Enterprise Sales Development (CIENCE)

In this episode of the Enterprise Sales Development podcast, we speak with Marissa Walden, Global SDR Director at Starburst. Marissa has developed a thoughtful management style and successful program in only a few years at Starburst. She shares tips on how to prospect better, manage SDRs, and discusses how to better foster talent mobility and enable growth in SDRs. Marissa also talks about the value of servant leadership and service-based sales and how those two elements can make every team member more knowledgeable, empathetic and discerning individuals.  WHAT YOU’LL LEARN Developing lifelong skills as an SDR  Focusing on the hero of the story, not the company The Sherpa Model: leadership and being responsible to others  QUOTES “People love talking about themselves. I tell SDRs if the person answered the phone then you are not interrupting anything. But it is up to you to make the call about them. You have to personalize. People respond to the hero of the story, not the company. It makes things more interesting for everyone.” - Marissa Walden [04:53]  “In anything you go on to do, you will never stop being an SDR. The skills that you develop as an SDR give you the ability to put yourself in someone else’s shoes.” - Marissa Walden [13:18] “We are here to solve a problem, create a really quality opportunity, and identify a pain that we can solve, not just any pain so you have to switch your mentality in order to be successful.” - Marissa Walden [35:58] “We have the privilege of being in an industry that is ever-changing and is truly solving problems. If you believe in the product and truly believe in the company you are at, you should be able to easily go into calls with confidence knowing it will work out.” - Marissa Walden [39:35] TIMESTAMPS [00:00] Intro [05:25] Relevancy and strategy [09:06] What success looks like as the Global Director at Starburst  [13:18] Developing skills as an SDR [21:09] Supplementing your ego and hiring smarter people [25:16] The value of identifying personas  [30:40] The Sherpa model [35:11] Seller deficit disorder [39:41] Believing in your product  [42:41] How to connect with Marissa CONNECT Marissa Walden on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the Enterprise Sales Development podcast, we speak with Ingo Dhandayudham, Senior Director of Global SDRs at Talkwalker. With two decades of experience managing sales development teams, Ingo shares his perspective on how to improve the sales development craft without compromising quality and many other inspiring techniques. Ingo also talks about the value of teaching hyper-personalization to SDR teams and how it can be a tool that allows them to solve problems that deeply resonate with clients and creates opportunities to build interpersonal trust within the sales process.  WHAT YOU’LL LEARN The growing importance of the SDR function Teaching hyper-personalization and training SDR teams Doing more with less and projecting market impacts The need for positivity and creating incentives for SDR teams QUOTES “We set up basic goals around hyper-personalization. We create ten personalized emails a day based on persona or industry. We give them templates they can build off of. We look at the scripts and ask “Is this something we would open or respond to?” The goal is to start at 10 then bump it up monthly.” - Ingo Dhandayudham [14:20]  “Start with the problem. Don’t assume. List different problems you have seen others experience but ask what problem resonates with the client. We can solve them all but we want to know what resonates with them.” - Ingo Dhandayudham [21:18] “Today, consumer trust and making sure we do the right thing is the most important thing.” -Ingo Dhandayudham [35:58] “We keep pushing forward. The SDR function is vital no matter what the economy does to you.” - Ingo Dhandayudham [45:53] TIMESTAMPS [00:00] Intro [02:54] Ingo’s professional journey [10:18] Bringing visibility to SDRs  [14:07] How do you teach hyper-personalization? [21:29] Solving problems that resonate with people  [26:43] Stability of close rates [36:30] Nice to have vs. Need to have  [38:40] Pillars of growth [43:25] Incentives and positivity  [46:15] How to connect with Ingo CONNECT Ingo Dhandayudham on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the Enterprise Sales Development podcast, we speak with Simon Belair, Business Development Leader and recent SDR Manager at Humu. Simon has over a decade of sales development experience and talks about the value of culture and why SDR teams are the backbones of an organization. He reflects on 2022 sales, the aftermath of COVID-19, and the challenges of creating job security amid a recession. Simon also shares how developing creative ideas and events that foster meaningful relationships with your sales teams can create a culture of purpose-driven team members. WHAT YOU’LL LEARN The need for culture to be dynamic  Creating job security during a recession  Determining how many leads are enough and understanding workflow The impact of creating meaningful connections with your sales team QUOTES “It was always about understanding what each sales landscape would bring us before even trying to position ourselves. That first layer of discovery is important and we found that people liked to talk to us.” - Simon Belair [23:32]  “Celebrate all wins big or small. Celebrate a small conversation that can lead to a bigger conversation.” - Simon Belair [29:05] “Culture is an ongoing process. It is dynamic and it is harder for managers now more than ever. Managers provide the human connection.” - Simon Belair [32:33] “SDRs are the backbone of the organization. They are the ears and eyes of the organization. They are the heart. They pump the blood in and out.” - Simon Belair [35:00] TIMESTAMPS [00:00] Intro [02:40] Simon’s professional journey [05:10] Challenges for SDRs  [07:20] Recession and job security [13:10] 2022 sales and hiring [18:55] How many leads are enough? [26:50] The Breakfast Club [34:21] Recession and culture  [39:00] Sales, pipeline, marketing, and teams [42:55] The dynamic nature of culture in organizations  [46:38] How to connect with Simon CONNECT Simon Belair on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the Enterprise Sales Development podcast, we speak with Alex Roy, Senior Manager of Sales Development at Drift, a Conversation Cloud company that helps businesses personalize experiences that lead to a more quality pipeline, revenue, and lifelong customers. Alex talks about how to do better inbound-led outbound campaigns and why campaigns should start with perspective. He also talks about the fundamentals of conversational marketing, like intentionality and empathy, and shares how Drift is adding value to the buyer's journey.  WHAT YOU’LL LEARN Drift SDR operations Adding value to the buyer's journey through conversational marketing Why confidence is crucial to SDR’s establishing new relationships Focusing on engagement and building trust with prospects QUOTES “Seventy percent of research when buying B2B software is done before they even land on your site or engage with someone. Those first clicks are so crucial. It is when they are laying the groundwork for RFP. You want that seat at the table when they are looking for software and to be trusted from the start.” - Alex Roy [05:36] “Yes, the number one goal as an SDR is to book those meetings but it is about the long game. It is about generating inbound leads that will ultimately become fruitful for you at the end of the month but maybe not on the phone on that random Tuesday.” - Alex Roy [19:32]  “Confidence creates social leverage when you are engaging with somebody.” - Alex Roy [23:27] “If you establish a relationship as an SDR, prospects are going to go back to their meeting where they start that internal exploration and say “hey, this company left a mark on me, they know what they are talking about and took a vested interest in our problems”. They will explore you even further. Then your product comes over the top.” - Alex Roy [28:19] TIMESTAMPS [00:00] Intro [02:40] Inbound led outbound campaigns [06:57] The commandments of marketing [08:45] The three B’s of buyers  [13:07] Accelerating the deal cycle  [17:22] First-party intent [23:07] Confidence in your solutions [28:09] Establishing relationships as an SDR [31:20] Practicing empathy [34:12] Showing vested interest to retain clients [34:46] Connect with Alex Roy CONNECT Alex Roy on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the Enterprise Sales Development podcast, we speak with Cathy Veri, Strategist at The Pedowitz Group. Cathy talks about her experience in the buyers journey and many of the mistakes people make in analyzing and creating their ICP. She discusses the importance of investing in SDRs and content to get off the hamster wheel and accelerate growth as a company. She also shares how you can use data more effectively in your strategies to sell more. WHAT YOU’LL LEARN The value of mapping out content to the buyer journey and to the persona Targeting your ICP better and capturing intent The Fly Wheel vs. The Funnel Coaching confident sales teams  QUOTES “If you are not doing SEO analysis, and seeing what is trending and what keywords need to be in the first two hundred words, you are creating content in a cave. In the old days, people used their gut to determine what the market needed. But why do you need your gut now? We have so much data.” -Cathy Veri [02:28] “You have to be laser focused on what you are saying and confident enough to say it. You can’t sell someone feature feature feature. Something has to be in it for the customer.” - Cathy Veri [09:40]  “People buy specifics. They don’t want general stuff.” -Cathy Veri [32:58] “If the salespeople could sit with an SDR for a whole day, once a quarter, SDR teams would infinitely benefit. Marketers, salespeople, managers, sit in that seat and listen to what the customer is asking. Learn from those calls.” - Cathy Veri [45:09] TIMESTAMPS [00:00] Intro [01:50] What people get wrong at the top of the funnel [04:40] Mapping [08:35] Identifying problems and finding solutions  [11:05] Close One Analysis in reverse [17:30] Content syndicators  [21:43] Creating a proper ICP [25:54] Factors to weigh before making go-to-market decisions [31:29] Linking the right assets as a marketer [36:37] Sharing success for everyone’s benefit [41:20] Increase in pick-up rates due to covid [48:07] Investing in SDRs and content CONNECT Cathy Veri on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this Enterprise Sales Development podcast episode, we speak with Kayla Rehmeier, SDR Leader and Manager at Lattice. Kayla shares how her experiences in sales shed light on many of the struggles entry-level SDRs hit at first and how she has creatively approached solutions to them. She also discusses the importance of creating an environment for SDRs that allows for mistakes and offers constructive feedback and how this can build better sales teams and more confident sales representatives.  WHAT YOU’LL LEARN What SDRs need to learn, know, do and think The value of allowing mistakes and building trust as a manager  Kayla’s tips on how to mitigate struggle points for entry-level SDRs How to help your reps find their voice as individuals QUOTES “Before I made any changes as a manager at Lattice, I went through the onboarding process myself. I tried to remove myself as much as possible from my beginning level knowledge and discover where I was filling in the gaps with my background knowledge. It helped me think about how I could help someone starting in sales.” - Kayla Rehmeier [05:08] “Go slow to go fast. It is easy to hit the ground running when you first start out. There is such a benefit to taking breaks and walking away from your computer.” - Kayla Rehmeier [10:50]  “Onboarding is a time of practice. It is where you get in all your practice swings. It is the time to fail, to make mistakes, and be ok with it. There are so many people willing to help you in onboarding. Being open to constructive feedback will make you better in the long run. ” - Kayla Rehmeier [21:40] “Frankenstein your way to success. Pull bits and pieces from here and there that feel true to you. There is nothing wrong with patching things together and taking bits and pieces from people along the way.” - Kayla Rehmeier [52:43] TIMESTAMPS [00:00] Intro [01:55] This week’s guest: Kayla Rehmeier [03:55] The SDR program at Lattice [12:42] Teaching cold calls  [14:00] Catching curiosity and asking thought-provoking questions [18:48] Understanding the HR department [24:20] Training SDRs: Being human and not knowing the answers  [28:48] Accountability [35:27] Working with new hires [40:39] Where entry-level SDRs tend to struggle [48:33] Using call metrics to map out accounts [51:43] Creating an environment of trust as a manager [53:33] Connect with Kayla Rehmeier CONNECT Kayla Rehmeier on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the Enterprise Sales Development podcast, we speak with Adrianna Vidal, Growth Operations Manager at RevGenius. Adrianna shares her journey from high school dropout to becoming a leader in the sales community for industry veterans, founders, marketers, and more. Adrianna discusses many of the hurdles entry-level sales positions present and how to break into the field. She also talks about the value of live call coaching, self-evaluation, and feedback from industry professionals when desiring to grow as an SDR.  WHAT YOU’LL LEARN Adrianna’s journey toward growth operations management   How to find sales advice that works for your prospects Creating community and resources for reps and those looking for a career change  Integrating SDRs into the sales process and marketing department QUOTES “I think being really transparent about where you started makes employers a little less hesitant to hire someone who is open with their background. Hiring managers are really starting to learn regardless of someone's background, a person can be really successful in sales.” - Adrianna Vidal [04:20] “B2B customers are still regular people, They want to feel like you understand them. Experiment constantly to try and figure out the things that resonate and show that you understand this person.” - Adrianna Vidal [21:29]  “The SDR role is going to shift. It is likely that more of the full-cycle sales positions will come back and be focused on prospecting and also closing. We could potentially see SDRs being more closely aligned with marketing. ” - Adrianna Vidal [31:34] “There is something to be said for reps taking initiative and showing interest in the sales process. At the same time, SDRs have all these meetings on their calendars and still have to hit their numbers. A lot of times being in an entry-level role and not invited into that process can make people feel like they don't belong there at all until someone asks them to be ” - Adrianna Vidal [34:46] TIMESTAMPS [00:00] Intro [01:25] This week’s guest: Adrianna Vidal [06:23] Sales experience and content development   [09:59] Utilizing social platforms  [15:33] The Prospecting Club [17:27] LinkedIn growth over the years  [22:39] Meeting asks and creating sales scripts  [26:10] Tracking numbers and systems consistently   [30:51] The evolution of full-cycle sales reps  [34:48] Integrating SDRs into demos and closings [40:26] Sales reps and the importance of taking initiative  [44:00] How to contact Adrianna   RESOURCES Lilac Tech Collective CONNECT Adrianna Vidal on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the Enterprise Sales Development podcast, we speak with Richard Harris, Founder of The Harris Consulting Group, a customized sales training program that helps sales reps earn the right to ask questions, learn which questions to ask, and when to ask them so they can drive more revenue. Richard shares how reps can optimize sales craft and develop more efficient timing, pace, and tone within the sales cycle. He also discusses the value of merging leadership and technology and how it can break through generational barriers within teams.    WHAT YOU’LL LEARN Techtonic changes over the last decade in sales consulting clients  The value of merging leadership and technology   Run your Lungs: Personalizing your sales deck  How to change sales cycles with negotiation and clear communication QUOTES “The challenge that I see is bandwidth. We have made ourselves so efficient that theoretically: Should we even have to do the job anymore? There are too many tools that are being rolled out without teaching people how to be experts at them. So they are only using bits and pieces. Everyone wants the magic pill.” - Richard Harris [04:39] “One of the first things I ask people is if they have done an audit. Do you even know if emails are getting to the recipient? That is something at the top of the funnel I have become more and more insistent upon.” - Richard Harris [21:49]  “We have to stop talking about what we do and start talking about the pains that we solve. We have to paint the picture of that pain. People buy in the pain. When it hurts we want to fix it.” - Richard Harris [23:03] “There is a difference between sounding scripted and having a script. The word ‘script’ has become this silly and bad word. Go run your lungs, say it out loud, and see what it sounds like. Practice. Practice. Practice.” - Richard Harris [34:14] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Richard Harris [02:39] Changes in sales consulting over the last decade  [09:50] Technology and leadership [13:25] The value of team customizations  [18:00] Negotiating in different departments [22:30] The training funnel [26:50] Tailoring sales calls and sales demos [31:16] Teaching mindset for reps  [38:01] Cheat codes and table stakes  [41:06] Leveraging sales tools [44:58] How to connect with Richard   RESOURCES Harris Consulting Group CONNECT Richard Harris on LinkedIn Call Richard: 415-596-9149 Richard’s Email: richard@rharris415.com CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the Enterprise Sales Development podcast, we speak with Helen Fanucci, author, sales leader, team builder, and host of the Love Your Team podcast. Helen has been leading sales teams for over a decade. She discusses proven strategies that sales managers can put into action to build stronger team cultures and deliver outsized business performance while retaining top talent. She also shares core insights and sales lessons from her newly released book, Love Your Team: A Survival Guide for Sales Managers in a Hybrid World. WHAT YOU’LL LEARN Leading high performers and underperformers in your team well The importance of fostering a culture within sales teams  Tapping into the ambition of your team members and the power of intentionality Pragmatic and practical skills from the Love Your Team book QUOTES “I believe that sales managers hold the key to retaining talent. They are the pivot point to amplify sales success.” - Helen Fanucci [02:28] “People who can think broadly, be open to feedback, coaching and incorporate different opinions while synthesizing all of that, can wear the “strategic” hat.” - Helen Fanucci [24:17] “If you want to go fast you do it yourself. If you want to go far, you do it with others.” - Helen Fanucci [26:05] “I like to think of a freeway as a metaphor for roles. You move in and out of lanes because maybe you need to help somebody else out. We need to work across lanes within our teams at times.” - Helen Fanucci [30:57] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Helen Fanucci [02:22] Love Your Team: A Survival Guide for Sales Managers in a Hybrid World  [06:48] Introducing yourself to your teams [12:30] High performers and underperformers [14:27] Fostering culture [19:56] Building relationships with customers [23:38] What qualifies an individual role as strategic [26:34] Delegation and moving higher within organizations [31:46] Blitz days  [37:39] Executive exposure and visibility  [39:33] Helen’s takeaways for readers of her book RESOURCES Love Your Team Book  Listen to Love Your Team Podcast CONNECT Helen Fanucci on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Chet Lovegren, aka The Sales Doctor. Chet helps companies develop their talent from SDRs, to AEs, to Frontline Managers, so he’s here to share his sales development expertise with all of you. Listen in as he shares powerful insights and tips on how to be “prescriptive” in sales development by following a proven and methodical process to heal any broken sales organization. WHAT YOU’LL LEARN What it means to be prescriptive with your sales development teams. The “input mindset” your SDRs need to get results and create value for your company. Chet’s candid thoughts on the biggest obstacle to reaching peak performance in sales development: “Thought Gurus” who trick the algorithms. How to effectively deliver value props and handle objections via email and sales calls. A Before & After example of the benefits of consulting The Sales Doctor. QUOTES “You have to be prescriptive and you have to implement those things so that not only you’re doing things correctly, but you’re also enabling your teams to getting better buy in and adoption, because that can be really tough.” - Chet Lovegren [05:07] “Right now, you’ve got to do more with less.” - Chet Lovegren [10:05] “You have to focus on the inputs and not just the inputs, but strategically approaching the inputs because… making 100 cold calls is not gonna be successful. Making 100 good cold calls is what’s gonna make you successful. That’s part of what The Sales Doctor’s trying to help people accomplish is enabling people to get to a point where they’re leveling up their skills so that they’re not making the perfect cold call, because perfect is the enemy of great, but they’re making good, if not great, cold calls.” - Chet Lovegren [25:43] “When you’re met with an objection: Objection, Value Prop #1, Objection, Value Prop #2, Objection, Value Prop #3, Objection 4, Call it Quits.” - Chet Lovegren [36:07] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Chet Lovegren [01:48] Why Chet became The Sales Doctor & What it means to be prescriptive. [07:07] Chet’s SD consulting and training workshops. [12:17] The importance of having a strong support system outside of your thought leadership. [15:17] Finding your “why” and achieving full self-realization. [18:09] Optimizing your efficiency, mastering time management, and having an “input mindset”. [28:49] Current challenges in reaching peak performance in sales development. [34:04] Strategies for objection handling and delivering value propositions. [43:49] Before & After The Sales Doctor: Simple, yet powerful changes in messaging. [52:01] How to connect with Chet. RESOURCES Pavilion  Listen to The Sales RX Podcast CONNECT Chet Lovegren on LinkedIn Chet Lovegren on Twitter Chet Lovegren on TikTok The Sales Doctor Website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices