Call Blitz with Murt: Recent Episodes
MURT
The only, therefore best, internal Celonis podcast for all things sales, customers, product, and marketing with your host, Murt, from Sales Enablement. #NoFluff
New episode every Thursday @ 10am EST
An episode about the rollercoaster that is the BDR role. Andrew C, Maigan K, and Will P talk about their untraditional route into sales after and "figuring out" the BDR role @ Celonis. Follow along as they talk through their learning curves, wins, losses & 'light-bulb' moments. This episode is perfect for any rep just coming out of college or are new to sales.
Maigan from the Raleigh BDR team talks through best practices on speaking clearer on the phones, taking care of our voices, and adjusting our tone speaking to prospects. Follow along as we discuss fun facts, the psychology behind inflection + tone, and how prospects react to certain phrasing. #NoFluff
Our first EMEA guest, Wes, talks about how he's able to handle objections in a structured format to get important value props and closes through. Follow along as he talks through why an objection handling structure is important, how he imbeds value props, the key to story-telling, and earning the right to ask for the meeting again.
Event cadences in Salesloft is an absolute game-changer when conducted in the right way. Follow along as Kate Bellaver from the SDR team talks in-depth about how event marketing cadences add massive value to your day-to-day.
After a month hiatus for AP Cert, We're back with an important episode featuring Stephen Draughon, BDR, on his workflow organization. Follow along as Stephen discusses creating views in Salesforce, importing them into Salesloft, and finding success in certain cadences. #NoFluff
Follow along as I 3rd wheel in this very important conversation on how to optimize the AE/BDR Partnership. Emma, Sr BDR, & Chris Hull, Account Executive, dive deep into how their partnership has helped them close numerous accounts. #NoFluff
Timestamps:
01:20: One-on-one meetings around which accounts to target, cadence & messaging
08:22: Communicating back-and-forth to set meetings
14:56: Post-prospect meeting follow-up & Salesforce hygiene
Dive in with Divya from Product Marketing to discuss our AP Operational Application + the Frequently Asked Questions by prospects & customers. This is a great episode to dive deeper into how AP functions in a finance organization and how Celonis is giving proactive insight.
Also, a great tool to study for your AP Certification. #NoFluff
Timestamps:
01:31: What is AP? Why is it important for organizations to get it right?
05:03: What is the Celonis AP Operational Application & how is it helping our customers?
16:02: FAQ + Objection handling from prospects/customers
Sergio Miqueleti, BDR covering Brazil, is one of the most methodical reps when it comes to his daily workflow. Follow along as he talks about his hourly breakdown, research organization, working his hot list, and preparation for the next day #NoFluff
Timestamps:
01:32: Sergio's hour-to-hour breakdown of his day
06:02: Breakdown of Sergio's hot list
8:40: Preparing for the next day to optimize success
Cold emailing is a sometimes a long-term game and a massively important touchpoint in your cadence. These are the top 9 tips everyone should keep in mind when crafting their next cold email outreach. #NoFluff
This is a 2 part episode breaking down the entire sales process around Merck. In Part 2, Dan Nieves talks about negotiations/close, making sure Merck gets value out of the software & upselling after proven value #NoFluff
Timestamps:
3:00: Negotiation/closing Merck
6:16: Making sure Merck is using the software, the value they got out of it, and how the results impacted the champion, Caroline. Great stats and stories to use for your next outreach.
13:50: Upsell strategy and overcoming challenges/building a business case
This is a 2 part episode breaking down the entire sales process around Merck. In Part 1, Dan Nieves talks about researching Merck, partnering with SAP, crafting a champion, and aligning all the pieces to execute a smooth POV. #NoFluff
Timestamps:
01:46: Researching Merck, pain points, finding a way to partner with SAP
05:55: Crafting, testing, and aligning with the champion
19:46: Executing the POV & all the important steps leading up to it
Emma Hart, Sr BDR, is ranked in the top 1% for SSI (Social Selling Index) score @ Celonis. Follow along as she talks about her profile, taking advantage of LinkedIn Navigator and the exact messaging she uses for connecting + messaging.
nofluff
Time Stamps
03:01: Why an 'All-Star' profile is important + tips around more engagement with posts
06:44: How to efficiently use LinkedIn Sales Navigator to save leads, research, accounts + take advantage of all tools
12:50: Exact messaging used in the connection request, initial message, follow up message, AND exact timeline for these messages
Follow along with Josh Blank, sr BDR, as we discuss where to efficiently find what your account cares about, where their pain points exist, and how to use the information in your outreach. We deep-dive into the essential websites, google searches, and investor reports to make this episode immediately actionable.
nofluff
Time Stamps
01:50: Researching into what a company does, how they operate, how they make money
09:01: Researching specific pains in the company & where to find them
14:14: Pop quiz challenge + how to use the information on cold outreach
Getting ghosted hurts. Daniel Kaminsky, sr BDR, and Owen Ring, sr BDR, talk about the success that leads to their high show ratio. We discuss the messaging in our calendar invites, follow up emails, talk track on phones, tips on getting prospects back on the calendar, and more. #nofluff