Tachles Sales: Recent Episodes
Alex Shandrovsky and Ilan Ifergan
Learn The Sales Playbook of Israel's Best Tech Sales Professionals. No Fluff- 100% Actionable Insights that you can apply immediately.
A proper CRM outlines the buying journey of a potential customer.
Speaking with numerous early-stage companies, I have noticed that most don't have an organized CRM for potential Investors.
This conversation is a gift from Steven Molino Clear Current Capital, LLC capital, an early-stage VC focused on alternative proteins.
During the conversation, Steve guides us through his 7-step buying journey as an investor. Reverse engineer this podcast and you have the exact buying journey of a VC.
Steven is so humble and generous with his wisdom. We go very tactical, very tachles.
Apply these insights and you will directly impact your ability to raise your next round.
Some of Clear Current Capital's portfolio companies include BlueNalu and Umaro Foods
Jason Rosenberg is a ⭐ and Remilk is a 🚀. Period.
This company just raised $120M to create Real Milk without cows.
Jason takes us to church for 30 Minutes and breaks down in detail, Remilk's Biz Dev playbook.
We went into micro details on this podcast and i could not be more grateful for Jason's openness, and wisdom.
Here are some of just the gems we discussed:
💎 DIfferences between SaaS and Food Tech in terms of Business Development.
💎 How to identify your ICP as a Food Tech Company, and change your messaging accordingly
💎 How to prospect out inbound leads while still maintaining relationships
💎 Dealing with different stakeholders like Government, Private Sector, Marketing, and Innovation Teams.
💎How to identify the top priorities of your potential customers by department, region, and seniority
Some of you know that i founded a B2B Sushi and Catering company in Silicon Valley and was an advisor for the largest biotech accelerator, IndieBio , so this topic is very personal to me.
I was there when UPSIDE Foods were just 3 people and spoke to Uma Valeti, MD about the benefits of making sure that Cell Agriculture would be available to the Kosher and Hallal consumer.
Speaking with Jason, I got the same feeling again.
You are witnessing the beginning of something great.
It happened to be that we recorded two weeks before the new investment round, so I guess the feeling was correct.
How To Succeed In Your First 6 Month as An SDR?
I asked many of my close friends and mentors in the Israeli Tech Industry for one new rep that represents success.
The great Michael Schaaf recommended that i speak to the former queen of "Agolot" Shelly Mizrahi of Browsi.
This episode is a 💎 for any new SDR or someone who wants to be a successful SDR at their first job.
You can learn so much from observing greatness, and in this episode Shelly's passion, warmth, and character totally shines.
P.S. If you are one of the 100% of Israeli Post army that has sold dead sea products in a mall then you will love our in-depth exploration of "Agalot" as the ultimate SDR training boot camp.
Special shout out to the King of Agalot Hiring- Assa Eldar of Lusha
💎Tips to deal with Rejection as an SDR
💎 How to build a great relationship with you SDR manager?
💎 What are the resources that a company needs to provide an SDR in order to Succeed?
💎 What qualities from your professional career could be leveraged in your interview process to land your first SDR Job.
Episode Link Is in the notes below:
Why did an Israeli Public Company with a $6.8B Evaluation choose to start a Sales Academy, whose majority of graduates IT WILL NOT hire??
monday.com has just completed their first cohort of the Sales Academy.
This initiative led by Nir Goldstein is meant to take promising candidates with no SaaS experience but with a deep passion for Sales and Tech, and build their careers.
✔️ What advantage does an Israel based SDR have over one that is "in the field" and how to leverage that in your interview process
✔️ What are the skills necessary to get accepted into the academy, and what is the curriculum like?
✔️ What makes a great SDR, and can those skills be taught?
If you are an individual thinking about becoming an SDR in Israel, this episode is filled with gems to get you into a career and potentially into the Sales Academy.
If you are a Sales Director in an Israeli Scale Up, you will see an interesting perspective on what innovative avenues other companies are taking to give back to Israel while building an effective sales machine.
Nir is so humble and articulate. He is a true professional, with a deep love for Israel. Please enjoy this conversation with the VP of Sales, Monday.com Nir Goldstein.
"2020 was the year of SDR, 2021 is the year of SDR managers."- Michael Schaaf
I sat down with Michael Schaaf who has built out the SDR team at Browsi, an Ad-Tech start-up that recently raised $11M.
If you are an SDR looking to understand how successful sales teams are run or a manager looking to improve your craft this conversation is filled with practical takeaways.
💎"- At the beginning of the day, create an accountability circle where each SDR shares his commitment for the day.
💎 Leaders eat last- Make sure that you don't ask a BDR to do something you have not or would not do yourself
💎 Powerhour- Start cold calling together. Go around with each rep making a few dials and share the call live with the team when the call connects.
💎 Make sure that each rep has a data-driven approach where they have clarity on how many accounts need to be worked on and what actions need to be taken to hit their goal.
💎💎💎💎
Justin Michael has set records over the past decade for full cycle revenue creation in cutting edge AdTech/MarTech and SaaS startups, both as an individual contributor and global team leader (leading teams of field-based and inside sellers). He also received a prestigious 10X Award from a top 20, Tier 1 VC backed, Seattle Startup. Justin was the inspiration behind COMBO Prospecting, an acclaimed sales pipeline methodology used by some of the most successful brands globally. He lives in California where he consults to leading corporations of top of funnel revenue operations.
Order Tech Powered Sales The Book- https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills-ebook/dp/B0896TM6XH/ref=sr_1_1_sspa?dchild=1&keywords=tech+powered+sales&qid=1627832616&sr=8-1-spons&psc=1&spLa=ZW5jcnlwdGVkUXVhbGlmaWVyPUFURlpGQzM2VlNYRjMmZW5jcnlwdGVkSWQ9QTAyNjcwNzIxODBFUTRSRjM2R0NEJmVuY3J5cHRlZEFkSWQ9QTA3MTMxMjVLSzdGTVBVOEdJWUwmd2lkZ2V0TmFtZT1zcF9hdGYmYWN0aW9uPWNsaWNrUmVkaXJlY3QmZG9Ob3RMb2dDbGljaz10cnVl
Omri Kenan has a track record of success in the fastest growing tech companies in Israel in including Similarweb and Bringg. More than that, Omri has a passion for perfection. His active coaching style ensures that those who want to succeed, do. He is a full-hearted teacher, and an exacting professional, bringing out the best in all that work and learn from him.
Rose's Tips for Sales Reps and Their Managers/CROs:
Don't think like a sales team. Think like a REVENUE team and align all Marketing, Sales, Customer success, as they are all part of the revenue generation and should have the same goal!
Try to do fewer operational tasks and keep yourself focused on customer-facing time. Revenue Operations should handle the operational tasks.
Try to keep your CRM updated as much as possible. Based on the data and processes you have built, you'll take the most crucial decisions which will impact your revenues.
Curious to hear more? Listen to this episode featuring Rose Penhasi.
Rose Penhasi is an experienced sales operations and the founder & CEO of ScaleOps - a Sales Operations company & a HubSpot Partner.
Passionate about working with startups and high-tech companies, Rose tackles a variety of challenges to build sales funnel for growth and scale. Her career began in sales operations, processes, and strategy.
She views sales operations as part of a machine that includes the sales, marketing, customer success, finance, legal, and management teams and relies on CRM systems, metrics, and advanced business intelligence.
You can connect with Rose on LinkedIn, and learn about her company at ScaleOps.co
About SalesLift
Join our community for more sales tips: www.saleslift.co.il
Also, we'd love to hear your feedback, feel free to connect with us on Linkedin
Ilan Ifergan & Alex Shandrovsky
Questions? Email us --> ilan@saleslift.co.il
Connect with Liron Kaplan on Linkedin of BSELLER
and have a look at the BSELLER video prospection workshop here
Video prospecting tips :
- get over 60% conversion rate with video prospecting
- think your video as an email
- tips for great subject lines (with ex) for your video messages
- How to make your prospects click on the video
- what should be the length and structure of your video
- How to create a knowledge gap and push for a meeting
- ex of CTA to book more calls
Keep your calendar full:
- not only with customers
- keep 20% lead generators, industry influencers, partners
- don't forget other personas in your target organizations
- information is a currency that you can exchange
- how to avoid no-shows
Finally, Why and how to work on your resilience
Feedback about this episode > ilan@saleslift.co.il
Www.saleslift.co.il
Simon Gerstler, Boris Johnson and SDR Greatness.
Before launching a successful 20 year career in Tech Sales, Simon was the tailor for Boris Johnson, the current PM of England.
✂️ Perhaps his experience in "fitting people up" and "tailoring the perfect suit" helped me succeed in tech sales which requires the perfect personalized message for our ICP.
Simon is the Co-CEO of Israel's leading SDR and sales consultancy agency , Pipe Global.
This episode covers:
📧 Crafting the right subject line
🎯 Personalization at scale
👨🏫 What signs Simon trains his team to look for when prospecting,
🏆 How to get your first SDR job if you never had Tech sales experience.
This is a 💎
Rosie Purr has been working in tech sales for the past 6 years as an Account Executive, reaching the top 1% performance and President’s Club award.
She considers sales literally a big hobby she gets paid for so she’s passionate about proactively learning fresh, lesser-known sales tactics that are value and consultancy-driven.
She’s also a LinkedIn content creator with a knack for parody on salespeople (how surprising).
Quoting: “It’s not hard to come up with comical material about sales- a quick look at our day to day is enough to get inspiration for satire”.
Connect with Becky on Linkedin !
Join our community for more sales tips: www.saleslift.co.il
Also, we'd love to hear your feedback, feel free to connect with us on Linkedin
Ilan Ifergan & Alex Shandrovsky
Questions? Email us --> ilan@saleslift.co.il
I’m Yael Kahn lives in north Jaffa tel Aviv.
She moved back to Israel after 7 years of living and working in Berlin , where she established Allcloud business and work with startups. She studied industrial management engineering And came to Panaya after 10+ years of business development. leading SDR global team with a focus on America and EMEA.Panaya is a change intelligence platform,we map every inch of your SAP, Oracle and Salesforce landscape, so you finally understand the exact impact of every change.
Gonen Gershuni leads Bringg’s Ambassador program, under the Alliances group after successfully working as a BDR at Bringg for two years.
Before Bringg, Gonen worked in the Civil Aviation Security Office as part of the Prime Ministers Office for 7 years before moving into Sales roles in the Adtech space.
The Ambassador Program is focused on pipeline generation and conversion through a co-selling motion with boutique consultants, vertical experts, and industry veterans. Experienced in consultative sales, business development, and deep industry research, Gonen is working with Bringg’s Ambassadors on enabling more enterprises to take the best advantage of Bringg’s Delivery Orchestration platform.
Nick Cegelski
The Resume
1 rep at every team he’s worked on
Best At
Master of discovery and big deal closing
Known For
Motivating even the marketing team to cold cal
Host
30 Minutes To President's Club
IT’S 30 MINUTES
Not so long that you have another excuse to avoid your cold calls.
NO THEORY
We’re not very good at meditation or feng shui. We prefer hitting quota.
STRUCTURED
Every wasted sentence is cut. Actionable takeaways upfront. Recap at the end.
Connect with Bruce on Linkedin !
Join our community for more sales tips: www.saleslift.co.il
Also, we'd love to hear your feedback, feel free to connect with us on Linkedin
Ilan Ifergan & Alex Shandrovsky
Questions? Email us --> ilan@saleslift.co.il OR alex@saleslift.co.il
Many companies can offer the best possible package for you in terms of salary and benefits. However, not all of them will fit you, and you won’t fit with all of them too. As a job seeker, you should look for a company that offers you not just the best package but also the best environment for career growth. How can you tell if a company has these two things? You should ask specific questions that allow you to know the company even if you’re still an applicant.
Join me in this episode and learn from our guest, Hilton Burke, what those questions are and why we should build our personal brand--both on paper and in real life.
[00:01 - 01:15] Opening Segment
- I introduce Hilton and the show for the day
- Hilton’s Top 3 Tips of the Day
[01:16 - 12:00] 4 Questions You Should Ask
- How to start your search for SDR jobs
- Choosing a job opening to pursue
- 2 things to consider
- 2 things companies look for in a job seeker
- 4 questions a job seeker should ask
[12:01 - 20:11] 3 Parts to Highlight in Your CV
- Hilton’s advice to get an internal referral
- 2 keywords to write in your curriculum vitae (CV)
- 3 parts of the CV you should highlight
- Hilton’s take on education as a highlight in the CV
[20:12 - 29:21] 2 Ways to Build Your Brand
- Building your personal brand
- Behind-the-scenes of a hiring process
[29:22 - 40:22] 1 Key Factor You Should Consider
- Why the funding of a company matters
- Hilton’s tips to move forward in the hiring process
- How to handle rejections
[40:23 - 48:41] Zero Excuses in Discussing Mistakes
- Hilton’s suggestions to answer tough interview questions
- Why you’re leaving your current company
- Why you’re fired from your previous company
- Hilton’s tips in pursuing career growth
[48:42 - 52:53] Closing Segment
- What should job seekers NOT do?
- Helping each other in our community
- Connect with Hilton. Links below
- Top 3 takeaways segment
Tweetable Quotes:
“Get in the door. All you need to do is get your foot in the door...in order to do that, you need to network.” - Hilton Burke
“Have patience in order for you to grow within an organization and find out what the process is and make it clear to your boss and to HR that in the future you’d like to grow.” - Hilton Burke
Resources Mentioned:
- Zoom
- Bring
Connect with and support Hilton on LinkedIn, Facebook, and Twitter. Check out https://www.anglorecruits.com/ to learn more best practices to land your next job.
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/ to reach out or learn more about us. We’d love to hear from you.
Leave us a review
Email us --> alex@saleslift.co.il
Connect with Guy on LinkedIn and visit https://www.onehourtranslation.com/ to learn more.
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you.
Leave us a review
Email us --> ilan@saleslift.co.il
Today, we’re breaking down The Gentle Art of Mirroring with Ran Friedman, Account Executive at Sisense, a fast-growing global business intelligence software company. Companies like Nasdaq, GE, and Rolls Royce rely on their single-stack data analytics engine to either consolidate their internal complex data into a business-user-friendly single source of truth or to embed dynamic, self-service analytics into their own products and platforms. Ran has brought more than $700,000 in revenue through pure outbound initiatives and recruited three new partner-resellers in Europe.
Let’s dive into this episode and learn about Ran’s unique sales approach.
[00:01 - 03:34] Opening Segment
- I introduce Ran Friedman to the show
- Ran’s top 3 tips for business development representatives
- Master your volume and voice
- Be a follow-up machine
- Learn how to disqualify
- Ran shares what kinds of tonality works best
[03:35 - 16:33] The Gentle Art of Mirroring
- Ran shares the fundamentals of cold calls
- Enthusiasm
- Coherence
- Authority
- He talks about the The Gentle Art of Mirroring
- Energy
- Tonality
- Voice
- Mannerism
- He tells us when we should let go of our scripts
[16:34 - 25:53] Leverage the “Yes” and “No”
- Ran and I role played, applying the tips and lessons he mentioned so far
- He said he’d contradict some of the tips he shared. Find out why.
- Ran shares his “secret sauce” that you don’t want to miss!
