Enterprise Sales Development with Ashleigh Early

06/29/22 • 53 min

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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 Learn more about your ad choices. Visit megaphone.fm/adchoices

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Enterprise Sales Development with Thibaut Souyris

In this episode of Enterprise Sales Development podcast, we speak with Thibaut Souyris, CEO and founder of SalesLabs and co-host of The B2B Sales Podcast. Thibaut draws from his experiences and perspective in sales to discuss how to use LinkedIn from every angle. He shares actionable strategies to leverage, set appointments and create attention on LinkedIn at a much higher rate. He also discusses how to strategy this channel into your prospecting approach. WHAT YOU’LL LEARN How to start conversations through LinkedIn What to understand about LinkedIn as a channel How to optimize your LinkedIn profile by setting it up as a landing page Ways to find your voice How to leverage the tools on LinkedIn, specifically LinkedIn Events QUOTES “That’s the first thing we start with my customers, is to get them to understand that LinkedIn is a place where people hang out. It’s not like a lead database. It’s actually a social network and it happens to be a social network that is the most accurate biggest lead database you can find.” -Thibaut Souyris [03:10] “For me, it’s always to turn your LinkedIn profile to a landing page.” -Thibaut Souyris [13:45] “When you create and when you put yourself out there, people know about you and some people will hate what you’re doing, and that’s great because you don’t want to work with them. Some people will be indifferent and a lot of people will like what you’re doing, and then make a lot of decisions based on your personality.” -Thibaut Souyris [18:21] “One thing I always insist on is do not write anything online if you have strong emotions.” -Thibaut Souyris [30:03] “If you talk about a problem, you are fishing with problems.” -Thibaut Souyris [49:27] TIMESTAMPS [00:00] Intro [00:28] This week’s guest: Thibaut Souyris [01:55] Where to start with clients at SalesLabs [06:22] Lack of information [08:21] LinkedIn as a channel [12:34] Using profile as a landing page [19:40] See yourself as a DJ [23:11] Ways to find your voice [29:36] Dos and Don’ts [38:25] Leveraging the tools of LinkedIn [40:58] Where we are now with LinkedIn [45:07] Other tools [47:06] The Netflix Effect [52:51] How to contact Thibaut RESOURCES Mattia Schaper SDRs of Germany Salesloft LinkedIn Events Salesforce Leadjet Tolstoy Loom Vidyard What is The Netflix Effect? CONNECT Thibaut Souyris on LinkedIn SalesLabs website The B2B Sales Podcast CIENCE website CIENCE on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

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Enterprise Sales Development with Jax Lieu

In this episode of Enterprise Sales Development podcast, we speak with Jax Lieu, a Top Funnel Revenue Growth Leader, podcaster, blogger and content strategist. Jax shares what it takes to succeed in this industry, but also shares some of the failure points he’s experienced and learned from. He also talks about how he blends inbound strategies with outbound strategies, and three things you need to understand to become a Top Funnel Sales Dev. Strategist. WHAT YOU’LL LEARN How Jax got into sales and started his podcast Why Jax is retiring SalesDevUnite, an online private micromanaged Top Funnel GTM community His biggest takeaways from some of his failure points How you should approach your first 30 days as an SDR as dating How he blended inbound strategies with outbound strategies Three things you need to understand to become a Top Funnel Sales Dev. Strategist The winning formula for the frontline execution QUOTES “It’s our job as sales development professionals to build something that is repeatable, scalable.” -Jax Lieu [09:28] “Another great fact too is being able to extract the buyer’s journey from the marketing standpoint and sharing that with the team so that we can coordinate our outreach together.” -Jax Lieu [15:54] “As you get older, you tend to realize that all the bads and the miseries that you tend to go over or went through, later on become a blessing in disguise. And even though at that time it was losing, when you become successful at it is when you’re able to turn it around and make it become a learning.” -Jax Lieu [31:56] “If there’s advice I can give to new reps is be bold. Be bold and take bold bets, but not company bets.” -Jax Lieu [33:04] “In able to be successful at it, you gotta be a practitioner. No one cares about what you used to do. What are you doing today that works?” -Jax Lieu [36:58] TIMESTAMPS [00:00] Intro [00:25] This week’s guest: Jax Lieu [01:27] Jax’s background in sales [05:15] Retiring SalesDevUnite [07:50] Training and coaching sales development teams [10:15] Biggest takeaways from early career failure [14:21] Blending inbound strategies with outbound [23:22] The frontline execution [31:22] Failure is a badge of honor [36:22] Experimentation: the rule, not the exception [38:13] How to contact Jax RESOURCES Enterprise Sales Development with David Dulany Niko Hughes Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler Miro Shift Happens with Chris Ortolano (PLG) CONNECT Jax Lieu on LinkedIn SalesDevUnite website 1UP Revenue Podcast, formally known as 1UP Sales Development Podcast CIENCE website CIENCE on LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices