Enterprise Sales Development with Meaghan Hurley

09/07/22 • 47 min

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In this episode of Enterprise Sales Development podcast, we speak with Meaghan Hurley, Sales Development Director at Circle. Meaghan talks about her journey towards the SDR world from teaching and banking and how it helps her run a tight SDR program. She discusses the biggest thing she learned and how she structures her messaging and coaching sessions. She also talks about how Circle is building the future of money with the USD Coin (USDC) and the Euro Coin (EUROC). WHAT YOU’LL LEARN Meaghan’s journey from teaching music to banking to sales development The biggest learning when starting as an SDR Meaghan’s coaching habits and how she structures her coaching sessions How she prioritizing the messaging to shape the narrative across the company How Circle is building the future of money with USDC and Euro Coin QUOTES “It’s really, for me, about understanding business pains, and it’s not just about a numbers game for sales, especially in the enterprise world.” -Meaghan Hurley [06:07] “I am very dedicated to the development of my team, because I spend a long time finding the right folks for my team. And I think that once you bring the right people on board in order to show them that they have found the right home, because I want them to stay with the company for a long time and find their next role in the company, you have to really show them how dedicated you are to their success personally.” -Meaghan Hurley [13:04] “You need to not only be focused on what your team is doing, but how it affects the teams that you support.” -Meaghan Hurley [16:27] “I am a process queen, for sure. There’s nothing I love more than documenting a good process that’s scalable and everybody that works with me knows that. I think that’s where it starts.” -Meaghan Hurley [19:37] “I don’t think you become a top performing SDR by just checking boxes and you read what’s directly in front of you.” -Meaghan Hurley [21:49] TIMESTAMPS [00:01] Intro [00:25] This week’s guest: Meaghan Hurley [01:37] Meaghan’s background leading up to sales [05:56] The biggest learning [09:42] Outbound training workshop [11:42] Meaghan’s coaching habits [17:05] Handling the dynamics between SDR and marketing [18:19] Shaping the narrative across the company [22:31] Identifying the ideal customer profile [31:53] Hiring new SDRs [34:20] How she ended up at Circle [37:59] What is USDC and Euro Coin [46:03] How to contact Meaghan RESOURCES Sprinklr USD Coin (USDC) Euro Coin (EUROC) Circle CEO to Congress: U.S. At “Pivotal” Moment On Digital Assets CONNECT Meaghan Hurley on LinkedIn Meaghan Hurley on Twitter Circle 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

Previous Episode

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

Next Episode

Enterprise Sales Development with Harry Spaight

In this episode of Enterprise Sales Development podcast, we speak with Harry Spaight, a keynote speaker, coach and author of “Selling with Dignity: Your Formula for Life-Changing Sales Results.” Harry talks about his book and the inspiration behind it. He talks about issues that are important in the sales space and why it’s important to understand the buyer and view the “gatekeepers” along the way as human. He also discusses why you should use dignity, respect and humility in your sales approach. WHAT YOU’LL LEARN His book, “Selling with Dignity: Your Formula for Life-Changing Sales Results,” and what inspired him to write it Why he’s the anti-salesperson who made a living in sales Why you should lead with service and understand the buyer How to use humility in your sales approach QUOTES “I feel that even those who are the pushy ‘It’s all about me,’ if you adapt or adopt a little of this thinking about serving others and providing value for them, then those people would be more inclined to listen to you instead of ghosting you.” -Harry Spaight [05:16] “It’s part of how we hire. It’s part of what we think. We think of the thick skin, get past the no, but buyers today don’t want any of that. They’re making their own decisions and they’re dealing with sales at the last minute, looking for an answer to that problem that they already figured out a lot of times. And they don’t need some pushy salesperson to say, ‘No, you’re wrong. I know more about this than you do, so you need to listen to me.’” -Harry Spaight [09:05] “It’s the same problem everywhere. Whether you’re selling a $5,000 product or a $5 million dollar product, I’m told it’s the same.” -Harry Spaight [19:51] “If you just swallow the pride and let go of the ego and just say to people, ‘Show me. Show me how you want to buy. Show me how you want to talk to salespeople. Show me what you like.’ And just accept the instruction and do it.” -Harry Spaight [34:32] “If you can ask ‘How can I serve?’ every time you’re talking to a person, a whole new world opens up of opportunities.” -Harry Spaight [47:51] TIMESTAMPS [00:01] Intro [00:25] This week’s guest: Harry Spaight [01:48] Inspiration behind his book [04:14] The idea of service [07:31] Why do people make this mistake? [12:48] Eric’s perspective from the buy side [20:01] Understanding the buyer [27:08] Assistants as a two-way street [33:41] Humility in the approach [38:51] Become like a therapist at times [46:31] How to contact Harry and/or buy his book RESOURCES Habit 2: Begin With the End in Mind by Stephen R. Covey “Selling with Dignity: Your Formula for Life-Changing Sales Results” by Harry Spaight CONNECT Harry Spaight’s website Harry Spaight on LinkedIn Harry Spaight on Twitter Harry Spaight on Instagram Sales Made Easy podcast CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices