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 sales pitch.
WHAT YOU’LL LEARN
What is CIENCE and what is unique about it
What makes hyperspecialization worthwhile and why CIENCE has redirected itself around that idea
What trends is Eric seeing across the industries and where he thinks things are going in the next three to five years
What the LinkedIn channel brings to the table
What Eric thinks of when he thinks enterprise sales development
What type of considerations people don't think about with a large group of SDRs and how Eric has set up CIENCE to handle constant turnover at that position
What he has done to boost CIENCE’s online presence and branding
What it means to think like an enterprise
What is a buying group and how it’s becoming more relevant these days
Three important questions to ask in a pitch
QUOTES
“When you have brand familiarity, you have a lot. There’s a huge difference between, in preference and reciprocality that comes with familiarity.” -Eric Quanstrom [13:41]
“Most prospects are, what I would argue and we teach and train this all day long at CIENCE, they’re self-interested above all else, and that’s not a bad thing. It’s not a pejorative concept. Self-interest is what drives most people to actions.” -Eric Quanstrom [14:22]
“I would also say that we’ve worked our asses off to build a culture and a business that people want to be at.“ -Eric Quanstrom [27:51]
“Every interaction that we have with our organization is first fronted by an SDR. Period. Full stop. End of story.” -Eric Quanstrom [31:09]
“If I know what somebody is worried about, is concerned with, what their goals are, what they want to achieve, what bugs them, what their discomforts are, like that’s all persona level data that I can use to further my engagement cause with that individual.” -Eric Quanstrom [46:00]
TIMESTAMPS
[00:01] Intro
[00:44] Meet Eric
[01:46] What is CIENCE and what’s unique about it
[04:11] Hyperspecialization
[08:24] Trends in the industry
[12:29] The LinkedIn channel is worth to pursue
[16:31] What you’re selling is a meeting
[19:50] Two ways to think of enterprise sales development
[22:56] Managing a large group of SDRs
[30:03] CIENCE’s online presence and branding
[34:22] Thinking like an enterprise
[39:12] Buying groups, personas and ICPs
[48:59] Three important questions to ask in a pitch
[50:56] The gap between sales, sales development and marketing
[56:05] Eric’s next pet project
RESOURCES
Outliers: The Story of Success by Malcolm Gladwell
Flow: The Psychology of Optimal Experience by Mihaly Csikszentmihalyi
Fish With a Spear, Not a Net: Engagio's Jon Miller Talks Account-Based Marketing on Marketing Smarts
Inc. 5000 Fastest
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Enterprise Sales Development with Eric Quanstrom | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
