Shows
The Sales Syndicate Podcast65: How you can go above and beyond with prospecting in 2024, with Charly Johnson at SalesloftWe sit down with Charly Johnson from Salesloft, to chat about thinking outside the box, face-to-face interactions and events, teaming up with other sales reps, using mutual connections to your advantage, offering up your time for free, and the bottom-up approach in prospecting for 2024.
Takeaways
Prospecting and outreach in 2023 presented new challenges, such as the decline in response rates to video prospecting and trigger personalization.
To stand out in prospecting, it is important to think outside the box and personalize your outreach beyond the obvious information found on LinkedIn profiles.
2024-02-0549 min
The Sales Syndicate Podcast64: How to get meetings with top prospects using direct mail, ft. Louis Sandford, Director at The Mailman 🪅We sit down with Louis Sandford, aka The Mailman, to find out how you can book meetings with your with top prospects using direct mail.
Louis sheds light on why sales reps should be actively pursuing the C-Suite, urging listeners to step into the shoes of executives to understand their roles, responsibilities, and immense buying power.
The conversation takes a practical turn as Louis shares three top-performing direct mail campaigns: "The Trojan Piñata," "Newspaper From The Future," and "The Toughest Nut To Crack."
Louis also guides us through the general process of implem...
2024-01-2951 min
The Sales Syndicate Podcast63: Battling imposter syndrome whilst building your personal brand in sales, with Tom Boston @ SalesloftWe explore the nuanced stages of battling impostor syndrome, the strategic importance of personal branding, and practical tips for success, with Tom Boston, Brand Awareness Manager at Salesloft.
Tom’s journey is a narrative of resilience, self-discovery, and strategic intent. From battling impostor syndrome to crafting a robust personal brand, his insights offer valuable guidance to sales professionals navigating the intricate landscape of self-doubt and professional growth. The key takeaways resonate as guiding principles for those seeking success in the competitive world of sales.
In this episode:
- Battling impostor syndrome in sales...
2024-01-2255 min
The Sales Syndicate Podcast62: COSMIC Communication ✨ Helping us communicate better in any life situation or circumstance, with Michael Hanson @ Growth GenieWe dive deep into a topic that affects every aspect of our lives: communication. But not just any communication – we're talking about COSMIC Communication, a powerful tool that can help us communicate better in any life situation or circumstance.
Join us as we sit down with Michael Hanson from Growth Genie, as he introduces us to the fascinating world of COSMIC Communication, revealing its importance and the pivotal role it plays in our daily interactions.
In this episode, we explore the fundamental pillars of COSMIC:
Challenges: How do challenges shape our communication and in...
2024-01-1540 min
The Sales Syndicate Podcast61: Questions to keep your prospects on a call, with Jack and Zac from We Have a Meeting 💥We explore the art of keeping your prospects engaged during cold calls. We're joined by Jack Frimston and Zac Thompson, co-founders of We Have a Meeting, who share their expertise on five key question types:
- Interesting/Pattern Interrupt Questions: Learn how to grab your prospect's attention with unique, thought-provoking queries.
- Thought-Provoking Questions: Discover how to spark meaningful discussions that leave prospects intrigued and eager for more.
- Challenging/Difficult Questions: Find the balance between discomfort and productive conversation, pushing boundaries and encouraging critical thinking.
- The One Last Question Rule: Keep prospects on the line...
2024-01-0854 min
The Sales Syndicate Podcast60: Breaking sales stereotypes: The power of unconventional backgrounds, with Mike Wander @ Lavender 💜In the world of sales, conventional paths often take center stage, leaving unconventional backgrounds overlooked. In this episode of The Sales Syndicate Podcast, we challenge the status quo by delving into the remarkable journey of Mike Wander, former military targeting chief turned successful sales professional at Lavender. Mike's unconventional career trajectory highlights the importance of resilience, adaptability, and seizing unexpected opportunities.
Discover the "Mike Wander Methodology" and how authenticity and determination are central to his sales approach. Explore Lavender's innovative approach to nurturing creativity and innovation in their workplace. Dive deep into the challenges and benefits of...
2023-12-1858 min
The Sales Syndicate Podcast59: The importance of cutting your teeth cold calling, with Patrick Rynne-Coleman @ RevolutWe explore the enduring importance of cold calling in the B2B buying journey with our guest, Patrick Rynne-Coleman, Senior Account Executive at Revolut.
Patrick shares his journey from BDR to AE and the critical role cold calling played in his success. He discusses the relevance of cold calling in today's B2B landscape and highlights key skills learned through this process, from resilience to negotiation.
Tune in for Patrick's top three cold calling tips and his recommendations for valuable upskilling resources. This episode is packed with actionable insights to elevate your sales game, whether...
2023-12-111h 00
The Sales Syndicate Podcast58: Playing the long game in sales, with Khris Fenton at AltrataWe sit down with Khris Fenton, VP of Sales Development and Partnerships at Altrata, to unravel the secrets of playing the long game in sales. We start by introducing the concept of the long game, backed by the "97/3 principle," revealing the ratio of active buyers in the market. Learn why this approach is crucial for sales professionals and organizations alike.
