Enterprise Sales Development (CIENCE)

In this episode of Enterprise Sales Development podcast, we speak with Leslie Venetz, Founder and President of Sales Team Builder. As an authoritative voice in the SDR space, Leslie talks about all things sales, and more importantly all things sales at the top of the funnel. She discusses why it’s important to build repeatable processes and how she trains her clients to do so. She also talks about sales cycles and where they begin for her.

WHAT YOU’LL LEARN

Why it’s important to build processes that are repeatable before scaling and how Leslie teaches her clients to do this

Why Leslie thinks salespeople are in the best position to deliver insights to their buyers

How Leslie thinks things will change in a recessionary environment

Sales cycles and when one starts for Leslie

QUOTES

“You owe it to your prospects to earn the right to their time, earn the right to their inbox, to the calendar, to their business, and the only way to do that, in my opinion, is to have enough of an understanding of the challenges they face.” -Leslie Venetz [05:42]

“I don’t think SDRs often understand exactly how well-positioned they are to make those meaningful connections.” -Leslie Venetz [14:11]

“I don’t think that that first touch from when they opened my email, clicked on my link is the beginning of a sales cycle. I think the sale starts when they show that intent by following up with me or it's budget season and they told me last year that August is the right time to talk. When we pivot from making deposits, keeping credibility awareness high to ‘Hey, it’s time to start actively having commercial conversations,’ for me, that is when a sales cycle starts.” -Leslie Venetz [35:33]

“Where does branding and advertising start and stop? Where does demand gen as a function start and stop? Where does lead gen and then the actual selling. I think that we’re in this very interesting time in the evolution of B2B commercial, and those lines are blurry, but they’re still there. And for many companies in terms of how people get paid, it’s still pretty important to have some of those lines.” -Leslie Venetz [38:38]

“When I create content, it is very rare that I create content with the intent of generating leads. It is much more likely that I’m creating content with the intent of branding, of that brand consistency of being a credible source of expertise in sales.” -Leslie Venetz [41:47]

TIMESTAMPS

[00:00] Intro

[00:25] This week’s guest: Leslie Venetz

[02:36] Scaling: the fly in the ointment?

[06:35] Seller-centric vs buyer-centric

[10:30] How well-positioned SDRs are for meaningful connections

[15:04] How things will change in recessionary environment

[26:37] Outbound and cold outreach are changing

[31:40] The sales cycle

[36:10] Where a sales cycle originates

[41:22] Creating content and Jeremy Bearimy

[43:59] Non-transactional sales cycles

[49:25] How to contact Leslie

RESOURCES

SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Jill Konrath

The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman

The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson

Jeremy Bearimy: How Time Works in the Afterlife - The Good Place

Lavender

CONNECT

Leslie Venetz on LinkedIn

Leslie Venetz on Twitter

Leslie Venetz on TikTok

Sales Team Builder 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 Alex Levin, Co-Founder and CEO of Regal.io. Alex discusses how he rethinks the phone channel approach for busy clients and shares the lessons he learned for best dealing with customers, including those who aren't having a great experience with your brand. He talks about developing a minimum buyable product and provides tips for anyone running a sales teams and needs to think through some of the pitfalls and things to avoid.

WHAT YOU’LL LEARN

Regal.io’s approach to rethinking using the phone as a sales channel

Lessons Alex learned from business-to-consumer (B2C) marketing that could be applied to business-to-business (B2B)

The importance of getting customers to buy in

A masterclass on the transfer of confidence

Why Alex organizes buyers by industry and subindustry instead of GEOS

How to think about the buyer’s experience

QUOTES

“I think we had this realization that actually customers enjoy having this conversation with a brand when they can’t get what they want online, when it’s something about your health, your wealth, your kids, your pets, your car, your house, more complicated things. Actually having a conversation is good for disambiguating complicated topics and getting the answer much faster.” -Alex Levin [02:44]

“I highly encourage people at Regal and other places to think of their experience in the past as a starting point, but not as an ending point.” -Alex Levin [09:53]

“That’s the biggest cheat that a lot of organizations forget is every new employee that you have, you should be asking them, who are the two or three people they’ve ever worked with on whatever dimensions you think are important.” -Alex Levin [23:56]

“I’m not on the side that believes in full automation, but I believe in the power of tools to massively enhance what a salesperson can do.” -Alex Levin [27:32]

“One of the things that I lament specifically in phone sales is the fact that the outcome today where people are being spammed by numbers they don’t know is not driven by bad people who are doing this, but is largely driven by bad technology.” -Alex Levin [31:51]

TIMESTAMPS

[00:01] Intro

[00:25] This week’s guest: Alex Levin

[01:57] Rethinking the phone

[03:45] Lessons learned at Angi

[10:40] Things that didn’t scale

[12:52] What he learned through direct response

[17:35] Important features and what could wait

[20:44] Setting the quota and expectations

[23:05] How to screen for right cultural fit

[25:03] Borrowing from B2C inspiration for B2B

[29:14] Joining these concepts together

[36:50] Organize by industry and subindustry

[40:54] Where does value lie?

[44:10] How to contact Alex

[44:42] Always listen to the customers

RESOURCES

Angi

Minimum Viable Product: a guide by Eric Ries

Chorus

Gong

HubSpot

Gated

CONNECT

Alex Levin on LinkedIn

Alex Levin’s website

Alex Levin on Twitter

Email Alex Levin

Regal.io 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 Farzad Rashidi, Lead Innovator at Respona. Farzad draws from his expertise in link building outreach to discuss his approach. He discusses the differences in building an outreach for backlinks and which tactics to use. He also shares key messaging strategies and explains the middleman approach. 

WHAT YOU’LL LEARN

How Respona was born as a separate product of Visme

How Visme went from crickets to 3 millions in monthly organic visitors

What is on-page SEO

How Farzad builds an ideal backlink profile using CIENCE as an example

Why their main metric for outreach is relevancy

How Respona determines who to contact for backlinks and how Farzad thinks about targeting

The middleman approach

QUOTES

“When you face a lot of rejections as a salesperson, you come in and you’re like ‘Oh, this is nothing,’ but as a marketer, when things aren’t working, it’s a little more difficult to deal with.” -Farzad Rashidi [09:25]

“As far as our outreach goes, what we really care about is relevancy.” -Farzad Rashidi [16:37]

“I always say this and I say this to our customers and during our training sessions. I’m like, ‘Guys, SDR is not a game of shooting for the stars. You got to stay within your league.” -Farzad Rashidi [18:18]

“Google is an ever-evolving algorithm, and there are ways that you can trick it. It is an algorithm, but what matters when you’re building a business on top of that domain, what you want to look at is ok, what about five years from now? What about 10 years from now?” -Farzad Rashidi [25:18]

“It’s a common misconception that for your key terms and for your actual pages that you want to get rankings, get some business value from, you’re not going to need a thousand of these and types of relationships to make it work. A handful of them goes a long way just simply because of how difficult it is to do and that’s enough to make you stand out.” -Farzad Rashidi [39:16]

TIMESTAMPS

[00:01] Intro

[00:27] This week’s guest: Farzad Rashidi

[01:23] His journey to Visme and Respona

[04:45] Google in incognito mode

[06:01] How to increase monthly visitors

[10:58] Start with an ideal backlink profile

[15:49] Determining the net value

[20:32] More requests for backlinks

[24:09] Other backlink tactics

[28:16] Who to reach out to

[34:13] What to say in messaging

[39:47] The middleman approach

[46:05] How to contact Farzad

RESOURCES

Visme

HubSpot

PageRank

Link Building for SaaS: 2022 Guide

Respona Outreach Strategy Hub

CONNECT

Farzad Rashidi on LinkedIn

Respona 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 Mark Harnish, Director of Sales Development at Feedonomics. Mark shares how to run your own sales development team more effectively, speaking from his experience from starting as an SDR to working his way up to his current role of leading SDR teams. He talks about strategies and tools that are needed to be a successful leader and what he brings to his new role. He also discusses how he trains his SDR team to have more success on connected calls.

WHAT YOU’LL LEARN

What tools are needed to be successful in a leadership role

What Mark needs to have in a tech stack

The two main messages for the Doer and the Decision Maker

Ways to organize split test to help marksmanship improve

Things Mark brought to the table when developing sales playbooks

Ways Mark teaches, trains and coaches on what callers should have for more success on connected calls

QUOTES

“In my old world, something that made me successful was doing a lot in Salesforce myself as far as not necessarily relying on an Ops team. I was pretty advanced in anything from reporting to building dashboards and things like that, which really helped me.” -Mark Harnish [08:33]

“I like to adapt to what’s working, what’s not working. I’m sure others have different experiences but in my experience, six years of being an SDR leader, if something’s working and you’re just going to sit and ride it out, you’re going to have a few bad months pretty quickly. ‘Cause what was working last month is probably not going to work this month.” -Mark Harnish [17:43]

“The multi-channel is going to be more effective than just trying one touch point.” -Mark Harnish [21:40]

“Content is arguably one of the most important things for a successful SDR team.” -Mark Harnish [33:31]

“So many things are out of our control. We just try to control the things that we can.” -Mark Harnish [41:53]

TIMESTAMPS

[00:01] Intro

[00:25] This week’s guest: Mark Harnish

[01:54] What led Mark to Feedonomics

[03:37] Most important to create swim lanes

[05:54] Number of SDRs then and now

[06:31] What tools are needed to lead

[12:17] Two main messages

[15:32] Ways to organize split test

[18:56] Why multi-channel is always better

[25:53] For more successful calls

[32:38] The importance of content

[37:24] Mark’s role as therapist

[39:08] Changing the status quo

[43:57] Change in sales development

[48:12] How to contact Mark

RESOURCES

Swim Lanes for Marketing, Sales Development, and Sales

HubSpot

Salesforce AppExchange

Salesloft

Outreach

Ambition

ZoomInfo

LinkedIn Sales Navigator

Gong Revenue Intelligence

Enterprise Sales Development with Morgan Ingram

Enterprise Sales Development with John Barrows

CONNECT

Mark Harnish on LinkedIn

Email Mark

Feedonomics 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 Mandy McEwen, President and CEO of Mod Girl Marketing. Mandy is a corporate LinkedIn trainer and she discusses how to use and leverage LinkedIn. She talks about common mistakes that she sees with her clientele and shares tips and tricks on how to get more out of LinkedIn, especially in prospecting. She also discusses how to make LinkedIn outreach even more successful.

WHAT YOU’LL LEARN

How to use and leverage LinkedIn

What most people are getting wrong with leveling LinkedIn, especially with prospecting

The right mindset for the LinkedIn makeover process

The best way to use hashtags

Why it’s important to know your audience

The Friendly Leader Method

QUOTES

“If you want to stand out and actually get great results on LinkedIn, you can’t do the bare minimum. That’s just not enough.” -Mandy McEwen [05:21]

“Even if someone hasn’t posted in months, you can usually find something on their profile to call out, to start a conversation around, right? If not, what the company has going on on the company page and start a dialogue around that too.” -Mandy McEwen [21:11]

“You don’t need any executive title to be seen as a thought leader in your industry. You don’t really need any title. You just need to provide value and be part of the conversation, and that’s it.” -Mandy McEwen [23:38]

“You have to know your audience.” -Mandy McEwen [26:54]

“I don’t live and breathe by all the algorithm things. Like a lot of this is just common sense too.” -Mandy McEwen [50:45]

TIMESTAMPS

[00:01] Intro

[00:29] This week’s guest: Mandy McEwen

[02:26] What people are getting wrong with LinkedIn and prospecting

[05:28] The right mindset for a LinkedIn makeover

[08:14] Use it as a landing page

[12:55] Hashtag choice

[16:58] LinkedIn Sales Navigator

[21:28] Confidence and emotional triggers

[25:56] Know your audience

[32:29] Starting a relationship on LinkedIn

[39:21] Mandy’s passion and big wins

[45:40] Why the profile headline is the most crucial

[48:07] Putting links in the posts

[53:06] How to contact Mandy

RESOURCES

What is a LinkedIn Open Networker (LION)?

Richard van der Blom

Linked Summit

Richard van der Blom’s post about hashtags

The 2022 LinkedIn Algorithm Explained + How to Make it Work for You

LinkedIn Sales Navigator

6sense Revenue AI

Demandbase

InMail Messages

Net Promoter Score (NPS)

Enterprise Sales Development with John Barrows

CONNECT

Mandy McEwen on LinkedIn

Mandy McEwen on Twitter

Luminetics website

Mod Girl Marketing website

Mod Girl Marketing on Twitter

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 Brenden Dell, President of Brenden Dell Inc. and best-selling author of “The 12 Immutable Laws of High-Impact Messaging.” Branden discusses some of the effective principles that he’s found to provide people a rubric on messaging that will break through the noise and help achieve outcomes. He breaks down the three core questions to help determine positioning and messaging and how to think through a differentiator. He also talks about how brands should think about creating a famous brand. 

WHAT YOU’LL LEARN

Where messaging consulting starts

Three core questions to determine positioning and messaging

How to approach pre-product market fit vs post-product market fit

How Brenden coaches clients on thinking through a differentiator

The three demand types

How brands should think about creating a famous brand

The 12 laws of high-impact messaging as discussed in Brenden’s book

QUOTES

“We are undoubtedly in the noisiest period of human history right now between phones and Slack and email and everything else.” -Brenden Dell [02:37]

“One of the things I say to clients all the time is that ‘It’s better that half the market love you and half the market hate you than no one have any opinion at all.’ And for most of us, that’s the biggest problem is people have no idea who we are at all, so they subsequently don’t care and don’t investigate and so forth.” -Brenden Dell [03:56]

“Being deliberate about what you want people to know just makes sales easier.” -Brenden Dell [20:47]

“Sales is transferring trust. Messaging is transferring trust.” -Brenden Dell [26:59]

“At the end of the day, everything basically is sales and communication. And that’s whether you’re trying to win an election or you’re trying to sell a product or you’re trying to convince your spouse on where to go to dinner, how you say things really affects the success of what you’re doing.” -Brenden Dell [31:08]

TIMESTAMPS

[00:01] Intro

[00:33] This week’s guest: Brenden Dell

[01:26] Core starting places for positioning and messaging

[06:19] Pre-product market fit vs post-product market fit

[07:29] Thinking through a differentiator

[10:41] Asking customers for feedback

[13:19] New concepts and paradigm

[20:07] The elements of fame

[29:00] Anchoring bias

[30:33] About Brenden’s book

[41:55] How to contact Brenden

RESOURCES

Gong

5 Principles Of Growth In B2B Marketing by Les Binet and Peter Field

SiriusDecisions, acquired by Forrester

Getting Back to the Basics (Three types of demands)

The $1B Pitch

Drift

Lavender

Enterprise Sales Development with Will Allred

Enterprise Sales Development with Josh Braun

Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dan Ariely

Seth Godin

CONNECT

Brenden Dell’s website

Brenden Dell on LinkedIn

Brenden Dell on Twitter

Brenden Dell on Instagram

Billion Dollar Tech podcast

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 Harry Spaight, a keynote speaker, coach and author of “Selling with Dignity: Your Formula for Life-Changing Sales Results.” Harry talks about his book and the inspiration behind it. He talks about issues that are important in the sales space and why it’s important to understand the buyer and view the “gatekeepers” along the way as human. He also discusses why you should use dignity, respect and humility in your sales approach. 

WHAT YOU’LL LEARN

His book, “Selling with Dignity: Your Formula for Life-Changing Sales Results,” and what inspired him to write it

Why he’s the anti-salesperson who made a living in sales

Why you should lead with service and understand the buyer

How to use humility in your sales approach

QUOTES

“I feel that even those who are the pushy ‘It’s all about me,’ if you adapt or adopt a little of this thinking about serving others and providing value for them, then those people would be more inclined to listen to you instead of ghosting you.” -Harry Spaight [05:16]

“It’s part of how we hire. It’s part of what we think. We think of the thick skin, get past the no, but buyers today don’t want any of that. They’re making their own decisions and they’re dealing with sales at the last minute, looking for an answer to that problem that they already figured out a lot of times. And they don’t need some pushy salesperson to say, ‘No, you’re wrong. I know more about this than you do, so you need to listen to me.’” -Harry Spaight [09:05]

“It’s the same problem everywhere. Whether you’re selling a $5,000 product or a $5 million dollar product, I’m told it’s the same.” -Harry Spaight [19:51]

“If you just swallow the pride and let go of the ego and just say to people, ‘Show me. Show me how you want to buy. Show me how you want to talk to salespeople. Show me what you like.’ And just accept the instruction and do it.” -Harry Spaight [34:32]

“If you can ask ‘How can I serve?’ every time you’re talking to a person, a whole new world opens up of opportunities.” -Harry Spaight [47:51]

TIMESTAMPS

[00:01] Intro

[00:25] This week’s guest: Harry Spaight

[01:48] Inspiration behind his book

[04:14] The idea of service

[07:31] Why do people make this mistake?

[12:48] Eric’s perspective from the buy side

[20:01] Understanding the buyer

[27:08] Assistants as a two-way street

[33:41] Humility in the approach

[38:51] Become like a therapist at times

[46:31] How to contact Harry and/or buy his book

RESOURCES

Habit 2: Begin With the End in Mind by Stephen R. Covey

“Selling with Dignity: Your Formula for Life-Changing Sales Results” by Harry Spaight

CONNECT

Harry Spaight’s website

Harry Spaight on LinkedIn

Harry Spaight on Twitter

Harry Spaight on Instagram

Sales Made Easy podcast

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 Meaghan Hurley, Sales Development Director at Circle. Meaghan talks about her journey towards the SDR world from teaching and banking and how it helps her run a tight SDR program. She discusses the biggest thing she learned and how she structures her messaging and coaching sessions. She also talks about how Circle is building the future of money with the USD Coin (USDC) and the Euro Coin (EUROC).

WHAT YOU’LL LEARN

Meaghan’s journey from teaching music to banking to sales development

The biggest learning when starting as an SDR

Meaghan’s coaching habits and how she structures her coaching sessions

How she prioritizing the messaging to shape the narrative across the company

How Circle is building the future of money with USDC and Euro Coin

QUOTES

“It’s really, for me, about understanding business pains, and it’s not just about a numbers game for sales, especially in the enterprise world.” -Meaghan Hurley [06:07]

“I am very dedicated to the development of my team, because I spend a long time finding the right folks for my team. And I think that once you bring the right people on board in order to show them that they have found the right home, because I want them to stay with the company for a long time and find their next role in the company, you have to really show them how dedicated you are to their success personally.” -Meaghan Hurley [13:04]

“You need to not only be focused on what your team is doing, but how it affects the teams that you support.” -Meaghan Hurley [16:27]

“I am a process queen, for sure. There’s nothing I love more than documenting a good process that’s scalable and everybody that works with me knows that. I think that’s where it starts.” -Meaghan Hurley [19:37]

“I don’t think you become a top performing SDR by just checking boxes and you read what’s directly in front of you.” -Meaghan Hurley [21:49]

TIMESTAMPS

[00:01] Intro

[00:25] This week’s guest: Meaghan Hurley

[01:37] Meaghan’s background leading up to sales

[05:56] The biggest learning

[09:42] Outbound training workshop

[11:42] Meaghan’s coaching habits

[17:05] Handling the dynamics between SDR and marketing

[18:19] Shaping the narrative across the company

[22:31] Identifying the ideal customer profile

[31:53] Hiring new SDRs

[34:20] How she ended up at Circle

[37:59] What is USDC and Euro Coin

[46:03] How to contact Meaghan

RESOURCES

Sprinklr

USD Coin (USDC)

Euro Coin (EUROC)

Circle CEO to Congress: U.S. At “Pivotal” Moment On Digital Assets

CONNECT

Meaghan Hurley on LinkedIn

Meaghan Hurley on Twitter

Circle 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 Jessica Rasheed, Global Outbound Sales Leader at Preply. Jessica shares some of the lessons she’s learned through her experience in the SDR world and her time as a sales development team lead at Workato. She talks about Workato’s move into B2B and how they’re dissecting their personas. Listen for her tactical strategies to handle rejection as well as gain confidence for cold calls.

WHAT YOU’LL LEARN

Her start in the sales development space and the source for her passion

Tips to handle rejection and gain the confidence for sales call

Why persona and ideal customer profile (ICP) are two important pieces of the sales puzzle

What motivated her to learn marketo

What she learned about prospecting from selling to HR departments

Preplay’s journey of growing a team of four to a team of 30+

QUOTES

“We took a step back as a team and started to try and understand our persona. What is their day to day? Like what are the challenges amongst the tools that they are interacting with on a day to day basis?” -Jessica Rasheed [13:02]

“Ultimately whatever you’re presenting to them or whatever you’re talking to them about has to be in some way tied back to those metrics. What is the desired impact? Or what is the impact you are hypothesizing that this solution or solving this problem is going to create.” -Jessica Rasheed [19:09]

“I’d say typically when you do a preliminary conversation with an SDR candidate, you can almost very quickly tell just their level of curiosity or just their level of being comfortable with being uncomfortable in like the first 60 seconds.” -Jessica Rasheed [36:56]

“I don’t think you need to know the product inside out. You don’t need to be the smartest person in the room by any means. But you definitely should be confident in what you have to offer and confident in the fact that maybe you’ll pick it up and maybe, you know you’ll definitely make some mistakes along the way in the beginning, but you’re willing to learn from that and execute from there.” -Jessica Rasheed [40:02]

“It’s not just about the demo. It’s really kind of understanding the mission and the values behind the company and what they’re ultimately solving for by being so well integrated with marketing and product that it feels like this really cohesive mission and drive.” -Jessica Rasheed [51:52]

TIMESTAMPS

[00:01] Intro

[00:25] This week’s guest: Jessica Rasheed

[01:42] The source for her passion in sales development

[03:19] Transitioning from a finance role into an SDR role

[04:44] Dealing with rejection

[10:25] Lessons learned at Workato

[14:22] Learning marketo

[17:34] What is the desired impact?

[20:00] Her persona today

[24:59] The conversations she has with her team

[29:21] Mastering the SDR/AE relationship

[33:37] The journey with Preply

[36:18] Screening for those skills

[43:47] Triggering the help instinct

[53:07] How to contact Jessica

RESOURCES

Workato

Merkato

CONNECT

Jessica Rasheed on LinkedIn

Preply 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 Robert Nash, President and CEO, and Nick Manella, CRO, at Helpware. Robert and Nick share tips, tricks and strategies on how to get into the enterprise and the biggest businesses on the planet. They draw from their experience coming through the ranks to share how to develop the mindset and gameplan that’s required to succeed.

WHAT YOU’LL LEARN

About Helpware and its unicorn clients

How to get into the enterprise and what it takes to be enterprise ready

How to write an offering that will stand out from the other contacts

Their approach to organizing the organization for best success

QUOTES

“Sometimes to latch onto a unicorn, the easiest way to get in is to get in early and to grow as they grow.” -Robert Nash [05:29]

“It’s not just sales on an island building these relationships. Our operations team, our IT team, all of our different support groups also are willing to step in, support and build relationships so that you’re getting these different angles. You’re getting these different perspectives, and you’re getting these different relationships you can tap into during the process.” -Nick Manella [09:25]

“The one thing that we communicated very early is that authenticity always translates, no matter the audience.” -Robert Nash [13:49]

“One of the big changes that we made over here at Helpware is the amount of research we put in before even trying that initial engagement.” -Nick Manella [20:55]

TIMESTAMPS

[00:00] Intro

[00:27] This week’s guests: Robert Nash and Nick Manella

[03:35] About Helpware and its clients

[06:43] What it takes to be enterprise ready

[15:47] Selling to the enterprise compared to the SMB

[20:10] How will you stand out?

[24:10] Clues to look for in research

[30:11] Organizing the organization for best success

[47:13] How to contact Robert and Nick

RESOURCES

Samsara

Vinted

Jam City

Ashley Furniture

CONNECT

Helpware website

Robert Nash on LinkedIn

Nick Manella 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