Enterprise Sales Development with Jessica Rasheed

In this episode of Enterprise Sales Development podcast, we speak with Jessica Rasheed, Global Outbound Sales Leader at Preply. Jessica shares some of the lessons she’s learned through her experience in the SDR world and her time as a sales development team lead at Workato. She talks about Workato’s move into B2B and how they’re dissecting their personas. Listen for her tactical strategies to handle rejection as well as gain confidence for cold calls. WHAT YOU’LL LEARN Her start in the sales development space and the source for her passion Tips to handle rejection and gain the confidence for sales call Why persona and ideal customer profile (ICP) are two important pieces of the sales puzzle What motivated her to learn marketo What she learned about prospecting from selling to HR departments Preplay’s journey of growing a team of four to a team of 30+ QUOTES “We took a step back as a team and started to try and understand our persona. What is their day to day? Like what are the challenges amongst the tools that they are interacting with on a day to day basis?” -Jessica Rasheed [13:02] “Ultimately whatever you’re presenting to them or whatever you’re talking to them about has to be in some way tied back to those metrics. What is the desired impact? Or what is the impact you are hypothesizing that this solution or solving this problem is going to create.” -Jessica Rasheed [19:09] “I’d say typically when you do a preliminary conversation with an SDR candidate, you can almost very quickly tell just their level of curiosity or just their level of being comfortable with being uncomfortable in like the first 60 seconds.” -Jessica Rasheed [36:56] “I don’t think you need to know the product inside out. You don’t need to be the smartest person in the room by any means. But you definitely should be confident in what you have to offer and confident in the fact that maybe you’ll pick it up and maybe, you know you’ll definitely make some mistakes along the way in the beginning, but you’re willing to learn from that and execute from there.” -Jessica Rasheed [40:02] “It’s not just about the demo. It’s really kind of understanding the mission and the values behind the company and what they’re ultimately solving for by being so well integrated with marketing and product that it feels like this really cohesive mission and drive.” -Jessica Rasheed [51:52] TIMESTAMPS [00:01] Intro [00:25] This week’s guest: Jessica Rasheed [01:42] The source for her passion in sales development [03:19] Transitioning from a finance role into an SDR role [04:44] Dealing with rejection [10:25] Lessons learned at Workato [14:22] Learning marketo [17:34] What is the desired impact? [20:00] Her persona today [24:59] The conversations she has with her team [29:21] Mastering the SDR/AE relationship [33:37] The journey with Preply [36:18] Screening for those skills [43:47] Triggering the help instinct [53:07] How to contact Jessica RESOURCES Workato Merkato CONNECT Jessica Rasheed on LinkedIn Preply website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices