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Enterprise Sales Development

Business & Economics Podcasts

The Enterprise Sales Development podcast is the first of its kind dedicated specifically to knowledge of prospecting into and managing SDRs in the challenging world of Enterprises. Co-Hosts Eric Quanstrom (CMO) and Harry Evans (Director of Craft & Strategy) at CIENCE interview proven leaders, rockstar performers, renowned authors, and one-of-a-kind personalities to learn the latest and greatest strategies for success. Come level up with us!

The Enterprise Sales Development podcast is the first of its kind dedicated specifically to knowledge of prospecting into and managing SDRs in the challenging world of Enterprises. Co-Hosts Eric Quanstrom (CMO) and Harry Evans (Director of Craft & Strategy) at CIENCE interview proven leaders, rockstar performers, renowned authors, and one-of-a-kind personalities to learn the latest and greatest strategies for success. Come level up with us!

Location:

United States

Description:

The Enterprise Sales Development podcast is the first of its kind dedicated specifically to knowledge of prospecting into and managing SDRs in the challenging world of Enterprises. Co-Hosts Eric Quanstrom (CMO) and Harry Evans (Director of Craft & Strategy) at CIENCE interview proven leaders, rockstar performers, renowned authors, and one-of-a-kind personalities to learn the latest and greatest strategies for success. Come level up with us!

Language:

English


Episodes

Enterprise Sales Development with Vince Blasio

1/19/2022
In this episode of Enterprise Sales Development podcast, we speak with Vince Blasio, Director of Sales Development at Paychex. Vince has been at Paychex for 21 years and held a variety of roles, so he knows everything there is to know about the organization. He shares the secrets of their success, how they go to market and the types of strategies that they use. He also discusses how Paychex chops up their market and organizes the top-of-the-funnel fighting force for the best effect.

Duration:00:50:45

Enterprise Sales Development with Brynne Tillman

1/12/2022
In this episode of Enterprise Sales Development podcast, we speak with Brynne Tillman, a LinkedIn and Sales Navigator Trainer. She shares how she garnered her title as the LinkedIn Whisperer and how she uses the site for prospecting and sales development. She talks about why personal branding is important for brand recognition and what should be included in the LinkedIn profile header. Listen as she shares her five tips for leveraging LinkedIn most effectively. WHAT YOU’LL...

Duration:00:46:20

Enterprise Sales Development with Kevin Avery

1/5/2022
In this episode of Enterprise Sales Development podcast, we speak with Kevin Avery, Growth Acceleration Advisor at SBI, The Growth Advisory. Kevin shares his insights in sales and sales development, including how to empower SDRs and train them in a guild mentality. He talks when the outsource, when to pull in house or when to move through hybrid models as well as how to build an internal SDR team. He discusses how to cultivate a fun working environment for SDRs and the role humor plays in...

Duration:00:47:11

Enterprise Sales Development with Doug Landis

12/29/2021
Enterprise Sales Development with Doug Landis

Duration:00:48:04

Enterprise Sales Development with Rachel Keung

12/22/2021
Enterprise Sales Development with Rachel Keung

Duration:00:42:07

Enterprise Sales Development with Ding Zheng and Ryan Scalera

12/15/2021
Enterprise Sales Development with Ryan and Ding

Duration:00:45:33

Enterprise Sales Development with Brent Keltner

12/8/2021
Enterprise Sales Development with Brent Keltner

Duration:00:48:20

Enterprise Sales Development with Samantha McKenna

12/1/2021
In this episode of Enterprise Sales Development podcast, we speak with Samantha McKenna, founder of #samsales and former head of enterprise sales for New York City at LinkedIn. Samantha discusses why she refers to herself as a “trusted mechanic” as people come to her for consulting. She shares some insight in building an internal SDR organization and her thoughts on internal teams versus outsourcing. She also discusses how she utilizes humor in sales, her approach to LinkedIn and how to be a...

Duration:00:49:07

Enterprise Sales Development with Christina Brady

11/24/2021
Enterprise Sales Development with Christina Brady

Duration:00:48:19

Enterprise Sales Development with Gabrielle B.

11/17/2021
In this episode of Enterprise Sales Development podcast, we speak with Gabrielle “GB” Blackwell, who is a Sales Development Leader at Airtable. Gabrielle talks about her people-centric approach and how her infinite curiosity about her team members gets the best out of them. She also talks about the Women in Sales Club, an organization she co-founded that is focused on enabling, empowering and promoting women within the sales profession. WHAT YOU’LL...

Duration:00:55:06

Enterprise Sales Development with Ron Nelson

11/10/2021
In this episode of Enterprise Sales Development podcast, we speak with Ron Nelson, Account Executive at Oracle and formally at Comparably. Ron shares his experience starting as an SDR and working his way up to leading a team of 27 SDRs at Information Builders. He also shares unique insight and management perspective from his previous roles to build different types of teams. Listen as he discusses his strategies on producing content and communicating tone in sales. WHAT YOU’LL...

Duration:00:40:54

Enterprise Sales Development with Rakhi Voria

11/3/2021
In this episode of Enterprise Sales Development podcast, we speak with Rakhi Voria, Vice President of Global Sales Development for IBM where she oversees over 350 SDRs. She came to IBM after several years at Microsoft, where she played a key role in building out their digital sales force, growing the team to 2,000 sellers, and the global business unit to over $8 billion in under three years. Rakhi brings her perspective to discuss how IBM defines sales development and integrates...

Duration:00:51:46

Enterprise Sales Development with Isabella Yani

10/27/2021
Enterprise Sales Development with Isabella Yani

Duration:00:41:25

Enterprise Sales Development with Tibor Shanto

10/20/2021
In this episode of Enterprise Sales Development podcast, we speak with Tibor Shanto, an author and expert consultant. Tibor discusses how he bases what he does with objective-based selling and how his methodology and formula is suited to playing the probabilities of volume-based research. He shares how he creates feedback looks and how he balances executing activities with coaching and leveling up. He also talks about his podcast, The Monday Morning Breakfast For Champions Podcast. WHAT...

Duration:00:52:39

Enterprise Sales Development with Jon Selig

10/13/2021
In this episode of Enterprise Sales Development podcast, we speak with Jon Selig, who merges sales with comedy. Jon talks about how he gets into the understanding of the brain of the people he’s trying to communicate with from a salesperson’s perspective. He also discusses how he helps salespeople use the lens of a stand-up comedian to better understand their buyers. WHAT YOU’LL LEARN QUOTES TIMESTAMPS RESOURCES Oracle CorporationCadenceElliott Gould on FriendsBill BurrGreg...

Duration:00:47:51

Enterprise Sales Development with Tony J. Hughes

10/6/2021
In this episode of Enterprise Sales Development podcast, we speak with Tony J. Hughes, a keynote speaker, best-selling author and sales trainer. Tony brings his 35 years in the business to discuss his best practices for enterprise sales development. He explains why the opening messaging is the more critical phase of a sales call and the three important questions to ask. He discusses the combination of outbound and qualification methodologies and what he looks for in prospective clients. He...

Duration:00:56:31

Enterprise Sales Development with Brooke Bachesta

9/29/2021
In this episode of Enterprise Sales Development podcast, we speak with Brooke Bachesta, XDR Enablement Manager at Outreach and Chair of the Gals and SALs group. Brooke talks about her enablement role and what that means at Outreach. She discusses some of the initiatives they use to grow the team and the professional development they offer. She also talks about remote working and her interactions with the SDR team leaders and team managers that ensures the best for the team. She shares why...

Duration:00:40:20

Enterprise Sales Development with Rajiv Nathan

9/22/2021
In this episode of Enterprise Sales Development podcast, we speak with Rajiv Nathan, also known as 'RajNATION.’ Rajiv is a hip hop artist, a sales expert and consultant, a guest speaker, a yogi and has branded him as the startup hype man. He talks about crafting a narrative that “doesn’t suck” and the Que PASA framework that he’s been implementing for a really long time. Listen to this mini course in personalization. WHAT YOU’LL LEARN QUOTES TIMESTAMPS RESOURCES Startup Hypeman - Fresh...

Duration:00:46:24

Enterprise Sales Development with Andrew Lawson

9/15/2021
In this episode of Enterprise Sales Development podcast, we speak with Andrew Lawson, Head of Inside Sales at MountainSeed. Andrew talks about how he leads his team to focus on results rather than the activities that lead to those results, using some of the key lessons he learned from his previous jobs. He also shares the ideal career trajectory for an SDR and the common misconception about SDR teams. Listen to his advice for those coming up in the enterprise sales development space in the...

Duration:00:48:29

Enterprise Sales Development with Frank Cespedes

9/8/2021
In this episode of Enterprise Sales Development podcast, we speak with Frank Cespedes, author of Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank previews his upcoming book and what inspired it. He talks about why it’s important for an organization to understand what they are doing with their sales department to help them decide what to do next. He also talks about why the buyer is the most important thing about selling and how division of labor is so...

Duration:00:52:29