In this episode of Enterprise Sales Development podcast, we speak with Greg Steward, Vice President Of Business Development at Sales Readiness Group. Greg gives a practitioner’s view of a lot of the things that have worked for him as an SDR for years. He shares some of his tricks of the trade when it comes to cold calling and how he coaches for uniformity and consistency. Listen to hear the story behind his handstands that are a unique part of his brand.
WHAT YOU’LL LEARN
The story behind Greg’s handstands
How he coaches a group of leaders for uniformity and consistency
Fundamental cold calling techniques or strategies
How he approaches leaders vs coaches
How he helps sales reps understand the difference between who they’re talking and how to approach them at varying levels
The impact model
His thoughts on gamification and incentives when instilling a new coaching program
QUOTES
“I think coaching exists only within a framework.” -Greg Steward [04:09]
“Giving a script or a framework is the starting point, but working with individuals is a matter of repetition and getting through the kind of the slog of ‘Hey, you’re gonna have to suck a little but, and you’re going to find your way through.’” -Greg Steward [07:47]
“I don’t think that in most cases, it’s worth going after the quantity if you know how to do quality.” -Greg Steward [18:52]
“The more you can be giving or providing value on the front end, the better opportunity you have to create openiness.” -Greg Steward [22:41]
“If you’re hitting the results, I don’t care about the activities, but if you’re not hitting the results, then we need to look at the activities and find if there’s a gap in the activities. Then we need to performance council that or performance manage that. If the activities are there, but the results aren’t, then that’s a coaching issue that we need to get into.” -Greg Steward [31:34]
TIMESTAMPS
[00:00] Intro
[00:30] Meet Greg Steward
[02:37] Greg’s handstands
[03:51] Coaching to provide consistency
[06:20] Fundamental cold calling techniques
[12:59] Selling to executives and the impact model
[15:29] Create relevance at scale and quality vs quantity
[22:15] How SRG provides coaching support and handles challenges
[27:25] Using gamification and incentives
[30:42] Performance plans vs growth plans and skills vs will
[36:33] Steps to understand why people aren’t performing as well
[38:12] Business development trends
[39:23] How to contact Greg and how SRG help
RESOURCES
Selling to Key Executives
Stop Asking Boring Questions to Increase Customer Satisfaction by David Jacoby
CONNECT
Greg Steward on LinkedIn
Email Greg Steward
Sales Readiness Group website
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
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