Shows
Heartbeat PodcastEp. 9: Joining Forces with demandDrive to Bring Sales, Marketing & Technology TogetherWe gather the team together to talk about our newest evolution: joining forces with demandDrive to power a whole new platform bringing sales, marketing, and technology together to power excellent results.Conor is joined by Andrew and Chapin, as well as demandDrive co-founders Dan Paul and Lindsay Frey, to chat about the history of the combined offering, why Digital Impulse and demandDrive decided to combine skillsets, and what it means for the businesses and partners we work with.2024-10-1615 min
UNSUBSCRIBE: The demandDrive PodcastFrom Tables to Tech - Kristie Jones’ Blueprint for Sales SuccessThe path to sales success is unique - both in the steps you take and how you define "success."
For some people, success means being a top individual contributor. They're born to be hunters, and they thrive in that role. They might define success as making as much money as possible.
For some people, success means leading others. They have what it takes to motivate and manage a team - not just themselves. They likely define success as moving up the corporate ladder.
But how do you know which path is right for...2024-05-3036 min
UNSUBSCRIBE: The demandDrive PodcastSDR Insider 4: ‘No’ In Sales Isn’t Rejection, but RedirectionOne of the most significant learning curves for anyone entering the sales world is becoming comfortable with hearing the word ‘no.’ And you don't have to just get comfortable with it - you have to hop back on the horse and make another call right after hearing it.
It takes time to see a door closing or a phone hanging up on you as not rejection, but redirection.
Episode 4 dives into these topics (and more) with Senior SDR and President’s Club member Kyle Schmider. Beyond his mentality for getting over rejection, Kyle also shares the importance of positivity in a s...2024-01-2530 min
UNSUBSCRIBE: The demandDrive PodcastAlignment Led GrowthJoin AJ and Alex as they recap their top takeaways from our Growth Guiders event.
Highlights:
🧠 The mindset GTM leaders need to adopt for consistent growth
🛟 Why you need to think about saving more than just *your* team during tough times
🤝 How internal alignment can create a stronger buying journey for your customers
Want to watch the full Growth Guiders discussion? You can do that here: https://bit.ly/GG-Pipeline-Show
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The demandDrive Podcast ➡️ https://bit.ly/dD-Pod
Meet our team ➡️ https://bit.ly/dD-Team
Follow us on LinkedIn ➡️ https://bit.ly/dD-LI
Want to work with us? ➡️ https://bit.ly/Contact-dD
Want to wor...2024-01-0411 min
UNSUBSCRIBE: The demandDrive PodcastSDR Insider 3: Time Management - The Key to SuccessTime Management - The Key to Success may sound like just another piece of content about managing your time, but it is far from that. Episode 3 is a dynamic conversation about getting back to the basics of the SDR role.
It’s filled with tips and advice from a former SDR turned manager, Andrew Smith (who still gets on the phone with his team), who has takeaways for any listener.
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Episode Recap & Insights:
https://www.demanddrive.com/podcasts/time-management-the-key-to-success
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👋 Meet our team: https://bit.ly/dD-Team
👍 Follow us on LinkedIn: https://bit.ly/dD-LI...2023-12-1248 minUNSUBSCRIBE: The demandDrive PodcastTime Management SkillsJoin AJ and Alex as they recap the finer points from our SDR Symposium on Time Management.
Highlights:
🕒 Importance of power hours for various tasks, not just calling prospects
🔄 Using evidence to create an efficient agenda for productivity
💡 Experimentation and habit-building to determine optimal working times
📞 Adapting working hours to align with prospect engagement times
🤝 Balancing time management with consideration for team collaboration and dynamics
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The demandDrive Podcast ➡️ https://bit.ly/dD-Pod
Meet our team ➡️ https://bit.ly/dD-Team
Follow us on LinkedIn ➡️ https://bit.ly/dD-LI
Want to work with...2023-12-0809 min
UNSUBSCRIBE: The demandDrive PodcastSDR Insider 2: From Acronym to Sales Career
SDR: From Acronym to Sales Career is an episode that walks you through the journey of starting as a new SDR with little-to-no sales knowledge, to cultivating relationships, honing in on networking skills, and eventually, creating a career path for yourself.
This episode is a great listen for both new and tenured reps, showing how even though it might have just sounded like a funny acronym
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Episode Recap & Insights:
https://www.demanddrive.com/podcasts/from-acronym-to-sales-career
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👋 Meet our team: https://bit.ly/dD-Team
👍 Follow us on LinkedIn: https://bit.ly/dD-LI
⭐ Wan...2023-11-1023 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 62: Alignment and ABMWhy Paul Slack, Founder & CEO at Vende Digital, continues to beat the sales and marketing alignment drum. Plus, how true ABM can solve a majority of your alignment problems.
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Stop us if you’ve heard this before:
“Following up on marketing leads is a waste of time - they’re all garbage!”
Or
“Sales reps are so lazy! We generated hundreds of leads and they aren’t even bothering to work them.”
It’s a tale as old as time. Well, a tale that’s at least 30 years old.
...2023-08-3143 min
UNSUBSCRIBE: The demandDrive PodcastSDR Insider 1: You Got The Job! Now What?“You got the job, now what?” A simple question that has anything but a simple answer, which is why it felt like a perfect topic to dive into for the first episode of SDR Insider: Insights from Top Performers.
If you recently started as a new SDR, are feeling stuck in your current role, or you’re any place in between, this first episode undoubtedly will leave you feeling ready to conquer the quarter (and beyond).
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Episode Recap & Insights: https://www.demanddrive.com/podcast/sdr-insider-1-you-got-the-job-now-what
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👋 Meet our team: https://bit.ly/dD-Team
👍 Follow us on...2023-08-2433 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: A Rev Dev FAQJoin AJ and Alex for a special episode of Opt In! We pepper our co-founder Dan Paul, with questions about our newly adopted “revenue development” messaging in 20 minutes!
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Recently, we've updated our website language to use the term 'revenue development' instead of 'sales development', and that change has spawned questions - from our current client base, from prospects, and from our partners.
We wanted to sit down and answer some of the FAQs associated with this terminology shift, and explain why we decided to go down this path.
To guide us, we b...2023-08-1721 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 61: SDR Intent and The dD AcademyHow Chelsea Leahy, Director of Training at demandDrive, is helping elevate the SDR role by focusing on foundational sales skills and an intent-driven mindset. Plus, a look at the new dD Academy!
