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Episode 84: Interview With Roderick Jefferson
Roderick Jefferson, VP of Global Enablement at Netskope and author of Sales Enablement 3.0, joins Ashleigh and Ryan to discuss networking, leadership, and being an ally on the corporate and individual level.
SHOW NOTESSales Enablement
-Roderick started his career as a BDR and quickly got promoted to an AE. But, he realized he loved the process of selling, not the quota that hung over his head. So, he moved into sales training.
Networking
-Networking is about the other person. It has nothing to do with telling them about yourself or pushing your product, service, or solution.
-Stop selling and start helping. You want to find mutually equitable relationships.
Old Tactics
-The old sales tactics (think Glengarry Glenross) persist because old school salespeople refuse to mature their strategy.
-Embrace that the world changed and selling has never been more personal.
Video
-Many salespeople fear utilizing video because they can’t sell their product or platform. What they’re selling those videos is their personality.
-It takes time to become comfortable. However, once you do become comfortable, it’s a powerful tool.
Sharing
-You’re invaluable because of what you share. Sharing is how you build your trust, credibility, and brand. But, you can’t expect anything in return.
Leaders vs. Managers
-If your markers of success are awards and numbers, you’re a manager. True leaders don’t care about awards. They care about their people.
New BDRs and SDRs
-Use a guided learning path with new BDRs and SDRs. They had a syllabus and plan for each semester and year. Use that to your advantage instead of trying to retrain them.
-Don’t expect them to know everything. Expect them to be positive and open to learning new things.
Being an Ally - Corporate
-Think about the diversity of your hiring managers, the impression your website is making, inclusive mentorships, anti-racism education, community collaboration, marketing practices, entrepreneurial investments, among many other things.
Being an Ally - Individual
-Think about owning your biases, speaking up against racism, holding your elected officials responsible, advocating for change with actions, financially supporting organizations that create change, voting, and preparing the next generation to carry the torch.
Resources
-Sales Enablement 3.0 by Roderick Jefferson
-Anti-Racism Resources
Connect With Roderick
Connect With Ashleigh
Connect With Ryan
Connect With OSoS
-Twitter
Send in a voice message
View all episodes
By Ashleigh EarlyRoderick Jefferson, VP of Global Enablement at Netskope and author of Sales Enablement 3.0, joins Ashleigh and Ryan to discuss networking, leadership, and being an ally on the corporate and individual level.
SHOW NOTESSales Enablement
-Roderick started his career as a BDR and quickly got promoted to an AE. But, he realized he loved the process of selling, not the quota that hung over his head. So, he moved into sales training.
Networking
-Networking is about the other person. It has nothing to do with telling them about yourself or pushing your product, service, or solution.
-Stop selling and start helping. You want to find mutually equitable relationships.
Old Tactics
-The old sales tactics (think Glengarry Glenross) persist because old school salespeople refuse to mature their strategy.
-Embrace that the world changed and selling has never been more personal.
Video
-Many salespeople fear utilizing video because they can’t sell their product or platform. What they’re selling those videos is their personality.
-It takes time to become comfortable. However, once you do become comfortable, it’s a powerful tool.
Sharing
-You’re invaluable because of what you share. Sharing is how you build your trust, credibility, and brand. But, you can’t expect anything in return.
Leaders vs. Managers
-If your markers of success are awards and numbers, you’re a manager. True leaders don’t care about awards. They care about their people.
New BDRs and SDRs
-Use a guided learning path with new BDRs and SDRs. They had a syllabus and plan for each semester and year. Use that to your advantage instead of trying to retrain them.
-Don’t expect them to know everything. Expect them to be positive and open to learning new things.
Being an Ally - Corporate
-Think about the diversity of your hiring managers, the impression your website is making, inclusive mentorships, anti-racism education, community collaboration, marketing practices, entrepreneurial investments, among many other things.
Being an Ally - Individual
-Think about owning your biases, speaking up against racism, holding your elected officials responsible, advocating for change with actions, financially supporting organizations that create change, voting, and preparing the next generation to carry the torch.
Resources
-Sales Enablement 3.0 by Roderick Jefferson
-Anti-Racism Resources
Connect With Roderick
Connect With Ashleigh
Connect With Ryan
Connect With OSoS
-Twitter
Send in a voice message