Shows
Clozers Only17. How to Coach SDRs for Better PerformanceRyan Liubinskas (VP Global Sales Development at CoachHub) joins us for this episode to discuss how proper SDR coaching can increase prospecting performance. During our conversation we covered the differences between training and coaching and when to use which. Running 1on1s with reps can be extremely time-consuming, especially working with 10+ reps so Ryan shared his tips & tricks on coaching his SDRs without spending too much time. Stress and frustration are part of the SDR job, so if you want to get the most out of your reps you gotta coach them well. Tune in for this episode...2021-06-2251 minClozers OnlyDoes personalization at scale exist?Jon Mazza (Content Marketing at LeadIQ) is joining us for a conversation on personalization at scale. Jon previously worked as an SDR, AE and SDR Lead at LeadIQ having plenty of prospect personalization under his sleeve. We are discussing the pitfalls of automation and what most reps should be looking out for while scaling their sales engagement.
Also, Jon has a great personalization story for this particular episode that lots SDRs and AEs can learn a lot from. Replicate this unique strategy to book more meetings with your Target Accounts.2021-02-1548 minClozers OnlyBuilding a Successful Inside Sales Team From the Ground UpChris von Huene (Sales Director at Prodigal) shares with us the right strategy to build a rock solid inside sales organizations from zilch. Foundations, processes, people and enablement are all part of getting to your revenue goals, but what are the main areas to focus on first? How to prioritize tasks and activities while building teams and selling at the same time? We get the answers to all these critical questions from Chris in this episode.2021-01-2640 minClozers Only14. Social Selling as a Daily NormEllie Twigger (Sales Development Representative at SalesLoft) shares with us her tips and tricks on doing Social Selling right. Getting started, staying consistent and focusing on the long run are concerns that discourage most from seeing the benefits of social. There are no quick wins in this! Ellie walks us through how she got going with LinkedIn, the way she generates ideas for posts, and how she builds long-lasting relationships that result in first meetings, opportunities, and sales for her company.2020-11-2300 minClozers Only13. Let’s Do Closing RightHector Forewood (Co-founder at Hoist) speaks about how to guide prospects through the sales funnel from beginning to end. We highlight the big mistakes AEs usually make during/after first meetings and discuss why it is such a huge turnoff from potential buyers. Selling is more difficult than ever before as buyers have more control than they used to. Never rush your discovery, don’t sell early in the process and always confirm the next steps to increase your chances of closing.2020-11-1600 minClozers Only12. Leading by Example in Sales DevelopmentOn this episode, Stuart Taylor (Head of Sales Development at Refract) talks about the importance of leading SDR teams by example. Your reps are slacking off? Show them how it’s done! Stuart gives us some interesting tips on how to make prospecting fun and essential for SDR leaders. In case you want to gain the ultimate respect from your team, give this one a listen.2020-10-2600 minClozers Only11. Sales Managers, It's Time to Onboard Reps the Right WayCarlos Quesada, Account Executive at Factorial HR, is sharing his experience on why most Salespeople ramp so slow and how the ideal onboarding looks like. We talk about what mistakes most people make.
Some of the talking points of the episode:
Product enablement vs. Sales enablement? What's more important?
How do you deliver the right content at the right time? How to avoid content overload?
After onboarding, more than 65% don't hit quota. What's behind that?
How often is not too often for coaching?
2020-10-1200 minClozers Only10. The Silver Bullet in Sales Prospecting (if there is such...)Callum Henderson, Commercial Director at EngageTech, is sharing his interpretation of a silver bullet in Sales Prospecting and the strategy that excelled over others for him and his team. In this episode we are comparing these and Sellinstruct’s approaches by reviewing the different attributes and their effectiveness before and after the COVID-19.2020-09-2143 minClozers Only9. The time is never right to start a new careerNicolas Noailles, SDR at Matera, is sharing his job search experience in COVID 19. After completing the Sellinstruct training program, he confidently nailed his interviews with his ICPs in the SaaS industry. Nick talks about the winning mindset it takes for one to land and secure a job in today’s difficult economy. If you’re at a tough spot now, play this episode. It’s always worth listening to somebody booking 5 SQLs on their first prospecting day. In case you have any questions, feel free to reach out to us or check us out at sellinstruct.com2020-08-2531 minClozers Only8. Prospecting for Account ExpansionGuerlyne Guercy, Commercial Account Manager at Liveperson, is sharing about Prospecting for Account Expansion! We are discussing how much her SDR background served her in Account Management, how much she is prospecting and what strategies she is using. She explained her views on how different it is to prospect as a Sales Development Representative from an Account Manager.2020-07-2746 minClozers Only7. Experimenting in ProspectingZach Restuccia, Account Executive at Terbium Labs, is joining us for a conversation on experimenting in prospecting! He is sharing his opinion on which personality fits which strategy, how the change of the economy influenced his prospecting results and how he is balancing his time doing traditional and state-of-the-art prospecting strategies.2020-07-1334 minClozers Only6. NextGen Prospecting for More Pipeline!Scott Howland, Account Executive at Zephr, is joining us for a conversation on NextGen Prospecting! We are discussing how reps can build sales pipeline without traditional methods as well as how new strategies compare to cold calling & cold emailing. Scott is also sharing with us how he joins forces with the SDR team to close more meetings with prospecting strategies most companies never even think about.2020-06-1346 minClozers Only5. EXTRA: Sellinstruct Alumni - Crushing Quota in the First Month During the PandemicVitorio Yosifov, SDR rookie at Pitchbook Data and Sellinstruct Alumni, is sharing how did he land a new job in pandemic without having experience. Due to the global situation there are lots of challenges a newly-hired has to face with a new industry, a product and a role. Vitorio is sharing some tips and tricks how he managed to navigate his new SDR life and how did he exceed his quota by 200% in his first month.2020-05-3044 minClozers Only4. Life of an AE after being an SDR. Selling technical products to devs.Val Moisand, Account Executive at Datadog, gives some advice on how to take the leap from an SDR to an AE position, regardless of having the necessary experience in a specific industry. Tech sales can be tough. Not SaaS, literally selling tech tools to developers. Val unveils what worked for him to get the ball rolling selling technical products to DevOps professionals and tech leadership.
Ps.: Due to the pandemic, Val’s girlfriend was having her professional opera singing practice at home during this episode. We kinda like the vibe it brought to our conversation. Hope you wi...2020-04-1736 minClozers Only3. Prospecting in Difficult TimesLucas Rincon, top-performing SDR at Instana, is sharing what needs to be done to reach high level of success in sales prospecting. While the pandemic significantly affects the number of first meetings generated across many industries and verticals, Lucas re-focuses his energy on those prospects that are likely to convert.2020-04-0743 minClozers Only2. Coaching SDRs through difficult timesCollin Waldrip, SDR Trainer at SalesLoft , reveals his secrets on how coaching SDRs can contribute to great sales performance. Providing guidance through difficult times can be tough, but it doesn’t necessarily have to be. Collin openly speaks about how he helps his team to tackle challenges when needed so they can unleash their true potential.2020-03-3140 minClozers Only1. From SDR to VP of Sales - choosing the right career path for yourselfCam Robinson, VP of Sales at CrowdControl HQ, shares his journey on how he managed to get from SDR to VP os Sales in less than three years at CrowdControl HQ. After discussing his personal achievements, Cam talks about some actionable tips SDRs can execute on to earn a promotion.2020-03-1840 min