrid models as well as how to build an internal SDR team. He discusses how to cultivate a fun working environment for SDRs and the role humor plays in sales development. Listen to how to stand out from the noise, do it differently and be creative. WHAT YOU’LL LEARN Where are the good sales development reps and how to empower reps How long should someone be trained in the space and the guild mentality The biggest mistakes or patterns Kevin has seen from people starting an organization or have started and are learning the obstacles that go into enterprise sales development His insight on when to outsource, when to pull in house and how to move through hybrid models How to build an internal SDR team What is role corruption and how it plays into this conversation How to stand out from the noise and do it differently and be creative How Kevin cultivates a fun working environment for SDRs and the role in humor in sales development QUOTES “I think the dictum for enterprises should be go be a master in the problem and spend a whole lot more time arming your SDRs and your sales reps if they’re prospecting with the idea of here’s the market problem. Here’s the dimensions of the problem. Here’s the way that you can size that problem. Here’s the various approaches and here’s the set of capabilities required to solve the problem. And noticed we haven’t even talked about the product yet and voilà at the end, we happened to have designed this product specifically with all of those insights built in.” -Kevin Avery [04:42] “People learn by doing.” -Kevin Avery [08:55] “One of the other sort of mistakes I see all the time is the blind assumption that an SDR is an entry level job, and the other sort of kissing cousin bad assumption is that there’s a direct magical line between an SDR and some sort of full-cycle sales rep role. It’s a plausible path, but it’s not if not A, then B.” -Kevin Avery [16:48] “It’s our job to be expert in the problem and the solution approaches, and therefore, the capabilities.” -Kevin Avery [27:38] “Stop doing what the other 17 robots are going to do. Surprise them by not doing.” -Kevin Avery [33:57] TIMESTAMPS [00:01] Intro [00:32] Meet Kevin Avery [02:02] Where are the good SDRs [06:54] The guild mentality [09:50] Biggest mistakes or patterns he has seen [11:48] Outsourcing and hybrid models [13:32] Building an SDR team [19:28] Role corruption [28:00] Voice of the customer [32:06] Standing out from the noise [38:45] Cultivating a fun working environment for SDRs [44:01] How to contact Kevin RESOURCES Monty Python’s Protest Song Dale Carnegie CONNECT Kevin Avery on LinkedIn SBI, The Growth Advisory website CIENCE website CIENCE on LinkedIn CIENCE on Facebook Learn more about your ad choices. Visit megaphone.fm/adchoices