The Talent, Sales & Scale Podcast

Attention all data devotees! This episode is for you! Kyle Smith, Director of Sales and Customer Success at The Bridge Group joins host Bryan Whittington to talk about the mountains of data on sales development he is privy to in his role. We love to talk about sales as an art - but this episode is for the statisticians! 

Kyle and Bryan talk about:

-top of funnel KPIs

-analyzing data on attracting top talent

-understanding "the numbers" of sales development

-pay attention to key data benchmarks on a regular basis to direct personal development

The Bridge Group's website: https://www.bridgegroupinc.com/

Kyle Smith on LinkedIn: https://www.linkedin.com/in/kylesmithtbg/

Trish Bertuzzi's (CEO of The Bridge Group) Book, The Sales Development Playbook: https://books.google.com/books/about/The_Sales_Development_Playbook.html?id=8Y-bDAEACAAJ&source=kp_book_description

Matt Bertuzzi's (Director of Ops at The Bridge Group) Book, Lighting Sales Ops: https://books.google.com/books/about/Lightning_Sales_Ops.html?id=KDDlAQAACAAJ&source=kp_book_description

The doctor is in for Episode 27 of The Talent Sales and Scale Show! Host Byan Whittington is joined my Christophe Morin, Ph.D. - CEO and Co Founder of SalesBrain - the only research, coaching, and training company that helps you DEVELOP and DELIVER messages that reach the true decision-maker: the Primal Brain. Bryan and Christophe cover SO many great topics on this episode including:

-the power of the Primal Brain in sales

-how to structure your messaging to evoke the right emotion at the right time

-the power of understanding and communicating pain points that are relevant to your target market

Plus SO much more! Grab a pen and note pad for this one folks! 

SalesBrain's website: https://www.salesbrain.com/

You can connect with Christophe on LinkedIn here: https://www.linkedin.com/in/christophemorinphd/

Buckle in for an interview with a special guest who is on the front lines doing the work every single day! Mateo Elvira joins the The Talent, Sales & Scale Podcast for Episode 26. Host Bryan Whittington and Mateo dive into Mateo's experience as a front line SDR and how that translates to his growth as a business owner. Here are some key takeaways from this episode:

-the sales development skillset is highly transferable to other aspects of business

-the power of being extremely adaptable as a sales professional

-why salespeople need to get comfortable with creating their own original content for their prospects

Mateo's Linkedin: https://www.linkedin.com/in/mateoelvira1/

The Talent, Sales & Scale Podcast is back with an episode all about the top of the funnel - sales development! Host Bryan Whittington is joined by Dan Altieri, Sales Development Director at Ivalua. Dan gives us a fantastic overview of sales development best practices - covering everything from high-level strategy to the exact words that go into great sales development talk tracks.

Here are some key takeaways from this value-packed episode with Dan:

-the role that technology plays in sales development

-vetting, hiring and coaching sales development talent 

-balancing team and individual production and growth

-specialization of skillsets is the future of sales development

You can connect with Dan on LinkedIn here: https://www.linkedin.com/in/danaltieri/

Ivalua's website: https://www.ivalua.com/

Episode 24 of The Talent, Sales & Scale Podcast is live! Host Bryan Whittington is joined by Mike Montague, Global Head of Content at Sandler Training. Mike is also the host of the How to Succeed Podcast and the co-author of Linkedin The Sandler Way - so they dive all the way into the right way to approach social selling. 

On this episode, Bryan and Mike talk about:

-The difference between social selling and social marketing

-quality over quantity when it comes to content, prospects, and talent

-how to engage the right people in the right way on social

How to Succeed Podcast: https://www.sandler.com/podcasts/

LinkedIn the Sandler Way: https://shop.sandler.com/books/linkedin-sandler-way

Mike's Linkedin: https://www.linkedin.com/in/mikedmontague/

Episode 23 features Michael Hanson, Founder of Growth Genie. Michael has created a massive following on LinkedIn, stays on the bleeding edge of what works in business development, and has a passion for all things growth!

On this episode, Bryan and Michael cover:

-why staying up to date on market trends is so important to success

-focusing on executing ideas instead of strategizing all the time

-striking a balance between quality and quantity in your outreach

Plus SO much more.

Growth Genie's website: https://growthgenie.co/

You can connect with Michael on LinkedIn here: https://www.linkedin.com/in/michael-hanson-/

If you're not ready for an insanely thorough conversation about the future of sales development - this episode may have to wait. Bryan Whittington is joined by none other than the Sales Cyborg himself - Justin "TQ" Michael. 

If you're not already familiar with Justin - He is a Futurist, Technologist, and Consultant at Justin Michael Consulting (JMC) - with over 20 years of sales experience. Justin has worked for companies like Salesforce and Linkedin, partnered with some of the world's fastest-growing companies to perform massive amounts of cold outreach. 

On this episode, Bryan and Justin cover:

-a breakdown of the term "Technology Quotient" and what it means for the modern seller

-the role that technology currently plays and will play in sales development

-cold email breakdowns - what works - why it works and why you're not doing it right

Plus SO much more. 

Join Justin Michael's Patreon community by clicking the link below!

You can connect with Justin on LinkedIn here: https://www.linkedin.com/in/michaeljustin/

Justin's book recommendation: Smart Calling 3 by Art Sobczak https://www.amazon.com/Smart-Calling-Eliminate-Failure-Rejection/dp/111967672X

The Talent, Sales & Scale Podcast serves up some unique insight on Episode 21! Host Bryan Whittington is joined by Dan Dupee, President/CEO/Chairman of the Board at CCO Campus Ministry. Dan covers insight around strengths-based leadership, building and scaling his own non-profit organization, and much more!

Here are some key takeaways from this value-packed episode with Dan:

-tactical and practical tips on scaling a business 

-investing time and resources into front line leadership

-the power of setting up "bonding and formation" time with your team

CCO Campus Ministry's website: https://ccojubilee.org/

You can connect with Dan on LinkedIn here: https://www.linkedin.com/in/dan-dupee-b9976a2/

Episode 20 of The Talent, Sales & Scale Podcast is here! Host Bryan Whittington is joined by Aaron Browning, VP of Sales at Frontspin. Aaron shares his insight on choosing the right outsourced sales partner in this fantastic episode!

Here are some key takeaways from Episode 20:

-how to determine when you should call on an outsourced partner

-the importance of properly vetting potential partners 

-video is the future of sales development and why

Frontspin's website: https://www.frontspin.com/

Aaron's content recommendations: 

https://www.linkedin.com/in/salesdevelopmentrepresentative/

https://www.linkedin.com/company/sdrevolution/

You can connect with Aaron on Linkedin here: https://www.linkedin.com/in/aaronbrowning1/

The Talent, Sales & Scale Podcast is back for Episode 19! Host Bryan Whittington is joined by Rusty Goodsell, CEO/Co-founder at New Orchard. Get your notepad and pen out - you'll want to take notes on all the amazing insight Rusty shares with us! 

Here are some key takeaways from this value-packed episode with Rusty:

-the areas of your business you must pay attention to in order to scale effectively 

-the importance of developing a strategy and seeing it through to implementation

-three areas to focus on for success going forward: expertise, process, and technology

New Orchard's website: https://neworchard.com/

Rusty's book recommendations:

https://www.amazon.com/Ultimate-Blueprint-Insanely-Successful-Business/dp/098465920X

https://www.amazon.com/Value-Proposition-Design-Customers-Strategyzer/dp/1118968050

https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355

You can connect with Rusty on LinkedIn here : https://www.linkedin.com/in/rustygoodsell/