Connect with Guy on LinkedIn and visit https://www.onehourtranslation.com/ to learn more. 

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you. 

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Today, we’re breaking down The Gentle Art of Mirroring with Ran Friedman, Account Executive at Sisense, a fast-growing global business intelligence software company. Companies like Nasdaq, GE, and Rolls Royce rely on their single-stack data analytics engine to either consolidate their internal complex data into a business-user-friendly single source of truth or to embed dynamic, self-service analytics into their own products and platforms. Ran has brought more than $700,000 in revenue through pure outbound initiatives and recruited three new partner-resellers in Europe.  

Let’s dive into this episode and learn about Ran’s unique sales approach. 

[00:01 - 03:34] Opening Segment

• I introduce Ran Friedman to the show
• Ran’s top 3 tips for business development representatives
  • Master your volume and voice
  • Be a follow-up machine
  • Learn how to disqualify
• Ran shares what kinds of tonality works best

[03:35 - 16:33] The Gentle Art of Mirroring 

• Ran shares the fundamentals of cold calls
  • Enthusiasm
  • Coherence
  • Authority
• He talks about the The Gentle Art of Mirroring
  • Energy
  • Tonality
  • Voice
  • Mannerism 
• He tells us when we should let go of our scripts

[16:34 - 25:53] Leverage the “Yes” and “No”

• Ran and I role played, applying the tips and lessons he mentioned so far
  • He said he’d contradict some of the tips he shared. Find out why.
• Ran shares his “secret sauce” that you don’t want to miss!
  • Priming people to say “yes”

[25:54 - 27:57] Closing Segment

• Ran shares why being a business development representative is fun
  • Right mentality
  • Good team
• Connect with Ran. See links below.
• Top 3 takeaways segment 

Tweetable Quotes:

“If you don’t love what you do, you don’t have a passion for it, you’re gonna be bad at it no matter how many podcasts you listen to.” - Ran Friedman

“If you [and your client] have the same type of energy, there’s synergy, and then the conversation tends to be more fruitful and powerful.” - Ran Friedman

Resources Mentioned:

• Jordan Belfort
• The Wolf of Wall Street
• Chris Voss
• Never Split the Difference

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Connect with Ran on LinkedIn @ranfdmn and visit http://www.sisense.com/ to learn more. 

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you. 

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Alright, let’s do something a little different, it’s time to get real with what we do as SDRs. Today, we’re going to do a bit of Q and A with my buddy David Zeff. With over 10 years of selling technology to hundreds of SMB and Enterprise companies across multiple sectors, David began to wrap his head around the art of sales. After being a part of 2 exits (One has a Founder and the other as a Founding Member) David has taken that knowledge into Whistle, an agency that is designed to help companies acquire customers through setting best practice sales and marketing processes and strategies, as well as deploying lead generation activities.

I can’t wait to get into the episode into some raw conversations with  David on the SDR experience

[00:01 - 01:28] Opening Segment

• I introduce David Zeff and the show for the day

[01:29 - 06:42] Drinking From Fresh, Flowing Waters

• David breaks down why data is important and how to use and understand it 
• How David parses through fresh data 
• Email validation; knowing where your email will end up

[06:43 - 17:00] The SDR’s Experience and Best Practices 

• David’s insights on Phone
• Best practices for SDR’s on acquisitions; with live examples
• Confusion and Radical Transparency 

[17:01 - 23:53] Making Voice Messages Work 

• David shares his take on voice messages 
• How to make it work for you 
• Staying engaged during calls as an SDR

[23:54 - 33:21] Closing Segment

• How to know how to run your campaigns and when to look for another job 
• Validating assumptions 
• How can we support and reach out to you?
  • Links and Info Below 
• Top 3 takeaways segment 

Tweetable Quotes:

“The best data suppliers, 78% of it is accurate… data is not like storing bricks, it’s like water.” - David Zeff

“I actually think that today, you can be much more honest and open and human about the way you sell… and I think you’ll do better.” - David Zeff 

“An SDR is a scout, that is your job, you are a scout. You’re trying to find out the targets in the field, that’s exactly it.” - David Zeff 

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Connect with and support David on LinkedIn. Be sure to visit http://callwhistle.com/ to learn more best practices from the latest blogs. 

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/ to reach out or learn more about us. We’d love to hear from you. 

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Ben is the SDR director at EasySend,
He hails from the Garden State 
where for over the past 5+ years has worked in startups hailing from bootstrap to unicorn software organizations.
Ben's passions are sports, travel, and providing career advice to olim in Israel


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Connect with Ben on LinkedIn

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you. 

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Eddie Baron, originally from NYC made aliyah 7 1/2 years ago. 
With over 15 years of experience in Sales, Eddie has built and scaled multiple successful sales development teams by combining old school and new school sales methodologies.


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Connect with Eddie on LinkedIn

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you. 

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Roy is married, 31, originally from Belgium, living in Raanana. I graduated with an MBA focused on Marketing. Today Roy run the business development at PerceptionBox, a company that scales-up businesses with top-notch remote developers of all kinds in less than 2 weeks.

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Connect with Roy on LinkedIn, and visit PerceptionBox to learn more. 

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you. 

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You’ve never heard a Cold Call like this! Today we’re breaking down the Sandler Sales Method with James Abraham and grabbing as much gold as we can. James is an award-winning Sandler trainer, coach, and certified instructor; a seasoned and eclectic consultant and keynote speaker with a proven track record of supporting growth and strategic development in the fields of sales performance, strategic customer care, management, and leadership to individuals, companies, and organizations. Partnering with SMB’s to Fortune 500’s locally in Israel and around the globe, James has helped many excel and grow by increasing performance and maintaining consistent, successful sales and leadership performance.

Let’s jump right into James’ wisdom and learn about this unique sales approach. 

[00:01 - 03:49] Opening Segment

• I introduce James Abraham to the show
• James’ 3 top tips for SDR’s
  • Behaviors - actions, plans, goals
  • Attitude - mindset, and perceptions
  • Technique - execution of behaviors 
• Advice on how to be successful in a role 

[03:50 - 06:28] Debunking the Biggest Lies in Sales

• The three biggest lies in sales
• Handling and overcoming objections 

[06:29 - 16:40] The Sandler Sales Method 

• Handling the ‘not interested’ 
• Live example of a cold call from Sandler 
• Breaking down the call 

[16:41 - 20:50] The Sandler Sales Strategy 

• Break down of the Psychology 
  • Make yourself uncomfortable 
  • James’ mindset management 
  • Uncovering compelling pain 

[20:51 - 27:18] Closing Segment

• Real professionals ask questions to promote insight 
• The worst sales practices and how to fix them
• How can we support and reach out to you?
  • Links and Info Below 
• Top 3 takeaways segment 

Tweetable Quotes:

“We’re in a rejection business and if we can’t be mentally tough, it’s not going to work, so maintain a strong attitude.” - James Abraham

“I love no’s because one: I save time, two: I learn a lesson, but three: once you get a no you can start selling.” - James Abraham

“Stop talking - Shut up! Start asking really good questions.” - James Abraham

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Connect with and support James on LinkedIn, and visit https://www.israel.sandler.com/ to learn more. 

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you. 

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We’re breaking misconceptions and missteps in outbound with today’s guest is Assa Eldar. Assa is Head of Sales for lusha.com, a company that helps business professionals establish a fast and true connection with their leads, contacts, and candidates. In this episode, you’ll learn Assa’s cadence steps through his outbound process as well as advice on how to get your prospects converted into demos. 

[00:01 - 02:20] Opening Segment

• I introduce Assa Eldar to the show
• Assa’s 3 top tips for SDR’s
  • Open a window with elegance 
  • Build a healthy pipeline 
  • Just keep learning 

[02:21 - 10:34] Don’t Sell a Product, Start a Conversation and Embed Your Name 

• Assa talks about the importance of cadence integration in your workflow 
• Assa shares advice on how-to and how not to best use LinkedIn for sales 
• The next steps after first engagement - Cold Calling Tips

[10:35 - 21:13] The Lusha Cadence Steps 

• Assa talks about Lusha’s process and strategy 
• Champion the decision-maker and know the engagements 
• How to structure and engage with your emails
• Assa shares more cadence steps 

[21:14 - 27:37] Breaking Down the First 15 seconds of the Call

• Live example of the first 15 seconds of a call
• We breakdown the psychology 
• Review of the steps 

[27:38 - 32:29] Closing Segment

• Final advice from Assa breaking misconceptions in outbound 
• Find what your SDR values most 
• How can we support you?
  • Links and Info Below 
• Top 3 takeaways segment 

Tweetable Quotes:

“You need to get them to use the product, see the value, and then when you go to the decision-maker you say, ‘listen, all these guys are using Lusha, here’s the feedback.’” - Assa Eldar

Resources:

• Salesloft
• Outreach.io

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Connect with Assa on LinkedIn, and visit https://www.lusha.com/ to learn more and give feedback.

Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you. 

Leave us a review 

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