Enterprise Sales Development (CIENCE)

Dive into a riveting episode of the Enterprise Sales Development Podcast with host Eric Quanstrom, CMO at Science Technologies, as he converses with Skye Snayd, the dynamic founder of Skyline Consulting. Skye shares his unique journey from a potential career in medicine to becoming a trailblazer in sales development. Throughout this episode, listeners will explore the critical aspects of customer discovery, the effectiveness of tailored marketing, and how sales strategies are evolving with technological advancements. Skye provides hands-on advice and shares personal experiences, offering invaluable insights for anyone in the sales and marketing arena. He highlights the necessity of genuine interactions and forward-thinking methods in our fast-paced, competitive world. This episode is a goldmine of practical knowledge and innovative ideas, perfect for both experienced professionals and newcomers eager to enhance their skills in sales development.

In this episode of the "Enterprise Sales Development Podcast", our host Eric Quanstrom engages in a deep dive conversation with Paul Butterfield, a renowned leader in the field of sales enablement and the CEO of the Revenue Flywheel Group. They tackle pressing topics like effective strategies for training sales development teams, the unique challenges at the top of the sales funnel, and the undeniable potential of AI in sales enablement. Paul shares his wealth of experience in the field, with invaluable insights into improving customer journey enablement and transforming sales processes. This episode offers a blend of concrete techniques, personal experiences, and forward-thinking tactics for sales enablement, making it a must-listen for anyone looking to advance in this arena. Tune in to learn from one of the best in the business.

Harnessing AI for Sales Success: Interview with Ryan Staley on Enterprise Sales Development Podcast In this episode of the Enterprise Sales Development Podcast, Eric Quanstrom, the CMO of Science Technologies, converses with special guest Ryan Staley, the CEO and founder of Whale Boss. Whale Boss is a consulting firm that specializes in helping sales teams transform with AI. Staley shares his insights into the potential of AI to greatly improve sales processes and results. He discusses how AI can enhance sales teams' research capabilities and productivity, warns of the risks of ignoring AI advancements, and outlines strategies to leverage AI efficiently in a sales environment. 00:00 Introduction and Welcome 00:22 Guest Introduction: Ryan Staley 02:52 Ryan's Journey and the Start of Whale Boss 04:47 The Impact of AI on Sales 06:51 The Sales AI Accelerator 07:37 Implementing AI in Sales 10:39 Improving Business Acumen with AI 15:08 Prompt Engineering for Sales 18:06 AI's Role in Sales Interactions 19:02 Addressing Job Loss Concerns in the AI Era 20:40 The Importance of Embracing AI in Business 21:11 The Impact of AI on Job Roles and Age 21:55 Harvard and BCG Consulting Study on AI 24:14 The Role of AI in Sales Development 24:46 Implementing AI in Your Team 28:11 The Future of Sales with AI 28:35 The Power of AI in Business Scaling 32:17 The Role of AI in Content Creation 35:20 The Importance of Good Inputs for AI 36:31 How to Leverage AI for Business Categorization 37:28 Final Thoughts and Contact Information

In a recent enlightening episode of the Enterprise Sales Development Podcast, we had an in-depth discussion with Johnnie Salimbene, the head of business development at Connex One. Our conversation spanned crucial sales topics, from the nuances of leadership and the significance of consistency to the art of perfecting one's pitch and leveraging tools like Sales Navigator and ZoomInfo. Johnnie's insights on email psychology, AB testing, and the importance of personal development stood out, offering listeners a comprehensive understanding of today's sales landscape. This episode is not just a discussion; it's a masterclass in sales development. Emphasizing the human touch in a tech-driven world, it underscores the need to be human, relevant, and consistent. If you're looking to elevate your sales game or gain a fresh perspective on sales strategies, this podcast episode is a must-listen. Dive in and discover a treasure trove of sales wisdom. WHAT YOU’LL LEARN Why consistency and intentionality are crucial in the sales process Email psychology The process of perfecting a pitch and finding a natural way to deliver it QUOTES “You're gonna learn more from prospect calls that you will from, you know, your manager telling you about the call center industry.” - Johnnie Salimbene [19:34] “I think learning is something that's it's undervalued but when put it in the right place and your commitment to it on a consistent basis, consistency is key. It will just come naturally.” - Johnnie Salimbene [24:00] “It all has to do with like really delivering a relevant message and following that with a necessary or relevant call to action.” - Johnnie Salimbene [37:15] TIMESTAMPS [0:00] - Meet Johnnie Salimbene [5:59] - Leadership and coaching [9:59] - Structuring for consistent performance [15:37] - Leveraging tools for sales [22:15] - Importance of learning and curiosity [25:57] - Healthy habits and discipline [29:22] - Building a winning team [36:33] - Email psychology and framework [44:40] - Connect with Johnnie CONNECT Johnnie's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of the Enterprise Sales Development Podcast, we were privileged to have Scott Leese as our guest, a seasoned sales consultant known for his expertise in networking and relationship-building within the sales industry. Scott emphasized the undeniable power of personal connections, networks, and the strategic importance of a "go to network" approach. He shared that in today's dynamic sales landscape, having a robust network can be the key to unlocking unprecedented opportunities and ensuring one's presence in influential decision-making circles. The discussion revolved around the art of networking, with Scott providing insights into how professionals can effectively build and leverage their connections. He stressed the significance of immersing oneself in communities where key buying decisions are made, ensuring that sales professionals are not just observers but active participants in these pivotal discussions. While the episode touched on the potential impact of AI and technological innovations, the central theme remained clear: in the world of sales, genuine relationships and trust built through networking often hold more sway than any other factor. WHAT YOU’LL LEARN Importance of networking in sales Potential Impact of AI in Sales Benefits of networking QUOTES “I don't see how cold calling is gonna work. Long term. People don't use e-mail the same way they used to. So I don't see how cold emailing prospects is gonna work long term” - Scott Leese [2:55] “The best way to stand out is to prove your authenticity and sincerity as a human being.” - Scott Leese [14:49] “Just track network growth as a KPI.” - Scott Leese [21:35] “Networks take time to build. So you better start building it today.” - Scott Leese [33:01] TIMESTAMPS [0:00] - Meet Scott Leese [5:21] - AI Sales Scripts [8:15] - Impact of AI on Sales Jobs [14:14] - Importance of Personal Connections [17:05] - Go-to-Network Strategy [21:58] - Referral and Affiliate Fee System [24:20] - Trust in Referrals [25:54] - Benefits of Network-Based Sales [27:33] - Importance of Networking [36:40] - Connect with Scott CONNECT Scott's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the Enterprise Sales Development Podcast, we talk with Alan Versteeg, the Chief Revenue Officer at Growth Matters. We discuss sales processes and share insights on why sales happen or don't happen, and emphasize the importance of treating sales as a profession and taking ownership of one's career by constantly practicing and learning. We also discuss the importance of relevance in sales, and how to lead with value, providing examples of frameworks that can help achieve desired outcomes and stress the importance of creating environments that support sales professionals and constantly refining practices through coaching and measurement. If you're interested in learning more about sales processes and gaining actionable insights, I highly recommend listening to this podcast interview. It's packed with nuggets and takeaways and provides fascinating conversation from beginning to end. Check it out and let us know what you think! WHAT YOU’LL LEARN Sales processes and strategies The importance of mindset and growth mindset in sales success The barriers to change in sales and how to overcome them QUOTES "We believe that if you unluck the potential of the sales manager, you can change the family trees of sales professionals." - Alan Versteeg [6:19] “The only reason we measure something is to improve it. And if you're measuring the wrong things, you're improving the wrong things.” - Alan Versteeg [21:12] “When you think about memorable moments in marketing, they are vulnerable.” - Alan Versteeg [46:20] “The energy we spend trying to be perfect is not only wasted energy but detrimental to self success because authenticity accelerates trust.” - Alan Versteeg [47:55] TIMESTAMPS [0:00] - Meet Alan Versteeg [7:30] - Mindset and mobility in sales [10:30] - Practice and relevance [15:56] - Authencity and importance of relationships [21:00] - Conversion rate and measurement [24:14] - Main problems in sales [27:09] - Importance of