In this episode of Enterprise Sales Development podcast, we speak with Tom Slocum, Program Director of RevGenius and co-founder of RevLeague. Having been an SDR himself, Tom shares his try-and-true methods, and he details how he effectively uses office hours to coach his reps. He also discusses how he wants to change the way we approach the market by simply being human.
WHAT YOU’LL LEARN
Why Tom is focused on being human and how he coaches simplicity through the three Rs
Tips for SDRs to find success as they research to personalized at scale with relevance
Advice he has for SDRs who wants to bolster their LinkedIn presence
How he facilitates community growth during the COVID-19 pandemic
How Tom coaches and the structure for office hours
Where best practices end and gimmicks begin
Why Tom thinks the phone is the most slept on channel for outreach
QUOTES
“Just be conversational. People are people. Like I don’t need this whole drawn out, fuzzy words and buzz words about my growth.” - Tom Slocum [02:27]
“Look at ways that you can tie in the research to what you’re trying to do.” - Tom Slocum [08:37]
“Sales development is just a skill. It’s not who you are. Who you need to be is your buyer persona.” - Tom Slocum [11:56]
“Too many people think they start creating first. Well, you can’t. Nobody’s going to come. Go get your base first. Go build a community of people first, then step out and watch what they do for you.” - Tom Slocum [19:24]
“If you have to sell, you’re doing your job wrong. That means you're forcing a square into a circle, and it doesn’t work.” - Tom Slocum [45:08]
TIMESTAMPS
[00:01 Intro
[00:28] Meet Tom Slocum
[01:43] What Tom is focused on right now
[03:35] How he coaches simplicity
[07:21] Personalizing your message with research
[10:37] Be your buyer persona
[16:05] Bolstering your LinkedIn presence
[20:24] Facilitating community growth
[23:23] Coaching tonality and what’s working in the space today
[29:06] Where best practices end and gimmicks begin
[32:05] One-on-one coaching vs group coaching
[37:24] The most slept on channel for outreach
[45:36] How to contact Tom
CONNECT
Tom Slocum on LinkedIn
Tom Slocum’s Linktree
RevGenius website
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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