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“I would be laughed off the phone.”
To say that B2B sales has changed would be selling its evolution short.
The SDR role has evolved from a high-volume, ‘just get the meeting’ position to a more consultative and helpful guide. And it’s happened relatively quickly.
And nobody knows that better than our guest, Chelsea Leahy.
A fo...2023-08-1041 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 60: Orchestrating the Perfect Cold CallHow Taylor Del Giudice, Co-Founder at Quack, is booking over 80% of his meetings via the phone with his ‘perfect’ cold calling framework.
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Think back to the absolute best cold call you’ve ever had. What made it great? What was missing that normally derails you? How was your tone? Your questions? Your close?
Ok, snap back to reality.
We know that not every cold call can be perfect. Sales, by nature, is unpredictable.
So when our guest, Taylor Del Giudice, told us that he had built the ‘perfect’ cold calling framework, we knew we had to get him on the...2023-08-0337 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: From SDRs to EvangelistsJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the evolution of the SDR role in 8.5 minutes!
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In our opinion, the SDR function is often criminally underutilized.
Traditionally, companies look at the SDR function with the following (overly simplified) formula:
🤝 🎓 + (📃 + 💻 + 📞) + 🧑🏫 = 🤑
Hire College Grad + Give them a list, laptop, and phone + 1 week of training = Sales Leads
And while that might have worked 10 or even 5 years ago, today the role is much more nuanced and complicated than that. Simply executing an outbound motion where SDRs follow a script and are only measured on meetings...2023-07-2708 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 59: Psychological Safety for SDRsHow Jagrit Gambhir, Social Media Strategist @ Sybill, views psychological safety and its importance in the workplace (especially for SDRs).
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The role of the SDR has changed dramatically over the past 5 years.
It’s no longer a “spray and pray” type of job. You win by making long-term deposits, remaining relevant over an extended period of time, and being authentic and empathetic in everything you do.
And for that to be possible, you need a certain level of psychological safety.
The ability to be you - while prospecting, while posting on Lin...2023-07-1353 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: AI Coaching for SDRsJoin AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 4 of 4 from a Gartner guide on boosting SDR pipeline in 8 minutes!
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According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organizations.”
But simply setting up an SDR team doesn’t guarantee results.
In fact, if you *just* set the team up and fail to do any continuous coaching, you'll lik...2023-06-2907 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 58: Just Send Me Some InformationHow Itai Amoza, Co-Founder & CEO @ StoryDoc, is building a tool to help sales reps flip a common objection into a competitive advantage.
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Let’s do a little “read and react” exercise. Below, you’ll find an objection that SDRs face on a regular basis:
“That sounds interesting. Why don’t you send me some information to look over and I’ll get back to you?”
How did you feel reading that?
Most current and former SDRs (ourselves included) probably felt a tinge of positivity followed by a slap of reality.
...2023-06-2238 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: What We Learned From Rewriting 50+ Sales EmailsJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the lessons we learned rewriting 50+ sales emails in 9.5 minutes!
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If there’s one thing we learned after rewriting over 50 cold sales emails, it’s that a lot of the common mistakes we saw weren’t tied to a particular caliber of company. From the tiny tech start-up to the unicorn-funded behemoth, we saw a lot of similar issues.
Whether it was poor targeting, shaky value propositions, or a failure to stand out in the sea of col...2023-06-1509 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 57: Don't Fear The PhoneHow Christian Erba, AE @ Contractbook, overcame his fear of cold calling and made it his greatest weapon.
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Do you remember your first cold call?
How did you feel when your hand moved to pick up the phone (or load up your digital dialer)? Nervous? Excited? Some combination of the two?
For a lot of reps, that feeling of anxiety, fear, and discomfort doesn’t go away quickly. Depending on their mindset, training/guidance, and management, it might never go away. And we know that you know that neglecting the phone entirely is...2023-06-0839 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Messaging and EnablementJoin AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 3 of 4 from a Gartner guide on boosting SDR pipeline in 7.5 minutes!
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According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organizations.”
But simply setting up an SDR team doesn’t guarantee results. Without the proper guidance, enablement, and management, an SDR team can quickly morph from a pipeline genera...2023-06-0107 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 56: Is Cold Calling Dead?How Charlotte Lloyd, Sales Director at Investment Monitor, views cold calling in today’s sales environment and how to do it *right.*
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Let’s start with an obvious (to us) statement: No, cold calling isn’t dead.
If you Google, “Is cold calling dead?” you’ll get a TON of hits (about 75 million, in fact).
And if you look at the “People Also Ask” section, you’ll see questions like:
- Is cold calling effective anymore?
- What is replacing cold calling?
- Do people hate cold callers?
Not the most positive grouping of questions. But while the publ...2023-05-2534 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: The Fate of Sales DevelopmentJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the fate of sales development in 9 minutes!
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Sales development looks a whole lot different in 2023 than it did in 2013. Or 2016. Or even 2020.
Tactics, trends, and technologies change quickly. Best practices are constantly evolving. How much value we place in the SDR role seems to change every day.
Point being, the world of sales development is dynamic. It’s hard to predict what it will look like in a few years’ time, let alone later this year.
But that...2023-05-1809 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 55: Succeeding From ScrachHow Adrianna Vidal, Community Manager at RevGenius, made the jump into SaaS sales, saw success as an SDR, and built her online brand.
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Breaking into the world of SaaS sales can be daunting.
It’s competitive (high earning potential), it’s confusing (we love a good acronym), and it’s fast (new tools and strategies pop up every day).
But if you can embrace all of that, the sky’s the limit.
That’s what draws people into this world - people like our guest, Adrianna Vidal.
A former retail sales associate turned property manager, Adrianna h...2023-05-1141 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: SDR Role SpecializationJoin AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 2 of 4 from a Gartner guide on boosting SDR pipeline in 8 minutes!
According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organizations.”
But simply setting up an SDR team doesn’t guarantee results. It requires guidance, proactive management, and elasticity to be successful. You can’t “plug and play” a team and expect to generate...2023-05-0407 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 54: Marketers Are Friends, Not FoodHow Kate Erwin, Head of Content at Contractbook, breaks bread with her sales counterparts to support company growth.
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Marketing gets a bad rap in the world of SaaS sales. They’re looked at as the “fluff” behind the real work - sales.
And as fun as it is to belittle marketing, their jobs can make the lives of their sales counterparts much, much easier.
From creating personalized content to running large-scale events, marketing has the opportunity to support and enable reps in a way that others can’t.
Our guest, K...2023-04-2738 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Crafting a Winning GTM Strategy in Health TechJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on GTM success in health tech (and how it applies to other industries) in 7 minutes!
Developing a successful go-to-market (GTM) strategy requires more than a “one size fits all” approach. Especially in the health tech space - it’s far too nuanced and regulated to copy/paste a strategy from a different SaaS industry.
The ways you:
🎯 Select and penetrate target accounts
📝 Build and structure messaging
⌛ Nurture prospects
will need to change. Hea...2023-04-2006 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 53: Boosting Email Engagement Through DeliverabilityHow Maggie Blume of Mailshake uses email deliverability best practices to increase cold email engagement rates.
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Imagine this…you’ve just finished writing a great cold email. It’s relevant. It’s timely. It moves the soul (ok, slow down…) It’s sure to get you a response. So you hit the send button with confidence and… * crickets *
What gives?
🤔 Maybe your email wasn’t that compelling?
🌴 Maybe they're OOO and haven’t seen it yet?
🚫 Or maybe your server reputation is so low that your email was flagged as spam?2023-04-1339 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Relationship BuildingJoin AJ and Alex for another episode of Opt In! In this episode, we recap our symposium on relationship building in 7 minutes!
SDRs are professional relationship builders. Think about it…
🤝 They act as the bridge between their prospects and their company.
🤝 They create and strengthen bonds with their manager and AE on a regular basis.
🤝 They connect with and learn from colleagues and SDR peers at other organizations.
Their job might be building pipeline revenue, but the best SDRs do that by developing and fostering strong relationships - with prospects, colleagues, and peers.
Our recent SDR...2023-04-0606 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Alleviating Non-Sales ActivitiesJoin AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 1 of 4 from a Gartner guide on boosting SDR pipeline in 7 minutes!
According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organizations.”
But simply setting up an SDR team doesn’t guarantee results. There are still plenty of hurdles that both the reps and their leaders have to overcome for that team t...2023-03-3007 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 52: Systems IntegrationHow Jake Bernstein of SPINS navigated a major acquisition and got a new team on the same page. Plus, how you can apply those lessons in your day-to-day.
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If you’ve ever been part of a merger or acquisition, you know the feeling.
❓ Questions about job security.
❓ Questions about new responsibilities.
❓ Questions about tech, processes, and strategies.
In short, it’s a lot of uncertainty. And that can be really disconcerting for your business development team.
It’s important to be transparent, communicative, and empathetic i...2023-03-2336 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Cold Email Teardown and Engagement TacticsJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on cold email engagement tactics in 6.5 minutes!
Every message you send trains people to open or delete your next message. But more importantly, it trains them to view you as a trusted resource or as a nuisance.
Ethan Beute said that 👆 in his podcast with us on grabbing attention & building relevance. Those two things - attention and relevance - are gold for SDRs. The more, the better.
Making them a staple part of your email process is to...2023-03-1606 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 51: Is The SDR Model Still Viable?How Maria Bross of revenue.io is modernizing the way we look at SDR training, onboarding, and support.
There’s a common myth that some of us are natural-born salespeople - and without that innate ability or predisposition, you won’t see success as an SDR.
Well, consider this podcast an episode of MythBusters because we reject that reality and substitute our own.
And so does our guest, Maria Bross of Revenue.io. She is a self-proclaimed “not naturally good at saleser,” and yet she’s built out an impressive career as both an IC and as...2023-03-0942 min
UNSUBSCRIBE: The demandDrive PodcastOpt In Throwback: Poor Attention To DetailJoin AJ and Alex for another episode of Opt In! We turn back time in this throwback edition where, in 6 minutes, we confirm that the devil is indeed in the details.
Part of your job as an SDR is to carve out space inside your prospect’s brains for your name, brand, and value. That way, when they’re actively looking for a solution, you’re top of mind.
Carving out that space requires:
🧠 A long-term mindset
👍 Social nurturing skills
👂 Active listening skills
✅ Credibility
🧑⚖️ Authority
🔍 And above all else, atten...2023-03-0306 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 50: Change ManagementHow Josh Schwartz of Bregal Sagemount helps organizations not just embrace change, but actually look forward to it.
A call for change is typically met with one of the following responses:
Fear
Denial
No doubt about it, change is a touchy subject. It implies that what you’re doing isn’t good enough or that you lack the knowledge to do it right - neither of which is good for the ego.
But change can be, dare we say, good? After all, without change, there is no growth.
And after talking with our...2023-02-2339 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Running Contests Sales Reps Actually Care AboutJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on running sales contests that your reps will actually care about in 6 minutes!
Think back to the last sales contest you ran. Got it? Ok, now try to remember:
Why you ran it. What was the purpose?
The engagement level of your reps. Did they buy in?
The end results. Was the contest able to spark an increase in production?
If you know why you did it, your reps bought in, and the results met (or exceeded) your expe...2023-02-1605 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 49: Gamification For SDRsHow Drew Torrey and Prapanch Madhiraju are making prospecting more effective, more rewarding, and more fun with their gamification tool, Rake Rewards.
Let’s not beat around the bush - SDR activities can be monotonous.
Cold calls, pitches, email follow-ups, prospect research, chasing potential leads…it’s easy to lose sight of the forest among the trees.
But the trees (your daily activities) are vitally important to make sure the forest (your goals) thrives. Slip into an apathetic mindset and you can kiss your sales goals goodbye.
That means as a manager, p...2023-02-0943 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Building a Knowledge BaseJoin AJ and Alex for another episode of Opt In! In this edition, we talk about best practices around building an appropriate knowledge base for new SDRs in 7 minutes!
Your manager tells you to “do some research.” Ok…what does that mean?
New SDRs and reps who are ramping up a new program/division/industry feel that pain. The call for research is vague and directionless.
Where do you go?
Are there existing resources you can leverage?
Should you be looking for anything in particular?
How much is too much?
AJ and Alex discuss some...2023-02-0306 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 48: Building Sales & Marketing AlignmentHow ‘The Pickle Boys’ aka Junior Lartey & Taylor Dahlem used a peer prospecting campaign to foster and grow alignment between sales and marketing.
When you hear the words “sales and marketing alignment,” what image does it conjure?
📺 A Zoom meeting with the heads of each department hashing out strategy?
🎯 A carefully executed ABM campaign that hits target accounts with a succinct, powerful message?
⚙️ Tech that enables the two teams to work with one another in a seamless fashion?
How about memes?
Alignment is tricky. It means different things to differen...2023-01-2641 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Running Effective Team MeetingsJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar in 7 minutes!
How to make meetings effective and (believe it or not) enjoyable.
There’s always been conflict when it comes to internal meetings.
And now in our remote world, the issues and difficulties with running 1-on-1 and team meetings are magnified. There are more distractions for your reps, they can turn their cameras off, and they could easily be multi-tasking while you speak.
In short: “The ability to drive comprehension and listening to what is...2023-01-1906 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 47: Uplifting Untapped & Overlooked VoicesHow Lori Dunn, COO @ Optimus Technologies, views the mentor/mentee relationship and shares advice on how each party can benefit.
What does mentorship mean to you?
Someone to help you navigate difficult situations?
Someone to lean on when you’re unsure of a decision?
Someone to coach up a specific skill or unblock you from negative thoughts?
There are a ton of ways you can slide and dice mentorship, but we think Lori Dunn has a pretty solid definition:
“A mentor is someone who is with you on a journey of growth.”
We dive in...2023-01-1234 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Misleading Subject LinesJoin AJ and Alex for another episode of Opt In! In this throwback edition, learn about the dangers of misleading subject lines (and what to do instead) in 6 minutes!
Here’s the deal: There are a lot of emails out there.
The “sea of bad prospecting” continues to grow every day.
What are you doing to stand out?
If the answer is “trick your prospects,” you’re wrong…and right?
Now, we’re not advocating for your to send out emails with subject lines like “your husband and my child.” Messages l...2022-12-2905 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: The Joys of Holiday ProspectingJoin AJ and Alex for another episode of Opt In! Learn about prospecting during the holiday season in 7.5 minutes!
The most wonderful time of the year…can also be the slowest time of the year. Especially for those of us that are prospecting.
And let’s be real - you should be prospecting during the holidays. AJ and Alex tackle some of the reasons why (and how to do it effectively) in an episode of Opt In.
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Additional insights from our SDR team can be found here! 👉 https://www.demanddrive.com/blog...2022-12-2007 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Getting Started with Sales DevelopmentJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar in 8.5 minutes!
What you need to know before building & scaling out your SDR function.
Taking a kid out of college and expecting them to generate revenue after a couple of weeks of training is…well it’s absurd.
But sales leaders continue to build SDR functions with the mentality of "hire a rep, train them quickly, reap the rewards."
That might have worked ~5 years ago, but there are nuances to building a high-performing team in tod...2022-12-1608 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Don't Copy - EmulateJoin AJ and Alex for another episode of Opt In! Learn about the importance of critical thinking and knowing your "why" in 7.5 minutes!
Hey there listener! AJ here 👋
Recently, I received a good email from an SDR - one of the better ones in a while. And as I was reading it, something dawned on me.
It was my email.
*dun dun dun*
Alex and I talk about the situation (and my response) in our recent episode of Opt In. But the big takeaway I want to impart here is the i...2022-12-0807 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Culture & EngagementJoin AJ and Alex for another episode of Opt In! Learn about the importance of company culture & engagement on SDR success in 7.5 minutes!
Don’t look for culture fits, look for culture adds.
Building a sales development team is hard enough. The moving pieces (your SDRs) are unique individuals that require different levels of attention, support, and encouragement.
You shouldn’t expect or want them to blend in with the existing culture of your team - you should want them to progress that culture and continue making it a great place to work, learn...2022-11-2907 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Feast on Leads This Holiday SeasonJoin AJ and Alex for another episode of Opt In! Learn how to create a bountiful harvest of leads this holiday season in 6.5 minutes!
Through the holiday season, it’s especially important to remain consistent and innovative with SDR techniques.
In this season of giving, let’s review a few points of interest that are sure to provide a bountiful harvest of leads for you moving into the New Year.
🧹 Freshen up
🦃 Don’t gobble your way through conversations
🔥 Don’t overcook your prospect
⏲ Timing is imperative
🔮 Set your menu in a...2022-11-1806 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Forecasting & Capacity PlanningJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar with Lindsay in 7.5 minutes!
One of the biggest reasons SDR teams underperform?
It’s not a lack of tech. It’s not bad management. It’s not limited training.
All of those things are problems, but they pale in comparison to bad goal-setting.
More often than not, leadership teams end up creating unattainable, unmeasurable, and unmanageable goals for their SDR function.
That trickles down to the SDR manager, who attempts to build a team tha...2022-11-1507 min
UNSUBSCRIBE: The demandDrive PodcastOpt In Rewind - Be The DeltaJoin AJ and Alex for another episode of Opt In! In this Rewind, we look back at our 2nd ever-recorded episode where we tackle the idea of being the "delta" in 6 minutes!
The idea behind this episode started when AJ & Greyson (of SDRev fame) interviewed François Bourdeau for the SDRepresent video series.
In it, when asked a question about what the best SDRs are doing, he brought up the idea of being the delta between what your prospects can find about you online and what they can’t.
Basically, instead of leaning on...2022-11-0806 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: 1-on-1 Meeting OptimizationJoin AJ and Alex for another episode of Opt In! Snag some tips on improving your 1-on-1 meetings in 7 minutes!
How many times have you heard an SDR mumble “that meeting could have been an email” under their breath?
Ten? Twenty? Hundreds of times?
To all the managers out there nodding along, the blame isn’t fully on your reps. After all, how much preparation and effort did you put into your last 1-on-1?
Internal 1-on-1 meetings are a necessary evil (too harsh?). There are certain topics or scenarios that are too nu...2022-11-0107 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Asking For The MeetingJoin AJ and Alex for another episode of Opt In! Learn about some of the common pitfalls around asking for a meeting in 6.5 minutes!
You’ve done your research. You found the right contact. You got them on the phone. You discussed pains & challenges, diffused objections, and uncovered a need you can solve.
Now all that’s left is to book a meeting and toss them to your AE. Easy, right?
😬
Easier said than done, that’s for sure.
AJ and Alex talk about some of the common mistakes SDRs make dur...2022-10-2506 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: The Power of Conversation IntelligenceJoin AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar with Nishit in 8.5 minutes!
At this point, call recording software has moved from the “nice to have” into the “need to have” bucket.
But not for the reasons you think.
Yes, recording conversations and listening back to them as an SDR or AE have tremendous benefits.
You can identify self-coaching opportunities, see where your messaging falls short, and uncover market intelligence trends (among many things).
The insight and sentiment you can pull from these c...2022-10-2108 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 46: Personal Goal Setting5 Questions with Scott Bonish
Project Lead @ demandDrive
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We all have goals in life.
Some SDRs want to make that jump to an AE role. Some want to save enough money to buy a house. Some want to make at least 50 dials per day.
Whatever your goal is, big or small, there’s usually a framework or system you use to help yourself achieve it.
Our guest, Scott Bonish, has seen it all.
From his experience as an SDR to his current role as a pr...2022-10-1344 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Finding And Protecting Your Golden HoursJoin AJ and Alex for another episode of Opt In! Learn all about the importance of Golden Hours in 6 minutes.
If you take away one thing from this episode of Opt In, let it be this:
Use evidence to create an efficient agenda.
And if you take away two things, include this:
Protect your golden hours at all costs.
What are golden hours?
In short, “golden hours” is a phrase used to define the time in which you are most efficient at (and should be) building pipeline. For...2022-10-0506 min
Metrics & Chill - Predictable Growth for B2B111: Increasing Inbound to MQL Conversion by 20% (w/ AJ Alonzo, demandDrive)Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. Learn More About DataboxSubscribe to our newsletter for episode summaries, benchmark data, and moreHow They Improved It1. He hosts a weekly meeting with sales to review conversion and lead health.AJ hosts a weekly meeting with sales to get continual feedback on lead quality, and to learn how many marketing-driven l...2022-10-0549 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Leveraging Job DescriptionsJoin AJ and Alex for another episode of Opt In! Explore the world of integrating job descriptions into your outreach in 7 minutes!
SDRs have access to a horde of data, information, and research material to help them personalize their outreach.
From social profiles to company news to earnings reports, there’s no shortage of quotes and metrics you can use to help make your message more relevant.
One of the lesser-used sources is the topic of today’s Opt In: Job Descriptions.
These can be a gold mine of information - from cu...2022-09-2907 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Disrupting a Prospect's InboxJoin AJ and Alex for another episode of Opt In! Get into the minds of your prospects and learn how to disrupt their to-do list in 9 minutes.
Most prospects treat their inboxes like a to-do list. They assign a tag or general bucket for each email depending on its importance.
Those buckets can range from “do in the next 5 minutes” to “I can worry about this next week” to “interesting, but I don’t have time.”
And of course, every SDRs nightmare, the “delete immediately” bucket.
How can you avoid that bucket and move your...2022-09-2109 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Break Up EmailsJoin AJ and Alex for another episode of Opt In! Learn their take on break up emails and what alternatives to consider in 6 minutes.
You’ve sent 4 or 5 emails, called a handful of times, and shot over a LinkedIn connection request…but the prospect isn’t responding to anything.
They must have been eaten by an alligator, right?!
😒
The “breakup email” is a touchy subject. Sometimes you just need an answer - yes or no - to help you know if keeping this prospect in your cadence is worth everyone’s time. Leaning on h...2022-09-1605 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Visibility and HumanizationJoin AJ and Alex for another episode of Opt In! Learn why being present and engaging online is key to an SDRs success in 5.5 minutes.
What’s the goal of sales development?
Book meetings? Qualify prospects? Clean data?
To borrow a quote from Chris Beall, we think the goal is to pave the market with trust.
That means exchanging value and insight to pique a prospect’s curiosity, understanding whether you can help them or not, and recommending the best next steps.
Building trust in a short amount of time is...2022-09-0805 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Novelty, Continuity, and RelevanceJoin AJ and Alex for another episode of Opt In! Learn how to avoid the dreaded ignore/delete/block track by adding relevance to your emails in 6.5 minutes!
Sales emails have a continuity problem.
And a huge reason behind that is a heavy focus on personalization and a lack of focus on relevance.
They’re trying too hard to be novel when they should be aiming for relevance.
Reps will start their email with a personal hook - something about a recent piece of content you wrote, a shared background, or me...2022-08-3106 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Motivation StylesJoin AJ and Alex for another episode of Opt In! Learn about different SDR motivation styles in 8 minutes!
One of the biggest pitfalls for SDR managers & sales leaders?
Assuming that all reps are motivated by the same thing: cold hard cash.
Let’s not beat around the bush - money talks. After all, SDRs need to make a living. Nobody does this job for free.
But contrary to popular belief, your top reps probably aren’t motivated by an extra chunk of change.
So what are they motivated by?
In...2022-08-2407 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: The 10-Minute GameJoin AJ and Alex for another episode of Opt In! Learn about a unique system to keep your SDRs focused in ~8 minutes!
There’s a lot of discourse around the value of research in the sales development world.
💰 Is it worth the opportunity cost?
📊 Should I minimize research to maximize activity?
🤔 Can prospects tell? Do they even care if my rep has done their research?
Valid questions - after all, managers want their reps to spend time on revenue-generating activities.
It’s easy to get lost in a research ra...2022-08-1708 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Setting Personal GoalsJoin AJ and Alex for another episode of Opt In! Learn about the importance of personal goal setting in 6.5 minutes.
SDRs are really good at spinning plates.
One plate is making sure you get your activity in for the week.
Another plate is attending meetings and engaging with your colleagues.
And yet another plate is building up long-term skills that will help you later in your career.
But just because they’re good at it doesn’t mean it isn’t tough - sometimes it can feel like you’re const...2022-08-0306 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Cold Call OpenersJoin AJ and Alex for another episode of Opt In! Learn about some common cold call opener pitfalls in 6.5 minutes.
Stop us if you’ve heard this one before:
“Can I have 27 seconds of your time to tell you why I called?”
“This is a cold call. Wanna roll the dice?”
“I know I called you out of the blue…”
Knowing what to say when a prospect picks up your call is crucial. You have a very limited amount of time to tell them who you are, what you do, and why you’...2022-07-2006 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Keeping Your CRM CleanJoin AJ and Alex for another episode of Opt In! Learn about the impact data quality has on sales - and how to do something about it - in 6 minutes.
In sales, your bottom-of-the-funnel metrics are directly influenced by top-of-the-funnel quality.
To keep your bottom-funnel metrics high, you need to fill the top of your funnel with high-quality leads.
Easier said than done.
Data quality is the bane of many an SDRs existence. From outdated lists to stale contact info to incorrect titles, reps are often expected to scrub data and...2022-07-0606 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Cadence CustomizationJoin AJ and Alex for another episode of Opt In! Learn about the how and why of cadence customization in 6.5 minutes.
Ron Popeil would be terrible at writing sales cadences 🍗
The last thing you want to do is “set it and forget it.” Cadences are at their best when you view them as dynamic.
Why?
What works this month might not work next month. Preferences change. Trends come and go. Industries shift. You have to stay on top of these things.
There are no silver bullets in sales. You can always tweak your ca...2022-06-2206 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Coaching VS ManagingJoin AJ and Alex for another episode of Opt In! Learn about the differences between coaching your reps and managing your reps in 6.5 minutes.
SDR Managers (broadly) have 2 responsibilities:
To manage the day-to-day operations of their SDRs
To coach and upskill their SDRs
Unfortunately, a lot of managers end up shirking their second responsibility.
Which is too bad. Coaching is usually the fun part of the job. I mean, who really wants to manage an SDR team?
The big thing to remember is that while coaching and managing your reps are...2022-06-0806 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Growth MonthJoin AJ and Alex for another episode of Opt In! Learn about combatting the Q2 Blues and what the heck Growth Month is in 7 minutes.
This is a tough time of year for SDRs.
It’s the last month of Q2, which means you can get pulled in a lot of different directions by your marketing and sales teams.
Your main focus is on making sure you can hit your quarterly or half-yearly goals by the end of the month, and it should be…right?
Not so fast.
As much...2022-06-0107 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Account Tiering & PersonalizationJoin AJ and Alex for another episode of Opt In! Learn about AJ's account tiering system and how to use that for message personalization in 6.5 minutes.
Stop us if you’ve heard this one before:
“Personalization is key! If you want to cut through the noise, your message has to be personalized…Also, I need you to get in at least 150 activities/day. Ok, go get ‘em!”
You might be thinking to yourself…
How in the world am I supposed to personalize 150 messages in a single day?
That's the neat part...2022-05-1806 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Combatting BurnoutJoin AJ and Alex for another episode of Opt In! Learn about burnout prevention in 7.5 minutes.
Burnout is almost inevitable in the SDR role.
And it can creep up on you really quickly. One day you feel energized and fulfilled with your work. The next, your cynicism is rampant and you feel fatigued.
That’s why it’s so crucial for you and your manager to keep tabs on your wellbeing.
You can help yourself by taking regular breaks throughout the day, writing down things you feel grateful for, and being inte...2022-05-0407 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Multi-Channel ProspectingJoin AJ and Alex for another episode of Opt In! Learn about the importance of adopting a multi-channel sales approach in 6.5 minutes.
You probably know a "cold call killer" or "cold email savant."
You know the type - a rep who's recognized a strength and leans on one channel to book most, if not all, of their meetings.
We love the idea of building on your existing strengths, but it can't be all you focus on.
A well-rounded rep uses all of the channels at their disposal - the phone, email...2022-04-2006 min
UNSUBSCRIBE: The demandDrive PodcastOpt In: Personal Forecasting for SDRsJoin AJ and Alex for another episode of Opt In! Learn about the importance of forecasting your personal pipeline as an SDR in 7 minutes.
The world of sales is FULL of ebbs and flows.
Some months it feels like you could do no wrong. Some months it feels like you couldn’t book a meeting if you’re life depended on it.
Having the right mindset certainly helps, but SDRs can do a lot to help themselves by tracking & forecasting their personal pipeline.
Being able to count on a certain number of l...2022-03-2507 min
UNSUBSCRIBE: The demandDrive PodcastonDemand: SDR Forecasting & Capacity PlanningWhat's the number one reason SDR teams struggle?
They don’t set proper goals.
More often than not, leadership teams end up creating unattainable, unmeasurable, and unmanageable goals for their SDR function.
That trickles down to the SDR manager, who attempts to build a team that can hit those lofty expectations…
And that trickles down to the SDR, who ends up burning themselves out in the process.
Then, it’s ‘rinse and repeat’ with a new crop of reps.
Talk about a waste of resources.
In this on...2022-03-1735 min
UNSUBSCRIBE: The demandDrive PodcastAMA #2 with Lindsay FreyWelcome to a special episode of UNSUBSCRIBE! Today, Alex sits down with one of the co-founders and President of demandDrive, Lindsay Frey, to ask her anything!
We gathered questions from...
SDRs
SDR Managers
Sales and Marketing Leaders
and asked Lindsay to give her authentic responses (she didn't see any of the questions beforehand). The result is a casual, but informative, conversation between her and Alex!
We’re releasing this during BDR appreciation week in an effort to help everyone in sales development level up their skillset. Thanks to 6Sense for putting it all to...2022-02-2239 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 34: There’s Value in Knowing Your Values✨ There's Value in Knowing Your Values
5 Questions with Alex Ellison | Marketing Communications Manager @ demandDrive
--
Succeeding as an SDR is more than just actioning tips, advice, and best practices.
There’s a human element to the role that transcends all of that.
SDRs are people. And people, whether we know it or not, operate by a set of values.
These values drive your actions and reactions. They’re the reason you express identical tips and advice in your own unique way compared to your colleagues.
Unders...2022-01-1934 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 33: 5 Questions with Chelsea Leahy🌱 Growing Up and Out of the SDR Role
5 Questions with Chelsea Leahy
Director of Training, demandDrive
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Nobody wants to be an SDR forever.
The good news? Nobody expects you to be an SDR forever.
The SDR position is a great way to build out some key foundational skills - be it around sales, marketing, operations, management, or customer success.
But honing those skills and using them to move up and out of the role isn’t always clear at every organization.
Sure, there...2021-12-2834 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 31: 5 Questions with Greg Cammarata🎥 Video Prospecting
5 Questions with Greg Cammarata
AE, demandDrive
-
There are plenty of studies out there that show email and phone response rates are at all-time lows, so knowing how to get your message in front of the right prospects in a way that they’ll actually notice is becoming an increasingly valuable skill.
Alex sat down with Greg Cammarata to talk about how he approaches video prospecting. They dive into the process behind creation, how he picks his prospects, and where video sits in his prospecting toolbox.
