Enterprise Sales Development (CIENCE)

In this episode of Enterprise Sales Development podcast, we speak with Will Aitken, Sales Evangelist at Sales Feed. Will talks about all things videos. He discusses how to integrate video into prospecting methods and shares his tactic and strategies on how to do video prospecting right. He also discusses mistakes to avoid as well as the benefits with adopting a video program. WHAT YOU’LL LEARN What is Vidyard Why Will pursued video How video focuses on the people you’re talking to and why you should focus on your prospects Mistakes SDRs make when they introduce video into their prospecting as well as benefits high performing sales and SDR teams that have adopted a video program How people should think of their go-to-market, especially for non-big brands QUOTES “Emailing, it’s just the words that you write. If you’re on the phone, you get the benefit of using tone and in your voice and pacing as well. On video, you have body language. You get eye contact. It just gives you a lot more ways to communicate with a prospect.” -Will Aitken [04:18] “I think the golden rule for any type of outreach, not just video… I think the moment you start talking about yourself and your product and your customers without first identifying a challenge, something to do or an observation you’ve made about the prospect, I think that’s selling too early.” -Will Aitken [05:44] “Don’t aim for perfection. Strive for good. And you’ll naturally get better the more you do it.” -Will Aitken [11:17] “I found success in sales from not doing the same thing that all the other sales people or what the prospect assumes you’re going to do as a salesperson.” -Will Aitken [26:16] “You don’t want to assume people have these problems. You can talk about the symptoms of those problems.” -Will Aitken [35:55] TIMESTAMPS [00:00] Intro [00:25] Meet Will Aitken [01:36] What is Vidyard [03:41] Why video? [04:43] Focus on your prospect [10:22] Mistakes when using video [13:20] Benefits from adopting a video program [17:12] Whiteboard wave trend [20:06] Tips for the first email [25:56] Problem-focus seller than a product-focus seller [31:27] How to think of go-to-markets [35:40] The symptoms of the problems [41:43] The next phases [46:08] What Will is working on now and wow to contact him RESOURCES Vidyard How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing by Stu Heinecke PandaDoc Enterprise Sales Development with Jed Mahrle Proposify DocuSign CONNECT Will Aitken on LinkedIn Sales Feed website 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 Mark Hunter, an author, speaker, sales trainer and consultant, also known as the Sales Hunter. Mark shares insight from his experience working with organizations from all different sizes and scale as well as his tactics for building trust with cold calls. He also discusses the meaning behind the alliteration, “Polite people plug up people’s pipelines.” Listen to hear why the outcome of a sales call is more important than the product you’re selling. WHAT YOU’LL LEARN Why the outcome is more important than the product you’re selling and how to determine that outcome Tactics for building trust and how reps can build trust with cold calls Mark’s thinking behind “Polite people plug up people’s pipelines” Why he starts training at the leadership level The Customer Service Engagement (CSE) metric Structure ideas for those new to sales QUOTES “It’s the outcome you create for the people, for the customers you’re serving. That’s where our focus should be. It’s really not the product. It’s the outcome.” -Mark Hunter [04:00] “You create trust by connecting the dots of every conversation you have with that prospect.” -Mark Hunter [10:11] “A confused buyer doesn’t make a decision.” -Mark Hunter [19:29] “If you follow the breadcrumbs far enough, you’ll understand where they lead and how can I help the customer.” -Mark Hunter [22:31] “I’m a firm believer that if I want to succeed long-term, I have to do it with others.” -Mark Hunter [37:46] TIMESTAMPS [00:00] Intro [00:31] Meet Mark Hunter [02:03] Being a keynote speaker [04:35] Tactics to build trust and confidence [07:09] Voice-to-voice trust building [12:34] Polite people plug up people’s pipelines [17:29] Better discovery [23:56] Starting at the leadership level [28:15] CSE metric [35:08] Lone wolf mentality [39:05] Mentorship and guidance [42:55] How to contact Mark RESOURCES High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results by Mark Hunter Enterprise Sales Development with Tibor Shanto The Sales Hunter Podcast Ferris Bueller's Day Off Glengarry Glen Ross The Wolf Of Wall Street Boiler Room Tommy Boy A Mind for Sales: Daily Habits and Practical Strategies for Sales Success by Mark Hunter CONNECT Mark Hunter on LinkedIn Mark Hunter’s website CIENCE website CIENCE on LinkedIn CIENCE on Facebo Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Tory Kindlick, VP of Demand Generation at Refine Labs. Tory draws from his experience as a sales person, a sales leader, a marketing leader and his current role as VP of marketing at Refine Labs to discuss his thoughts on sales teams reporting to marketing. He talks about the difference between demand gen and marketing and why he’s not a fan of gated content. He also shares the things he hates that marketers do and some best practices to develop a niche and use LinkedIn and TikTok for marketing. WHAT YOU’LL LEARN His thoughts on sales teams reporting to marketing and where he thinks is the most successful His role as VP of Demand Generation at Refine Labs The difference between demand gen and marketing Why he’s not a fan of gated content How SDRs can use LinkedIn to build a personal brand and TikTok for marketing How to develop a niche QUOTES “I think that sales development is to me more of a form of marketing than it is a form of sales.” -Tory Kindlick [03:11] “I like to say that lead generation is a byproduct of demand generation, and so if you’re doing demand generation the right way, the leads will come to you.” -Tory Kindlick [10:46] “I’m not a fan of gated content or considering webinar attendees or registrants to be leads, because they’re not. They’re just people who are maybe interested in your content and have decided that maybe it’s worth exchanging their own contact information for that content.” -Tory Kindlick [17:47] “If your team is number one, really in tune with your buyers, understand where they are and what they care about, and is putting out that very sharable type of content, whether it be snippets from the webinar or just their own free thoughts in text form or video form or even TikToks on the topics, it doesn’t matter. As long as the content’s valuable and shareable, those are the things that can have a real true impact for the sales development function.” -Tory Kindlick [32:28] “TikTok is going to continue to be a huge platform for marketers and sellers. I think the biggest challenge with it is people trying to figure out how to use it the right way, knowing that a lot of people are there and spending time there. Any marketer is going to say, ‘Ok, if my buyers are there and spending time there, then I need to be there too,’ but you just can’t replicate the same approach that you’re taking on LinkedIn and think that it’s going to work on TikTok.” -Tory Kindlick [35:21] TIMESTAMPS [00:00] Intro [00:32] Meet Tory Kindlick [02:08] Sales teams reporting to marketing [07:02] His experience at Refine Labs [11:57] How to have a positive impact on a sales funnel [17:11] Gated content [23:03] CIENCE’s approach [30:01] Using LinkedIn and TikTok for marketing [37:59] How to develop a niche [42:50] How to contact Tory CONNECT Tory Kindlick on LinkedIn Refine Labs website State of Demand Gen podcast Stacking Growth | The B2B Go-to-Market Podcast (Formerly The Marketing Movement) CIENCE website CIENCE on LinkedIn CIENCE on Facebook Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Eric Nowoslawski, founder of Growth Engine X, an advisor for Gated and a brand ambassador for HYPCCCYCL. He gives a deep dive into LinkedIn through a few different lenses. He shares his tips and hacks on how to use LinkedIn for sales. He also discusses how he builds trust effectively and quickly in his communications and how he uses the boomer method. WHAT YOU’LL LEARN His experiences in bringing outbound programs to life for clients Community building: what it means to him, how individuals can start and how companies can build communities too How he builds trust effectively and quickly in his communications Eric’s thoughts on Facebook as an outreach channel His advice for SDR managers on how to scale their team and SDRs who feel constrained with messaging The boomer method on LinkedIn QUOTES “I never carry cards with me, because I say, ‘No, I’ll just text you.’” -Eric Nowoslawski [17:44] “Having kind of this 50% sureness, but then stuffing it full of data is such a great way to build trust, because you’re not just coming in there swinging.” -Eric Nowoslawski [21:28] “If somebody has joined some kind of Facebook group, they are interested in that thing, whatever it might be. They are interested in whatever it is.” -Eric Nowoslawski [27:44] “Embrace the technology as much as possible. It goes such a long way.” -Eric Nowoslawski [36:58] “LinkedIn has such great targeting that you can’t get some of this targeting anywhere else, some of the things that they’ll let you know. And some people don’t even realize some of the best things.” -Eric Nowoslawski [39:12] TIMESTAMPS [00:00] Intro [00:30] Meet Eric Nowoslawski [01:38] Bringing outbound programs to life for clients [06:17] His biggest takeaways [08:54] Growth Engine X and community building [16:42] Building trust effectively and quickly [23:35] Breakup emails [26:53] Facebook as an outreach channel [31:59] It always comes back to probability [33:56] Advice for scaling a team [38:33] The boomer method [45:09] Advice for SDRs who feel stuck [54:42] LinkedIn hacks [1:08:01] How to contact Eric RESOURCES Grant Cardone Enterprise Sales Development with Justin Michael HYPCCCYCL Dale Carnegie Training How to Win Friends and Influence People by Dale Carnegie Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount Power Hours Grant Cardone Training You Everywhere Now Money Phone!: How to Turn Your Smartphone into a Six Figure Money-Making Marketing Machine and Close BIG Deals Quickly and Easily with Mobile Text and Video Marketing by Mike Koenigs Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Greg Steward, Vice President Of Business Development at Sales Readiness Group. Greg gives a practitioner’s view of a lot of the things that have worked for him as an SDR for years. He shares some of his tricks of the trade when it comes to cold calling and how he coaches for uniformity and consistency. Listen to hear the story behind his handstands that are a unique part of his brand. WHAT YOU’LL LEARN The story behind Greg’s handstands How he coaches a group of leaders for uniformity and consistency Fundamental cold calling techniques or strategies How he approaches leaders vs coaches How he helps sales reps understand the difference between who they’re talking and how to approach them at varying levels The impact model His thoughts on gamification and incentives when instilling a new coaching program QUOTES “I think coaching exists only within a framework.” -Greg Steward [04:09] “Giving a script or a framework is the starting point, but working with individuals is a matter of repetition and getting through the kind of the slog of ‘Hey, you’re gonna have to suck a little but, and you’re going to find your way through.’” -Greg Steward [07:47] “I don’t think that in most cases, it’s worth going after the quantity if you know how to do quality.” -Greg Steward [18:52] “The more you can be giving or providing value on the front end, the better opportunity you have to create openiness.” -Greg Steward [22:41] “If you’re hitting the results, I don’t care about the activities, but if you’re not hitting the results, then we need to look at the activities and find if there’s a gap in the activities. Then we need to performance council that or performance manage that. If the activities are there, but the results aren’t, then that’s a coaching issue that we need to get into.” -Greg Steward [31:34] TIMESTAMPS [00:00] Intro [00:30] Meet Greg Steward [02:37] Greg’s handstands [03:51] Coaching to provide consistency [06:20] Fundamental cold calling techniques [12:59] Selling to executives and the impact model [15:29] Create relevance at scale and quality vs quantity [22:15] How SRG provides coaching support and handles challenges [27:25] Using gamification and incentives [30:42] Performance plans vs growth plans and skills vs will [36:33] Steps to understand why people aren’t performing as well [38:12] Business development trends [39:23] How to contact Greg and how SRG help RESOURCES Selling to Key Executives Stop Asking Boring Questions to Increase Customer Satisfaction by David Jacoby CONNECT Greg Steward on LinkedIn Email Greg Steward Sales Readiness Group website 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 Jed Mahrle, Global Manager of Outbound Sales Development at PandaDoc. Jed talks about his journey and the lessons he’s learned from being the youngest SDR hire at PandaDoc to his current role. He shares insights on which metrics for sales leaders to focus on and the three things he specifically looks for. He also discusses how he bridges communication with inbound, outbound and marketing. WHAT