In this episode of Enterprise Sales Development podcast, we speak with Dionne Mejer, CEO and Founder of Inside Sales by Design. Dionne shares her best practices with scaling inside sales teams and what works and what hasn’t worked. She also discusses leadership versus the manager mentality and why the purpose statement is the team’s North Star. Listen for her advice on learning scripts and messaging and how to sound more human and more natural on the phone.
WHAT YOU’LL LEARN
What has changed the most in the landscape of the inside sales and outbound SDR culture in 2022
How Dionne helps bridge the gap with the team members who are on different levels and how she get everyone on the same page
Why the purpose statement is the team’s North Star
The difference between managing the team vs leading the team
Her tips to handling calls
What to expect in her upcoming book that will be released at the end of this year
Practices that she has found to scale really well and practices that are better for individual approaches
What Dionne wished she has known at the start of her career that would have informed different decisions
QUOTES
“We can’t coach our team if we haven’t set the right expectations.” - Dionne Mejer [05:45]
“We’re going after unity, not uniformity.” - Dionne Mejer [08:10]
“Our purpose isn’t to hit a quota. That is never the purpose. That is a result. Our purpose as a team is to delight our customers, make their engagement with us the best thing that’s happened to them that day.” - Dionne Mejer [11:23]
“We should be different next year than we were this year.” - Dionne Mejer [19:27]
“Give yourself some grace and what you’re not good at today, if you work hard at it, you’ll be good at it tomorrow.” - Dionne Mejer [42:18]
TIMESTAMPS
[00:00] Intro
[00:29] Meet Dionne Mejer
[02:41] Changes with inside sales and outbound SDR culture
[04:41] Getting everyone on the same page
[08:59] The team’s North Star
[16:05] Manager vs leader mentality
[19:37] SDR is impossible work
[24:09] Handling calls
[33:13] Her upcoming book
[34:08] Practices that scale really well vs individual approaches
[41:07] The perfectionist mindset
[44:44] Using a script and/or roadmap
[51:58] How to contact Dionne
RESOURCES
Raising Men, Not Boys: Shepherding Your Sons to be Men of God by Mike Fabarez
The Mighty Ducks
The Mighty Ducks - Goldberg The Goalie Is Born
Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink and Leif Babin
The Dichotomy of Leadership by Jocko Willink and Leif Babin
Jocko Podcast
Regie.ai
CONNECT
Dionne Mejer on LinkedIn
Dionne Mejer on Twitter
Inside Sales by Design website
Inside Sales by Design on LinkedIn
CIENC
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