Enterprise Sales Development with Alex Greer

In this episode of Enterprise Sales Development podcast, we speak with Alex Greer, Senior Director, Sales Operations & Sales Development at SetSail. Alex talks about his journey in the SDR space, what he’s learned through the years and how the industry has evolved as a whole. He shares where he’s found success as an SDR and provides insights into what he shares with the teams he’s built and the people he’s mentored. WHAT YOU’LL LEARN The fundamentals he learned during his career, including how he structures his day Where he’s found success as an SDR What he has seen changed in sales development and how he sees the craft of SDR work evolving How he trains new SDR hires QUOTES “It’s been exciting and really interesting to be at organizations at different maturity levels. And I had the benefit of knowing what happens down the road in terms of maturity and complexity and things to keep in mind in terms of what scales, what doesn’t scale. It’s really helpful to know those things when you’re building a much earlier stage. It sets you up with a nice foundation for success as you grow.” -Alex Greer [04:23] “Specifically with the inbound lead followup, the SDR/marketing relationship is so important and can’t be emphasize enough how you need to make sure that you’re in lockstep with the marketing team as far as what are the expectations.” -Alex Greer [06:43] “One of the things that I found really, really important and why I often advocate for a hybrid situation is when you’re selling B2B, especially on the enterprise level, context and account knowledge is everything.” -Alex Greer [10:59] “I know it gets repeated a lot in our world, but if you’re not picking up the phone, you’re missing out on opportunities.” -Alex Greer [29:17] “It’s not about personalization so much as it is also about humanizing the relationship and humanizing the interaction.” -Alex Greer [31:42] TIMESTAMPS [00:01] Intro [00:26] This week’s guest: Alex Greer [01:27] Changes in sales development [04:54] Eating your vegetables [09:15] Blending inbound and outbound flow [16:16] Account prioritization [25:51] The craft of SDR today [34:33] Training SDRs [43:55] How to contact Alex RESOURCES Lars Nilsson on LinkedIn Voice Messaging on LinkedIn: Giving You More Ways to Have Conversations Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan CONNECT Alex Greer on LinkedIn SetSail website SetSail on G2 SetSail on LinkedIn CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter Learn more about your ad choices. Visit megaphone.fm/adchoices