helping customers [30:07] - Framework for sales training [37:41] - Barriers to change in sales [41:53] - Fear of failure and vulnerability [48:28] - Connect with Alan CONNECT Alan's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of the Enterprise Sales Development Podcast, we had an insightful conversation about the present landscape and the anticipated future of sales development with our esteemed guest, Joel Stevenson, the CEO of Yesware. Throughout our discussion, we delved deep into various subjects, including the rich history and the projected future trajectory of sales development. We also touched upon the inherent challenges associated with pricing and effectively monetizing a SaaS product in today's competitive market. A significant portion of our conversation was dedicated to understanding the profound impact of AI tools on the sales development arena and how they are reshaping the way businesses operate. Furthermore, we explored the prevailing trends in the B2B SaaS sales sector. One of the key takeaways from our discussion was the undeniable importance of personalization in sales pitches and the pivotal role of building genuine relationships with potential clients. Tune this episode for great insights from the best! WHAT YOU’LL LEARN Current state of sales development The impact of AI in the sales development space The importance of personalization in B2B SaaS QUOTES “If we annoy the shots of the buyers so much that they invest very heavily in defense mechanisms that's bad for everybody.” - Joel Stevenson [15:33] “I think now there's an opportunity for sales people to up their game and just be better.” - Joel Stevenson [25:13] “I hate to say it, but it almost seems like we've passed through the golden age of marketing measurement” - Joel Stevenson [32:26] TIMESTAMPS [0:00] - Meet Joel Stevenson [6:10] - Sales trends [14:33] - Current state of sales development [26:07] - How AI affects the sales development space [36:11] - Joel opinion on how to approach sales in the saas market [44:50] - Connect with Joel CONNECT Joel's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of the Enterprise Sales Development Podcast, the “Sales Genius” Joe Ingram, boasting tons of sales experience, shared his insights on building formidable inside sales teams. Delving into topics ranging from the critical importance of attitude and consistent activity in inside sales, to the enduring power of cold calling, Joe also highlighted the intriguing role of neuroscience in sales techniques. He emphasized the significance of aligning with prospects by matching their energy levels and speaking rates. Moreover, Joe broke down his proprietary four-step sales process, detailing its efficiency in enhancing deal closures. He enriched the discussion by offering invaluable advice on fostering effective communication and genuine rapport with clients, asserting that these elements are foundational for cultivating trust and sustaining long-term business relationships. WHAT YOU’LL LEARN Neuroscience applied in sales Cold call pro tips How to efficiently communicate with prospects QUOTES “The phone is the most crucial tool you have in any business because it's an immediate call to action.” - Joe Ingram [8:28] “Truly great salespeople do it, they explain the process first so the person knows where they're going. And then as you go, you actually add credibility to yourself.” - Joe Ingram [27:41] “We all have the ability to adapt, we choose not to. And when we choose not to adapt our personality to the prospect, who is it?.” - Joe Ingram [32:57] TIMESTAMPS [0:00] - Meet Joe Ingram [6:50] - Joe’s recipe for sales success [11:22] - Joe on people to people interaction with neuroscience [21:50] - Joe’s tips on cold calls [30:13] - Matching personality types in sales [38:54] - Joe’s importance in communication in sales [43:14] - Emotional aspect of B2B buying [52:00] - Connect with Joe CONNECT Joe's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of "The Enterprise Sales Development Podcast," we delve into the vast experience of Kevin Gaither, a seasoned sales consultant with an impressive three-decade track record. Gaither pulls back the curtain on his journey, candidly discussing the missteps he's encountered along the way and, more importantly, the invaluable lessons each one taught him. From the pitfalls of overconfidence to the necessity of adaptability, he offers a rare glimpse into the trials and tribulations that have shaped his successful career. Gaither also sheds light on his concerns regarding the Sales Development Representative (SDR) role, questioning its current direction and potential pitfalls. Yet, as always, he balances critique with constructive guidance, sharing a wealth of coaching tips for upcoming sales professionals. Whether you're a veteran in the sales field or just starting, Gaither's insights promise a fresh perspective, reminding us all of the importance of continuous learning and evolution in the sales arena. WHAT YOU’LL LEARN Mistakes and lessons learned in Kevin’s 30 year trayectory in sales SDR role future and concerns Coaching tips QUOTES “if you say dials don't matter, you're missing the point because you have to have some inputs.” - Kevin Gaither [10:12] “It's not one funnel, and so oftentimes I see leaders they wanna have like one spreadsheet or one tab, and it's just not true. You know, you've got to be looking at, you know, the sources of your revenues from inbound marketing, outbound, SDRS, ae, self sourcing, channel sales, and channel partnerships, and referrals, and then once you can then say, great, I'm going to break my revenues up into those four channels.” - Kevin Gaither [17:37] “I see that the curiosity levels of SDRS in the business these days, is very low.” - Kevin Gaither [23:44] “I tell my salespeople in my SDR, your job is to DQ, your job is to DQ, and I wanna take, I want the prospect to show us that, they deserve to be in our pipeline and I'm not trying.” - Kevin Gaither [44:33] TIMESTAMPS [0:00] - Meet Kevin Gaither [5:11] - Kevin’s most valuable mistakes he´s made [14:38] - Kevin’s advice when reading reports [16:53] - Advice to start planning your 2024 sales goals [21:36] - “Meritocracy” in sales [23:22] - Kevin’s concern on SDR’s [33:32] - The “challenger” sale [40:48] - Kevin’s coaching tips [47:26] - Connect with Kevin CONNECT Kevin's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the most recent episode of The Enterprise Sales Development, we had the pleasure of hosting Matt Doyon, the innovative CEO of Triple Session. Matt took us back to the essentials, highlighting the importance of sticking to the basics in sales. While the allure of new techniques is undeniable, the true magic often lies in the simple acts of understanding one's clients, communicating with clarity. Matt's insights didn't stop at the basics. He delved deep into the intricacies of how people learn, advocating for the adoption of adaptive learning methodologies in sales training. But the highlight of the conversation was undoubtedly Matt’s exploration of stoicism in the realm of sales. For those eager to gain a fresh perspective on sales strategies and more, this episode with Matt Doyon is a must-listen. Ensure you're subscribed to the Enterprise Sales Development Podcast to keep up with all our enlightening sessions. WHAT YOU’LL LEARN Basics for sales teams How people learn Why stoicism is important in sales QUOTES “We've over indexed on lack of structure, sure to the point where it subverts the success of our people.” - Matt Doyon [11:07] “We need data. You should be able to show up, say no, don't, just take my word for it. Look at the behavior that I've shown and I can prove to you based on what I've done.” - Matt Doyon [22:08] “You can't service sales people. You have to be of service to people in sales.” - Matt Doyon [37:12] TIMESTAMPS [0:00] - Meet Matt Doyon [9:32] - Why the SDR is kind of like at the easy chain end of a lot of things going wrong. [13:56] - Basics you should teach sales teams [17:49] - How Matt bult “soft skills” into his app [22:37] - Matt on certifications and why they don’t work anymore [28:58] - Matt’s box story and analogy in sales [34:36] - Matt on stoicism [41:18] - How Matt keeps SDR’s coming back to Triple Session [44:44] - Connect with Matt Doyon CONNECT Matt's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In our latest episode of "The Enterprise Sales Development Podcast", we were thrilled to have an insightful conversation with Sarosh Khan, a celebrated industry expert known for transforming sales development landscapes. In this episode, Sarosh navigates through the intriguing dynamics of sales development amidst a rapidly evolving future. He shares expert strategies on building, managing, and inspiring a successful sales development team, touching on the vital aspects that are often overlooked in the journey to achieving unparalleled success. Sarosh presents an in-depth analysis of the core competencies and nuances needed to thrive in this challenging environment. Furthermore, Sarosh enlightens listeners on the critical role of storytelling in sales development. An effective story can help Sales Development Representatives (SDRs) connect on a deeper level with prospects, emphasizing the human side of sales interactions. Sarosh explores how leveraging storytelling as an SDR not only enhances communication but also fosters trust and accelerates the sales cycle. Don't miss out on this enlightening episode packed with tips and strategies to supercharge your sales development team and stay ahead of the curve in an ever-changing business environment. WHAT YOU’LL LEARN What is changing in sales development How to inspire a sales development team towards success Why storytelling is important as an SDR QUOTES “I just… don't see an avenue where AI can be nearly as effective as a human being just because of, that human interaction and touch point that takes place.” - Sarosh Khan [9:13] “The least qualified reps always seem to have the responsibility of qualifying the hottest leads.” - Sarosh Khan [17:02] “The best way to get that feedback is through your sales development team, because it's so real time” - Sarosh Khan [28:32] “We get caught up, in stacks and metrics and all of these other things. But did you say something that resonated with that person?.” - Sarosh Khan [36:06] TIMESTAMPS [0:00] - Meet Sarosh Khan [4:01] - How is prospecting going to evolve? [11:37] - How Sarosh leads SDR’s [22:17] - SDR’s qualification criteria [27:03] - How sales development team help a company's marketing? [34:06] - Importance of storytelling for SDR’s [41:19] - Structuring questions on cold calls [48:16] - Connect with Sarosh CONNECT Sharosh's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

On the latest episode of The Enterprise Sales Development Podcast, we delve into the captivating world of storytelling in sales with the esteemed guest, Mark Carpenter. Known for his mastery in shaping narratives, Mark elucidates why storytelling is a powerful tool in business, fostering connections, and engendering trust in ways that data alone can't. This episode offers valuable lessons on crafting compelling stories that resonate with your audience, engage their emotions, and ultimately, drive sales. Furthermore, Mark takes us on a fascinating journey through the digital transformation of today's work environment. He shares in-depth insights into how digitalization is reshaping the sales landscape, creating opportunities for businesses to engage with their clients in new, innovative ways. Join us on this enlightening journey where you'll learn not just the 'how' but also the 'why' behind using storytelling in sales. Discover how to navigate the evolving digital workspace and equip yourself with strategies to stay ahead in this dynamic environment. Tune into "The Enterprise Sales Development Podcast" now – the perfect blend of knowledge, experience, and innovation to fuel your sales growth. WHAT YOU’LL LEARN Using storytelling to teach and sell Why storytelling in business works Digitalization in today's work environment QUOTES “Storytelling is as old as mankind, this is how we communicated with each other, this is how we established our tribes.” - Mark Carpenter [2:31] “This is about building relationships, it's about building and strengthen relationships.” - Mark Carpenter [13:49] “We think that by showing charts, and figures, and data, that’s gonna boost our credibility with people, but its actually making the connection to them as human beings, that becomes more credible” - Mark Carpenter [23:31] TIMESTAMPS [0:00] - Meet Mark Carpenter [5:26] - Mark explains the impact of storytelling [11:50] - Using storytelling for playbooks and handling rejection [17:01] - Storytelling with other people stories [21:34] - Why storytelling is as useful in business as it is [27:00] - Mark about leading as people [32:45] - Digitalization in today's work environment [42:55] - Connect with Mark CONNECT Mark's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of “The Enterprise Sales Development Podcast” we had the pleasure to talk to Nick Kennedy, Customer Success Manager at CIENCE. Nick discusses the importance of effective strategies for sales development, providing actionable tips to boost performance. He emphasizes leveraging AI as a tool to augment, not replace, human interaction. Additionally, Nick offers a tantalizing glimpse into the factors behind CIENCE's remarkable growth, providing valuable insights for organizations aiming to excel in customer success. Tune in this episode to learn about this and much more! WHAT YOU’LL LEARN Sales development strategies How to properly use AI on SDR teams Sneack peak of CIENCE’s secrets to success QUOTES “Getting that clear line of site in terms of what SDRS are hearing from prospects and what they're reading from prospects coming back to them is the best way to optimize.” - Nick Kennedy [7:22] “Refining the ICP, I feel like you have to look at the probabilities, you have to look at where you've had success in the past as well, and try to capitalize on that success.” - Nick Kennedy [11:32] “I will say AI is not the best at writing emails, it's very good at personalizing, it's very good at creating segmented messaging that addresses specific challenges, goals, KPI'S