In this episode of Enterprise Sales Development podcast, we speak with Vince Blasio, Director of Sales Development at Paychex. Vince has been at Paychex for 21 years and held a variety of roles, so he knows everything there is to know about the organization. He shares the secrets of their success, how they go to market and the types of strategies that they use. He also discusses how Paychex chops up their market and organizes the top-of-the-funnel fighting force for the best effect. Learn more a...
Jan 19, 2022•51 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Brynne Tillman, a LinkedIn and Sales Navigator Trainer. She shares how she garnered her title as the LinkedIn Whisperer and how she uses the site for prospecting and sales development. She talks about why personal branding is important for brand recognition and what should be included in the LinkedIn profile header. Listen as she shares her five tips for leveraging LinkedIn most effectively. WHAT YOU’LL LEARN How did she beca...
Jan 12, 2022•46 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Kevin Avery, Growth Acceleration Advisor at SBI, The Growth Advisory. Kevin shares his insights in sales and sales development, including how to empower SDRs and train them in a guild mentality. He talks when the outsource, when to pull in house or when to move through hybrid models as well as how to build an internal SDR team. He discusses how to cultivate a fun working environment for SDRs and the role humor plays in sales ...
Jan 05, 2022•47 min•Transcript available on Metacast Enterprise Sales Development with Doug Landis Learn more about your ad choices. Visit megaphone.fm/adchoices
Dec 29, 2021•48 min•Transcript available on Metacast Enterprise Sales Development with Rachel Keung Learn more about your ad choices. Visit megaphone.fm/adchoices
Dec 22, 2021•42 min•Transcript available on Metacast Enterprise Sales Development with Ryan and Ding Learn more about your ad choices. Visit megaphone.fm/adchoices
Dec 15, 2021•46 min•Transcript available on Metacast Enterprise Sales Development with Brent Keltner Learn more about your ad choices. Visit megaphone.fm/adchoices
Dec 08, 2021•48 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Samantha McKenna, founder of #samsales and former head of enterprise sales for New York City at LinkedIn. Samantha discusses why she refers to herself as a “trusted mechanic” as people come to her for consulting. She shares some insight in building an internal SDR organization and her thoughts on internal teams versus outsourcing. She also discusses how she utilizes humor in sales, her approach to LinkedIn and how to be a gra...
Dec 01, 2021•49 min•Transcript available on Metacast Enterprise Sales Development with Christina Brady Learn more about your ad choices. Visit megaphone.fm/adchoices
Nov 24, 2021•48 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Gabrielle “GB” Blackwell, who is a Sales Development Leader at Airtable. Gabrielle talks about her people-centric approach and how her infinite curiosity about her team members gets the best out of them. She also talks about the Women in Sales Club, an organization she co-founded that is focused on enabling, empowering and promoting women within the sales profession. WHAT YOU’LL LEARN How she got into sales and how those expe...
Nov 17, 2021•55 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Ron Nelson, Account Executive at Oracle and formally at Comparably. Ron shares his experience starting as an SDR and working his way up to leading a team of 27 SDRs at Information Builders. He also shares unique insight and management perspective from his previous roles to build different types of teams. Listen as he discusses his strategies on producing content and communicating tone in sales. WHAT YOU’LL LEARN How he starte...
Nov 10, 2021•41 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Rakhi Voria, Vice President of Global Sales Development for IBM where she oversees over 350 SDRs. She came to IBM after several years at Microsoft, where she played a key role in building out their digital sales force, growing the team to 2,000 sellers, and the global business unit to over $8 billion in under three years. Rakhi brings her perspective to discuss how IBM defines sales development and integrates personalization....
Nov 03, 2021•52 min•Transcript available on Metacast Enterprise Sales Development with Isabella Yani Learn more about your ad choices. Visit megaphone.fm/adchoices
Oct 27, 2021•41 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Tibor Shanto, an author and expert consultant. Tibor discusses how he bases what he does with objective-based selling and how his methodology and formula is suited to playing the probabilities of volume-based research. He shares how he creates feedback looks and how he balances executing activities with coaching and leveling up. He also talks about his podcast, The Monday Morning Breakfast For Champions Podcast. WHAT YOU’LL L...
Oct 20, 2021•52 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Jon Selig, who merges sales with comedy. Jon talks about how he gets into the understanding of the brain of the people he’s trying to communicate with from a salesperson’s perspective. He also discusses how he helps salespeople use the lens of a stand-up comedian to better understand their buyers. WHAT YOU’LL LEARN Jon’s observations of sales teams from early 2000s to today and how this has changed the psychology of the buyer...
Oct 13, 2021•48 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Tony J. Hughes, a keynote speaker, best-selling author and sales trainer. Tony brings his 35 years in the business to discuss his best practices for enterprise sales development. He explains why the opening messaging is the more critical phase of a sales call and the three important questions to ask. He discusses the combination of outbound and qualification methodologies and what he looks for in prospective clients. He also ...
Oct 06, 2021•56 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Brooke Bachesta, XDR Enablement Manager at Outreach and Chair of the Gals and SALs group. Brooke talks about her enablement role and what that means at Outreach. She discusses some of the initiatives they use to grow the team and the professional development they offer. She also talks about remote working and her interactions with the SDR team leaders and team managers that ensures the best for the team. She shares why she co...
Sep 29, 2021•40 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Rajiv Nathan, also known as 'RajNATION.’ Rajiv is a hip hop artist, a sales expert and consultant, a guest speaker, a yogi and has branded him as the startup hype man. He talks about crafting a narrative that “doesn’t suck” and the Que PASA framework that he’s been implementing for a really long time. Listen to this mini course in personalization. WHAT YOU’LL LEARN Rajiv’s eclectic career background The story behind his viral...
Sep 22, 2021•46 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Andrew Lawson, Head of Inside Sales at MountainSeed. Andrew talks about how he leads his team to focus on results rather than the activities that lead to those results, using some of the key lessons he learned from his previous jobs. He also shares the ideal career trajectory for an SDR and the common misconception about SDR teams. Listen to his advice for those coming up in the enterprise sales development space in the more ...
Sep 15, 2021•48 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Frank Cespedes, author of Sales Management That Works: How to Sell in a World that Never Stops Changing. Frank previews his upcoming book and what inspired it. He talks about why it’s important for an organization to understand what they are doing with their sales department to help them decide what to do next. He also talks about why the buyer is the most important thing about selling and how division of labor is so essentia...
Sep 08, 2021•53 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Justin Michael, an author, consultant, futurist and sales guru. Justin previews his upcoming book, “Tech-Powered Sales: Achieve Superhuman Sales Skills” and talks about what strategic sales training looks like to him. He also shares how to balance the technical and human aspects of sales development and how to work with saturation to create successful situations for engagement. WHAT YOU’LL LEARN A preview of his upcoming book...
Sep 01, 2021•54 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, Eric Quanstrom and Harry Evans, from CIENCE Technologies speak with Jason Prindle, Director of Inside Sales & Global Sales Development at BigID, about enterprise sales development. Jason shares what type of services BigID provides and their sales approach in working with their customers and clients. He also talks about how he works with the sales development reps (SDRs) to provide the most efficient communication with the clients as well a...
Aug 25, 2021•48 min•Transcript available on Metacast Eric Quanstrom takes a break from hosting duties and sits in the guest seat in this episode of Enterprise Sales Development podcast. Eric is the CMO at CIENCE and talks about enterprise sales development from his perspective. He shares what makes hyperspecialization worthwhile and why CIENCE redirected itself around that idea. He also discusses how he manages a large group of SDRs and how he set up CIENCE to handle the constant turnover. Listen as he shares three important questions to ask in a ...
Aug 25, 2021•59 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Gerry Praysman, Sr. Director of Sales Development at SalesLoft. Gerry shares Salesloft’s thoughtful approach to finding the right types of people from unique, non-traditional places instead of the traditional SDR paths. He discusses some of the traits, skill sets, mindset and experience level they seek as they attract quality talent. WHAT YOU’LL LEARN What SalesLoft does and how it and the organization Gerry leads are current...
Aug 11, 2021•53 min•Transcript available on Metacast In this episode of Enterprise Sales Development podcast, we speak with Sam Silverman, founder of Silverman Capital. Sam shares his approach and perspective at the SDR role as a job as well as a leveling opportunity for a career. He discusses how he manages his team, from his hiring practices to training in this rapid industry to tracking their progress. Listen as he also explains why it’s important to understand your buyer. WHAT YOU’LL LEARN How much Sam is able to leverage understanding busines...
Aug 11, 2021•41 min•Transcript available on Metacast We are excited to launch the Enterprise Sales Development podcast. Get a sneak peek at some of the amazing conversations we've had. Learn more about your ad choices. Visit megaphone.fm/adchoices
Aug 10, 2021•2 min•Transcript available on Metacast 