- Priming people to say “yes”
[25:54 - 27:57] Closing Segment
- Ran shares why being a business development representative is fun
- Right mentality
- Good team
- Connect with Ran. See links below.
- Top 3 takeaways segment
Tweetable Quotes:
“If you don’t love what you do, you don’t have a passion for it, you’re gonna be bad at it no matter how many podcasts you listen to.” - Ran Friedman
“If you [and your client] have the same type of energy, there’s synergy, and then the conversation tends to be more fruitful and powerful.” - Ran Friedman
Resources Mentioned:
- Jordan Belfort
- The Wolf of Wall Street
- Chris Voss
- Never Split the Difference
Connect with Ran on LinkedIn @ranfdmn and visit http://www.sisense.com/ to learn more.
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you.
Leave us a review
Email us --> alex@zero.energy
Alright, let’s do something a little different, it’s time to get real with what we do as SDRs. Today, we’re going to do a bit of Q and A with my buddy David Zeff. With over 10 years of selling technology to hundreds of SMB and Enterprise companies across multiple sectors, David began to wrap his head around the art of sales. After being a part of 2 exits (One has a Founder and the other as a Founding Member) David has taken that knowledge into Whistle, an agency that is designed to help companies acquire customers through setting best practice sales and marketing processes and strategies, as well as deploying lead generation activities.
I can’t wait to get into the episode into some raw conversations with David on the SDR experience
[00:01 - 01:28] Opening Segment
- I introduce David Zeff and the show for the day
[01:29 - 06:42] Drinking From Fresh, Flowing Waters
- David breaks down why data is important and how to use and understand it
- How David parses through fresh data
- Email validation; knowing where your email will end up
[06:43 - 17:00] The SDR’s Experience and Best Practices
- David’s insights on Phone
- Best practices for SDR’s on acquisitions; with live examples
- Confusion and Radical Transparency
[17:01 - 23:53] Making Voice Messages Work
- David shares his take on voice messages
- How to make it work for you
- Staying engaged during calls as an SDR
[23:54 - 33:21] Closing Segment
- How to know how to run your campaigns and when to look for another job
- Validating assumptions
- How can we support and reach out to you?
- Links and Info Below
- Top 3 takeaways segment
Tweetable Quotes:
“The best data suppliers, 78% of it is accurate… data is not like storing bricks, it’s like water.” - David Zeff
“I actually think that today, you can be much more honest and open and human about the way you sell… and I think you’ll do better.” - David Zeff
“An SDR is a scout, that is your job, you are a scout. You’re trying to find out the targets in the field, that’s exactly it.” - David Zeff
Connect with and support David on LinkedIn. Be sure to visit http://callwhistle.com/ to learn more best practices from the latest blogs.
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/ to reach out or learn more about us. We’d love to hear from you.
Leave us a review
Email us --> alex@zero.energy
Ben is the SDR director at EasySend,
He hails from the Garden State
where for over the past 5+ years has worked in startups hailing from bootstrap to unicorn software organizations.
Ben's passions are sports, travel, and providing career advice to olim in Israel
Connect with Ben on LinkedIn
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you.
Leave us a review
Email us --> alex@zero.energy / ilan@saleslift.co.il
Eddie Baron, originally from NYC made aliyah 7 1/2 years ago.
With over 15 years of experience in Sales, Eddie has built and scaled multiple successful sales development teams by combining old school and new school sales methodologies.
Connect with Eddie on LinkedIn
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you.
Leave us a review
Email us --> alex@zero.energy
Roy is married, 31, originally from Belgium, living in Raanana. I graduated with an MBA focused on Marketing. Today Roy run the business development at PerceptionBox, a company that scales-up businesses with top-notch remote developers of all kinds in less than 2 weeks.
Connect with Roy on LinkedIn, and visit PerceptionBox to learn more.
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you.
Leave us a review
Email us --> ilan@saleslift.co.il
You’ve never heard a Cold Call like this! Today we’re breaking down the Sandler Sales Method with James Abraham and grabbing as much gold as we can. James is an award-winning Sandler trainer, coach, and certified instructor; a seasoned and eclectic consultant and keynote speaker with a proven track record of supporting growth and strategic development in the fields of sales performance, strategic customer care, management, and leadership to individuals, companies, and organizations. Partnering with SMB’s to Fortune 500’s locally in Israel and around the globe, James has helped many excel and grow by increasing performance and maintaining consistent, successful sales and leadership performance.
Let’s jump right into James’ wisdom and learn about this unique sales approach.
[00:01 - 03:49] Opening Segment
- I introduce James Abraham to the show
- James’ 3 top tips for SDR’s
- Behaviors - actions, plans, goals
- Attitude - mindset, and perceptions
- Technique - execution of behaviors
- Advice on how to be successful in a role
[03:50 - 06:28] Debunking the Biggest Lies in Sales
- The three biggest lies in sales
- Handling and overcoming objections
[06:29 - 16:40] The Sandler Sales Method
- Handling the ‘not interested’
- Live example of a cold call from Sandler
- Breaking down the call
[16:41 - 20:50] The Sandler Sales Strategy
- Break down of the Psychology
- Make yourself uncomfortable
- James’ mindset management
- Uncovering compelling pain
[20:51 - 27:18] Closing Segment
- Real professionals ask questions to promote insight
- The worst sales practices and how to fix them
- How can we support and reach out to you?
- Links and Info Below
- Top 3 takeaways segment
Tweetable Quotes:
“We’re in a rejection business and if we can’t be mentally tough, it’s not going to work, so maintain a strong attitude.” - James Abraham
“I love no’s because one: I save time, two: I learn a lesson, but three: once you get a no you can start selling.” - James Abraham
“Stop talking - Shut up! Start asking really good questions.” - James Abraham
Connect with and support James on LinkedIn, and visit https://www.israel.sandler.com/ to learn more.
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you.
Leave us a review
Email us --> alex@zero.energy
We’re breaking misconceptions and missteps in outbound with today’s guest is Assa Eldar. Assa is Head of Sales for lusha.com, a company that helps business professionals establish a fast and true connection with their leads, contacts, and candidates. In this episode, you’ll learn Assa’s cadence steps through his outbound process as well as advice on how to get your prospects converted into demos.
[00:01 - 02:20] Opening Segment
- I introduce Assa Eldar to the show
- Assa’s 3 top tips for SDR’s
- Open a window with elegance
- Build a healthy pipeline
- Just keep learning
[02:21 - 10:34] Don’t Sell a Product, Start a Conversation and Embed Your Name
- Assa talks about the importance of cadence integration in your workflow
- Assa shares advice on how-to and how not to best use LinkedIn for sales
- The next steps after first engagement - Cold Calling Tips
[10:35 - 21:13] The Lusha Cadence Steps
- Assa talks about Lusha’s process and strategy
- Champion the decision-maker and know the engagements
- How to structure and engage with your emails
- Assa shares more cadence steps
[21:14 - 27:37] Breaking Down the First 15 seconds of the Call
- Live example of the first 15 seconds of a call
- We breakdown the psychology
- Review of the steps
[27:38 - 32:29] Closing Segment
- Final advice from Assa breaking misconceptions in outbound
- Find what your SDR values most
- How can we support you?
- Links and Info Below
- Top 3 takeaways segment
Tweetable Quotes:
“You need to get them to use the product, see the value, and then when you go to the decision-maker you say, ‘listen, all these guys are using Lusha, here’s the feedback.’” - Assa Eldar
Resources:
- Salesloft
- Outreach.io
Connect with Assa on LinkedIn, and visit https://www.lusha.com/ to learn more and give feedback.
Connect with Alex Shandrovsky and Ilan Ifergan on LinkedIn. Visit http://saleslift.co.il/, We’d love to hear from you.
Leave us a review
Email us --> alex@zero.energy