Explore essential considerations like differentiation, the power of education, giving without expecting, trust building, and authentic relationship cultivation. Discover how to balance long and short-term goals while maintaining patience and persistence. Hear success stories and case studies...
2023-12-0442 min
The Sales Syndicate Podcast57: The psychology behind sales conversations, with Daan Matthes @ Moss 🌳Join us as we delve into the fascinating world of conversational psychology with our special guest, Daan Matthes from Moss.
We'll explore the deep significance of conversations across various domains, from sales strategies to everyday interactions. Discover the surprising parallels between conversational techniques used by psychologists and those you can apply in your daily life.
In this conversation, we'll uncover the secrets of profiling individuals swiftly and effectively through dialogues, gaining insights into their personality, preferences, and communication style.
Learn how every answer in a conversation carries hidden meanings and intentions, and explore techniques to decode the underlying thoughts...
2023-11-2753 min
The Sales Syndicate Podcast56: Why your website is such a good sales rep, with Sam Dunning @ Web ChoiceIn this episode, we're joined by Sam Dunning from Web Choice to discuss why your website is a top-notch sales rep. We'll dive into the current state of the B2B buying journey and why buyers crave fewer touchpoints. Find out how your website can meet these needs, operating 24/7 and delivering tailored messages to your ICP.
Discover the key elements that make a website a sales superstar: problem-centered messaging, transparent pricing, interactive demos, addressing objections, and user-friendly design. We'll also explore the value of case studies and video testimonials in building trust.
While websites excel...
2023-11-2047 min
The Sales Syndicate Podcast55: How PLG and sales led growth strategies can work hand in hand, with Inyigo Robbertz, Commercial Sales Manager @ Miro 🖌Join us in this insightful episode with Inyigo Robbertz, Commercial Sales Manager at Miro, as we explore the synergy between Product-Led Growth (PLG) and Sales-Led Growth strategies.
We delve into the current state of Miro's Go-To-Market (GTM) strategy, addressing the friction, shifting ratios, and growing outbound sales. We also chat about the marketing efforts focused on user acquisition and how Miro's PLG motion operates.
Learn how Miro's account-based sales strategy targets highly engaged users and runs campaigns tailored to specific segments, including those with approaching renewals.Discover the secrets behind Miro's structured sales-led motion, with...
2023-11-1351 min
The Sales Syndicate Podcast54: A prospect centric approach to sales outreach, with Lauren Aboud @ Snowflake ❄️In this episode we sit down with Lauren Aboud, Sales Development Manager at Snowflake, to explore the concept of a "prospect-centric approach" to sales and its positive impacts on outbound sales efforts.
Tune in to this episode to gain a deeper understanding of how adopting a prospect-centric approach can revolutionize your sales outreach efforts.
Whether you're a seasoned sales professional or just starting out, the insights shared here will help you build stronger, more authentic connections with your prospects and, ultimately, boost your sales success.
2023-11-0644 min
The Sales Syndicate Podcast⭐️ Special Edition: SaaStock Dublin 2023In this Special Edition episode, we chatted with some of the best from the industry at SaaStock Dublin 2023.
We caught up with Will Spilsbury from G2, Nick Butler and Benjamin Jones from Jiminny, Jack Neicho from Salesloft, Chris Van Praag from Sales Feed & Vidyard, and James Ski from Sales Confidence.
2023-11-0217 min
The Sales Syndicate Podcast53: Start-up stories: Lunio with Founder & CEO Neil Andrew 🪐In this episode we uncover the incredible journey of Lunio with Founder & CEO Neil Andrew. Join us as we explore the startup's evolution from MVP to Series A funding in a concise and insightful discussion.
Breaking it down into five parts, we cover the key phases of Lunio's growth:
- Founding and building MVP (2 years)
- MVP to pre-seed (1 year)
- Pre-seed to Seed (2 years)
- Seed to Series A (18 months)
- Post Series A and beyond
Neil also shares his top three tips for...
2023-10-3054 min
The Sales Syndicate Podcast52: Why inbound SDRs shouldn't exist, with Arhtur Castillo at Chili Piper 🌶Welcome to our 52nd episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Marketing Director at Selligence, and Arthur Castillo, Head of Dark Social and Evangelism at Chili Piper, explore the compelling reasons why inbound SDRs may no longer be a strategic fit for businesses looking to optimise their sales strategies and provide a seamless buying experience.
We discussed the challenges posed by Inbound SDRs, the changing dynamics of the buyer's journey, and alternative approaches that can enhance customer interactions and drive sales success.
Talking points:
1. The evolution of...
2023-10-231h 01
The Sales Syndicate Podcast51: The power of strong team relationships in sales, with Art Kovalev & Sherien Massoud De MunnikWelcome to our 51st episode of The Sales Syndicate Podcast.
Explore the impact of relationships on sales team success in this episode. Join us with Art Kovalev & Sherien Massoud De Munnik for insights on trust, synergy, and cultivating a winning sales culture.
Discussion Highlights:
Significance of Relationships: Learn how trust and rapport boost team productivity.
Team Synergy: Discover how collaboration and innovation drive sales excellence.
Freedom and Trust: Empower your team by granting autonomy and fostering creativity.
Positive Challenges: Turn obstacles into opportunities for personal and professional growth.
Coaching vs. Managing: Embrace coaching for...
2023-10-1651 min
The Sales Syndicate Podcast50: Making the transition into sales management, with Todd Busler @ ChampifyWelcome to our 50th episode of The Sales Syndicate Podcast.
Thinking about stepping into sales management? Join us as we chat with Todd Busler, Co-Founder and CEO at Champify, to guide you through the exciting yet challenging transition into sales management. In this episode, we'll cover:
Assessing the Fit: Is sales management right for you? Learn how to evaluate if this move aligns with your career goals.
Finding Your Rhythm: Discover the importance of an effective operating cadence and rhythm in your new role.
Effective Communication: Unlock the secrets of impactful...
2023-10-0939 min
The Sales Syndicate Podcast49: The rise of hybrid sales reps: Navigating the new normal, with Harry Harvey @ Klaxoon 🎷Welcome to our 49th episode of The Sales Syndicate Podcast.
Join Jamie Pagan, Marketing Director at Selligence, and Harry Harvey, Regional Sales Director at Klaxoon, as they dive into the concept of hybrid sales representatives. Explore how the world has shifted, prompting an evolution in sales strategies. Discover the spectrum of hybrid sales approaches, from internal teams to customer interactions, and gain practical tips on adapting to these changes.
Learn the art of conducting effective hybrid sales meetings and uncover the advantages of propelling your sales cycle forward. Tune in for valuable insights and a...
2023-10-0254 min
The Sales Syndicate Podcast48: The rise of full-cycle sales reps, with Jen Allen-Knuth, Community @ Lavender 💜Welcome to our 48th episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Marketing Director at Selligence, sits down with Jen Allen-Knuth, Community Growth at Lavender, to explore key shifts in sales strategies, the rising significance of full-cycle sales reps, reimagined lead generation approaches, the expanded role of sales professionals, and the essential skills driving success in this dynamic field.
Explore the dynamic shift in the realm of sales as we uncover how sales representatives are transforming into trusted advisors and full-cycle experts. Discover the evolving roles that cater to modern customer demands.
2023-09-2555 min
The Sales Syndicate Podcast47: Personal branding in sales: A how-to guide, with Holly Allen, Business Development Representative, @ DeelWelcome to our 47th episode of The Sales Syndicate Podcast.
Join us as we explore personal branding for sales reps with Holly Allen, BDR at Deel. Holly shares insights into building an authentic brand and leveraging it for success.
Discover the journey of personal branding, from optimizing your LinkedIn profile to fostering meaningful connections and growth.
Learn how to define your brand message and create compelling content.Uncover the favorite post formats and ideal posting frequency for engagement. Hear inspiring success stories and get practical tips, schedules, and post ideas.
2023-09-1844 min
The Sales Syndicate Podcast46: A peek under the hood of an an award-winning prospecting team, with Mitchell Clayton, Founder & CEO @ FlowdWelcome to our 46th episode of The Sales Syndicate Podcast.
Join us as we take a deep dive into the inner workings of Flowd, an innovative and award-winning prospecting team based in Manchester, UK. Meet Mitch and the Flowd team as they share their journey from inception to success, revealing the secrets behind their consistent flow of new business leads for B2B clients.
In this candid conversation, we'll explore what came before Flowd and the pivotal moment that led them to establish the company. Discover how the prospecting industry has evolved over time and...
2023-09-1147 min
The Sales Syndicate Podcast45: The art of selling to the C-Suite: A top-down approach to sales, with Ceri-anne Boucher, Strategic Partnerships @ MossWelcome to our 45th episode of The Sales Syndicate Podcast.
In this episode, we explored the benefits of a top-down approach, exploring how understanding C-Suite priorities and building executive-level hypotheses can revolutionise your sales strategy.
Featuring Jamie Pagan, Marketing Director at Selligence, and Ceri-anne Boucher, Strategic Partnerships at Moss, we cover embrace the power of cold calling C-Suite executives and mastering multi-channel techniques are also vital to navigating the ever-evolving sales landscape with confidence and finesse.
Along the way, we'll uncover valuable insights, offering a comprehensive guide to elevating your sales game and...
2023-09-0448 min
The Sales Syndicate Podcast44: The evolution of sales reps: From pitching to project management, with Tom Rudnai, Enterprise Account Executive @ ZuoraWelcome to our 44th episode of The Sales Syndicate Podcast.
Join host Jamie Pagan as he sits down with Tom Rudnai from Zuora to explore the transformation of sales representatives from traditional pitching to modern project management.
Discover the significant changes in buying processes: more careful and formal, involving C-suite approval and multiple stakeholders, leading to elongated procurement. Tom explains the need for specialization and redefining sales strategies to adapt to this new landscape.
Get practical tips for adapting to these changes and learn about cutting-edge tools and technologies that can empower sales reps.
2023-08-2849 min
The Sales Syndicate Podcast43: How to manage your sales deal process effectively, with Jack Neicho, Senior Account Executive @ SalesloftWelcome to our 43rd episode of The Sales Syndicate Podcast.
We chat through the ins and outs of managing a deal process effectively with Jack Neicho, Senior Account Executive at Salesloft. Join us as we share invaluable tips for each stage, from captivating demos to finalizing partnerships.
Discover best practices for crafting compelling emails, nailing cold calls, and ensuring seamless onboarding. Tune in now to elevate your sales game and boost your team's success with these essential insights.
2023-08-2150 minThe Sales Syndicate Podcast42: Mastering account penetration: How to break into your target accounts, with Troy Munson @ ProofpointWelcome to our 42nd episode of The Sales Syndicate Podcast.
In this episode, we're diving headfirst into the art of account penetration with our guest, Troy Munson from Proofpoint.
From thorough research and effective contact mapping to a multi-channel approach and workflow execution, Troy provides essential strategies. He also shares his biggest success story and highlights the importance of follow-through.
2023-08-1449 min
The Sales Syndicate Podcast41: Full lifecycle sales: The reality of sales at a start-up, with Luke Willett, Account Executive @ VirtiWelcome to our 41st episode of The Sales Syndicate Podcast. In this episode, we explored the daily operations of full lifecycle sales in start-ups.
Featuring Jamie Pagan, Marketing Director at Selligence, and Luke Willett, Account Executive at Virti, we cover the challenges of prospecting and business development, finding the delicate balance between automation and personalisation in sales outreach, the importance of project management skills, the power of a cohesive sales-to-customer success relationship, and the significance of upselling, cross-selling, and renewals in the SaaS industry.
2023-08-0754 min
The Sales Syndicate Podcast⭐️ Special Edition: TNW Conference Amsterdam 2023: Chatting with Deel, Aircall, Spendesk, Moss, Digital Ocean, and StoryblokWelcome to our 40th episode of The Sales Syndicate Podcast.
Join us for this special edition episode recorded at TNW Conference in Amsterdam, where we chat with sales professionals from Deel, Aircall, Spendesk, Moss, Digital Ocean, and Storyblok.
Unlock valuable insights from these industry leaders as they share their visions, strategies, and expertise. Whether you're a tech enthusiast, entrepreneur, or simply curious about the future of technology, this episode will take you on an exhilarating journey through the frontiers of innovation.
2023-07-3121 min
The Sales Syndicate Podcast39: Unconventional cold call openings, with Jack and Zac from We Have a Meeting 💥In this episode, we dive into the world of unconventional cold call openings and pattern interrupts. Join our host Jamie Pagan, with guests Jack Frimston and Zac Thompson, Co-Founders of We Have a Meeting, as they explore the art of capturing attention, engaging key customer segments, and breaking through the noise to create meaningful connections.
The episode begins by exploring the challenges of connecting with cold calling 'big scary CEOs' and how to approach them with confidence. Jack and Zac share their insights on the account-based approach, revealing strategies to personalize and tailor cold calls for maximum...
2023-07-2452 min
The Sales Syndicate Podcast38: Why marketing should be your best friends in sales, with Laura Erdem at @ DreamdataWelcome to our 38th episode of The Sales Syndicate Podcast.
In this episode, host Jamie Pagan, Marketing Director at Selligence, is joined by Laura Erdem, Senior Account Executive at Dreamdata, to unravel the significant gains that can be made by aligning sales and marketing teams. Discover why marketing should be your best friend in sales and how their collaboration can lead to a competitive advantage for your business.
Discover how Dreamdata aligns marketing and sales practices to achieve outstanding results. Learn how their marketing team attends weekly pipeline reviews, measures leads moving to Sales qualified...
2023-07-1738 min
The Sales Syndicate Podcast37: The power of buyer enablement: Meeting modern expectations in B2B sales - Chatting with Rory Sadler, Co-Founder and CEO @ trumpet 🎺Welcome to our 37th episode of The Sales Syndicate Podcast.
In this episode, we sit down with Rory Sadler, Co-Founder and CEO at Trumpet to discuss the evolution of B2B buying journeys and how tools like Trumpet - are centralizing and transforming the process. As Rory Sadler explains, "We built Trumpet to centralize the entire journey from outreach to onboarding and really to increase collaboration and make it feel less of a transaction and more of a journey."
In this conversation, they cover key topics such as:
- From the legacy to the modern...
2023-07-1041 min
The Sales Syndicate Podcast36: Bridging the gap: Aligning sales and product teams for success, with Nic Biffen and David Wilde, Head of Sales and Product Manager at SelligenceWelcome to our 36th episode of The Sales Syndicate Podcast.
In this episode, we delve into the concept of alignment between sales and product teams and explore its far-reaching benefits. Join us as we uncover the secrets to fostering better working relationships between these two essential pillars of any organisation.
Drawing from our experiences at Selligence, we reveal the tactics we employ to promote better relationships between our sales and product teams. From fostering open communication channels to encouraging cross-functional collaboration, we unveil the secrets behind our organisational cohesion and continuous improvement.
2023-07-0343 min
The Sales Syndicate Podcast35: Start-up stories: SummarAIze with Founder Jay DesaiWelcome to our 35th episode of The Sales Syndicate Podcast.
Join us for a start-up story where Jamie Pagan, Marketing Director at Selligence, sits down with Jay Desai, Founder of SummarAIze, an AI based tool that repurposes your content from audio and video into engaging, shareable social posts, email content, summaries, quotes, and more.
Jay shares the invaluable lessons he learned, emphasizing adaptability, resilience, and continuous learning in the ever-evolving AI landscape. Whether you're a content creator, AI enthusiast, or simply intrigued by transformative start-ups, this episode offers a narrative of SummarAIze's journey to date.
2023-06-2643 min
The Sales Syndicate Podcast34: Scaling up: Revenue maximisation, client win-back, and synergy, with George Holman, Head of Growth at Selligence | RevGenius Outbound 2.0Welcome to our 34th episode of The Sales Syndicate Podcast. In this episode, George Holman, Head of Growth at Selligence, joins RevGenius for the latest episode of their Outbound 2.0 series to discuss discuss startup growth strategies: focusing on maximizing revenue, winning back churned clients, and fostering cross-departmental relationships.
You’ll learn more about:
Maximizing revenue from current clients in a challenging market
Strategies for winning back previously churned customers
Cross-departmental relationships required in a startup to ensure both of the above + the overall NRR
2023-06-1958 min
Breaking B2B - B2B Marketing & Demand Generation Podcast#328 How Sales Triggers Supercharge Your B2B Marketing! - Jamie Pagan► What is a sales trigger?
✔ Jamie Pagan is Marketing Director @ Selligence.
🎧 Have a listen to Jamie & Sam as they discuss their experiences & give you incredibly valuable tips, tools and insights that you can utilise, to skyrocket your own sales & biz! - In this episode we cover:
👉 Why are they important for B2B marketing?
👉 The key sales triggers to track?
👉 How to use the data to your advantage
👉 Turn triggers into qualified leads and revenue
JAMIE PAGAN
★ LinkedIn: https://www.linkedin.com/in/jamiepagan/
★ Web: https://www.selligence.com/
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✔ Never miss an episode + get free marketing tips + guides + bonus resources to your inbox every Monday: http://businessgrowth.email
The show is brought t...
2023-06-1240 min
The Sales Syndicate Podcast33: Boldly selling: Unveiling sales lessons and advice from Star Trek, with Dee Acosta, Head of Revenue @ HockeyStackWelcome to our 33rd episode of The Sales Syndicate Podcast.
Featuring Jamie Pagan, Marketing Director at Selligence, and Dee Acosta, Head of Revenue at HockeyStack, we discover lessons and advice that can be applied to the real-world challenges faced by sales professionals. From Captain James T. Kirk's daring leadership to Mr. Spock's logical approach, each iconic character embodies traits and lessons that resonate with the sales landscape.
In the vast realm of sales, finding inspiration from unexpected sources can lead to fresh perspectives and invaluable lessons. Imagine traversing the galaxy on a star ship, encountering alien civilizations...
2023-06-1248 min
The Sales Syndicate Podcast32: Personalisation in sales: Elevating your outreach to new heights, with Sophie Ellis, Account Executive @ LunioWelcome to our 32nd episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Marketing Director at Selligence, chats with Sophie Ellis, Account Executive at Lunio, to discuss the power of personalisation in sales and share actionable tips for incorporating it into sales strategies. Sophie highlights her success stories with LinkedIn voice notes and how they have contributed to her success in booking big brand meetings.
During the podcast, they cover the following topics:
- How has personalization in sales evolved?
- What are some innovative tactics to connect with potential clients?
- How...
2023-06-0544 min
Best Of Sales Skills Podcast🎙️ 🔀 Using Sales Triggers with Nic Biffen⏰ You’ve only got a certain amount of sales motions that you can make in any one given day.You can only make so many calls, send so many emails, spend so much time on Linkedin before you run out of time.The secret to sales effectiveness is knowing where to expend that valuable time and effortIdeally, you want the outbound motions that you’re making to be landing at the feet of the prospects who are MOST LIKELY to have the problem you solve and they have that...
2023-05-3027 min
The Sales Syndicate Podcast31: Why authenticity is such a valuable sales skill, with Corentin Lindsay, Account Executive @ LunioWelcome to our 31st episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, chats with Cory Lindsay, Account Executive at Lunio, about the value of authenticity in sales roles. The pair cover how being genuine and honest with customers yields better results, what role authenticity plays in building long-lasting relationships, and how companies can promote a culture of authenticity.
2023-05-2943 min
The Sales Syndicate Podcast30: Civil Engineering to SaaS Sales: Adapting to the highs and the lows, with Dineesha Vadhera @ PayFitWelcome to the 30th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with Dineesha Vadhera, SDR at PayFit, about her move from Civil Engineering to SaaS sales. The pair discuss the reasons for such a big change Dineesha's career path and how she's had to adapt to the highs and the lows of sales.
2023-05-2240 min
The Sales Syndicate Podcast29: Improving outbound conversion rates in a downsizing market, with Jason Hubbard @ RevGenius | RevGenius Outbound 2.0Welcome to our 29th episode of The Sales Syndicate Podcast.
In this episode, Nick Vaughan, CEO and Founder at Selligence, joins RevGenius for the latest episode of Outbound 2.0 to discuss how you can improve conversion rates in downsizing markets.
The pair cover:
- Why downsizing markets can actually be a huge source of revenue
- How to increase your outbound success rates using sales triggers
- How to identify higher quality and higher converting leads
2023-05-151h 00
The Sales Syndicate Podcast28: Maximising sales results with goal and trigger selling, with Nick Butler, Enterprise Account Executive @ JiminnyWelcome to our 28th episode of The Sales Syndicate Podcast. In this weeks episode, Jamie Pagan hosts Nick Butler, Enterprise Account Executive at Jiminny, to discuss how to implement a goal and trigger sales strategy to maximise your results.
The duo shares tips on how sales professionals can adapt to the changing customer needs and fine-tune their sales strategies. They cover topics like shifting from operational to strategic sales strategies, maximizing sales results with goal and trigger selling, understanding sales triggers, approaching conversations with prospects for effective discovery, identifying prospects' goals and triggers, and the importance of...
2023-05-0848 min
The Sales Syndicate Podcast27: Business Development Executive to Head of Growth in 4 years, with George Holman @ SelligenceWelcome to the 27th episode of The Sales Syndicate Podcast. In this podcast episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with George Holman, Head of Growth at Selligence, about his journey through the company, starting as a business development analyst and eventually moving into his current role in just 4 years.
George emphasizes the importance of self-development and learning on the job, as well as the challenges of building a sales department from scratch in a startup. The pair also discuss the significance of client retention and growth, and the interlink between sales and customer...
2023-05-011h 02
The Sales Syndicate Podcast26: The secret to Chili Piper's remote working success story, with Heather Leo @ Chili PiperWelcome to the 26th episode of The Sales Syndicate Podcast. In this podcast episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with Heather Leo, Senior Account Executive at Chili Piper, about their 100% remote working success story.
Jamie and Heather discuss Chili Piper's remote work setup, from its unique interview process with a Chili Buddy system to its coffee buddies and Piper Meetings programs that promote connection and team-building.
They also cover the importance of strong communication channels like Slack, cultivating diverse hobbies and lifestyles, and maintaining a comfortable workspace for productivity and mental...
2023-04-2641 min
The Sales Syndicate Podcast25: Data led decision making in a recession with Mollie Bodmeinster @ Deel | RevGenius WTF is RevOps?Welcome to our 25th episode of The Sales Syndicate Podcast. In this episode, Nic Biffin, Head of Sales at Selligence, jumps on the latest episode of WTF RevOps? with RevGenius, to chat with Mollie Bodensteiner, Global Revenue Operations Leader at Deel, about Data led decision making in a recession.
The pair cover why selling in a recession means you need to lean on data more than ever, how to gather and use data to accelerate the sales process, and strategies you can use to successfully lead a RevOps team that works in tandem with Sales.
2023-04-1756 min
The Sales Syndicate Podcast24: The story of RevGenius with Co-Founder Jared RobinWelcome to our 24th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Jared Robin, Co-Founder at RevGenius, to find out how it all started.
Along with a deep dive into the history of a 35,000 strong community, Jared shares his advice for those wanting to start their own community.
2023-04-1040 min
The Sales Syndicate Podcast23: What are Sales Triggers and why you need to be tracking them: Part 8, Key Person ChangesWelcome to our 23rd episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through Key Person Changes sales triggers. Changes in senior positions within a company can be an indicator of upcoming shifts in strategies and products and could provide an insight on future growth areas or the need for new tools and solutions for the team/ company. They are also a great place to start if you...
2023-04-0319 min
The Sales Syndicate Podcast22: What are Sales Triggers and why you need to be tracking them: Part 7, New Product DevelopmentsWelcome to our 22nd episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through New Product Development sales triggers. This is a good indicator that a company’s area of operation is growing. Expanding their product offering will lead to investing in new tools and technologies and putting new product management or manufacturing processes in place to support it.
New Product in Development – This can give insig...
2023-03-2713 min
The Talent Waste ShowS2 Ep5 with Kalpesh BaxiThis week's guest on The Talent Waste Show is Kalpesh Baxi, founder of Baxfield, offering business advisory and leadership consulting across the recruitment and wider recruitment industry ecosystem.
Kalpesh has over 26 years recruitment experience, starting his career with SThree, and more recently working with a mid-market recruiter. He has worked with a cross-section of clients from start-ups to Fortune 500 across STEM.
Over the past few years he has been active as a COO at Selligence, investor, NED and advisor to HRTech and RecTech companies, with a strong focus on DEI and impacting social mobility.
The Talent Waste Show is...
2023-03-2248 min
The Sales Syndicate Podcast21: How to craft your resume to help bag your next big Sales role, with Gareth Webb @ OutScout Welcome to our 21st episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Gareth Webb, Founder and CEO at OutScout, to find out how to craft your resume to help you bag your next big sales role.
Gareth gives us a run down of the current market conditions, before sharing his advice on what the perfect resume should display. Including, durability, proof of success, impact, legitimate logos, and self-investment.
2023-03-201h 05
The Sales Syndicate Podcast20: How to book 4x more demos in sales using LinkedIn, with Arran Nicholson @ SelligenceWelcome to our 20th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Arran Nicholson, SDR at Selligence, to learn how his new hybrid multichannel approach to outbound activity is paying off.
The pair discuss the reasons for moving to a hybrid outbound approach, how to get started, the pros and cons, as well as some of Arran success stories.
2023-03-1347 min
The Sales Syndicate Podcast19: Sales Triggers vs. Intent Data: Why you should be using sales triggers, with Nic Biffen @ Selligence Welcome to our 19th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen to discuss the differences between sales triggers and intent data, and why you should be using sales triggers.
Recognising the best time to reach out and contact a prospect has never been an easy task. Sales professionals of yesteryear struggled with outreach and not knowing when their prospect would be primed to buy, which meant closing sales was even harder. But with a rise in data and technology, there has been...
2023-03-0628 min
The Sales Syndicate Podcast18: Building A Scalable Content Marketing Strategy with Jason Hubbard @ RevGenius | RevGenius Marketing Monday'sWelcome to our 18th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing joins RevGenius for the latest episode of their Marketing Monday's series to discuss how to build a scalable content marketing strategy.
In this episode, we cover:
- Building a system that enables efficient creation and distribution of content to your target audience
- How to build a "Content Engine" that works for your marketing team
- How companies of any size can leverage these strategies to reach more customers with less budget
2023-02-2751 min
The Sales Syndicate Podcast17: What are Sales Triggers and why you need to be tracking them: Part 6, New BusinessWelcome to our 17th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through New Business sales triggers.
Any new business can spell opportunity for sales professionals. A company with a limited headcount but big growth plans will need all the help they can get to maximise their efficiencies and boost their productivity. Tools that can offer them more data or intelligence can also prove valuable...
2023-02-2009 min
Revenue Champions84: Confessions of an SDR #5 (with Arran Nicholson, Account Executive at Selligence)No one enjoys having their phone calls interrupted. Unfortunately, sometimes it's out of the rep's control - especially when alarm warning s are involved! Tune into this episode to hear the rest of Arran's confession, how to deal with unexpected situations and some of the most effective ways to rekindle a conversation.
2023-02-1519 min
The Sales Syndicate Podcast16: Sales Development for SaaS Startups, with Jared Robin @ RevGenius | RevGenius Outbound 2.0Welcome to our 16th episode of The Sales Syndicate Podcast. In this episode, Nic Biffen, Head of Sales at Selligence, joins RevGenius for the latest episode of Outbound 2.0 to discuss Sales Development for SaaS Startups.
2023-02-131h 02
The Sales Syndicate Podcast15: What are Sales Triggers and why you need to be tracking them: Part 5, New Facility & Facility Expansion/Investment with Nic BiffenWelcome to our 15th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through New Facility and Facility Expansion/Investment sales triggers.
A new facility shows where a company is investing. Spending on the creation of a new site highlights the company’s focus and underlines what their growth strategy will be centred on.
There are a few reasons why a business might decide to...
2023-02-0607 min
The Sales Syndicate Podcast14: What are Sales Triggers and why you need to be tracking them: Part 4, Growth Revealed with Nic BiffenWelcome to our 14th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
The pair run through Growth Revealed Sales Triggers.
Although these tend to be retrospective, these event triggers can demonstrate where recent spend has been allocated – which offers insight into the company’s focus and where they will likely centre their future development plans.
2023-01-3006 min
The Sales Syndicate Podcast13: What are Sales Triggers and why you need to be tracking them: Part 3, New Offices with Nic BiffenWelcome to our 13th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through New Office Sales Triggers. One of the most visible signs that a company is in spending mode, a new location can only spell growth and budget for the company in question.
2023-01-2327 min
The Sales Syndicate Podcast12: What are Sales Triggers and why you need to be tracking them: Part 2, Expansion Plans with Nic BiffenWelcome to our 12th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair talk through Expansion Plans. A company announcing their scaling plans is a good indicator of them being in buying mode and looking to develop and/or improve outbound performance.
This could mean a team might soon need to consider a new sales enablement software, HR system, Marketing automation software, B2B data enrichment platform...
2023-01-1628 min
The Sales Syndicate Podcast11: The benefits of transitioning between functions and roles with Laura Scott-Davies @ CloudCallWelcome to our 11th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Laura Scott-Davies from CloudCall to chat about the benefits of transitioning between functions and roles.
Over the course of her career, Laura has worked across Sales, Customer Success, Marketing, and Partnership functions, which has allowed her to gain a broad range of skills and learnings.
Laura touches on the pros and cons of moving between roles, the key skills you can take from one role to the next, as well as...
2023-01-0939 min
The Sales Syndicate Podcast10: What are Sales Triggers and why you need to be tracking them: Part 1, Funding Rounds with Nic BiffenWelcome to our 10th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen, Head of Sales at Selligence, to kick off a new mini-series focusing on Sales Triggers.
In this mini-series of podcasts, we will be running through a full deep dive of Sales Triggers, covering what they are, why you need to be tracking them, and of course how you can track them.
First up, it's Funding Rounds. Any company with a big injection of cash will likely next look to improve...
2023-01-0427 min
The Sales Syndicate Podcast9: How open communication between Sales and Marketing teams benefits everyone, with Kristen Hoffman @ NetLine Corp.Welcome to our 9th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence sits down with Kristen Hoffman at NetLine Corp to chat about how open communication between Sales and Marketing teams can benefit companies.
Over the course of her career, Kristen has always been a big advocate in building communication channels between Sales and Marketing teams, as well as learning from one another.
2022-12-2642 min
The Sales Syndicate Podcast8: Pre-Christmas Personal Branding Prep with Aaron Hawthorne, Business Development Manager and LinkedIn Coach at HoxoWelcome to our 8th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence sits down with Aaron Hawthorne, Business Development Manager and LinkedIn Coach at Hoxo to talk about what sales reps could be doing before Christmas with their personal branding efforts.
Aaron talks through some actionable tasks that reps could tackle this side of the New Year, the importance of prior planning, and his approach to LinkedIn activity over the festive period.
2022-12-1933 min
The Sales Syndicate Podcast7: Client success is sales: Debunking 'CS' misconceptions with Katie Savino, Global Director of Client Success @ SelligenceWelcome to our 7th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing @selligence sits down with Katie Savino, Global Director of Client Sucess @selligence to talk about how client success is more similar to sales that it might seem.
Katie takes us through the main similarities and differences between client success and sales, touching on how it's far more proactive than reactive. During the episode, they also discuss ideal reporting structures, team expectancies, and tips for hiring into client success.
2022-12-1228 min
The Sales Syndicate Podcast6: The ins and outs of international selling with Thomas Sutton, Director of Global Strategic Accounts @ NCC GroupWelcome to our 6th episode of The Sales Syndicate. In this episode, Ellis Campbell, Head of Enterprise Sales @selligence sits down with Thomas Sutton, Director of Global Strategic Accounts at NCC Group to talk about the ins and outs of international selling.
Thomas gives us a rundown of his experience having moved to America to head up Global Strategic Accounts, as part of which he sells prodominently across the US. As a brit currently working in the US, and having sold across the globe with NCC Group for more than 10 years, Thomas shares valuables lessons learned and...
2022-12-0545 min
The Sales Syndicate Podcast5: Getting started with personal branding and social selling: A how to guide with Sean Anderson, Co-Founder & CEO @ HoxoWelcome to our 5th episode of The Sales Syndicate. In this episode, Jamie Pagan, Demand Gen Manager @Selligence, sits down with Sean Anderson, Co-Founder and CEO @ Hoxo, to understand the best way to get started with personal branding and social selling.
Sean shares an actionable 4-step process that will help you actively start working on personal branding and social selling. As part of this discussion, Sean also shares real world examples that have followed the exact same process off the back of working with the team @ Hoxo
2022-11-2852 min
The Sales Syndicate Podcast4: Demystifying personal branding and social selling with Aaron Hawthorne, Business Development Manager and LinkedIn Coach @ HoxoWelcome to our 4th episode of The Sales Syndicate. In this episode, Jamie Pagan, Demand Gen Manager @Selligence , sits down with Aaron Hawthorne, Business Development Manager and LinkedIn Coach @ Hoxo, to chat about personal branding and social selling.
Aaron shares the story of how he came to work for Hoxo, and in doing so has built his personal brand. He covers the principals behind personal branding, the benefits, and his vision for the future of sales in 2023 and beyond.
2022-11-2154 min
The Sales Syndicate Podcast3: Chatting channel & partnership sales with Alex Whitford, VP of Partners and Operations @Channext Welcome to the 3rd installment of The Sales Syndicate. In this episode, Ellis Campbell sits down with Alex Whitford, VP of Partners and Operations @Channext to talk about his background in channel and partnerships sales.
Having met one another in their very first sales training session more than 8 years ago, Ellis and Alex chat about everything from the benefits of channel and partnership sales, why salespeople should consider it as a career path, and crucially, how to get started.
2022-11-1434 min
The Sales Syndicate Podcast2: Cold calling tactics that never fail with Ellis Campbell, Head of Enterprise, & Nic Biffen, Head of Sales, @SelligenceIn this episode, Ellis Campbell, Head of Enterprise Sales, sits down with Nic Biffen, Head of Sales, at Selligence, to chat about cold calling tactics that have stood the test of time.
Ellis and Nic share stories of techniques that have worked well over the course of their careers, delve into the opinion that cold calling is 'dead', and provide actionable tips and tricks that can be easily brought into your existing workflow.
2022-11-0429 min
The Sales Syndicate Podcast1: Q4 Anxiety: How to manage your pipeline with Ellis Campbell, Head of Enterprise @SelligenceIn this episode, Max Mitcham sits down with Ellis Campbell, Head of Enterprise at Selligence, to chat about Q4 anxiety, and how to manage your pipeline to finish the year strong.
Max and Ellis dig into the importance of preparation ahead of Q4, how closing over the Christmas period differs from the rest of the year, going for the quick win or playing the long gam, and the best questions to ask prospects to better understand deal structures and pipeline.
2022-10-2637 min
The Sales Syndicate Podcast0: Introducing The Sales Syndicate, the B2B podcast for predictable pipelineWelcome to The Sales Syndicate Podcast, brought to you by Selligence, and hosted by Max Mitcham, VP of Sales.
2022-10-2000 min