Enterprise Sales Development (CIENCE)

In this episode of Enterprise Sales Development podcast, we speak with Kevin “KD” Dorsey, Practice Lead for Revenue Leadership at Winning by Design. As one of the leading voices in the sales development space, KD shares a lot of insights including the 8 Mile method, based on the 2002 film starring Eminem. He also talks about the questions SDRs should ask to drive the conversation, including the bucket question. Listen for KD’s six questions to help develop messaging that sticks. WHAT YOU’LL LEARN KD’s philosophies around prospecting and SDR/BDR teams when he’s engaging with clients The 8 Mile method and how it can help with messaging What questions SDRs can ask to drive the conversation, including the bucket question Using answer and ask to take control of the conversation Six questions KD asks to build his scripting and messaging QUOTES “If I look at where a lot of companies struggle when it comes to their prospecting and pipeline generation is the messaging is way too product focused and way too company focused versus problem and persona focused.” -Kevin Dorsey [02:51] “On your cold call, y’all, if there’s any objection you’re getting regularly, you 8 Mile it.” -Kevin Dorsey [16:22] “It’s easier to get the yes and work backwards.” -Kevin Dorsey [30:47] “The point we’re making here, y’all: Know your data.” -Kevin Dorsey [35:04] “People cannot relate with the end result. They can only relate with the beginning.” -Kevin Dorsey [39:07] TIMESTAMPS [00:00] Intro [00:24] This week’s guest: Kevin Dorsey [02:13] KD’s philosophies [07:04] Sales as a vocational study [09:46] 80/20 Rule [13:05] The 8 Mile method [20:53] Answer and ask [29:13] “When is your next opening?” [37:19] The idea of social proof [40:44] Six questions for messaging [45:08] KD the Doru [46:22] How to contact KD RESOURCES 80-20 Rule 8 Mile Reinvent Yourself by James Altucher How To Get An MBA From Eminem by James Altucher The Ultimate Influence Program Tony Robbins Influence: The Psychology of Persuasion by Robert Cialdini CONNECT Kevin Dorsey on LinkedIn Live Better. Sell Better. Podcast Kevin Dorsey on Patreon Winning by Design 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

In this episode of Enterprise Sales Development podcast, we speak with Neil Bhuiyan, Managing Director and Founder of Happy Selling. Neil draws from his experience in the SDR space in the last decade to discuss his role and how to do sales development well. He discusses how he trains SDRs the Happy Selling ethos and why collaboration is key with messaging. Neil also shares what makes a good manager. WHAT YOU’LL LEARN His experience with Zuora and introduction to subscription economy How Neil trains SDRs on trend sellings with the art of storytelling The story behind Happy Selling The Happy Selling ethos and Neil’s training approach Why collaboration is key when it comes to messaging What the COVID-19 pandemic taught Neil about the qualities of a good manager QUOTES “That’s again one of the reasons I fell in love with being an SDR, because I felt like you had a direct impact trying to help build a company, but you’re also trying to help people out there, and you’re in essence trying to change the world, Eric.” -Neil Bhuiyan [10:25] “The one thing I say to my SDRs is that you never lose. You either win or you learn, but you always look for the opportunity to learn if you can.” -Neil Bhuiyan [15:49] “If you can set a good tone in that initial first call, that will set the tone for the entire sales cycle thereafter.” -Neil Bhuiyan [20:46] “What I try to say to SDRs is that being a sales development representative is just not an entry to sales, it’s an entry to a whole company.” -Neil Bhuiyan [27:50] “Whatever you’re learning to do now is either going to help you later in life run your own business or help somebody else run their business.” -Neil Bhuiyan [46:19] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: Neil Bhuiyan [01:27] How Neil start in the SDR world [07:22] The gospel of the subscription economy [10:38] Capitalizing on trends [15:26] You either win or you learn [21:04] Happy Selling [23:36] Coaching and training the Happy Selling ethos [34:33] Messaging: Collaboration is key [40:43] An example of before and after [46:29] Ideal customer for Happy Selling [48:03] What helped Neil progress in his career [54:59] Make SDRs believe in themselves [59:48] Qualities of a good manager [1:06:06] How to contact Neil RESOURCES Zuora The Guardian Subscribed Showpad Pareto principle Enterprise Sales Development with John Barrows Chadwick Boseman Tribute to Denzel Washington Les Brown’s quote CONNECT Neil Bhuiyan on LinkedIn Happy Selling website The SDR DiscoCall Show CIENCE website Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with John Barrows, CEO of JB Sales Training. John shares how to do outbound well and his formula for sales-ready messaging. He discusses ways to unpack your script formula that will improve your game, no matter what level you are in the sales development field. John also talks about what it takes to teach and train how to be effective in today’s modern sales experience. WHAT YOU’LL LEARN The massive shift John is currently seeing in the SaaS world as it relates to the predictable revenue model How he trains his clients on sales-ready messaging His messaging equation and interest questions What it takes to train effectiveness in today’s sales environment How to manage Millennial and/or Gen Z team members QUOTES “I would not treat somebody who’s sitting behind a desk, hammering out 50 to 100 sequences, cadences, whatever you want to call them on a daily basis with no thought put into them. I would not call that a sales role.” -John Barrows [08:15] “If you force me to choose between personalization or relevance, I’m going relevance all day long.” -John Barrows [11:01] “The subject line is gotta get my attention. I have to look at that and be like, Is that something? But even those first 10 words that are right on my phone, the first 10 words of that sentence, those are just as important as the subject line these days, because I can read it right here. And so now, those 10 words, they gotta get me interested.” -John Barrows [12:22] “If you can learn business and what it takes to be in those roles and ask questions to people and all that other stuff, you might not come out of the gate strong obviously, but I promise you, you’ll leapfrog your competition if you will in the future, if you take that approach.” -John Barrows [22:39] “That front line manager can inspire or demotivate somebody in a blink of the eye.” -John Barrows [39:49] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: John Barrows [02:06] A massive shift in the SaaS world [08:28] Training his clients [10:09] Sales-ready messaging [18:02] John’s messaging formula [21:36] Business acumen is what you should learn [29:31] Structures, not scripts [39:11] Front line managers can inspire or demotivate [47:23] How to contact John RESOURCES Tim O’Neil on Growing Organizations to Break the Predictable Growth Model Glengarry Glen Ross The AIDA model The truth about Google's famous '20% time' policy Enterprise Sales Development with Morgan Ingram The Key to Managing Millennials in the Workplace “Life Moves Pretty Fast…” - Ferris Bueller's Day Off Tony Robbins CONNECT John Barrows’ website J Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Ali Palermo, BDR Manager at SafeLease. Ali shares well-developed insights on how she runs her team and how she is building her team now. She discusses themes she’s learned along the way. She also talks about what she thinks are the biggest changes in the SDR space and where she thinks things are going. WHAT YOU’LL LEARN What she’s learned in her various roles in the SDR world How she coaches SDRs on the craft and her coaching must-haves What she thinks are the biggest changes in the SDR space Ali’s forecast to where things are going QUOTES “It’s personal. It’s not a generic conversation. We’re not just reaching out to anybody. We’ve had multiple conversations with these people. Let’s first understand what the closed lost reason is and let’s be smart about it and thoughtful about our outreach.” -Ali Palermo [06:25] “For me, a big coaching thing I do with my team is asking the right questions.” -Ali Palermo [10:43] “You see it so much with BRDs. They’re so nervous that they’re not going to nail the pitch. What I tell them is ‘Look, it’s just a conversation. The worst thing to happen is they tell you a no, and then you move on and call someone else.’” -Ali Palermo [12:35] “We’re in an industry that is fairly recession proof. We’re working with the self-storage industry, and it’s one of those industries where it’s been pretty consistent throughout time.” -Ali Palermo [24:28] “There’s definitely room for all of it, I think, interest-based emails as part of a sequence, and I think if you can layer on top of that, right? But also not just interest. Let’s always, always, always provide value.” -Ali Palermo [30:07] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: Ali Palermo [01:18] Looking beyond the meeting [06:01] Technique for restarting the conversation [08:30] Using Gong [09:56] Coaching the craft of SDR work [13:03] Her role at SafeLease [17:19] The must-haves [21:42] The messaging in the SDR playbooks [23:51] How the team is handling these current times [25:17] The biggest changes in the SDR space [28:27] Personalization in emails [32:47] Where she thinks things are going [35:52] How to contact Ali RESOURCES Gong Revenue Intelligence Atrium HQ CONNECT Ali Palermo on LinkedIn SafeLease website SafeLease 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 Alex Greer, Senior Director, Sales Operations & Sales Development at SetSail. Alex talks about his journey in the SDR space, what he’s learned through the years and how the industry has evolved as a whole. He shares where he’s found success as an SDR and provides insights into what he shares with the teams he’s built and the people he’s mentored. WHAT YOU’LL LEARN The fundamentals he learned during his career, including how he structures his day Where he’s found success as an SDR What he has seen changed in sales development and how he sees the craft of SDR work evolving How he trains new SDR hires QUOTES “It’s been exciting and really interesting to be at organizations at different maturity levels. And I had the benefit of knowing what happens down the road in terms of maturity and complexity and things to keep in mind in terms of what scales, what doesn’t scale. It’s really helpful to know those things when you’re building a much earlier stage. It sets you up with a nice foundation for success as you grow.” -Alex Greer [04:23] “Specifically with the inbound lead followup, the SDR/marketing relationship is so important and can’t be emphasize enough how you need to make sure that you’re in lockstep with the marketing team as far as what are the expectations.” -Alex Greer [06:43] “One of the things that I found really, really important and why I often advocate for a hybrid situation is when you’re selling B2B, especially on the enterprise level, context and account knowledge is everything.” -Alex Greer [10:59] “I know it gets repeated a lot in our world, but if you’re not picking up the phone, you’re missing out on opportunities.” -Alex Greer [29:17] “It’s not about personalization so much as it is also about humanizing the relationship and humanizing the interaction.” -Alex Greer [31:42] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: Alex Greer [01:27] Changes in sales development [04:54] Eating your vegetables [09:15] Blending inbound and outbound flow [16:16] Account prioritization [25:51] The craft of SDR today [34:33] Training SDRs [43:55] How to contact Alex RESOURCES Lars Nilsson on LinkedIn Voice Messaging on LinkedIn: Giving You More Ways to Have Conversations Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan CONNECT Alex Greer on LinkedIn SetSail website SetSail on G2 SetSail on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Liam Martin, co-founder, co-organizer and CMO of Time Doctor, Staff.com and Running Remote Conference. Liam previews his upcoming book, Running Remote: Master the Lessons from the World’s Most Successful Remote-Work Pioneers, that comes out on August 16. He talks about working from home and remote business strategies in sales. He also shares tips for remote productivity and how to think about the future of work. WHAT YOU’LL LEARN Scaling practices for remote teams using the promotion strategy for his upcoming book as an example How engagement and familiarity has shifted with remote work and what can salespeople do to authentically connect with clients The inspiration behind his upcoming book, Running Remote: Master the Lessons from the World’s Most Successful Remote-Work Pioneers Practical techniques for a new management style in remote work The unintended consequences of an asynchronous workforce QUOTES “Fundamentally, we’re just trying to find the best person for the job. Because we think that actually if you just expand out your reach to a global market, you’re going to continuously get better candidates that are better at their job.” -Liam Martin [03:13] “The number one thing you can do without basically buying yourself on to those lists is getting on podcasts.” -Liam Martin [04:20] “No contact should be a cold contact in my opinion.” -Liam Martin [14:46] “That’s where innovation exists actually, is questioning your assumptions.” -Liam Martin [33:50] “If there is one piece of advice that I would have towards the negative aspect of asynchronous remote work, it is build those relationships so that you don’t get all of your social energy from your work environment.” -Liam Martin [38:33] TIMESTAMPS [00:01] Intro [00:40] This week’s guest: Liam Martin [02:14] Being a guest on 500 podcasts [14:02] Effective attribution and sampling [23:56] Pandemic panickers and Running Remote [27:43] Management style in remote work [36:43] Unintentional consequences [43:41] Liam’s upcoming book and how to contact him RESOURCES The Wall Street Journal Best Selling Lists Newsweek Books and Literature New York Times Best Sellers Listen Notes Matt Mullenweg HubSpot Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler The Ups and Downs of Building a Distributed Global Sales Team with Liam Martin The Joe Rogan Experience BookScan Time Doctor Blue Ocean Ahrefs Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Jax Lieu, a Top Funnel Revenue Growth Leader, podcaster, blogger and content strategist. Jax shares what it takes to succeed in this industry, but also shares some of the failure points he’s experienced and learned from. He also talks about how he blends inbound strategies with outbound strategies, and three things you need to understand to become a Top Funnel Sales Dev. Strategist. WHAT YOU’LL LEARN How Jax got into sales and started his podcast Why Jax is retiring SalesDevUnite, an online private micromanaged Top Funnel GTM community His biggest takeaways from some of his failure points How you should approach your first 30 days as an SDR as dating How he blended inbound strategies with outbound strategies Three things you need to understand to become a Top Funnel Sales Dev. Strategist The winning formula for the frontline execution QUOTES “It’s our job as sales development professionals to build something that is repeatable, scalable.” -Jax Lieu [09:28] “Another great fact too is being able to extract the buyer’s journey from the marketing standpoint and sharing that with the team so that we can coordinate our outreach together.” -Jax Lieu [15:54] “As you get older, you tend to realize that all the bads and the miseries that you tend to go over or went through, later on become a blessing in disguise. And even though at that time it was losing, when you become successful at it is when you’re able to turn it around and make it become a learning.” -Jax Lieu [31:56] “If there’s advice I can give to new reps is be bold. Be bold and take bold bets, but not company bets.” -Jax Lieu [33:04] “In able to be successful at it, you gotta be a practitioner. No one cares about what you used to do. What are you doing today that works?” -Jax Lieu [36:58] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Jax Lieu [01:27] Jax’s background in sales [05:15] Retiring SalesDevUnite [07:50] Training and coaching sales development teams [10:15] Biggest takeaways from early career failure [14:21] Blending inbound strategies with outbound [23:22] The frontline execution [31:22] Failure is a badge of honor [36:22] Experimentation: the rule, not the exception [38:13] How to contact Jax RESOURCES Enterprise Sales Development with David Dulany Niko Hughes Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler Miro Shift Happens with Chris Ortolano (PLG) CONNECT Jax Lieu on LinkedIn SalesDevUnite website 1UP Revenue Podcast, formally known as 1UP Sales Development Podcast CIENCE website CIENCE on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Ashleigh Early, host and CEO of The Other Side of Sales. Ashleigh is also The Other Sales Coach and Consultant as well as Head Of Sales at The Duckbill Group. She draws from her experience in sales development to share insightful perspectives on prospect building and how to be an effective SDR manager. She talks about the three things she looks for in a first-time manager and the two things she looks for when hiring sales reps. She also discusses quotas, what is not actually captured in quotas and how to set them more properly. WHAT YOU’LL LEARN Why she likes in sales development How she coaches SDR managers and the three things she looks for in a first-time manager How to set quotas more precisely and why context is important Why should you concentrate on dark social, starting from an ad-value place Why she looks for empathy and curiosity when hiring sales reps and how she screens for that Why it’s important to understand customer success for prospecting QUOTES “I really believe sales is one of the few careers that you can have pretty much regardless of wherever you came from and whatever you’re dealing with.” -Ashleigh Early [01:57] “They don’t bring me in if everything’s going great. Very few people are going to pay my rates to get me to come in and say, ‘Great job.’ That’s not gonna happen. Honestly, I wouldn’t take that work to begin with.” -Ashleigh Early [03:03] “Every company decides quota differently, SDR and AD.” -Ashleigh Early [12:44] “SDRs do not have to understand everything about the product. They do not need to know everything about the industry to add value… But that doesn’t mean you can’t understand and emphasize with the person on the other side of the phone. That connection is where the meeting comes from, not your knowledge of the product.” -Ashleigh Early [29:10] “It’s a continual commitment process. The sale does not end when they sign the contract.” -Ashleigh Early [34:02] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Ashleigh Early [01:35] Two things she likes in sales development [02:46] Coaching SDR managers [06:55] Three things she looks for in first-time managers [09:33] Setting quotas and asking for context [14:24] Quota design [18:39] Why concentrate on dark social [23:50] What she looks for when she hires sale reps [31:05] When to start closing [34:45] Understanding customer success [39:58] When to send prospecting emails into fundraising rounds [42:11] Messaging and metrics [49:50] Networking for Dummies [52:04] How to contact Ashleigh RESOURCES Hurricane Sandy FireEye, Inc. What Is Dark Social And How Can You Measure It? The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge HubSpot Arista Networks, Inc. Business Networking For Dummies by Stefan Thomas CONNECT Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Thibaut Souyris, CEO and founder of SalesLabs and co-host of The B2B Sales Podcast. Thibaut draws from his experiences and perspective in sales to discuss how to use LinkedIn from every angle. He shares actionable strategies to leverage, set appointments and create attention on LinkedIn at a much higher rate. He also discusses how to strategy this channel into your prospecting approach. WHAT YOU’LL LEARN How to start conversations through LinkedIn What to understand about LinkedIn as a channel How to optimize your LinkedIn profile by setting it up as a landing page Ways to find your voice How to leverage the tools on LinkedIn, specifically LinkedIn Events QUOTES “That’s the first thing we start with my customers, is to get them to understand that LinkedIn is a place where people hang out. It’s not like a lead database. It’s actually a social network and it happens to be a social network that is the most accurate biggest lead database you can find.” -Thibaut Souyris [03:10] “For me, it’s always to turn your LinkedIn profile to a landing page.” -Thibaut Souyris [13:45] “When you create and when you put yourself out there, people know about you and some people will hate what you’re doing, and that’s great because you don’t want to work with them. Some people will be indifferent and a lot of people will like what you’re doing, and then make a lot of decisions based on your personality.” -Thibaut Souyris [18:21] “One thing I always insist on is do not write anything online if you have strong emotions.” -Thibaut Souyris [30:03] “If you talk about a problem, you are fishing with problems.” -Thibaut Souyris [49:27] TIMESTAMPS [00:00] Intro [00:28] This week’s guest: Thibaut Souyris [01:55] Where to start with clients at SalesLabs [06:22] Lack of information [08:21] LinkedIn as a channel [12:34] Using profile as a landing page [19:40] See yourself as a DJ [23:11] Ways to find your voice [29:36] Dos and Don’ts [38:25] Leveraging the tools of LinkedIn [40:58] Where we are now with LinkedIn [45:07] Other tools [47:06] The Netflix Effect [52:51] How to contact Thibaut RESOURCES Mattia Schaper SDRs of Germany Salesloft LinkedIn Events Salesforce Leadjet Tolstoy Loom Vidyard What is The Netflix Effect? CONNECT Thibaut Souyris on LinkedIn SalesLabs website The B2B Sales Podcast CIENCE website CIENCE on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Stu Heinecke, known as the “father of Contact Marketing” and a cartoonist for the Wall Street Journal. Stu talks about his latest book, “How to Grow Your Business Like a Weed,” which looks at weeds and how they relate to business strategies. He shares what he learned during his research for this book and how it changed the way he conducts business. He also talks about the weeds model and contact marketing. WHAT YOU’LL LEARN What to expect in his new book, “How to Grow Your Business Like a Weed” How growing a weed relates to business strategies His experience studying weeds and how it changed the way he does business The weeds model QUOTES “The thing is weeds have this really interesting way of being, and it set me on this whole course of discovery.” -Stu Heinecke [04:26] “When we’re optimistic, we do things faster. We do more of it. We devote more time to it. We get a lot more done.” -Stu Heinecke [17:48] “If they could talk to us, one of the things they’d tell us is, ‘We don’t have brains. We don’t have emotions. It seems to us that your emotions get in your way constantly.’ And they do. So they might say to us, ‘If we can give you one piece of advice, we’d give you a lot, but certainly one would be deal with what is.’ That’s it. Just deal with what is.” -Stu Heinecke [20:29] “We need to humanize ourselves to the people we’re reaching out to and if we don’t, then we don’t get through.” -Stu Heinecke [42:29] “All in all, when you look at what weeds are up to, you can’t help but change the way you do business and grow your business.” -Stu Heinecke [47:39] TIMESTAMPS [00:00] Intro [00:24] This week’s guest: Stu Heinecke [01:51] The inspiration for his book [07:20] Studying weeds [12:27] Seed strategy [15:55] Fierce mindset [21:54] They land where they land [26:04] Methods for contact marketing [32:01] Creating unfair advantages [37:09] An example of contact marketing [42:55] Kathy Ireland’s thoughts on weeds and business [46:58] The orange strategy [47:58] How to contact Stu RESOURCES “How to Grow Your Business Like a Weed” by Stu Heinecke “How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke Buy Low, Sell High strategy Kathy Ireland CONNECT Stu Heinecke’s website Stu Heinecke 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