Str...2021-10-2723 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 29: 5 Questions with Phil Gerard😎 Building Confidence as an SDR
5 Questions with Phil Gerard
Business Development Manager, demandDrive
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Do you know an SDR who just exudes confidence? Someone you could put in any sales situation and expect them to talk their way into a meeting?
They’re few and far between. And it’s not for the reasons you think.
People assume that confidence is innate. It’s something these reps are born with. And being born confident leads to success in sales.
We think it’s quite the opposite.2021-08-1730 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 28: 5 Question with Tad BustinWe talk about the SDR role being tough - and it is. Modern buyers have changed the way we sell. SDRs need to be more consultative and guide prospects down the funnel with skills like storytelling, subject matter expertise, and social nurturing.
But not every SDR is doing that.
It’s easy enough to come into work every day and do the bare minimum. Follow the playbook, run the sequences, put in the activity, go home. That’s the life of a C or B level rep.
‘A players’ are constantly going above and beyo...2021-07-1227 min
UNSUBSCRIBE: The demandDrive PodcastBonus Episode: 5 Questions with Greg Cammarata | SDR Research TacticsThere’s a lot of discourse around the value of research in the sales development world.
Is it worth the opportunity cost? Does it make sense to minimize research to maximize activity? Can prospects tell? Do they even care if my rep has done their research?
Valid questions - managers want their reps to spend time on revenue-generating activities, after all.
It’s easy to get lost in a research rabbit hole. Then…BAM! Hours have flown by without a single activity to show for it. Tsk tsk.
But if you’ve ever be...2021-07-0127 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 23: 5 Questions with Matt & CraigdemandDrive’s own Matt Berman, Sr. SDR & Team Lead, and Craig Ferrara, Director of Client Operations, sit down with the UNSUBSCRIBE team to talk about alignment.
Matt and Craig show that there's a lot to be gained from a well-aligned team - not just during a pandemic, but when things are "normal" as well. Teams that communicate regularly AND effectively are going to outperform those that don't.
We dive into what it means to be a well-aligned team, how to get there (from both the SDR and Manager's POV), and what the future is going to...2021-02-1639 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 19: Sports and Sales Management - One in the Same?You’re listening to Unsubscribe! Today, we talk with (formerly rising, now current) project manager Gordon Bray about his experiences in managing both a sales and sports team.
Well, it wasn’t today (you can tell by the fact that we reference the date, and how the Seattle Mariners were 2-0 at the time). We dug this one out of the archives due to its relevance with our current “Management Strategies campaign.” Gordon provides some great insight into effective management strategies, from the relationships on the team to delegating responsibilities to generating results.
“For me, sports and...2019-06-2515 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 18: A Manager's WorkloadYou're listening to Unsubscribe! Today, we talk with one of our Director's of Client Engagement - Alexa Rzasa! Alexa talks about the feasibility of managing multiple SDRs & projects and what strategies to use to remain effective in her day-to-day activities.
We dive into prioritization and delegation, ownership, personal growth, and expectations in the management role - and more importantly, how that impacts the SDRs. Just as much as responsibilities trickle up from the SDR to the Manager, they trickle down the same way!
Link to the Eisenhower Matrix: https://ww...2019-06-0713 min
UNSUBSCRIBE: The demandDrive PodcastBonus Episode with Rory Caulfield!You're listening to Unsubscribe! Today we talk with former dD employee Rory Caulfield about his take on the SDR role and how he's leveraged his experiences into an AE position at Datadog! Rory was kind enough to come back to the demandDrive office and share some of his wisdom with our team, and he was doubly kind enough to pop on the podcast afterwards and talk more about his life post-dD. Definitely some good nuggets of info to take away from this episode - whether your an SDR or someone managing them!
Warning - t...2019-05-3124 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 17: Inbound vs. Outbound Strategies You’re listening to Unsubscribe! Today we talk with Stephen Keefe, a rising Jr. Project Manager here at demandDrive, about how he effectively separates inbound and outbound activity.
A popular debate topic, inbound vs. outbound is one of the tougher things to manage for a new rep. As an SDR you want to prioritize the activity that gets you a meeting - that’s inbound/outbound agnostic. Your manager/client wants you to touch all of the accounts they’ve delivered you (also channel agnostic). How can you strike that balance to be both effective AND efficient?
Ac...2019-05-2115 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 16: Management Strategies from the SDR Point of ViewYou’re listening to Unsubscribe! Today we talk with one of demandDrive’s Team Leads, Eli Smith, about bridging the gap between upper management and the SDR team - specifically in regards to communication and managing expectations.
As someone who has an “extensive reputation of being a leading demand generator, (seriously, his words haha)” Eli is the perfect person to talk to about this. His role as a team lead bridges both the management and SDR team, and he has the best interest of both parties at heart.
Facilitating that tra...2019-05-0715 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 15: Interview with Marylou TylerYou're listening to Unsubscribe! Today we have the honor of talking with one of the leading minds in sales education, Marylou Tyler! She's the founder of Strategic Pipeline, a one-stop solution to systematize your own sales process, so you can count on steady revenue, and grow it whether your sales cycle is long or short. Marylou is the perfect person to capstone our discussion on education in the sales world and where its value lies.
From her time as a Computer Science major at USCB to her work at Xerox's Think Tank (with a g...2019-04-0137 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 14: Degree, or Not Degree, That is the QuestionYou're listening to Unsubscribe! Today we talk with former dD Intern and soon to be Bentley Grad, Ryan Boudreau, about his experience in the Bentley Professional Sales Program!
Well, we don't really talk with Ryan - he's busy finishing up his degree and wasn't able to make it into our office. Instead, we asked him a handful of questions to help enlighten us on his view of education in the sales world and what to expect with a specific degree. In a very college-styled response he wrote up answers for us, and we're going t...2019-03-1417 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 13: So You Think You Can Sell?You're listening to Unsubscribe! Today, we talk with our Director of Recruiting, Sean Harrison, about the qualities he looks for in an interview candidate and what makes up a good foundation for the SDR role.
Think you can sell? Test yourself against these traits and see if you stack up with the rest of demandDrive's applicants. Also, apply! We're constantly looking for top talent to join the dD team - if you think you have what it takes then head to our careers page and submit an application!
Make...2019-03-0419 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 12: I Got a Degree - Now What?You're listening to Unsubscribe! Today we talk with former dD employee, the one and only, Justin Ernest about his decision to go back to school and pursue a Masters Degree in International Business.
Was it to explore a new career path? For fun? The real question - did he think it was necessary to further his career? You're just going to have to listen to find out!
"They [the skills you gain in school] don't have to specifically correlate, but learning is never a bad thing, and you can a...2019-02-2214 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 11: Do You Need a Business Degree to be a Successful Salesperson?You're listening to Unsubscribe! This week we sit down with one of demandDrive's co-founders, Dan Paul, and talk degrees. Is there a degree that better suits you for a life in sales? Do you need an MBA to prove your worth? Or is learning on the job a better alternative? All that, and more, in the latest episode of Unsubscribe!
Highlight: AJ, Alex and Dan lay out a simple 3 step process on how to make a billion dollars in the SDR role! *totally not click-bait*
"We see a lot of...2019-02-1214 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 10: Interview with Morgan IngramYou're listening to Unsubscribe! Today we have a very special guest - Morgan Ingram! If you don't know Morgan, you might have been living under a rock for the past couple of years. Currently the Director of Sales at JBarrows Sales Training and host of The SDR Chronicles, Morgan has a wealth of knowledge in the sales training and coaching space that we were lucky enough to tap in to.
"Honestly, you should probably stop listening to sales podcasts - don't even listen to mine anymore it doesn't even matter...You need to start...2019-02-0831 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 9: Sales Enablement ToolsYou're listening to Unsubscribe! In this episode we talk with Sarah Fotos, our VP of Client Engagement, about the wonderful world of sales enablement tools. What are they? Are their powers used for good, or evil? Let's find out!
"You start seeing SDR burnout...because they're just doing the exact same thing day after day, and there's no real thought going into it. It's just, 'let me upload this list and call it a day."
Big news - we're talking with Morgan Ingram next week! Should be full of...2019-01-3113 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 8: Self-Certification ProgramsYou're listening to Unsubscribe! In this episode our former Director of Sales Development Mike Coscina dives into the viability of self-certification programs. How does it compare to an internal training program? Does it help or hurt SDRs? What's the difference between training, coaching, and certification?
Lots of questions and lots of answers in this episode. If you're responsible for training, coaching, or leading SDRs, this episode is for you!
"[Self-Certification] is really good for dipping your toe in the water of a subject...but they may not be as...2019-01-2314 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 7: The Importance of a Comprehensive Training ProgramYou're listening to Unsubscribe! We're kicking off 2019 by talking with Chelsea Leahy, our Director of Training and Internal Ops here at demandDrive. Chelsea dives into the ins and outs of our training program (snag some industry secrets for your own teams!) and what she finds most valuable when building a program from the ground up.
Whether you're a new SDR, seasoned pro, or own the SDR/training function, this episode is a must listen and great way to kick off the new year!
"A lot of times you let [ne...2019-01-1515 min
UNSUBSCRIBE: The demandDrive PodcastSpecial Episode! Holiday Cheers, from demandDrive!You're listening to a very special holiday edition of Unsubscribe! This will be our last episode of 2018 (booooo), and while we're sad we won't be recording for the next couple of weeks we're excited to come back in January with some new content for you guys!
In the meantime, here's a quick episode about some DO's and DON'Ts of holiday prospecting! Take it and make some extra cash this holiday season! You can thank us later.2018-12-1911 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 5: Interview with Brian TrautscholdYou're listening to Unsubscribe! In our first ever full-length episode we talked with Brian Trautschold, one of the Co-Founders of Ambition, a sales performance platform designed to get the most out of your inside sales and SDR teams.
We discuss the pros and cons of founding a successful startup, the importance of healthy competition within a sales team, and his take on how robots are going to impact sales development in the future.
Want to know the best way to incentivize a diverse group of SDRs? Then give us a...2018-12-1253 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 4: Friday Hours & Employee EmpowermentYou're listening to Unsubscribe! This weeks Quipisode features demandDrive's Co-Founder and CEO, Lindsay Frey! Drawing from the quote "I want to empower people to be successful in the way that works for them," Lindsay dives into her approach on how to better engage with and empower her employees.
From Recognition to Monetary Compensation to Schedule Flexibility, learn about what's worked (and what hasn't) to help you shape the foundation of your own company's incentive structure!
"They key is to make [the goal] attainable, but challenging." Incentives can't be too ea...2018-12-0712 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 3: Find Everyone's CarrotYou're listening to Unsubscribe! In this weeks Quipisode we talk with DCE and resident contest expert Tad Bustin about how he uses office competition to motivate his reps. From reimagining classic games like Chutes & Ladders and Hot Potato to creating complex contests like "The Game of Games," Tad has breathed new life into our inter-office competitions!
Listen on to see if Tad could help revamp your own office's contest structure, and what pitfalls to avoid when creating your competition.
"The biggest problem at any company is going to be ap...2018-11-2912 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 2: Be the WhyYou're listening to Unsubscribe! In this weeks Quipisode we talk with Steve D'alessandro, one of the Directors of Client Engagement here at demandDrive, about the motivation tactics he uses with the SDRs on his team. Find out what Steve does to get the most out of his reps and how you can translate those tactics into your own organization!
"You can't throw out a contest at everyone and anyone and expect that to resonate/deliver the metrics or results you want."
Get ready for our upcoming interview with Brian Tr...2018-11-1909 min
UNSUBSCRIBE: The demandDrive PodcastEpisode 1: What Club Sports Taught Me About Sales DevelopmentYou're listening to Unsubscribe! In this Quipisode, join AJ and Alex as they dive into their mysterious pasts...as former club sports players in college. Not as scandalous as you thought! Learn about the worlds of competitive Ultimate Frisbee and Rugby, and what parallels can be drawn between those and the world of sales development!
“A lot of people look at Sales Development as a sort of, individual, lone wolf type job…but, in reality, you’re on a team with other people, and what you do impacts what they do.”
Blo...2018-11-1412 minUNSUBSCRIBE: The demandDrive PodcastEpisode 0: The Origins of UnsubscribeWhoa, what's this? A new podcast?!
That's right, the very first episode of our Sales Development podcast, UNSUBSCRIBE, is live!
Learn about why we decided to take this journey and what to expect moving forward. Whether you're an SDR or someone who manages them, this podcast is for you!
"We're gonna talk about the stuff we know, and we want you guys to enjoy the stuff we know as much as we enjoy knowing it."
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More Podcast Episodes ➡️ https://bit.ly/dD-Pod
Meet our tea...2018-11-0805 min