Sign up to save your podcasts
Or
Share Episode 83: Interview With Gabrielle Blackwell (Part 2)
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
Episode 83: Interview With Gabrielle Blackwell (Part 2)
SDR Manager at Gong.io and Co-Founder of the Women in Sales Club, Gabrielle Blackwell, joins Ashleigh and Ryan to talk about building relationships as an SDR and managing your team of SDRs.
SHOW NOTES
Getting to know Gabi (and Ashleigh and Ryan)
- Lou Malnati's is the best deep-dish pizza. Period.
- Different experiences with different sibling order! Chuck E. Cheese = no. Matching outfits = no? Coordinating outfits = yes.
- Embrace kids’ interests to get them to gravitate to what you like. Don't force it, let them come to you!
Sales Styles
- If you're struggling in sales - maybe you're in the wrong type of sale!
- Try different products, cycles, styles and eventually you'll find a fit and it's magical.
Resilience in sales
- Everyone will struggle with different aspects of sales
- Sales professionals need to be able to speak up, share their experiences (ie call out microagressions)
- Gabrielle is proof - you can come through incredibly toxic situations and call out illegal behavior, your career IS NOT OVER.
- "When do I get to stop 'bouncing back?". Fatigue is real and the effects are lasting
- Receptive leadership makes a significant difference.
- Leadership must be a partner in the process, not "tell me what you want" which puts the burden on the under-represented and leads to unhealthy dynamics.
Selling on Linkedin
- Don't have an alternate agenda - make intentions clear to build trust.
- SDRs get distracted by desired outcome and fail to demonstrate GENUINE CURIOSITY.
- You become interesting, by being interested.
- Do some research, allow the other person to correct if needed.
-Think long term - even if there isn't a meeting or deal right now your curiosity can build pipe for next quarter!
Pipeline management
- Consistency is key. Monthly numbers are hard because it incentivizes shorter-term thinking
- Ashleigh: 3rd week of the month is most stressful because that's when month is won/lost. Week 4 is all about setting up next month so you can start with 20-30% of your number on the books.
- Plan for the worst, hope for best - be conservative!
- You own your numbers - not your leadership.
Different kinds of performers
- High activity - Lower conversion. Tons of data, cannot be allowed to be "activity for activity's sake"
- Lower activity - high conversion. Typically more senior...hard to spot trends because of lower volume.
- Both are valid - both need to be managed differently.
Resources
- Never Hire a Bad Salesperson Again by Christopher Croner and Richard Abraham
Connect With Gabrielle
Connect With Ashleigh
Connect With Ryan
Connect With OSoS
- Twitter
Send in a voice message: https://anchor.fm/othersideofsales/message
Support this podcast:
View all episodes
By Ashleigh EarlySDR Manager at Gong.io and Co-Founder of the Women in Sales Club, Gabrielle Blackwell, joins Ashleigh and Ryan to talk about building relationships as an SDR and managing your team of SDRs.
SHOW NOTES
Getting to know Gabi (and Ashleigh and Ryan)
- Lou Malnati's is the best deep-dish pizza. Period.
- Different experiences with different sibling order! Chuck E. Cheese = no. Matching outfits = no? Coordinating outfits = yes.
- Embrace kids’ interests to get them to gravitate to what you like. Don't force it, let them come to you!
Sales Styles
- If you're struggling in sales - maybe you're in the wrong type of sale!
- Try different products, cycles, styles and eventually you'll find a fit and it's magical.
Resilience in sales
- Everyone will struggle with different aspects of sales
- Sales professionals need to be able to speak up, share their experiences (ie call out microagressions)
- Gabrielle is proof - you can come through incredibly toxic situations and call out illegal behavior, your career IS NOT OVER.
- "When do I get to stop 'bouncing back?". Fatigue is real and the effects are lasting
- Receptive leadership makes a significant difference.
- Leadership must be a partner in the process, not "tell me what you want" which puts the burden on the under-represented and leads to unhealthy dynamics.
Selling on Linkedin
- Don't have an alternate agenda - make intentions clear to build trust.
- SDRs get distracted by desired outcome and fail to demonstrate GENUINE CURIOSITY.
- You become interesting, by being interested.
- Do some research, allow the other person to correct if needed.
-Think long term - even if there isn't a meeting or deal right now your curiosity can build pipe for next quarter!
Pipeline management
- Consistency is key. Monthly numbers are hard because it incentivizes shorter-term thinking
- Ashleigh: 3rd week of the month is most stressful because that's when month is won/lost. Week 4 is all about setting up next month so you can start with 20-30% of your number on the books.
- Plan for the worst, hope for best - be conservative!
- You own your numbers - not your leadership.
Different kinds of performers
- High activity - Lower conversion. Tons of data, cannot be allowed to be "activity for activity's sake"
- Lower activity - high conversion. Typically more senior...hard to spot trends because of lower volume.
- Both are valid - both need to be managed differently.
Resources
- Never Hire a Bad Salesperson Again by Christopher Croner and Richard Abraham
Connect With Gabrielle
Connect With Ashleigh
Connect With Ryan
Connect With OSoS
- Twitter
Send in a voice message: https://anchor.fm/othersideofsales/message
Support this podcast: