Enterprise Sales Development (CIENCE)

In this episode of Enterprise Sales Development podcast, we speak with Leslie Venetz, Founder and President of Sales Team Builder. As an authoritative voice in the SDR space, Leslie talks about all things sales, and more importantly all things sales at the top of the funnel. She discusses why it’s important to build repeatable processes and how she trains her clients to do so. She also talks about sales cycles and where they begin for her.

WHAT YOU’LL LEARN

• Why it’s important to build processes that are repeatable before scaling and how Leslie teaches her clients to do this
• Why Leslie thinks salespeople are in the best position to deliver insights to their buyers
• How Leslie thinks things will change in a recessionary environment
• Sales cycles and when one starts for Leslie

QUOTES

• “You owe it to your prospects to earn the right to their time, earn the right to their inbox, to the calendar, to their business, and the only way to do that, in my opinion, is to have enough of an understanding of the challenges they face.” -Leslie Venetz [05:42]
• “I don’t think SDRs often understand exactly how well-positioned they are to make those meaningful connections.” -Leslie Venetz [14:11]
• “I don’t think that that first touch from when they opened my email, clicked on my link is the beginning of a sales cycle. I think the sale starts when they show that intent by following up with me or it's budget season and they told me last year that August is the right time to talk. When we pivot from making deposits, keeping credibility awareness high to ‘Hey, it’s time to start actively having commercial conversations,’ for me, that is when a sales cycle starts.” -Leslie Venetz [35:33]
• “Where does branding and advertising start and stop? Where does demand gen as a function start and stop? Where does lead gen and then the actual selling. I think that we’re in this very interesting time in the evolution of B2B commercial, and those lines are blurry, but they’re still there. And for many companies in terms of how people get paid, it’s still pretty important to have some of those lines.” -Leslie Venetz [38:38]
• “When I create content, it is very rare that I create content with the intent of generating leads. It is much more likely that I’m creating content with the intent of branding, of that brand consistency of being a credible source of expertise in sales.” -Leslie Venetz [41:47]

TIMESTAMPS

• [00:00] Intro
• [00:25] This week’s guest: Leslie Venetz
• [02:36] Scaling: the fly in the ointment?
• [06:35] Seller-centric vs buyer-centric
• [10:30] How well-positioned SDRs are for meaningful connections
• [15:04] How things will change in recessionary environment
• [26:37] Outbound and cold outreach are changing
• [31:40] The sales cycle
• [36:10] Where a sales cycle originates
• [41:22] Creating content and Jeremy Bearimy
• [43:59] Non-transactional sales cycles
• [49:25] How to contact Leslie

RESOURCES

• SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Jill Konrath
• The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman
• The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
• Jeremy Bearimy: How Time Works in the Afterlife - The Good Place
• Lavender

CONNECT

• Leslie Venetz on LinkedIn
• Leslie Venetz on Twitter
• Leslie Venetz on TikTok
• Sales Team Builder website
• CIENCE website
• CIENCE on LinkedIn
• CIENCE on Facebook
• CIENCE on Twitter
• CIENCE on Instagram

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In this episode of Enterprise Sales Development podcast, we speak with Ashleigh Early, host and CEO of The Other Side of Sales. Ashleigh is also The Other Sales Coach and Consultant as well as Head Of Sales at The Duckbill Group. She draws from her experience in sales development to share insightful perspectives on prospect building and how to be an effective SDR manager. She talks about the three things she looks for in a first-time manager and the two things she looks for when hiring sales reps. She also discusses quotas, what is not actually captured in quotas and how to set them more properly.

WHAT YOU’LL LEARN

• Why she likes in sales development
• How she coaches SDR managers and the three things she looks for in a first-time manager
• How to set quotas more precisely and why context is important
• Why should you concentrate on dark social, starting from an ad-value place
• Why she looks for empathy and curiosity when hiring sales reps and how she screens for that
• Why it’s important to understand customer success for prospecting

QUOTES

• “I really believe sales is one of the few careers that you can have pretty much regardless of wherever you came from and whatever you’re dealing with.” -Ashleigh Early [01:57]
• “They don’t bring me in if everything’s going great. Very few people are going to pay my rates to get me to come in and say, ‘Great job.’ That’s not gonna happen. Honestly, I wouldn’t take that work to begin with.” -Ashleigh Early [03:03]
• “Every company decides quota differently, SDR and AD.” -Ashleigh Early [12:44]
• “SDRs do not have to understand everything about the product. They do not need to know everything about the industry to add value... But that doesn’t mean you can’t understand and emphasize with the person on the other side of the phone. That connection is where the meeting comes from, not your knowledge of the product.” -Ashleigh Early [29:10]
• “It’s a continual commitment process. The sale does not end when they sign the contract.” -Ashleigh Early [34:02]

TIMESTAMPS

• [00:00] Intro
• [00:25] This week’s guest: Ashleigh Early
• [01:35] Two things she likes in sales development
• [02:46] Coaching SDR managers
• [06:55] Three things she looks for in first-time managers
• [09:33] Setting quotas and asking for context
• [14:24] Quota design
• [18:39] Why concentrate on dark social
• [23:50] What she looks for when she hires sale reps
• [31:05] When to start closing
• [34:45] Understanding customer success
• [39:58] When to send prospecting emails into fundraising rounds
• [42:11] Messaging and metrics
• [49:50] Networking for Dummies
• [52:04] How to contact Ashleigh

RESOURCES

• Hurricane Sandy
• FireEye, Inc.
• What Is Dark Social And How Can You Measure It?
• The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge
• HubSpot
• Arista Networks, Inc.
• Business Networking For Dummies by Stefan Thomas

CONNECT

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In this episode of Enterprise Sales Development podcast, we speak with Eric Nowoslawski, founder of Growth Engine X, an advisor for Gated and a brand ambassador for HYPCCCYCL. He gives a deep dive into LinkedIn through a few different lenses. He shares his tips and hacks on how to use LinkedIn for sales. He also discusses how he builds trust effectively and quickly in his communications and how he uses the boomer method.

WHAT YOU’LL LEARN

• His experiences in bringing outbound programs to life for clients
• Community building: what it means to him, how individuals can start and how companies can build communities too
• How he builds trust effectively and quickly in his communications
• Eric’s thoughts on Facebook as an outreach channel
• His advice for SDR managers on how to scale their team and SDRs who feel constrained with messaging
• The boomer method on LinkedIn

QUOTES

• “I never carry cards with me, because I say, ‘No, I’ll just text you.’” -Eric Nowoslawski [17:44]
• “Having kind of this 50% sureness, but then stuffing it full of data is such a great way to build trust, because you’re not just coming in there swinging.” -Eric Nowoslawski [21:28]
• “If somebody has joined some kind of Facebook group, they are interested in that thing, whatever it might be. They are interested in whatever it is.” -Eric Nowoslawski [27:44]
• “Embrace the technology as much as possible. It goes such a long way.” -Eric Nowoslawski [36:58]
• “LinkedIn has such great targeting that you can’t get some of this targeting anywhere else, some of the things that they’ll let you know. And some people don’t even realize some of the best things.” -Eric Nowoslawski [39:12]

TIMESTAMPS

• [00:00] Intro
• [00:30] Meet Eric Nowoslawski
• [01:38] Bringing outbound programs to life for clients
• [06:17] His biggest takeaways
• [08:54] Growth Engine X and community building
• [16:42] Building trust effectively and quickly
• [23:35] Breakup emails
• [26:53] Facebook as an outreach channel
• [31:59] It always comes back to probability
• [33:56] Advice for scaling a team
• [38:33] The boomer method
• [45:09] Advice for SDRs who feel stuck
• [54:42] LinkedIn hacks
• [1:08:01] How to contact Eric

RESOURCES

• Grant Cardone
• Enterprise Sales Development with Justin Michael
• HYPCCCYCL
• Dale Carnegie Training
• How to Win Friends and Influence People by Dale Carnegie
• Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount
• Power Hours
• Grant Cardone Training
• You Everywhere Now
• Money Phone!: How to Turn Your Smartphone into a Six Figure Money-Making Marketing Machine and Close BIG Deals Quickly and Easily with Mobile Text and Video Marketing by Mike Koenigs

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In this episode of Enterprise Sales Development podcast, we speak with Tory Kindlick, VP of Demand Generation at Refine Labs. Tory draws from his experience as a sales person, a sales leader, a marketing leader and his current role as VP of marketing at Refine Labs to discuss his thoughts on sales teams reporting to marketing. He talks about the difference between demand gen and marketing and why he’s not a fan of gated content. He also shares the things he hates that marketers do and some best practices to develop a niche and use LinkedIn and TikTok for marketing.

WHAT YOU’LL LEARN

• His thoughts on sales teams reporting to marketing and where he thinks is the most successful
• His role as VP of Demand Generation at Refine Labs
• The difference between demand gen and marketing
• Why he’s not a fan of gated content
• How SDRs can use LinkedIn to build a personal brand and TikTok for marketing
• How to develop a niche

QUOTES

• “I think that sales development is to me more of a form of marketing than it is a form of sales.” -Tory Kindlick [03:11]
• “I like to say that lead generation is a byproduct of demand generation, and so if you’re doing demand generation the right way, the leads will come to you.” -Tory Kindlick [10:46]
• “I’m not a fan of gated content or considering webinar attendees or registrants to be leads, because they’re not. They’re just people who are maybe interested in your content and have decided that maybe it’s worth exchanging their own contact information for that content.” -Tory Kindlick [17:47]
• “If your team is number one, really in tune with your buyers, understand where they are and what they care about, and is putting out that very sharable type of content, whether it be snippets from the webinar or just their own free thoughts in text form or video form or even TikToks on the topics, it doesn’t matter. As long as the content’s valuable and shareable, those are the things that can have a real true impact for the sales development function.” -Tory Kindlick [32:28]
• “TikTok is going to continue to be a huge platform for marketers and sellers. I think the biggest challenge with it is people trying to figure out how to use it the right way, knowing that a lot of people are there and spending time there. Any marketer is going to say, ‘Ok, if my buyers are there and spending time there, then I need to be there too,’ but you just can’t replicate the same approach that you’re taking on LinkedIn and think that it’s going to work on TikTok.” -Tory Kindlick [35:21]

TIMESTAMPS

• [00:00] Intro
• [00:32] Meet Tory Kindlick
• [02:08] Sales teams reporting to marketing
• [07:02] His experience at Refine Labs
• [11:57] How to have a positive impact on a sales funnel
• [17:11] Gated content
• [23:03] CIENCE’s approach
• [30:01] Using LinkedIn and TikTok for marketing
• [37:59] How to develop a niche
• [42:50] How to contact Tory

CONNECT

• Tory Kindlick on LinkedIn
• Refine Labs website
• State of Demand Gen podcast
• Stacking Growth | The B2B Go-to-Market Podcast (Formerly The Marketing Movement)
• CIENCE website
• CIENCE on LinkedIn
• CIENCE on Facebook

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In this episode of Enterprise Sales Development podcast, we speak with Stu Heinecke, known as the “father of Contact Marketing” and a cartoonist for the Wall Street Journal. Stu talks about his latest book, “How to Grow Your Business Like a Weed,” which looks at weeds and how they relate to business strategies. He shares what he learned during his research for this book and how it changed the way he conducts business. He also talks about the weeds model and contact marketing.

WHAT YOU’LL LEARN

• What to expect in his new book, “How to Grow Your Business Like a Weed”
• How growing a weed relates to business strategies
• His experience studying weeds and how it changed the way he does business
• The weeds model

QUOTES

• “The thing is weeds have this really interesting way of being, and it set me on this whole course of discovery.” -Stu Heinecke [04:26]
• “When we’re optimistic, we do things faster. We do more of it. We devote more time to it. We get a lot more done.” -Stu Heinecke [17:48]
• “If they could talk to us, one of the things they’d tell us is, ‘We don’t have brains. We don’t have emotions. It seems to us that your emotions get in your way constantly.’ And they do. So they might say to us, ‘If we can give you one piece of advice, we’d give you a lot, but certainly one would be deal with what is.’ That’s it. Just deal with what is.” -Stu Heinecke [20:29]
• “We need to humanize ourselves to the people we’re reaching out to and if we don’t, then we don’t get through.” -Stu Heinecke [42:29]
• “All in all, when you look at what weeds are up to, you can’t help but change the way you do business and grow your business.” -Stu Heinecke [47:39]

TIMESTAMPS

• [00:00] Intro
• [00:24] This week’s guest: Stu Heinecke
• [01:51] The inspiration for his book
• [07:20] Studying weeds
• [12:27] Seed strategy
• [15:55] Fierce mindset
• [21:54] They land where they land
• [26:04] Methods for contact marketing
• [32:01] Creating unfair advantages
• [37:09] An example of contact marketing
• [42:55] Kathy Ireland’s thoughts on weeds and business
• [46:58] The orange strategy
• [47:58] How to contact Stu

RESOURCES

• “How to Grow Your Business Like a Weed” by Stu Heinecke
• “How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke
• Buy Low, Sell High strategy
• Kathy Ireland

CONNECT

• Stu Heinecke’s website
• Stu Heinecke on LinkedIn
• CIENCE website
• CIENCE on LinkedIn
• CIENCE on Facebook
• CIENCE on Twitter
• CIENCE on Instagram

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