even owned by specific roles.” - Nick Kennedy [29:44] TIMESTAMPS [0:00] - Meet Nick Kennedy [4:04] - Is relevance the number one criteria for success? [6:46] - Nick on getting feedback from campaigns [9:54] - The problem with broad ICP’s [13:48] - Metaphorical sales changes throughout the years in CIENCE [20:50] - How CIENCE has evolved in the last years [24:36] - What has changes in sales development according to Nick [28:38] - Nick’s experience using CIENCE’s AI tools [41:36] - Nick on AI prompts [49:28] - Connect with Nick Kennedy CONNECT Nick Kennedy's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of "The Enterprise Sales Development Podcast," Blake Hudson, a seasoned SDR, shared valuable tips for excelling in SDR interviews. He emphasized the importance of personal branding, suggesting that SDRs actively ask questions to create bonds and differentiate themselves from others. Additionally, he shared practical tips such as thorough company research and showcasing communication skills to succeed in interviews. Overall, Blake's insights provide valuable guidance for SDRs aiming to excel in the interview process. Don’t miss this opportunity to gain great insight for your next big interview!. WHAT YOU’LL LEARN SDR tips for interviews Personal branding as an SDR Data through prospecting and sales development QUOTES “Once you reframe interviews and understand that, hey, they have a problem I’m the solution, then you can get into stories, and stories and narrative is as old as humanity.” - Blake Hudson [6:43] “Sometimes personal branding is probing and asking great questions. It's giving platform for other leaders to come and answer questions.” - Blake Hudson [21:34] “Personally, I think that SDR is, the heart between marketing and sales.” - Blake Hudson [26:55] TIMESTAMPS [0:00] - Meet Blake Hudson [4:34] - Confidence on interviews [5:59] - Blake’s advice for interviews [16:33] - Tools on the sales development environment [19:10] - Blake on personal branding as an SDR [26:23] - Blake on the role of the SDR [34:34] - Blake’s projects [37:30] - Connect with Blake Connect with Blake Blake Hudson's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of "The Enterprise Sales Development Podcast," we had the pleasure of interviewing Taft Love, founder of Icerber DevOps and expert in the field of sales development. Taft explained that while many sales teams primarily focus on the traditional sales funnel, there is an equally important "invisible funnel" that consists of activities that don't necessarily lead to immediate conversions but are crucial for long-term success. He also discussed essential KPIs in sales, and the role of technology in sales development. Overall, the episode offers actionable advice and strategic considerations for sales professionals looking to optimize their sales development efforts. WHAT YOU’LL LEARN The “invisible funnel” The real KPI´s to focus on sales Tech in sales development QUOTES “How many companies did my outbound team start prospecting this month? And if you don't know your way around sort of the architecture of Salesforce, you might think like there's gotta be a field for that, but I promise you there's not.” - Taft Love [11:43] “You got to do two things to get outbound, right? You have to have decent timing and not screw up. And if you do those two things, you're probably going to be okay.” - Taft Love [18:19] “I think we've seen this proliferation of tools and simultaneously as the buying group has changed in companies and the way people buy fundamentally has changed, so have the strategies of selling to companies and the world is changing so fast that it's created this proliferation of tools.” - Taft Love [28:03] TIMESTAMPS [0:00] - Meet Taft Love [5:26] - Taft beginnings as an SDR [8:24] - Taft on “the invincible funnel” [14:33] - Taft on his sales strategy with SmartRecruiters [19:47] - Taft experience in a “dual” role [25:25] - Taf on Iceberg RevOps [27:23] - Are we at peak tech in the sales development? [31:51] - Connect with Taft CONNECT Taft Love's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode of "The Enterprise Sales Development Podcast," guest Jack Knight shares valuable tips for effective cold calling. Learn how to make cold calling fun and successful by using innovative techniques, such as incorporating humor and team work. Jack also emphasizes the importance of aligning cold calling efforts with your inbound marketing strategy for better results. Tune in now to discover actionable insights that will enhance your sales development skills and improve your cold calling approach! WHAT YOU’LL LEARN Cold calling tips Inbound led outbound approach How to make cold calling fun and effective QUOTES “In sales, failure is the rule and success is the