Enterprise Sales Development (CIENCE)

Enterprise Sales Development (CIENCE)

By Eric QuanstromBusinessMarketing
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Enterprise Sales Development (CIENCE) episodes

  • Enterprise Sales Development with Vince Blasio
    In this episode of Enterprise Sales Development podcast, we speak with Vince Blasio, Director of Sales Development at Paychex. Vince has been at Paychex for 21 years and held a variety of roles, so he knows everything there is to know about the organization. He shares the secrets of their success, how they go to market and the types of strategies that they use. He also discusses how Paychex chops up their market and organizes the top-of-the-funnel fighting force for the best effect.
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    51 min
  • Enterprise Sales Development with Brynne Tillman
    In this episode of Enterprise Sales Development podcast, we speak with Brynne Tillman, a LinkedIn and Sales Navigator Trainer. She shares how she garnered her title as the LinkedIn Whisperer and how she uses the site for prospecting and sales development. She talks about why personal branding is important for brand recognition and what should be included in the LinkedIn profile header. Listen as she shares her five tips for leveraging LinkedIn most effectively.
    WHAT YOU’LL LEARN
    How did she became the LinkedIn Whisperer
    Changing the balance between the give vs the ask
    Why brand recognition for personal brand is important
    Brynne’s five tips for leveraging LinkedIn most effectively
    Brynne’s thoughts on polls and events
    Her approach to finding the right people on LinkedIn
    What should be on the header of your LinkedIn profile
    QUOTES
    “The power of LinkedIn is the first, second connections.” -Brynne Tillman [04:52]
    “So I’m about to say something that’s going to make every sales manager cringe. Your reps need to detach from what the prospect is worth to them and attach to what they’re worth to the prospect.” -Brynne Tillman [07:26]
    “We have to slow down the outreach to speed up the outcome.” -Brynne Tillman [09:48]
    “Make your profile a resource. LinkedIn has given us gifts upon gifts in order to do this.” -Brynne Tillman [18:05]
    “We need to start conversations around the topics they care about, because that’s what they want to talk about.” -Brynne Tillman [23:40]
    TIMESTAMPS
    [00:01] Intro
    [00:25] Meet Brynne Tillman
    [01:28] Becoming the LinkedIn Whisperer
    [03:19] Start looking at SDRs differently
    [06:30] The give vs the ask
    [13:44] Brand recognition for personal brand
    [16:27] Five tips for leveraging LinkedIn most effectively
    [20:14] Social listening and content strategy
    [25:27] Nurturing our connections and warm introductions
    [30:05] Brynne’s thoughts on polls and events
    [36:12] Talking to the right people on LinkedIn
    [42:54] The header on Linkedin profiles
    [44:22] Where to learn more about Brynne
    RESOURCES
    LinkedIn Sales Navigator
    Making Sales Social Podcast
    Social Sales Link Content Library
    12-Week Linkedin Sales Accelerator
    CONNECT
    Social Sales Link website
    Social Sales Link on LinkedIn
    Brynne Tillman on LinkedIn
    Brynne Tillman on Twitter
    CIENCE website
    CIENCE on LinkedIn
    CIENCE on Facebook
    CIENCE on Twitter
    CIENCE on Instagram
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    47 min
  • 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
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    48 min
  • Enterprise Sales Development with Samantha McKenna
    In this episode of Enterprise Sales Development podcast, we speak with Samantha McKenna, founder of #samsales and former head of enterprise sales for New York City at LinkedIn. Samantha discusses why she refers to herself as a “trusted mechanic” as people come to her for consulting. She shares some insight in building an internal SDR organization and her thoughts on internal teams versus outsourcing. She also discusses how she utilizes humor in sales, her approach to LinkedIn and how to be a gracious loser.
    WHAT YOU’LL LEARN
    Sam’s roles and the services her business offers
    Some of the most common problems she sees as she reforms a BDR team
    What discovery is like as she figures out where clients are in the process and her two starting points
    How she teaches empathy to someone who is two months into their first SDR role or a salesperson and how to be a gracious loser
    How a leader should think about building an internal SDR organization and where to start strategically
    Her thoughts on standup internal teams versus outsourcing
    How she utilizes humor in sales and her approach to LinkedIn
    If she focuses on email or phone at the start of a BDR campaign and her thoughts on how those two interact
    QUOTES
    “I think that’s one of the most common mistakes I see is we just kind of start with gut instinct versus hiring a professional or being data driven.” -Samantha McKenna [04:36]
    “We talk about how sales and dating is so alike all the time here. If you show up to a first date, which is your discovery call, and you talked about yourself the whole time… what are the odds that we’re moving to that second date, right? Same thing with discovery. If we’re not solving a bleeding problem, if we’re not the only vendor that can do that, we show up and talk about ourselves the whole time, we’re going to turn off those fires.” -Samantha McKenna [07:16]
    “Be a human. Don’t be a robot. ” -Samantha McKenna [31:03]
    “Just even using (LinkedIn) as a way to build a brand and show people your thought leadership, what’s in your head, is amazing.” -Samantha McKenna [37:07]
    “To me, if you post content on LinkedIn, and if you do that, connecting with people meaningfully, you’ve already won.” -Samantha McKenna [39:19]
    TIMESTAMPS
    [00:01] Intro
    [00:30] Meet Samantha McKenna
    [02:02] The services her business offers
    [03:51] Most common problems when reforming BDR team
    [06:38] What her discovery is like as she works with clients
    [12:34] How she teaches empathy to an SDR
    [19:49] How should leaders thinking about building an SDR organization
    [26:20] Standup internal teams vs outsourcing
    [27:57] Relationship between inbound and outbound
    [33:07] How she utilizes humor in sales
    [35:00] How she approaches LinkedIn
    [42:55] How email and phone interact with BDR campaigns
    [46:51] Things to be aware of with Samantha’s work
    RESOURCES
    It’s Not You by Josh Braun
    Enterprise Sales Development with Rajiv Nathan
    Enterprise Sales Development with Christina Brady
    Perry Hardt
    Gregg Salkovitch and Waffles
    What we can learn fro
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    50 min
  • 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
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    56 min

About Enterprise Sales Development (CIENCE)

From the publisher's feed

The Enterprise Sales Development podcast offers insights on ABM, prospecting, outbound, and the world of sales development. Host Eric Quanstrom is the CMO at the leading Sales Development company…