YOU’LL LEARN How Jed’s parents’ upbringing inspired his entrepreneur spirit His journey from starting as the youngest SDR hire at PandaDoc to his current position as Global Manager of of Outbound Sales Development How he lead leaders Successful ways to form relationships with SDRs and AEs The three things Jed looks in metrics The feedback loop with inbound, outbound and marketing QUOTES “If you can’t identify during the interview process what are they motivated by, what’s that next step and how can I motivate this person, then I try to stay away from that. I rather have somebody who’s really hungry and really motivated, because if I believe in myself as a leader and the process that I built out, I know I can train them in the right way.” -Jed Mahrle [05:14] “I think those first three months in your first SDR role should really be about putting in the activity as much as possible, so you can kind of learn the things you don’t know because of that lack of experience.” -Jed Mahrle [08:07] “There needs to be at least weekly meetings between the SDRs and AEs in my opinion.” -Jed Mahrle [14:43] “I think it works best when you align SDRs to specific verticals.” -Jed Mahrle [22:41] “The most valuable information for your messaging is going to come from your customers.” -Jed Mahrle [24:45] TIMESTAMPS [00:00] Intro [00:31] Meet Jed Mahrle [01:57] His start at PandaDoc [04:33] The hiring process [07:24] Jed’s progression path [08:51] Leading his team and leaders [17:37] What metrics are meaningful [20:13] Differentiating skill sets for SDRs and leaders [21:33] PandaDoc’s ideal customer profile [25:07] Combining inbound, outbound and marketing [29:54] How Jed pays it forward [33:05] Where he sees the SDR role moving forward [35:00] Email skills and use cases [39:33] How to contact Jed RESOURCES Praxis Stephen Chase RevGenius Enterprise Sales Development with Ding Zheng and Ryan Scalera CONNECT Jed Mahrle on LinkedIn The Practical Prospecting Newsletter PandaDoc 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 John Girard, CEO of CIENCE. John does a deep dive into principles and the psychology behind being the CEO. He shares how he has helped to create founding principles and core beliefs at the companies he’s worked for. He also talks about how he balances the many hats he has to wear as CEO and his guiding hand philosophies for running an organization of this size. Listen as he discusses why he thinks sales can be an enormous service to the world. WHAT YOU’LL LEARN The CIENCE way: how it helps them decide which clients to work with, how it became part of the corporate path and how it came together The evolution of the sales space and the rise of sales specialization John’s most hard learned lessons and how they informed what he does at this stage How John balances the many roles he plays at CIENCE while maintaining his core principles How sales can be an enormous service to the world His guiding hand philosophies for running an organization of this size The meaningful and standout trends John has seen in the SDR world and how has it changed QUOTES “Even if you never do anything in sales for the rest of your career, a year or two years at CIENCE, doing this kind of work, will change the outcome and the trajectory of your life.” -John Girard [14:34] “Conventually, we’ve been told to work on your weaknesses, to level yourself up in the areas where you’re not good. I think that’s terrible advice, and there’s a lot of evidence now that that’s not the way to do things at all. That the way to do things is actually work on and amplify your strengths and become world class in just one thing or a couple of things that aren’t often put together and then let other people help you fill the gaps on the weakness side.” -John Girard [19:02] “Uncertainty. It’s part of everything. It’s not just a business reality. It’s a reality of being a human, and I think having, there’s that word resilience again, developing resilience and developing some approaches that help to navigate uncertainty, especially when it manifests, has been really, really helpful as a leader.” -John Girard [24:52] “I think embracing that, going into these kinds of conversations with actually a belief that I’m probably at least a little bit wrong about this is pretty handy. It’s good for going to conversations with one’s spouse as well, I would say.” -John Girard [30:55] “The only way to approach anything at scale is through principles.” -John Girard [35:36] TIMESTAMPS [00:00] Intro [00:30] Meet John Girard [02:04] His experience leading up to CEO [05:30] The CIENCE Way [10:49] A steady diet of failure [15:39] Sales specialization [21:59] John’s most hard learned lessons [27:39] The many hats [32:14] Sales can be an enormous service to the world [34:37] Guiding hand philosophies for running an organization [38:49] The SDR world [43:46] Where CIENCE goes in the future [49:53] How to contact John RESOURCES Principles: Life & Work by Ray Dalio Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler Zero to One: Notes on Startups, or How to Build the Future by Peter Thiel with Blake Masters CONNECT John Girard on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Chris Beall, CEO at ConnectAndSell. Chris draws from his 10-year career to share his tips and tricks to sell authenticity and transfer confidence in a cold call. He breaks down every word of a cold call intro that he has seen successful and how to architect and structure conversations. He also talks about how he got involved in ConnectAndSell and how the company differentiates themselves from other sales companies. WHAT YOU’LL LEARN How he got involved with ConnectAndSell How ConnectAndSell differentiate themselves from other sales companies The biggest lessons Chris has learned in his 10-year journey in building the hybrid-category company Tips and tricks to get senior executives to invest the time to learn and trust the process to move forward with more effective cold calling Two things to accomplish in sales and where cold calling works in two areas The craft behind the first seven seconds The Market Dominance Guys podcast QUOTES “The way we differentiated ourselves was simple. We used our own technology to cut through all the noise and talk to people.” -Chris Beall [07:55] “You’ve got to recognize that when you’re solving a real problem, it’s going to take years. It takes years to understand the deep nature of any problem.” -Chris Beall [13:03] “The beauty of cold calling, which most people don’t get, is if your goal is trust, you succeed 100% of the time. If your goal is a meeting, you succeed some other amount at a time.” -Chris Beall [18:42] “You need an audience. You need to have that feel for your audience, which means you need to practice live.” -Chris Beall [47:46] “The emotional path you want to take them on is from fear, their fear, not yours, to trust to curiosity, not value, to commitment and eventually to action.” -Chris Beall [55:26] TIMESTAMPS [00:00] Intro [00:31] Meet Chris Beall [02:43] How he got involved with ConnectAndSell [06:06] Differentiating themselves from others [11:57] The biggest lessons he’s learned in his journey [17:39] Seven seconds of a cold call [20:12] Getting the senior executives to trust the process [26:14] Two things to accomplish in sales [31:09] Where he thinks SDRs and AEs fail [37:30] Things to read to grasp everything about sales [41:38] Where cold calling works [47:17] The craft behind the first seven seconds [55:06] The emotional path [1:03:21] Market Dominance Guys podcast RESOURCES Shawn McLaren Chris Voss Flip the Script: Getting People to Think Your Idea Is Their Idea by Oren Klaff Out of the Crisis by W. Edwards Deming Us Weekly The Royal Family Downton Abbey CONNECT Chris Beall on LinkedIn ConnectAndSell website Market Dominance Guys podcast CIENCE website Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with Andy Paul, author of Sell Without Selling Out: A Guide to Success on Your Own Terms. Andy teases some of the things in his book, including the four pillars of selling in. He discusses some of the things that salespeople do that don’t advance the sales and his approaches. He also breaks down why people have negative connotations with salespeople and what we can do to redirect sales including creating positive buying experiences and leading with honesty and empathy. WHAT YOU’LL LEARN The philosophy behind his book, Sell Without Selling Out: A Guide to Success on Your Own Terms The four pillars of selling in The misconception between relationships and sales Why he thinks sales leaders should be based on the number of sellers that make their quota His thoughts on scripts vs roadmaps, how to select candidates for inbound and outbound and his approach to listening to understand rather than listening to respond QUOTES “If selling out is being sales-y, selling in is what your buyers need from you.” -Andy Paul [09:23] “So what’s it cost you to be friendly? Anything? No, I don’t think so. There’s so few things that we control in sales, and being friendly is one of them.” -Andy Paul [13:54] “The only people skill that you need is really just like, can you make a friend? You’re not trying to make the buyer a friend, but the same motion that you go through to make a friend is how you connect with another human being.” -Andy Paul [14:44] “The weakness of the process for many companies is, especially when you’re selling something more complex, is you put your least knowledgeable people at the point of attack and expect them to have productive conversations. It’s really sort of unfair.” -Andy Paul [35:34] “I think what we just want to focus people on is listening to understand versus listening to respond. Draw that distinction.” -Andy Paul [45:43] TIMESTAMPS [00:00] Intro [00:31] Meet Andy Paul [02:07] His new book, Sell Without Selling Out [08:59] The four pillars of selling in [11:50] The misconception between relationships and sales [20:47] Basing sales leaders on sellers’ quotas [24:39] Continual feedback and objection handling [34:22] Scripts vs road maps [38:44] Skills between inbound and outbound [45:11] Listening to understand [50:06] How to contact Andy RESOURCES Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul Pre-suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini Chili Insights: Average B2B Vendor Response Times CONNECT Andy Paul’s website Andy Paul on LinkedIn Sales Enablement Podcast with Andy Paul CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Insta Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Enterprise Sales Development podcast, we speak with David Dulany, Founder and CEO of Tenbound. David talks about how sales development has changed through his career and the skills and methodologies have stuck with him. He provides tips for sales coaching to level up your coaching game as well as best practices when it comes to scaling. He also provides suggestions to help you prepare for an SDR role and shares what skills and experience he looks for when building an ideal SDR team. WHAT YOU’LL LEARN How sales development changed in David’s eyes and some turning points he looks back on What excites David on the events he puts together Sales skills and methodologies have stuck with David through his years in the industry and strategies that have scaled well The skills and experience he’s looking for when building an ideal sales development team Suggestions to help you prep for an SDR role Why he made the switch to CEO and what that role is like The hallmarks of really good coaching and specific metrics that leaders and coaches should focus on QUOTES “The basic building blocks of sales skills are still important for people doing the SDR job and people running the teams. Really need to focus on making sure that they scale up their team to have that vocabulary to be able to talk to prospects and put messaging together that really helps.” -David Dulany [11:45] “You have to feel it, and it’s got to come from deep inside your bones.” -David Dulany [31:19] “Support sales development as a critical connection tissue across the go-to-market team, and celebrate and respect the critical role that they have to really bring this together.” -David Dulany [23:04] “Hire slow and make determinations fast.” -David Dulany [28:56] “Is your goal to build pipeline? Predictable, regular pipeline so you can walk into the board meeting confident quarter after quarter. Or is your goal to build an in-house farm team and give people an opportunity to build their career and stuff like that? Which is great. Most want both, right? So I would run them parallel as long as you’re getting great results from the agency and keep it going.” -David Dulany [48:29] TIMESTAMPS [00:00] Intro [00:29] Meet David Dulany [01:52] The events David puts together [04:51] How has the industry changed [07:51] Adoption and utilization [10:49] Tried and true skills and methodologies [15:42] Strategies that have scaled really well [21:05] Bridging communication gaps [24:31] Building an ideal sales development team [29:22] Prepping for SDR roles [34:20] Why the switch to CEO [39:18] The hallmarks of good coaching [43:09] The most effective sales development team [49:10] The virtual event series and how to contact David 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 Salesforce Market Map Building a StoryBrand: Clarify Your Message So Customers Will Listen by Donald Miller The Tenbound Sales Development Conference Multi-level marketing GitLab Learn more about your ad choices. Visit megaphone.fm/adchoices