exception.” - Jack Knight [8:44] “We call it the buyers journey, right? We have to realize that journey starts somewhere and I think we over complicate sales sometimes. I think we just need to zoom all the way out and go, wait, I'm a buyer.” - Jack Knight [21:24] “Cold calling sucks, everyone hates cold calling, but it's effective and it is not dead, it's effective when people do.” - Jack Knight [29:40] “We're ultimately building culture. We're transforming culture and what we wanna build is strong cold calling culture.” - Jack Knight [32:24] TIMESTAMPS [0:00] - Meet Jack Knight [4:41] - Why competitiveness is important as an SDR [10:35] - How Jack manages competitiveness within his team [15:42] - Jack’s experience leading a BDR team [21:22] - Jack on buyers journey [25:00] - Jack on inbound led outbound [30:18] - How Jack makes the SDR experience “fun” [36:14] - Common factors that affect cold calling [39:49] - Cold calling tips [46:35] - Connect with Jack Knight CONNECT Jack Knights' LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of "The Enterprise Sales Development Podcast" we interviewed Daniil Krets, director of global sales development at Esper. He shares insights on running a successful SDR program with complicated personas. Daniil also highlights the need to understand complicated buyer personas and tailoring outreach accordingly. He also explores the benefits of leveraging AI tools for automating prospecting and personalization while maintaining genuine interactions. Another critical point covered in the episode is measuring success within an SDR program, so don't miss this opportunity to improve your SDR program and tune in!. WHAT YOU’LL LEARN Running a successful SDR program with complicated personas AI tools as an SDR How to measure success within your SDR program QUOTES “There's still innovation, but I think most of the startups are doing AI, you know, and that’s a complex thing. So, I think the industry is evolving big time in that respect and there is more personalization. There's more targeting.” - Daniil Krets [23:46] “If you think about quantity as a way to reach quality over time and, you're setting up a process at the beginning that is very measurable and you can make good business decision that's key, right? And I think that's kind of another big learning for me.” - Daniil Krets [26:36] “My point is as much as this is helpful, I think we like go to market leaders need to maintain a good balance. So teaching people how to fish versus giving them a lot of tools that make their life so easy. That they stopped knowing how to do it, right? I think that's the balance.” - Daniil Krets [32:24] TIMESTAMPS [0:00] - Meet Daniil Krets [10:21] - Daniil about the “devops” personade [21:20] - Daniil problems when prospecting [28:48] - Daniil on AI [34:18] - How Daniil manages his SDR team [42:46] - How Daniil overcomes challenges [52:00] - Connect with Daniil CONNECT Daniil Krets' LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In the latest episode, we interviewed James Barton, who underscored the value of relationships in sales development. He stressed that fostering trust with clients through strong relationships directly impacts sales. Barton also discussed managing successful Sales Development Representative (SDR) teams, highlighting the importance of a supportive culture, open communication, and clear expectations. Lastly, he shared insights into understanding different Ideal Customer Profiles (ICPs), emphasizing the need for continuous learning, adaptability, and a tailored approach. WHAT YOU’LL LEARN SDR team management tips Importance of building relationships in sales development How to learn about different ICP’s QUOTES “That's truly the role of a sales development rep is find new relationships, nurture them, deliver them, support them. And it's not just, okay. I'm out here, you know, kind of thing is like you are the name, the voice, the first point of contact that any of these people have in their experience with your company.” - James Barton [5:06] “But it starts with relationships and setting the experience off on a good foot with the prospect or customer.” - James Barton [9:06] “So we figured out if you incentivize and you measure on the right activities, which turns the right behaviors which turn at the right results, you can bring that forecast ability of the SDR team back to like the initial stages of what we're doing.” - James Barton [14:58] TIMESTAMPS [0:00] - Meet James Barton [6:29] - James on the importance relationships as SDR [12:22] - Jame’s experience as a sales development leader throughout the years [14:50] - Jame’s success model [21:44] - Factors why of SDR underperfomance [31:56] - James on leadership [40:06] - How James learns about different ICP’s [47:49] - Connect with James CONNECT James’ LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, we interview Dave Kart, who shares insights into his successful BDR team, management approach, and Maxio's buyer persona. Dave highlights the importance of a supportive culture, clear expectations, and continuous training for BDR success. He emphasizes open communication, empowering team members, and maintaining work-life balance in his management style. Gain insights into Maxio's buyer persona and how tailoring messaging to address the pain points of mid-to-large technology enterprises, focusing on CTOs and IT Directors, can effectively engage your audience. Don't miss this opportunity to learn the secrets behind BDR success – tune in now! WHAT YOU’LL LEARN Building a High-Performing BDR Team Effective Management Approach Understanding Your Target Audience QUOTES “So it's very important, you know, especially on a phone call to establish that credibility to establish that trust and ask for permission that's one of the things that we talk a lot about is in terms of where we're interrupting, you know, whatever was going on in that person's world at that point in time,and, so we wanna be concise, we wanna get to the point we wanna have that crisp and clear message.” - Dave Kart [11:25] “It's more about like handling those objections, making sure people have, the knowledge, to go deep and ask the right questions.” - Dave Kart [13:14] “But the BDR role is a great place to just own like general sort of business acumen skills. And so we encourage BDR, to explore opportunities outside of just that traditional like BDR.” - Dave Kart [37:00] TIMESTAMPS [0:00] - Meet Dave Kart [4:50] - Dave’s experience managing BDR teams [8:45] - Changes in the sales development world [16:35] - Maxi’s persona and how he targets it [26:26] - How Maxi’s runs his BDR team [32:43] - Maxi recipe to success with BDR’s [42:16] - Connect with Dave CONNECT Dave’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

In this power-packed episode of The Enterprise Sales Development Podcast, we're excited to welcome Andrew Sykes, a renowned sales development expert and CEO of "Habits at Work." Dive into the world of sales as Andrew enlightens us on the delicate art of interrupting prospects effectively and strategically. Andrew shares his unique perspective on how to properly interrupt people's lives in sales, stressing the importance of empathy, timing, and value. Discover the secrets behind creating meaningful connections with prospects, even when you're interrupting their day, and how to transform those interruptions into opportunities for mutual success. WHAT YOU’LL LEARN How to become a more trustworthy SDR The psychology behind effective interruptions in sales Techniques to position your interruption as an opportunity for the prospect QUOTES “I also believe that selling is helping other people make progress in their lives.” - Andrew Sykes [3:31] “So I think for SDRS, the mindset begins with recognizing we are an interruption given that we're in danger of a lot of traps or pitfalls, holes If you like that we'll be put into by our prospects unless we're very deliberate with how we design and deliver on our first impression.” - Andrew Sykes [5:50] “All the research suggest that people make assessments of you as trustworthy or not in minutes, not months, in some cases, in micro seconds, not months.” - Andrew Sykes [8:23] “I happen to think that being an interruption is an honorable thing to be in someone's life. If as a result of you standing in their pathway, they have to go around you in a different direction than they would have otherwise gone, but it happens to serve them.” - Andrew Sykes [21:13] “I think an SDR role is one of the hardest in the sales game because the job to be done is something that's few humans can do at all, can do well, which is to build trust that lasts through time in minutes.” - Andrew Sykes [32:21] “And being a smart sales person is not enough. It's both knowledge, all of knowledge, skill and the discipline to use the right skill at the right time over time, which is habits. So unless you're in the habit of doing these things don't expect a result, right? And the truth is habits are hard to create and hard to sustain.” - Andrew Sykes [50:28] TIMESTAMPS [0:00] - Meet Andrew Sykes [4:47] - Andrew’s view on the SDR role [9:06] - Building trust [12:55] - How to effectively build trust as an SDR [18:19] - How Andrew “interrupts” [21:41] - Andrew on the beginning of the sales cycle [33:20] - How to introduce yourself properly to gain trust [35:31] - Andrew’s “responsible promise” [42:02] - Andrew’s worries on the SDR role [51:22] - Connect with Andrew Sykes CONNECT Andrew’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices