Enterprise Sales Development with Tory Kindlick

05/25/22 • 45 min

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

Previous Episode

Enterprise Sales Development with Eric Nowoslawski

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

Next Episode

Enterprise Sales Development with Mark Hunter

In this episode of Enterprise Sales Development podcast, we speak with Mark Hunter, an author, speaker, sales trainer and consultant, also known as the Sales Hunter. Mark shares insight from his experience working with organizations from all different sizes and scale as well as his tactics for building trust with cold calls. He also discusses the meaning behind the alliteration, “Polite people plug up people’s pipelines.” Listen to hear why the outcome of a sales call is more important than the product you’re selling. WHAT YOU’LL LEARN Why the outcome is more important than the product you’re selling and how to determine that outcome Tactics for building trust and how reps can build trust with cold calls Mark’s thinking behind “Polite people plug up people’s pipelines” Why he starts training at the leadership level The Customer Service Engagement (CSE) metric Structure ideas for those new to sales QUOTES “It’s the outcome you create for the people, for the customers you’re serving. That’s where our focus should be. It’s really not the product. It’s the outcome.” -Mark Hunter [04:00] “You create trust by connecting the dots of every conversation you have with that prospect.” -Mark Hunter [10:11] “A confused buyer doesn’t make a decision.” -Mark Hunter [19:29] “If you follow the breadcrumbs far enough, you’ll understand where they lead and how can I help the customer.” -Mark Hunter [22:31] “I’m a firm believer that if I want to succeed long-term, I have to do it with others.” -Mark Hunter [37:46] TIMESTAMPS [00:00] Intro [00:31] Meet Mark Hunter [02:03] Being a keynote speaker [04:35] Tactics to build trust and confidence [07:09] Voice-to-voice trust building [12:34] Polite people plug up people’s pipelines [17:29] Better discovery [23:56] Starting at the leadership level [28:15] CSE metric [35:08] Lone wolf mentality [39:05] Mentorship and guidance [42:55] How to contact Mark RESOURCES High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results by Mark Hunter Enterprise Sales Development with Tibor Shanto The Sales Hunter Podcast Ferris Bueller's Day Off Glengarry Glen Ross The Wolf Of Wall Street Boiler Room Tommy Boy A Mind for Sales: Daily Habits and Practical Strategies for Sales Success by Mark Hunter CONNECT Mark Hunter on LinkedIn Mark Hunter’s website CIENCE website CIENCE on LinkedIn CIENCE on Facebo Learn more about your ad choices. Visit megaphone.fm/adchoices