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Quotes:

• "Engage is the rage. Drop comments to create familiarity with your name and face."
• "Find your voice and make sure it's something you can stand passionately behind."
• "Connect with people in your industry who are where you want to be and learn from them."
• "LinkedIn is SEO for your name. It builds trust at scale."
• "Go for it before it's perfect. It will never be perfect."

About The Guest(s):
Alex Bruschi is a sales professional with over ten years of experience. He is the host of the Sales Stories IRL podcast and a Salesforce AE. Alex has a passion for sales and has been able to grow his personal brand on LinkedIn by engaging with others and sharing valuable content.

Summary:
Alex Bruschi shares his journey into sales and how he got started in the industry. He emphasizes the importance of engaging with others on LinkedIn and finding your voice when it comes to personal branding. Alex also discusses the power of building trust through content and the impact it can have on closing deals. He encourages new reps to connect with industry leaders and ask for help when needed. Alex concludes by urging individuals to take action and launch their ideas before they are perfect.

Key Takeaways:

• Engage with others on LinkedIn to create familiarity with your name and face.
• Find your voice and post content that you are passionate about.
• Connect with industry leaders and observe their strategies to accelerate your personal branding.
• Building trust through content can have a significant impact on closing deals.
• Take action and launch your ideas before they are perfect.

Connect with Alex today on LinkedIn today.

www.salesdevunite.com

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Gen A.I. has officially taken the B2B SaaS space by storm.

Come join us as we interview Eric Quanstrom, CMO at CIENCE on how sales and marketing are leveraging AI technology to sell better today.

Key takeaways include:

• What does Marketing do?
• How does Marketing support sales?
• How new reps can leverage AI today to ramp and sell better?

About Eric Quanstrom:

Eric is the CMO at CIENCE, a lead generation software and services company. With over 20 years of experience in marketing, Eric has held leadership positions at companies like Logitech, Pipeliner CRM, and KiteDesk.

He has helped CIENCE achieve significant growth and recognition, including being listed on the Inc 5000 four times in a row.

He also provides advice for those looking to pivot into marketing and emphasizes the value of specialization and excellence in a particular area.

Visit www.cience.com today

Connect with Eric on LinkedIn here.

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Are you a B2B Sales Professional who's tired of logging notes into your CRM?

How about pulling up battle cards during a disco (discovery) to compare and contrast against your competitors?

If so, you're in for a treat!

Introducing Attention, your GTM wingman that auto-logs your CRM in real-time. Fully customizable, you can input any methodologies to your liking including MEDDICC, MEDDPICC, N.E.A.T. and etc.

In this episode, we interview Conor Kline, Attention's Sales Director as he shares the new concept of B2B Selling by leveraging generative A.I.

Conor also shares the story of how Attention was born and shares some valuable advice to reps on how to get ahead of the game during this modern shift.

Sales Professionals leverages Attention to save time, win more deals, ramp reps quicker, and focus on what's important; the customer.

100% selling.

Connect with Conor Kline on LinkedIn here

www.attention.tech

Support this podcast: https://podcasters.spotify.com/pod/show/jtlieu/support

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In this episode of the 1UP Revenue Podcast, we feature Adam Jay, a seasoned GTM (Go To Market) sales leader in the SaaS industry. Adam has over 20 years of experience and has held various leadership roles in sales, including CRO, VP of Sales, and is currently the CEO of Adam J Consulting.

Adam shares valuable insights on leveraging AI in sales, his personal journey from medical device sales to software sales, and the importance of work-life balance in the face of "hustle culture."

Adam also emphasizes that AI is not a magic solution but can be a valuable tool when used strategically.

Here are the key points he discusses:

1. AI's Role in Sales: Adam highlights how people are leveraging AI in sales and its potential to increase sales efficiency.
2. Limitations of AI: He cautions that AI is not a silver bullet and won't solve all sales problems or guarantee overnight success.
3. Proof of Concept and Sales Engagement: Adam discusses the use of AI in proof of concept and its integration into sales engagement platforms.
4. Email Personalization: He acknowledges the limitations of AI in achieving personalized email communication.
5. The Return of Cold Calling: Adam explores the resurgence of cold calling and the importance of differentiation in sales approaches.
6. Potential Job Displacement: He touches on the potential replacement of certain roles by AI and advises job seekers on breaking through the noise.

This episode provides valuable insights for GTM SaaS Sales Professionals looking to understand the benefits and limitations of AI in sales and how to leverage it effectively.

Connect with Adam on LinkedIn

Support this podcast: https://podcasters.spotify.com/pod/show/jtlieu/support

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If you're a new or a tenured rep in the SaaS game whos' trying to fast track their career, one of the best ways to do so is to have a high-value mindset.Being high-value isn't just performance-based, it's helping others and doing more than what you're paid for.In all the roles I ever held, I've always opted in to do more.To help those around me, both professionally and in life.This has taken me far and with this drop, I hope it'll take you too.Stay hard!-Jax--- Support this podcast: https://anchor.fm/jtlieu/support

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Summary/Abstract

Chris Watson is the founder of Craft and Compel, an organization that helps business leaders engage high-value audiences through storytelling.

Chris believes that every communication is a story and that by understanding this, we can shift our brains to see the events in our lives as potential stories. This allows us to take ownership of our story and earn the right to tell it.

The power of storytelling is essential in order to engage an audience and make sure they remember who you are.

Chris started telling stories when he was eight years old, and he would act out different characters from movies and TV. As he got older, he started telling his own stories, and he would pretend to be someone older in a different life.

This power of storytelling has followed him throughout his life, and he has used it in every sales job he's ever had. Chris talks about how, as a young boy, he would often play pranks and tell stories inspired by the character Dennis the Menace.

He would use this as a way to get out of trouble with his family, and as an executive, he uses this same technique to stand out and make an impact with his emails and phone calls.

Key Takeaways:

• How to use the power of stories to accelerate your sale
• How to properly craft and tell a compelling story
• How to position the power of stories

To learn more, please visit www.craftandcompel.com

Connect with Chris on LinkedIn

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Summary/Abstract

Richard Harris is the owner and founder of the Harris Consulting Group, as well as the co-founder of Surf and Sales. He is also a five-time AAiSP Top 25 Most Influential Inside Sales Professional two times Salesforce Sales Leader.

In the podcast, Jax and Richard discuss the early stages of SaaS startups, and how Richard is able to help them grow.

They also talk about the importance of microdoses in the sales process, and how they can help keep top of mind for potential customers. Richard is a sales trainer, startup adviser, and trusted sales professional. He has always wanted to be in management and sales, and he started his company about ten years ago based on a startup he was working for.

Richard describes how he teaches sales reps how to earn the right to ask questions, which questions to ask, and when to do it from a sales training perspective.

If you're an upcoming Account Executive, this is an episode you don't wanna miss.

Key Takeaways:

• Upfront Contract
• Sales Methodologies
• Mental Health

Connect with Richard Harrison on LinkedIn

https://theharrisconsultinggroup.com/

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In the conversation, Shawn describes growing up in the San Francisco Bay Area and then moving to Dallas, Texas for the past five years.

He talks about how he became a BDR (Business Development Representative) and how he has gained valuable experiences from this role.

The speaker discusses his move from San Francisco to Texas, and how it has changed his life. He talks about how he got into sales, and how it has helped him in his career.

He talks about how business development and self-development have changed his life, and how they can help others. Shawn also talks about how he got into sales, he was laid off from his previous job and found a position as an SDR at Vanilla Soft.

He talks about how the company is much smaller than Salesforce, but he learned a lot about sales engagement platforms and CRMs.

He also talks about how he is a BDR lifer and how the role is the same to him as an SDR. The term BDR Lifer was coined by a salesperson in order to change the stigma around entry-level sales roles.

They believe that the skills and experiences gained from being a BDR are valuable and can be used throughout an entire sales career. They also believe that everyone in an organization, from the CEO to the intern, should be respected.

Highlights:

• How Sales Development changed his life from homeless to owning a house
• Grit and Passion is all you need to succeed
• It's okay to be vulnerable

Connect with Shawn Kipnis on LinkedIn

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In this #powerteamshorts, Ryan talks about giving back to the community, sales community, and mental health community. 

The importance of remembering to refill your cup was also discussed.  The speakers discuss the importance of taking care of oneself, both physically and mentally, in order to be able to give to others. 

They also talk about the importance of networking, personal branding, and taking the initiative to reach out to people in leadership positions.  

The speakers discuss the importance of personal branding and offer advice on how to make oneself stand out. They emphasize the importance of being helpful and intentional in one's interactions with others, in order to build relationships that may be beneficial in the future.

This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

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Meet Jeff Ignacio, a respected Revenue Operations Leader in the early-staged SaaS space.

Highly strategic and analytical, Jeff started off his career early on as a Business Analyst at Accenture.

Worked his way up the ranks including Google and AWS. Currently servicing as the Head of Sales Operations at Forethought, he is an advisor for Scratchpad, Sonar, Everstage, Sonar and Webstacks.

He is the host of The Revenue Architect Podcast and creator of the RevOps four pillars known as “PEAS” (Process, Enablement, Advisory, Systems).

Key Takeaways: - [ ] What is RevOps? - [ ] Why is RevOps important? - [ ] How to RevOps?

Bonus: The Architect Podcast

Connect with Jeff:

https://www.linkedin.com/in/jeffbethechange

This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

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In this power #shorts, Ryan and Jax talk about the importance of finding your Power Team.  

Have you ever wanted to do something extraordinary or shared a bright idea only to be shot?

If so, you should reconsider who you spend your time with.  

There's an infamous quote "you are the average of the 5 you hang out with" and boy is that true.  

Now that Jax's podcast is starting to gain traction, those who said it was nothing from the beginning are now wrong.

BONUS:

• SDU Academy Landing Page

This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

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Meet Daniil Krets, Senior Manager of Global Sales Development at Esper.io. Esper is an Android DevOps platform made for dedicated android devices. IT, Engineers, and DevOps Teams rely on Esper to help scale, grow and manage their Mobile-Device-Management (MDM) program.

Born and raised in Western Europe, Daniil relocated to the Pacific North West in early 2016 to pursue his dreams in tech. Upon picking up his first true prospecting gig as an Account Development Rep (ADR) at Skillar, he quickly rose up the ranks as a top performer ranging anywhere from 120-170%+ to plan.

After building a lead generation team from scratch at Aduro, a human performance SaaS company he was able to find his home at Esper.

As of today, he is one of Tenbound's founding Plus Members, Co-hair of Pavilion in the SDR Leadership Channel Segment, and a respected Sales Development Leader in the space.

Key Takeaways:

• LinkedIn Prospecting
• Overcoming Objections
• The Art of Asking for Feedback
• Leveraging Articles and Trends
• Speaking your prospect's Language
• Becoming a Subject Matter Expert
• Preventing Work Burnout

Connect with Daniil Krets on LinkedIn

www.esper.io

This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

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In this #shorts Jax and Ryan talk about the importance of white space. Inpsired by Stephen Covey, to live a happy and balanced life you must "sharpen the saw".  Heart, body, mind, and soul.  The Power of "I Am".

Ryan also shares some insights on how he got the ball rolling when it came to his very own SaaS company and perhaps maybe one day, you as well.

Bonus:

• Be Dynamic YouTube Clip

This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

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In this #shorts, Ryan walks us through his journey on the origin of Pause and how he and his Co-Founder Matthew Provins got started.  They talk about the importance of the end user's UI/UX experience to provide an easy-to-use and mobile-friendly app to dial straight from your phone and away from the desktop.

Pause is a mobile app-friendly user power dialer that helps accelerates calling straight from your phone, giving you the pleasure to make calls away from your desktop with integrations of taking notes and booking meetings straight from the phone.

www.dialpause.com

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In this #shorts Ryan & Jax sits down and reflect on the long journey they've been on together.

From SDR to AE and now a Co-Founder of his very own SaaS company called Pause, a power dialer that's made mobile-friendly and made to help reduce the risk of work burnout in sales.

Ryan and Jax also quickly chat about the failure of SDU Academy and how they're both happy to see other companies such as TrainYo and Ramped successfully fulfilled their vision when it comes to breaking people into tech without breaking the bank against the unethical predatory practices of ISA's (Income Sharing Agreement) costing people anywhere from 30 - 40K plus.

Key Takeaways:

• Mental Health in Sales with UNCrushed
• SDU Academy
• Power Team

BONUS:

• SDU Academy Hype Video

Visit Dial Pause Today

www.dialpause.com

This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

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Meet Travis King, a respected well known Sales Professional and Consultant in the B2B Early-Staged SaaS Space.

Travis is currently the Co-Founder and Chief Community Officer at Launch Point Labs, a startup studio and early-stage venture capital fund that helps entrepreneurs with the tools they need to launch, grow, and scale their next big idea. Co-Founder of Career Day, a firm dedicated to helping students and professionals narrow down their career path of choice, and producer at Syndicate Sounds, a New York & Los Angeles-based production company helping businesses break through the noise and grow through the art and use of music.

Travis started off his career on the rough side, although he made quite a few career transitions in his life it was a blessing in disguise. Through all the trials and errors, he realized there's a huge gap for those who are trying to find the right company they can call "home". Home is where you have true alignment. Home is where you can be yourself. Home is where you can feel safe. This is how you build a strong company and increase retention.

Come join us as TKing shares insights and actionable insights on how to properly navigate your career path in terms of frontline execution.

Key Takeaways:

• How to Narrow Down your next Career Path
• How to Position Yourself for the Role
• How to Land the Role
• Life and Business Philosophy
• Momma King's Life Philosophy

Connect with TKing:

• www.linkedin.com/in/travisandreking

This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

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It is with great honor and privilege to propose to you the brand new revamped 1UP Revenue Podcast, a podcast for cross-functional sales teams whether you're in Sales, Marketing, or Customer Success.

The original purpose of the 1UP Sales Development Podcast was to share best practices on how to become a Master at your craft when it comes to prospecting has now officially evolved into a professional sales networking podcast.

Come join us as we share stories with everyday frontline practitioners getting it done and letting you know if we can do it, so can you!

Here are all the intro beats since the beginning as this only proves just like in sales, it's always progressed over perfection.

ADDITIONAL RESOURCES:

• SDR-TV 📺

www.salesdevunite.com

Support this podcast: https://anchor.fm/jtlieu/support

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In this episode, Jax quickly shares his update and the reasons why he decided to retire the SDU Community, an first of it's kind online micro-managed GTM B2B SaaS Sales Community 100% focused on Top of the Funnel.

He also shares the positive impact that the podcast and the community had in tangent to others taking things to the next level he'd never imagined.  One of them is the mission of SDU Academy that has officially been fulfilled by other like-minded Sales Development professionals such as TrainYo and Ramped to combat the unethical practices of 30-40K (ISA's) income sharing agreement. 

Much love to:

-Jared Robin, CEO, and Founder of RevGenius

-Michael Gagliano, Founder, and Creator of SDR Nation

-Matthew Provins - Head of Trainer at TrainYo

-Josh Williams - Founder and CEO of Williams Business and Development, Sales Development as a Service 

Time Stamp:

01:15 7,000+ Downloads 

02:00 ADP MAD STATS

02:55 SDR BEAST

03:30 GTM from Scratch

04:00 Tech Stack Building

05:05 RevGenius & SDR Nation

06:10 Carrying the Baton

07:00 Entrepreneurship

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Meet Shawn Finder, CEO & Founder of Autoklose that has been acquired by VanillaSoft. Autoklose is an All-In-One Sales Engagement Automation & B2B Data Platform.

In this episode, Shawn sits down with Jax and shares his insight and strategy when it comes to building a SaaS start-up. It all starts with an idea, but where do you go from there and how do you get the word out?

Come join us as Shawn shares his Go-to-Market (GTM) strategy and that's to get your potential "buyers" invested early on, regardless of the price.

LinkedIn Bio:

Growing up as one of North America’s top tennis players, traveling around the world competing to be the next Andre Agassi, and being told at age 23 that I had to decide to try and become tennis professional or get an MBA and go down the education route.

I have always been an entrepreneur at heart. At age 24, I entered the entrepreneurial world and never looked back. I started out importing packaging from the Orient and selling it to top retailers in North America. However, knowing I always loved selling and list building, I founded ExchangeLeads in 2013 which helps companies build custom lists for outreaching new prospects.

In early 2018, I parlayed ExchangeLeads into my second start-up called Autoklose that is a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world to help save them save hours a day and automate the tedious tasks salespeople do on a regular day.

I have used my sales strategies over the years to:

• Bring ExchangeLeads from 0 to Breakeven in 5.5 months.

• Launch Autoklose with 3018 prospects ready to purchase before the product was developed.

• Fill sales rep’s calendars with an average of 38 meetings a week

• Increase his clients by over 300% month over month.

SPECIALTIES: Lead Generation, Sales strategy implementation, Sales coaching, Keynote Speaking, Bringing ideas to life.

02:15 SDR-TV

04:40 Ligh Bulb

05:20 One Umbrella

07:15 “You should be in sales!”

09:10 New York New York

10:45 Bad Data

14:20 Build a Community First

14:30 Progress Check

15:00 Build Together, Stay Together

17:00 Make it Risk-Free

18:30 The Power of Reinvesting

18:50 Whale Clients

19:15 Rogers in Canada

21:30 Advice from CEO of Drift

22:00 The “Charge Anything” Approach

23:00 The Power of Feedback

23:50 Have them Invested

25:15 Product Led Growth (PLG)

26:00 Team Word of Mouth

27:00 UI/UX (Drag & Drop)

30:20 Merger

31:45 Retention

32:00 “No one gets fired”

33:15 Acquisition takes time

36:30 Characteristics of Sales

38:40 Detec Coacabality

40:20 MVP

41:30 Fifty on Fifty

Connect with Shawn here

Try Autoklose today for free here

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In this exclusive last-minute bonus episode, Jackson sits down and reopens the mic for the first time ever since moving up to the Pacific North West.

He reflects on the failure SDU Academy (SDR Enablement Program) & White Pelicans (Sales Development as a Service) and how it led to his success today.

Starting with talent sourcing using the Top Funnel best-practice methodologies to now working at a start-up, he's now on his way to massive success.

Come join us as he shares his insights and strategy of what it takes to be an Elite Prospector.

From prospecting with three Sales Engagement Platforms (Salesloft, Outreach, Apollo.io) running concurrently to tracking your own numbers, Jackson shares how he pushes through barriers when times get tough, regardless if it's a brick wall or not.

Please note this episode was specifically recorded to share a story of how you can hit rock bottom and launch sky high.

You do not need a college degree to be successful in life.

Although it took Jax 10 years to get his undergrad, what got him to where he's at today isn't his school creds but the ability to see the end goal before it even started; high up in the tech sales space.

Despite all the external factors and negativity that he's been through, he always pushes forward, and if he can do it, so can you.

Aim High, Dream Big, and never let anyone talk you out of your dreams.

"In life, you will always be judged. Despite the way you look, talk, walk or act, it doesn't matter. The only thing that matters is the things you're doing today to become a better person than you were yesterday." -Jax

• 01:50 RZ Consulting
• 02:11 Veteran Salute
• 02:45 Always Stay Hard
• 03:15 New Beginnings
• 03:45 Manual Processing
• 04:40 Niko Hughes
• 06:55 Plant Daddy
• 07:30 12 Rules for Life
• 09:35 Door Dashing
• 09:55 You Will Always be Judged
• 12:30 The Challenge of Sales Development
• 15:05 I Need To Be Alone
• 15:30 Jordan B. Peterson
• 16:15 Michael Elliot
• 17:00 Vouris Love
• 18:00 Thank You Leo
• 19:30 Irony of Sales Development
• 20:20 10KStrong
• 23:03 Go Big or Go Home
• 23:50 Petting Zoo
• 24:40 Members Only
• 25:17 Birdie & Cuong
• 26:00 Trusted Advisor
• 26:30 Mine Sweeper Analogy Approach
• 28:25 18 Carat White Gold
• 29:00 RIP Nipsey
• 29:30 WFH Game Strong
• 30:15 Elite Prospecting
• 30:30 Triggers
• 30:55 6% Dial to Connect Ratio
• 31:20 Daisy Chung <3
• 32:10 Breaking Through Brick Walls

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Meet Nikki Ivey - Sales Mentor, Sales Leader, and Co-Founder of SDR Defenders, a 4,000+ strong confirmed members of SDR/BDR's who's constantly looking for ways to either break into tech or level up their craft.

In this episode, Nikki shares her story of growing up in the projects of Dayton Ohio to how she became the Sales Development Sales Leader that she is today.

Nikki also shares some insights and streagy when it comes to finding the right company with the right culture and it all starts by asking the right questions.

From insurance sales to Co-Finding SDR Defenders getting acquired by Pavillion and now Sales Director at Assembly, life is good!

LinkedIn Bio: In a sales career that spans more than a decade, I’ve been the only Black woman on the team 99% of the time.

I never challenged that reality in any meaningful way while in those roles because I was afraid it would jeopardize my job or the camaraderie I wanted to have with my teammates. So I accepted the status quo that caused me to shrink myself, swallow pain, and laugh awkwardly at jokes that were not funny- jokes in which simply being black was the punchline. I did it because seeing so few people who looked like me or shared any measure of commonality with my frame of reference reinforced the feelings of not belonging that had always characterized my life in white spaces. I was coping, having accepted that this was just the best we could do as an industry and as a country. I felt lucky to be there and not really there at all.

But as my accomplishments and influence grew, so too did my confidence to take action. I’d started publishing content and building communities around the deeply held belief that attracting, supporting, and retaining diverse talent is a professional and personal imperative.

That got me here... and I guess it's what brought you here too. So let's work together on creating the inclusive, diverse respectful future that naysayers never believed in...and let's invite them along for the journey.

Connect with Nikki

SDR Defenders

TIMESTAMP:

• 02:00 Intro
• 04:45 Born in the Projects
• 06:45 SDR Defenders
• 07:25 Covid Job Loss
• 08:00 Respect for Sales People
• 09:00 How it Started
• 10:00 Never Forget
• 10:10 Josh Roth
• 11:20 Acquired by Pavilion
• 12:30 Culture is Everything
• 13:00 Inside Scoops
• 16:00 Ohio
• 17:17 Culture Shock
• 19:00 Community Power
• 20:00 Sales Traits
• 21:00 The Power of Empathy
• 22:50 Racial Shock
• 23:45 Shoutout to Morgan Ingram
• 25:00 Community Engagement
• 25:30 Lead with Content
• 26:00 Kyle Coleman
• 27:50 Asking the right questions
• 29:40 Content & Strategy
• 30:25 SDR Interview Questions
• 30:50 How they Say It
• 31:40 Follow Through Questions
• 32:45 Skill Gaps
• 33:00 Investment Powers
• 34:40 Diversity
• 36:00 SDR High Demand
• 40:40 Think Big
• 41:50 Industry Why
• 45:00 Common Mistakes
• 46:30 Career & Culture
• 47:20 Personal Branding Cross Section
• 50:00 SDR Acceleration
• 50:45 Don’t Be Afraid
• 52:45 Black in Tech
• 57:17 Be the Pipeline
• 01:01:00 KD Love
• 01:02:00 Sisters in Sales
• 01:05:00 Scott Leese
• 01:08:00 This is One Love
• 01:10:00 Advice for the Youth
• 01:11:30 Don’t Shrink
• 01:14:15 Mico Aggression
• 01:15:00 RIP DMX
• 01:16:00 WRAP UP
• 01:17:00 Assembly

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Meet Chris von Huene, a long-term acquaintance turned friend. Currently serving as the Director of Sale at Prodigal, he came from a financial analytics background to outside B2B copiers sales to now SaaS.

Chris is a truly born hustler when it comes to sales. Starting off as an analyst, although he was good with numbers he quickly realized there was something bigger waiting for him in life.

That something bigger is Sales.

We live in a world now of instant gratification. Everybody wants things overnight. No wait, no work, just now.

Although this sounds nice, this isn't always the case.

So if you're a brand new SDR/BDR, how do you attack failure?

What do you do when sh*t hits the fan?

The only way to push forward is to Think Big.

BIO:

My Life’s Purpose:

1. I will smile often and laugh deeply while always retaining a child-like mentality of fun and wonder

2. Staying true to myself and my values will allow me to make a positive and sustainable impact in as many lives as possible

3. Remaining present in the moment is my daily promise to myself

4. Making this world a better place before I leave, thus creating a ripple effect that’ll outlast my physical form, is my mission in life

5. Always remaining open and curious because every day is an opportunity to learn, this is my daily task

6. I shall share my stories with others and be inspired by the tales we tell

My intent is to build long-term mutually beneficial relationships as I assist you in navigating the challenges you’re facing.

Fingers crossed that you have an adventurous spirit and are willing to join me on this journey!

Connect with Chris:

www.linkedin.com/in/cvonhuene/

• 03:00 When you’re wrong, you’re wrong.
• 04:45 Brief Intro
• 06:30 “I’m blessed.”
• 11:50 How I got into Sales
• 12:40 Packed my bags
• 13:20 Great Leader
• 13:45 “I don’t think Finance is for you”
• 14:20 Marketing -> Sales
• 16:16 “I had zero mentors”
• 16:50 We pay too much attention to external factors
• 17:40 Series fo failures
• 19:00 Pull the negative weeds
• 20:40 I don’t do Plan B
• 21:00 Don’t complain
• 21:20 Top 10%
• 21:45 Good enough ain’t gonna cut it
• 22:50 Earn the Right
• 23:30 Instant Gratification
• 25:00 Reset your Expectations
• 26:05 The SDR Role
• 30:15 Cold calling is not dead
• 32:20 It’s your job to find which channel works best
• 35:55 Emailing off-hours
• 37:10 Xerox in the Pandemic
• 37:55 Selling Copiers is hard
• 42:20 Be a person of Value
• 43:00 The Power of Referrals
• 44:00 “Always Be Closing”
• 44:20 Do it for something Bigger than yourself
• 45:40 When they see success, you’ll see success
• 48:40 Don’t post to post
• 49:25 Do your job
• 49:50 Don’t get lost in your social media
• 52:00 Balance your work
• 52:20 LIVE COLD CALLING ROLE PLAY
• 53:13 ACTION
• 53:20 Cold Call Permission to Pitch
• 53:27 Cold Call Issues & Validation
• 53:48 Cold Call Curisoiusity Spark
• 53:50 Cold Call Objection #1
• 53:53 Cold Call Value Prop
• 54:00 Cold Call Reloop to Drop Guard & Open the Conversation
• 54:30 Cold Call Active Listening & Empathy
• 54:55 Cold Call Discovery
• 55:20 Cold Call Meeting Closed with Next Steps
• 56:45 WRAP UP

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Meet Annie Roche - a young-born hustler starting as young as selling girl scout cookies to tech sales.

Growing up she always wanted to be a doctor, Peditraitician to be exact. Young and ambitious, she always had an entrepreneurial spirit with a burning desire to succeed. After finding massive success in tech sales and hunting whales as an individual contributor, she knows to find her passion in giving back in a sales leadership role.

Come join us as she shares her story and how to push forward when it comes to beginning females in sales.

• 01:58 Tom from Dealpoint.io Shoutout
• 02:56 Planting the Seed
• 02:55 Brief Introduction
• 03:00 Attentive
• 03:40 LeadIQ for 4 years
• 04:45 Mini pitch
• 05:31 Car insurance
• 05:40 Annie’s Background
• 06:00 “My story”
• 06:10 “I wanted to be a pediatrician”
• 06:25 “Medical Field wasn’t right for me”
• 07:07 Negotiation
• 07:39 “I wanted to have an entrepreneur with a solo mission”
• 08:05 “I realized sales was gonna give me this opportunity
• 09:00 Girl Scout Cookies
• 09:30 Godfather inspired
• 09:45 Role Model
• 10:14 Glittery Stars
• 10:35 Shoutout to Jeremy Leveille
• 11:11 New Hamshere to LeadIQ
• 11:25 Reset
• 11:40 Shoutout to CEO at LeadIQ
• 12:00 Started off as an SDR
• 12:12 “I knew I wanted to be an AE”
• 12:15 “I negotiated with the CEO if I hit a 100 Opportunites, I'd get promoted to AE”
• 13:40 Get it in writing
• 14:20 Only female SDR on the team
• 14:40 Only AE on the team as well
• 15:09 “Let’s just be great!”
• 15:39 Never put yourself down as the only female in sales
• 16:55 Advice for Females who wants to be an AE
• 17:12 Don’t overthink it
• 17:20 Focus on being the best
• 17:30 Advocate for yourself
• 18:00 In a role, men will..
• 18:10 Be confident
• 18:20 Reach for things you want
• 19:40 Celebrate your wins and do it publicly
• 19:50 Share your success and wins
• 20:20 This was awesome and this is why
• 20:50 Teach everybody around you
• 22:24 Leadership
• 22:30 “I was always a leader”
• 22:50 Closed the Whale
• 23:15 “After hunting the whale, I wanted something new
• 23:50 Promotion
• 25:00 Whale Hunting
• 26:30 Reach out to me
• 26:48 Advice for female in sales
• 27:00 Don’t let anything stop you
• 27:14 I’m prescribed in Medicine
• 27:39 Sky’s the limit
• 27:46 Make more than doctors in tech sales
• 27:50 Go for it

Connect with Annie: www.linkedin.com/in/annie-roche-8bb07899/

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Meet Vincent Matano, SDR turned AE over at Demandbase. Demandbase is a B2B Intent Data for ABM Marketers and Sales in the Tech Sales Development space.

Vin is Tenbound's 2019 SDR Beast Award Winner, the #1 Top SDR in the world. Grit, Passion, Hustle mixed with a Millennial Twist got him to where he is today.

If you're a new SDR/BDR to the game, take some notes and this will help you strive to the top.

About

I started off my sales journey in college, selling Home Internet & TV packages door-to-door. I can confidently say, no other job prepares you for the reality of sales like getting countless doors slammed in your face mid-pitch.

Now, at Demandbase, I am a former SDR turned AE who's obsessed with creative prospecting and passionate about personal development.

During my day-to-day, I help B2B marketers and salespeople achieve their Account-Based Experience (ABX) goals. On LinkedIn, I make fun videos and help salespeople prospect more efficiently.

Outside of work you can find me in the gym playing pick-up basketball with friends, holding onto my childhood dream of playing in the NBA (which I'm starting to realize is probably long gone).

Aside from trying to make the pro's, I'm either on a run, learning how to cook, binging my favorite mob movies, or recording new episodes of my podcast, Project Growth!

Follow me on Twitter: @vinmatano

Connect with Vin: www.linkedin.com/in/vincentmatano/

Project Growth Podcast: https://open.spotify.com/show/5yjCBtoJW7OO0K5irHCKhw?si=bf5ea66308b04424

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After 3 years of hard work, dedication + patience, Jackson aka "Jax" has officially become an Established Top Funnel Revenue Growth Leader in the B2B Sales Development Tech SaaS space.

Wowing all the other hard hitters in the game, he brings in a new concept, philosophy, and thought process with the heat when it comes to Top Funnel Prospecting.

Jax was the first to ever introduce the Link Chart Analysis (LCA) approach, a framework structure FBI Agents tend to use when catching a serial killer. A game so strong, it even swooped the host Ashleigh Early off her feet.

Ashleigh is a Sales Development Thought Leader and Sales Leader in the space who shine lines on the minorities in the tech space.

Come join us as he shares his journey of adversity, thought process, and beliefs when it comes to Sales Development.

FULL YOUTUBE VIDEO HERE:

www.othersideofsales.com/episodes/jackson-lieu

LINK CHART ANALYSIS ARTICLE HERE:

www.salesdevunite.com/post/prospecting-to-enterprises-here-s-why-you-should-take-the-link-chart-analysis-approach-lca

Words from Jax himself:

"I was left wondering Why" "After getting let go twice back to back from my first two SDR gigs, I was left wondering Why. It wasn't until I became a Research Analyst at Tenbound (100% Top Funnel Consulting Agency) that things started to shift for me. I found out how things work, applied repetition after repetition, and became a Master at my craft. Now I'm on a mission to prevent others from going down the same route as I did because it was a crushing blow to my mental health."

-Jax

Jackson Lieu aka "Jax" is a Top Funnel Sales Dev. Strategist who lives and dies for the hunt. As an everyday frontline practitioner, he is also the host of the 1UP Sales Development Podcast, Digital Media Creator of SDR-TV, and Founder of SDU (SalesDevUnite), a private micro-managed online sales community of Sales Development Master Minds from across the globe such as the UK, India, Europe, and United States.

www.othersideofsales.com/

Hosted by Ashleigh Early

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A lot of people have been asking how'd I get to where I am today.

My journey for personal growth and self-development started in 2018 when I first discovered his content.

Here's the thing... there's a lot of ways to make money.

Money should never be the end goal, although it's nice and helps.

The keyword here is to become a person of value.

Find out what you're good at and double down on that.

Jack of All Trades, a Master of None.

Steve Harvey has an infamous saying that "Your Gift is the Thing You Do Best with the Least Amount of Effort".

Write things down and put them on paper.

Here are a few thing's that helped change my life and I hope they'll help you.

• Major VS Minor
• Movement VS Achievements
• Don’t let your Mouth Overload Your Back
• Always Do More than You’re Paid for
• Find Out How Thing’s Work
• Repetition, Repetition, Repetition
• Learn to Say No

I am blessed to be where I am today and looking back on where I came from, it's something I'd never imagine I'd be 10 years ago.

When I visit his grave in March 2021, it was one of the most astonishing experiences I've ever had.

Thank you, Jim Rohn, may you forever rest in peace. 

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Meet Tito Bohrt, CEO & Founder of AltiSales.  AltiSales is an Outsourced Sales Development as a Service Agency that's been in the game since 2012.

Tito and the team have been pushing for remote roles since 2012 and when he brought this up to the world, everybody laughed at him.  After COVID, many companies expired issues with running a collobraotaeve remote team.

Tito has been ahead of the game and actually coached many teams on how to run an effective remote sales team, let alone track their work and make sure the reps are delivering on their promises.

Tito is also an Angel Investor for Marpipe, Orum, Styra, Candex Inc., QuataPath, Kylie.ai, Verdigris and Piio Inc.

In this episode, Tito shares his love, passion and Why behind Sales Development.

www.altisales.com

Connect with Tito here:  https://www.linkedin.com/in/titobohrt/

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In this exclusive yearly collaboration, we meet with Mateo Elvira, CEO, and Founder of Elvira Media and Host of the SalesDevSquad Podcast.   Mateo is an SDR turned Enteprenuer.  He found his gift in terms of media and digital productions.  Mateo has served noted logos such as Paramount, CHR, and The Young Group.   Jackson and Mateo both met in early 2019 when they were both just starting off as SDR/BDR's and quickly connected off in terms of common ground.   In this episode, they talk about the importance of personal branding, how to start a podcast and grow as a professional in sales.   "To grow your job you must also grow yourself.  One way I found that helped was starting a podcast to interviews others to pick their brain, and I see that's what you've been going as well Jax, is that right?" -Mateo Elvira   Connect with Mateo here: https://www.linkedin.com/in/mateoelvi...  Elvira Media HERE: https://www.elvira.media/

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Just because you're blind does not mean you can not see.  For some, you can see more than others.  Meet Martin MacArthur, Sales Professional, Entrepreneur and CEO & Founder of The Outbound Sales Guy.

Martin is blind but that doesn't stop him from pushing forward in sales.  When on the phone, he has one of the most skills that's hard to master which is Active Listening.  When the prospect feels they're being listened to and in common ground, the conversation is 20% more likely to convert.

When eyes meet the ears in sales. 

Connect with Martin here:

https://www.linkedin.com/in/the-outbound-sales-guy/

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Ever wondered what it takes to Master the Art of Story Telling?  

Welp, today's your lucky day.  

Meet Arthur Jones, 20+ years Sales Professional, Business Strategist, Brand Story Architect, and the CMO of The Art of Inbound Marketing, LLC.

Arthur brings years of experience and has a unique approach when it comes to building human relationships.  

Oftentimes people to too busy and fused in todays' technology and social media but Arthur has a few tricks up his sleeves when it comes to having people remember you.  

Come join us as he shares some insights on what it really takes to become a Master Story Teller.

Connect with him here:

https://www.linkedin.com/in/artjones1/ 

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In this episode, Jackson share's the "Why" behind dropping Rise Up & Wise Up along with sending a final note to the person whom he once loved dearly. 

"I'll always have love for her, I'm just not in love with her."

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This track was made to bomb on everybody who's ever looked past me along with my 6th-grade teachers who said I'd never go anywhere in life.

Lyrics:

2014 was when I met the White Demon

One hit hooked off the it bat got me feelin'

It quickly wrapped its arm around me then got me creepin'

Made a dent in my Mental Health and found myself staring in the mirror screamin'

7 dubs to the nose straight bleedin'

7:00 AM was the time to start sleepin'

Killing me softly got others asking what you doin'

Went so hard almost stopped breathin'

Enough was enough, it got me feeling Blue

Had to man up and go face to face and ask What it do

What’s done is done, the only way to push forward is to be on the move

Late Nights, Late Binge, it's time to hit the Snooze

Did the best I can to make things Right

Some were receptive some was not and that's Alright

Some forgive, some forget That's just Lyfe

I put my right hand to God for not letting me Die

Took many bold bets family thought I was Crazy

Closed my first contract and made 10G'z Baby

No-Risk No Reward, Vouris is the Label that pays me

$Y - Lights Out is the track on Replay

After 3 years - Finally making moves in the Tech Game

The only one keeping it Real sharing true stories on LinkedIn

Straight Blunt, All Facts No Shame

Shedding light on the struggles that us Asian Americans had to Face

To my childhood "best-friend" I Thought we were Tight

What you said to me hit me by Surprise

But now I see right through you with Full Clear Eyes

You never cared even when you saw me Cried

I never Dubbed you and always treated you Right

But you forgot where you came from and now I’m Cuttin' Ties

All along you just wanted to me Lose'

You violated the G-Code when it comes to Staying True'

I was the only one who showed face when your dad passed too Soon

And when I needed you most you left me in the Shoe

You threw dirt at me but one thing you didn't Knew

It was fertilizer, mixed with my tears and light at the end of the tunnel that made me Bloom (photosynthesis)

Shoutout to mah boi Ty for never Looking the other Way

Was hurt in January, yet you still told me to Stay

Hugged me, tears dropped affirmed me there'd be Better Days

One Love to my boy from 6 grade Jose (Mirandez)

Fierro Big Bad Stanton - Alpha Cube Quefalia (Theo Lacy Facility Roll Call)

G'z up Foes down

Only true Blood Sticks around

Middle fingers to the Air like you just don't Care

I’m the Bullet in the Night

I’m the Eagle in the Sky

I’m the kid you said that would never go anywhere that’s now on the Rise

Come Test, Drop the Rest

I Only Rock with the Best,

Finally made it out the Hood Son

Goodbye Orange County, Hello Pacific North West

RIPDoebee #RIPGeo #RIPGeorgie #RIPTrixtah #RIPGrandma

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There's a lot of stigmas when it comes to learning about how Asian Americans grew up in America.  

The typical stigma is you live in a nice and wealthy house, you're good at math and you get good grades.  

Well on your way to either becoming a Doctor or lawyer.   

What America doesn't see is the other side of Asian Americans.  

The Hood Side, The Dark Side, the Side where you have to stand up for yourself or else you'd get picked on.  

The purpose of this episode is to shed light on what's it really like growing up as a 90's child who is a firstborn Asian American with parents who were immigrant refugees.  

If you fit in this bucket, chances are you'd say "Yes, I went through this myself" or "No, but I know somebody who did".     

AsianAmericansinTech #SaaS #SalesDevelopment

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This Sales Development Rap song is dedicated to Phoenix Nguyen, a friend who tragically passed at such a young age in 2008.

Gone but never forgotten.

May you forever Rest in Peace.

Lyrics: Research, Retention, Recall Strategic Outbound Prospecting is how we Ball

Multi-Channel Engagement Sequence harder than Pavement Always follow through and be Resilient Take the prospect Down a Vortex Keep them anticipating asking "What's Next?" Approach is the Link Chart Analysis Get them to smile and say your Outreach is the Best That's how you'll separate yourself from the Rest RIP Phoenix (2008)

CA Strike 1, 2, 3 and you're out Make sure your prospect knows you prior to  Reaching out (ABM Content Strategy) Always Stay True, Always Stay Sound, Best watch who you follow and hang around Some Content Creators out there are Faker than Zoom's Virtual Background

I'll stamp it here to let ‘em know I'm one of the realest person you'd ever get to  know A hood dude that made it to the tech game yo Snap-back, hat-back, Jack Purcells G-Code

Faced many Adversities Didn't matter ‘cuz I still Graduated at a University

2.2 GPA Still don't care what others say ‘Married to this Game, Sales Development & Strategy All Day

Shoutout to Mentors Jack Chris And Larry Without y'all I wouldn't be here and I mean it Sincerely

Hate It or Love It, the underdog's on top And I'm gon' shine, homie, until my heart stop Go 'head envy me, I'm Sales Development's M.V.P. Was gone for 6 months but now I'm back And I ain't going nowhere so you can get to know me

Hey 6 Sense, Mural, Spendesk, I heard y'all hiring Will you give me a shot if I keep on applying?

www.salesdevunite.com

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Meet Billy Be, an Asian American who started in retail sales that made it into tech.  Currently serving as an Enterprise BDR over at People.ai, Billy helps companies increase revenue per rep & alignment of GTM teams.

Billy is a hardcore hustler, he has grit, passion, and a motive to work his way up the ranks.  He is a founding member over at SDR Nation.  His approach is to always be learning and always be giving.  To dive deep like a doctor, have a genuine conversation with the prospect, and convert them into people.  To chat, find common ground, and push for the next steps.  

Billy is definitely somebody to keep an eye on as he's a quick upcoming future Account Executive.  

Connect with Billy here:

https://www.linkedin.com/in/billy-be/

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People, Process, and Systems are her main three.  Meet Charissa Jones, Sales Professional, and Advocate for Women in Sales and a mother of two beautiful kids.  Charissa didn't start off in sales, she actually started in Financial Services at Regions Bank.  Worked her way up the ranks as in terms of Business Development to Director level at TrindGroup.  She then worked her way up into Director of Sales over at Chispa House and is now making moves to the next gig.

Some of our favorite lines from her are as followed:

"Always know who you are and show people who you are."

"People buy who you are and don't be the connect and pitch."

It's not a person, it's all about relationship building" - Charissa Jones

Connect with Charissa here:  https://www.linkedin.com/in/charissamjones/

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Meet Sean Kawaguchi, ISV & Embedded Platform Partnerships at Workato,  a proud son dedicating his career to his beloved father, Mental Health Advocate & Golfer.  Like most Asian Americans, Sean actually started off working as an Accountant.  

Crunching numbers and analyzing data from the top down.  He quickly realized that he wasn't happy and with the guidance of his father Glen, was able to point him in the right direction.  Sales - Tech Sales that is.  

Sean started off as an Account Development Rep over at LeanData, an enterprise Revenue Ops solutions that help companies streamline their line of work in terms of account matching and routing.  Sean quickly climbed up the ranks as he was surpassing quota quarter after quarter.  

He recently went through one of his darkest times, losing his father Glen Kawaguchi, then his Grandnamother just a month after.  Come join us as he shares his story and insights on how to push forward when things start to crumble.  

Sean, thank you for being a voice for many of us Asian Americans in the tech game, we appreciate you!  

Connect with Sean:  https://www.linkedin.com/in/seankawaguchi/ 

For more go to www.salesdevunite.com

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Introducing the God Father of Sales Development, Ralph Barsi, VP of Global Inside Sales at Tray.io Tray.io helps large enterprises integrate their entire stack with the leading general automation platform so they may do more, faster with clicks-or-code. Ralph Barsi is no stranger to danger when it comes to sales.  He got his true taste of sales when he was a kid delivering newspapers to people's doorsteps.  Thanks to his Grand Father (also named Ralph Barsi), a teamster in San Franciso who drove trucks to deliver goods to businesses.  His grandfather, RB would often pick up Ralph during lunchtime and introduce him to the merchants.  Ralph picked up the back end fundamental of conversation flow, building rapport, and how he would make people laugh at first sight at a very young age which helped him got to where he is today. R.I.P. Ralph Barsi (Grandfather) Come join us as Ralph shares his insights and strategy of what it takes to Line Check your System and work strategically when it comes to approaching scored leads. -Source of Lead:  Is it a High or Low Probability? -Score of Lead:  What's the score? -Status of Lead:  What's the status? More of Ralph Barsi's work:  https://ralphbarsi.com/ Connect with Ralph:  https://www.linkedin.com/in/ralphbarsi/ Want more content?  Go over to www.salesdevunite.com

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Allow me to reintroduce myself:   My name is Jackson Lieu and I am a Top Funnel Revenue Growth Leader, Content Strategist, Podcaster, Blogger, and Community Leader of SDU. I'd like to take this time and truly thank everyone and anyone who stood behind me during my dark times earlier this year.  It was one of the hardest and most challenging things I've ever done in my life. It's one thing to better yourself but another when it comes to changing habits.  I'll be honest, it wasn't a smooth ride.  It was an uphill battle roller coaster and definitely a lot of relapses involved. Through a series of events, I can now say I'm now officially recovered, recharged, and revamped! As human beings, we will ALWAYS be chasing that high otherwise known as dopamine.  To beat it, you must replace it with something else. For me it's high endurance training, as an avid runner I'm now a cyclist and soon-to-be swimmer.  Training Tri-Athlete to hit the triathlons in the upcoming years. Want to read the whole story? Check out the blog here. www.salesdevunite.com

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Dear Friends and Family,

It is with my sincere regret to inform you that I have been battling addiction for a few years now.  Drugs and Alchohol.  As I tend to grow and evolve, this addiction grew and evolved with me.  However, it's now gone too far and I've taken the first step to make things right.

To my friends and family, I let you down.  To all the SDR/BDR's who follow me, I've let you down.  To myself and for the most part, I've let myself down.  

As I begin this journey of help and recovery, I will now take a break from content creation.  Thank you to all of those who've supported and see me no difference.

See you at the top.

All the best,

Jax

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Scott Barker is a true gemstone in the Sales Development world. Pure grit and hustle, he failed his way to success. Things weren't always sunshine and rainbows for Scott but he always knew that if he kept getting up, failure after failure to head towards his dream that one day it will come true. Indeed it did.

Scott was way above everyone in his time. When he picked up his dream role over at Sales Hacker, he did everything he possibly can do and treated the application as if it was a sales process. He was competing against other sales professionals with experience at large tech companies such as DocuSign and SalesForce just to name a few.

Come join us as he blesses the 1Up Sales Development Podcast to show some love and share insights on how to get the job done.

About Named a “Top 25 Sales Leaders You Should Get To Know in 2020” by Crunchbase.

Currently, the Head of Strategic Engagement at Outreach.io, oversee revenue at Sales Hacker (acquired in 2018), host of The Sales Engagement Podcast, author of The Forecast newsletter, and head of the Vancouver Chapter of The Revenue Collective.

Outreach is the #1 sales engagement platform in the world that will help make your team a revenue-driving machine.

Sales Hacker is the smartest community of B2B sales professionals on the planet. We help sales professionals get better at their job by doing it smarter. Outreach acquired Sales Hacker in 2018.

The Sales Engagement Podcast is where you can listen to tactical advice from some of the best sales & marketing pros across all titles and industries.

The Forecast is a weekly newsletter that helps you stay ahead of the curve by learning about future best practices that drive growth. Subscribe for free: https://theforecastnow.substack.com/

Our chapter of the Revenue Collective is an invite-only, private community of the best sales and marketing leaders in Vancouver.

My personal outlook is pretty simple:

I would like to spend my life solving interesting problems with interesting people.

And I want to help as many people along the way as I can.

Love > Fear

Twitter: @scottbsales

Insta: @scottybarks

www.saleshacker.com

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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If you're in the Sales Game, you already know MIngram. He's my top #1 Favorites when it comes to Sales Development content. Everything he does is solid. He practices what he teaches. As an SDR Lyfer himself, he's in it to win it and he knows that to truly win in life it's all about giving back.

About I have been very fortunate to be named a back to back LinkedIn Top Sales Voice in 2018 and 2019, and 2020 and named a Top 25 Sales Development Thought Leader. The crazy part about all of this is that I never wanted to create a personal brand in the first place because I was afraid of what people would think of me. 😅

Through my journey though, I have been able to overcome that fear and step into my calling. 🗣

Now, I am a sales rep 💼 who happens to be a sales coach and trainer that coaches sales teams how to use modern-sales techniques that bolster pipeline, leverage social media, schedule net new accounts and cold call with confidence. 📞

I am the host of the podcast and YouTube Channel called The SDR Chronicles, with more than 100 videos providing SDRs and sales reps with motivation, advice, and tactics for their sales journey.

My work has been featured in Forbes, Sales Hacker, the Hubspot blog, and the Harvard Business Review.

As my journey continues, I have been blessed with the opportunity to work at JB Sales Training where I am learning from one of the world's most renowned sales trainer in John Barrows and learning something new every day.

For those who want to level up their sales reps and organization:

https://jbarrows.com/

WHAT I DO:

• I post content daily on sales, sales development, millennials and prospecting best practices

• Train SDRs/BDRs and AEs on how to break through the noise

• Evolving our content at JBarrows Sales Training to stay current in the modern sales world

• Teaching others why personal brand and social media is important for the long term of your career (its how John found me)

CORE VALUES FOR SUCCESS: 🙏

1. Always seek feedback/guidance

2. Being organized within your role

3. Ability to Adjust

4. Ask the Hard Questions

5. Work hard based on the goals you have

My motto is "When you commit yourself to be persistent towards your sales goals, you will see the light at the end of the tunnel. Keep Dialing!"

When I’m not working away, I love watching sports, playing video games 🎮, watching movies and reading books. 📖

If you have any direct questions, please email me at 👉 morgan@morganjingram.com

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

www.bettergrowth.com."

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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It's tough right now, there are people who are still jobless and there are many still seeking their first SDR role. But what happens if you're giving it your all, all your might, all your strength, all your power, all your energy only to see it go down the drain?

Don't go down that rabbit hole. Join us as Chili Piper's SDR Manager gives you insights on what to do and what not to do. Break yourself, be different. don't follow the pack.

About You know when you get a lead from a form fill and now have to relentlessly follow up with this person to get them scheduled for a demo? Sometimes it can stretch out for days, even weeks and that’s if you manage to get ahold of them in the first place.

Or how about when you’ve got a qualified lead that you're ready to schedule a demo for but you’re lost trying to figure out which AE’s calendar to put it on? Is this person up in the Round Robin? Which territory is this guy in? Isn't this person on vacation?

If you or any of your reps have experienced these problems, I’m in the business of helping. Let’s talk! matthew@chilipiper.com

Connect with Matthew:

www.linkedin.com/in/matthewpaulroberts5/

Our mission: initiate positive & open communication in a non-intimidating way.

PEAR Cards are a tool/activity for family, friends, coworkers, in the classroom, or any social situation that initiate open and positive conversation with one another. Pass out the cards, read yours out loud and respond to it as openly and positive as possible. There is no right or wrong answer, we only ask that you participate.

PEAR is dedicated to the pursuit of positive connections and open communication. Our goal is to play a part in the pursuit of happiness by providing a safe, fun, and natural platform where people can come together and grow.

We want to help build personal connections. We want positivity to be more common. We want people to feel comfortable while expressing themselves. We want moments of vulnerability to be less intimidating. We want to encourage the pursuit of happiness.

PEAR is proud to donate 10% of our PEAR Cards profits to selected mental health organizations and join the effort to encourage mental health and promote positive psychology. Our beneficiaries are listed below:

Mental Health America - http://www.mentalhealthamerica.net/

Brain & Behavior Research Foundation - https://www.bbrfoundation.org/

American Foundation For Suicide Prevention - https://afsp.org/

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

www.bettergrowth.com."

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Introducing India's TOP SDR Manager, the one and only Rahul Wadhwa.

Rahul is one of a kind when it comes to Sales and Sales Development. His beliefs, his go-to-market strategies, and his learning style are one of a kind. Here he shares his story on how he worked his way up the ranks and what it takes to be highly adaptable.

About I am a millennial managing Millennials for a living.

My Story- I was in the right place at the right time.

Am I a born salesperson? As a kid, I was able to convince my Indian parents into letting me study how alcohol is made so I can make a living, get work at 17 as a bartender with no experience, convinced more than 30 companies to hire me in less than ten years. If sales is about convincing another person into buying your idea, then yes. I have made a few sales in my life.

Why Sales Development? Look around. Every SDR wants to become an AE and then Sales Manager. Everyone wants to build an outbound team without grooming people in this role. Few Sales managers handle sales development, and sales function both. What's the problem you ask? Please think of the best Chinese restaurant you like and imagine them selling Indian food too. I rest my case.

How does the future of Sales Development in India look like? - Bright. SaaS is growing in India more than ever, and I see immense potential in building a career in Sales Development. My vision for the next 2 years is to motivate more SDRs to take up a career in Sales Development and more people to take up sales.

If you are an #SDR, want to hone your skills and don't know where to start, look at this absolute free resource - https://bit.ly/3e14eCP

Checkout my new Youtube Channel- https://bit.ly/3cuo8pn

Looking to master the interview skills and get hired?- Download our book "Get Hired" (Link Below)

Looking to contribute to our next book "Get Promoted", DM me

Happy with the guidance I provided and looking for ways to treat me? 😎Here’s my wish list for 2021 https://amzn.to/2WJKJqR

Connect with Rahul:

www.linkedin.com/in/rahulmwadhwa/

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

www.bettergrowth.com."

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Jared is one hell of a Solutions Consultant. Young, bright, and highly ambitious he'll do whatever it takes to be successful. Jared started off at Chili Piper as an SDR.

He then moved his way up the ranks into CX, Product Expert, and ultimately Sales Enablement. Jared then soon realize he found his Ikigai and that's being a Solutions Consultant.

FactoryFour provides a manufacturing execution system for high-mix and highly custom manufacturers around the world.

As a Solutions Consultant, I help with assisting our sales organization in pre-sales activities such as RFI/RFP completion and technical demonstrations.

G2 crowd recognized FactoryFour as a high performing MES in the 2019 Fall, 2020 Winter, and 2020 Summer Grid Reports

About

I love leveraging the use of technology both personally and professionally. I have a passion for problem-solving, software and working with people.

Since beginning my career, I've become more and more intrigued by the Sales Process. I started off as a SDR before moving to Customer Success and Relationship Management before being promoted to a Sales Enablement/Sales Engineering/Product Manager hybrid role.

I’m now in a Solutions Consultant role which is a mix of all the areas of SaaS that I’m passionate about.

I'm a huge fan of supporting Sales whether it be in Sales Engineering/Solutions Consulting or in Sales Enablement. The Sales world is one that I'm extremely passionate about and I look forward to growing in.

My Specialties/Interests:

• Sales Engineering

• Solutions Consulting

• Sales and Marketing Operations

• Sales Enablement

• Salesforce

• SaaS Onboarding and Training

• SaaS Customer Support and Success

• Marketing Automation Tools

• Sales Technology

Connect with Jared:

www.linkedin.com/in/jiwexler/

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Introducing our next featured guest coming straight out of Barcelona, Alejandro Campoy, Sales Account Executive at Stealth Startup.

Alejandro is my good friend coming straight out of Spain. He is a millennial repping Millenials and a true go-getter. With the mamba mentality burning desire within his heart, he'll go down swinging no matter what.

That's how winners win.

BIO:

I’ve been passionate about sales and marketing for as long as I remember, with a focus on value creation. I believe in brands with a conscience, those who help create a better world.

Over the last 8 years, I’ve helped companies from various industries grow, ranging from small, local projects in Valencia funded with limited resources to big food-techs in San Francisco.

This exposure to different environments has shaped me into a versatile, KPI driven, team-oriented professional with a business development focused skillset.

I have two passions: NBA and fashion. Following my passion, I recently released my second clothing brand, inspired by my core values and principles, where I apply all the knowledge gathered during these years. You can check it out @unlimited__dreamers .

Specialties: 


SaaS | Digital Sales Development | Online Brand Building | Account Management | Prospection

Connect with Alejandro:

www.linkedin.com/in/alejandrocampoybea/

https://tenbound.com/top-3-skills-every-sdr-should-develop/

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

www.bettergrowth.com."

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Introducing Ben Smith, Team Lead of Business Development over at Reachdesk, a Direct Mailing Serice company helping people break through the noise at scale with personalized gifts. Ben is a true sales professional that everyone needs to keep an eye on.

He is also the Community Host of SDRs of London with over 180+ confirmed members. SDRs of London is an inclusive on-line community of London's most forward-thinking and innovative SDRs. We wanted to create a platform that gave Sales Development Representatives an opportunity to compare ideas, gain insight, and receive mentorship at their fingertips. Send me a message if you want to get involved!

BIO: I help Sales and Marketing professionals scale, automate, and measure physical direct mail sends through their CRM. I am passionate about bringing hyper-personalization and authenticity to the sales process to cut through the noise and add value to every conversation. Having previously worked in PR I have a true understanding of how this channel can help raise brand awareness, increase social exposure, nurture prospects, and retain customers.

Let's find some time to discuss creative campaigns that can help improve your sales cycle to generate more leads and win more deals. ben@reachdesk.com +447479007244 Connect with Ben: www.linkedin.com/in/bensmith1994/

This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com

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What do you do when you get let go from a company you put your heart and soul into? What do you do when you're left in the dark with no lights? What do you do when you think it's over when it's actually not? The answer is to push forward. Introducing our next guest Evan Carlton, Senior Manager of Enterprise Sales Development over at Lean Data.

Evan got his start in sales as early as 2013. It wasn't until 2017 when he got his first taste of being an SDR. Upon arrival, he loved every moment of it and the rest is history. Evan also has an impressive resume when it comes to his stats over at NetApp and they're as followed: •

Top SDR in Americas Q1 & Q2 of 2018 (200% of plan in Q1, 206% in Q2) • Served as unofficial team lead, interviewed SDR and Sales Intern candidates • Trained and mentored new hires, developed call scripts, and email templates He is also known as The Sales Development Coach, advising, helping, and teaching others on how to be successful when it comes to the Sales Dev. Game.

Come join us as he breaks down the main fundamentals and tactics it takes to be in this world. Connect with Evan: www.linkedin.com/in/theevancarlton/

This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com

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There are many Sales Communities out there but non like RevGenius.   

RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family! Connect with 8,500+ members who are contributing to RevGenius’ mission and building the future of sales and marketing. 

Build meaningful relationships Discover curated events Share best practices Behind the Master Mind of the Community is no other than Jared Robin himself.  

A well seasoned Exec with over 10+ years of sales experience.  Jared has always been a believer in being a giver than to take which prompted him to roll out RG. "You can get everything in life you want if you will just help enough other people get what they want." - Zig Ziglar Connect with Jared  www.linkedin.com/in/jaredrobin/ www.revgenius.com 

This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com

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Introducing our next guest Keegan Chapman, VP of Sales over at Victorylap.io

Victorylap.io is a modern-day sales Bootcamp that acts as a liaison between the main sales skills fundamentals and the Tech/SaaS companies available. Bridging and closing the gap. The company is run by sales professionals for sales professionals.

Keegan got her first sales experience when she was as young as 8 years old selling girl scout cookies. Her mom was her best coach even till this day and she sure did raise an awesome daughter. Keegan was also named 2017 where her team raised over $130,000 to support The Leukemia & Lymphoma Society (LLS) in 10 Weeks! In turn, my fundraising team funded two grants as well as helped support cancer research through LLS.

She is also a sales professional and leader in the space, giving power and voice to the females in sales. What we truly love about Keegan is that she's always open to helping others out. She's also always on the move when it comes to goal achievements and always finding a way to break through it!

Keegan, thanks for all you do, the Sales Dev. Community appreciates you!

Connect with Keegan:

https://www.linkedin.com/in/keegan-chapman/

Bootcamp:

victorylap.io

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

www.bettergrowth.com."

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Business Development and Strategic Partnerships | Brand Evangelist | Top 25 Inside Sales Leader

Introducing our next guest on the show Nimit Bhatt, Managing Director of Business Development and Strategic Partnerships at Memory Blue.

memoryBlue is a sales development consulting firm headquartered outside of Washington, D.C, with offices in Austin, TX, Boston, MA, Denver, CO, and Silicon Valley, CA.

We’re passionate about helping high-tech companies grow faster and more profitably by maximizing the effectiveness of sales development efforts, while at the same time advancing the careers of stellar inside sales professionals.

When it comes to Sales Development Hard Hitters, Nimit is one of the OG's in the skits with 8 years going strong. He is also the VP of AA-ISP of the Phoenix, AZ Chapter.

What started off in a family that wanted him to become a lawyer, he went against their will and it was the best decision he ever made.

In this episode, he shares the benefit of always asking what's next

• How knowing too much can break or make the call
• Be Dangerous
• The Power of Story Telling

Connect with Nimit:

https://www.linkedin.com/in/nimit-bhatt-81047631/

The Sales Minute with Nimit:

https://open.spotify.com/show/1pWFmzCUidfDBpeI1Bh0iK?si=wlljLOmsR52zvR6ZM_MUXw

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

www.bettergrowth.com."

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Introducing our next Guest: Chapter Head of Revenue Collective - Portland Area A US Army Officer 2x Founder of a successful startup Bootstrapped to $1.1m in annual revenue in the first year Advisor for KÄGWERKS Advisor for Candid Wholesale Niko Hughes, SVP & Founder of BetterGrowth BetterGrowth is a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. Niko and I met and kept in touch at the beginning of 2020 and we connected right off the bat.  We both shared the love and passion for Sales and Sales Development, especially the opportunities and experiences it has to offer in tech.  We also knew we'd work together one day and now I report to him! Connect with Niko:   www.linkedin.com/in/nikohughes/ "This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.  If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com and book your cost-free consultation today!

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Introducing Tom Williams, Co-Founder, and CEO of Dealpoint.io

Dealpint.io is a customer-centric selling platform that helps aligns sales teams and their buyers so everyone is working towards the same goal

They provide insights such as

• Guided Discovery
• Deal Management
• Deal Review at Scale
• and of course
  • Intent Data for Forecast

In this episode, Tom shares some ideas, nuggets, and insights on what it takes when it comes to building a tech startup.

Tom was also the Former Co-Founder of PresspointCRM and his 3 key takeaways are:

• His wife is the biggest part of his success
• Asking yourself can you live with no income for a year?
• Do not reach out to get funded unless you really have to

Connect with Tom Williams:

• https://www.linkedin.com/in/tdgwilliams
• www.dealpoint.io

"This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation.

If you're interested in a free 30-minute consulting session with their award-winning team, head to

www.bettergrowth.com

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Larry Long Jr. has got to be one of the realest sales professionals in the B2B sales space today.  He's not afraid to speak his mind, he takes care of those around him and more importantly he never forgot where he came from.  Larry was also recently named one of LinkedIn's 2020 Top Sales Stars.

Being there and bringing out the best in others is what he does best.  Life wasn't always sunshine and rainbow for Larry, when he first started his career he actually had a lot of failures

As a matter of fact, one of the companies he worked at had an expected 150 manual dials minimum and when he delivered 143, he almost lost his job.  Larry took this into consideration and the negative experience he had, he'd neer wish it on anybody else which is why he does what he does today.

Come join us as Larry teaches us how to be a true leader when it comes to sales and turn your negative failures into positive learning experiences.  Both in personal and business.

Named LinkedIn 2020 Top Sales Star

Midweek Midday Motivation 

https://www.linkedin.com/in/longjr7/

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In a world of Tech/SaaS sales, it’s often said that you’d need a college degree just to get your foot in the door. As a matter of fact, some people would argue you’d need one to be “successful” in life. This isn’t always the case and our next guest is proof of what an ordinary person in life without a degree can achieve.

Introducing Kyle Vamvouris, CEO and founder of Vouris Consulting. Vouris is a growth consulting firm that helps clients design, build, and scale their revenue organizations, with specialization in enabling teams to succeed in remote environments.

We do this by installing teams with playbook/process design, interactive training, and repeatable coaching. Kyle has not only built successful sales teams for the past years but he also grew them into successful AE’s and beyond.

Kyle is also the author of the book Cold to Committed and was also recognized as one of LinkedIn Top Sales Development Professionals. Connect with Kyle on LinkedIn: https://www.linkedin.com/in/kylevamvouris/ Cold to Committed: https://www.amazon.com/Cold-Committed-Performing-Development-Representative/dp/1093666668/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1605249110&sr=8-1 Book your free consulting here: www.vouris.com

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Introducing the deep dive interview with the one and only Danielle Benavides.  Previously wrote an awesome amazing blog about the onboarding process for new SDR/BDR's.

Danielle is a true believer in what she does.  She believes in taking care of those around her so they'll ultimately take care of you. There's no one straight road here, it's a two-way street.  Being truly open to taking feedbacks, revoke, revamp, and review.  

Danielle represents the true power of having women in sales.  She brings a unique eye and ears when it comes to taking a new approach 

Come join us as she shares her Why on being an SDR Manager rather than being an AE, a common struggle many reps often face in the Sales Development world. 

Connect with Danielle on LinkedIn:  https://www.linkedin.com/in/daniellebenavides/

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Introducing Danielle Benavides, women sales professional, SDR Manager, and side blogger over at Tipalti.

Tipalti is the only global payables automation solution to streamline all phases of the AP and payment management workflow in one holistic cloud platform. The solution addresses everything from supplier onboarding and vetting, to tax and regulatory compliance, invoice processing, payments to suppliers anywhere in the world in a wide range of payment methods and currencies, supplier payment status communications, to closing the loop with payment reconciliation and reporting.

During my time over at Tenbound, I had the pleasure to interview 25+ SDR Leaders for the blog request. As it turns out, Danielle's blog was my favorite of them all. Tactical yet practical, from the frontlines for the frontlines kind of work.

When it comes to Ramping, experience, effectiveness, and quality all play a big trait. If the rep doesn't have a good experience or feels safe, that'll affect the way they work and of course the tenure.

In this episode, Danielle walks us step by step and how she runs an inbound SDR team and ramp them as quickly yet effectively as possible through 3 processes:

• Onboarding
• Weekly 1 on 1's
• Feedback

Connect with her here on LinkedIn: https://www.linkedin.com/in/daniellebenavides/

Her blog here at Tenbound: https://tenbound.com/your-next-sales-development-superstar/

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Are you an SDR/BDR or AE who one day wants to be a consultant? If so, this episode is for you! Introducing Chris Ortolano, CEO and Founder of Outbound Edge a B2B SaaS consulting agency.

Chris has been in the sales game for over 10 years and started off with a background in accounting. He believes in data, analytics, and basing powerful decisions off it.

"Numbers don't lie" is his motto. Chris also focuses on the middle of the funnel in the sales process otherwise known as "After the demo, what's next?"

He's also a community leader at SaleStack.io, an online sale community focused on helping each other. Come join us as he shares his L E A R N method along with "The 5 Why's" on how to be an effective sales professional.

Whether if you're a consultant, AE, SDR/BDR. If you want to uplevel your game, here's how you do it. Chris's LinkedIn Bio: Designing and developing customized Account Alignment Plans to increase stakeholder engagement using lightweight SaaS opportunity management tools that integrate seamlessly with your CRM.

Tired of running into deal breakers? Start aligning the sale process with your Internal Champions. I provide Account Alignment Plans in Kiite, Guru, and Airtable to increase stakeholder engagement.

Each account plan is designed to help resolve complex problems, facilitate decision making, then focus on mitigating risk for transitional deals that are not Enterprise, but not transactional either.

Account Alignment Plans are real-time interactive decision-making tools customized to meet the needs of intermediate complex deals to define, align, and then collaborate with internal champions. https://www.linkedin.com/in/salesnerdo/ https://salestack.io/ http://outboundedge.com/

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In life, we are often faced with adversities and challenges.

What do you do when you're thrown in the gutter?

• Hurt
• Lost
• Gone in the Darkness

Your life may look good on he outside, but are you good on the INSIDE?

Introducing Michelle Hecht, professional Sales Trainer, Lover, Giver, and Helper.

She was a successful Pharmaceutical Sales Rep, making it big in the world but always knew she wanted to be a trainer.

"It's not about the money, it's about the impact" that's her motto.

Not everyone's willing to do what she did when it comes to making the leap of faith.

Come join us as she shares her story to help empower other women in sales and let others know that "It's never too late". 

https://www.thesalesrebellion.com/

https://www.linkedin.com/in/%F0%9F%A5%87michelle-hecht-0189b2138/

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Introducing Beth Miller, the first Leadership Executive to ever come on the 1Up Sales Development Podcast. In the corporate world, people often experience work misalignment. 

There are people who get promoted into roles they shouldn't have been promoted to in the first place. When this happens it creates internal friction. 

People don't get the credits they deserved, they want their voice to be heard and they want to be seen. If the leadership team doesn't solve this there will be a lost of focus, lack of middle management and roadblocks to achieving long-term business results. Come join me as Beth shows us how to solve this by peeling the onion and get down to the root cause. https://www.linkedin.com/in/betharmknechtmiller/

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Young, smart, grit and hustle is Geno Oliva's top traits. Geno is a hard go-getter who'd do whatever it takes to achieve self-mastery in the sales game. Now serving as an SDR over at Udemy who provides an E-Learning platform to help people from across the world learn something new at ease. If you just started as an SDR/BDR, this is someone you'd want to keep an eye on. https://www.linkedin.com/in/genooliva/

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It hasn't always been sunshine and rainbow for Josh.  He started his sales journey at the gym selling gym membership and later realized there has to be more.

He then worked his way up the ranks as an SDR and knew right away he's found his gift.

Cold calling on the phone all day every day - a fellow SDR Lifer.

Come join us as he shares his story and drops a few nuggets on what it takes to be successful within the industry of Tech/SaaS!

Connect with him at https://www.linkedin.com/in/iamjoshwilliams/

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Introducing Josh Roth, B2B front line sales leader and superstar.

Josh has been int he game since 2013, started from the bottom at the New York Mets as an SDR/BDR.

His job was to make calls all day, drive interest, awareness, and ultimately convert people into clients.

He had one of the toughtest jobs out there. Even tougher when the team you're working for wasn't performing well at the time.

Yet Josh was still able to push through and crush quota.

Josh achieved $125,000 new ARR closed on a $70,000 quota 178% to goal. #1 ISR in net new revenue closed as an Inside Sales Rep and achieved $575,000 new ARR on a $425,000 quota (135% to quota) as an AE.

He was also named #1 AE in net new ARR closed, respectively.

Josh - thanks again for coming on and dropping knowledge bombs, the SDR Community truly appreciates you!

Words from his bio:

(he/ him/ his) I am a sales leader, coach, and builder with over 10 years of experience in sales. I build and manage teams to drive revenue and exceed quotas year over year. Doesn't matter what you give me to sell, my team will sell it. In my three years at the Mets as a rep I finished with the highest percentage of quota attainment (125% in year 1, 141% in year 2, 133% in year 3). Fun Fact: I have made over 100,000 cold calls in my career!

Features:

🐠 Sweetfish Media's Top 50 B2B Salespeople

📸 Capturely's Top 50 LinkedIn Sales Influencers

👔 StretchVP's Top 10 "Leading The Leaders"

⭐️ Top 10 LinkedIn Sales Star

As a sales leader, I have led teams to drive past sales goals and quotas at every organization I've been apart of, including my own. Normal people wouldn't jump into a business with $200k of debt just for a 1/3 stake. I did, and 4 years later our debt is cleared and we have $1.5m EBITA. Leading sales teams for my most recent client, I led our team to drive sales to over $10m from $7.5 expected.

I take a people-first approach to identify how to best motivate my team and drive us towards operational success.

You get a dedicated hard-working leader who's able to consistently meet and exceed goals while developing a team of salespeople.

Please shoot me a message on LinkedIn, I look forward to connecting with you!

My motto: A river cuts through a rock not with its power but with its persistence.

Connect with Josh: https://www.linkedin.com/in/josh-g-roth/

SDR Defenders https://www.sdrdefenders.com/

SDU https://www.salesdevunite.com/

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Introducing Michael Gagliano, Co-Founder of SDR Nation and Head of Sales over at #PAID.

Michael is another well respected Sales Development Professional who came from the frontlines for the frontlines, straight repping Toronto.

Michael has been in the game as early as 2012 and worked his way off the ranks. He actually started off in Marketing over at Microsoft and soon realized that there has to be more.

Once he stepped foot into sales, he never looked back. It wasn't always sunshine and rainbows for Michael but when it comes down to it, there's always one thing he does do.

Push forward!

When it comes to sales, his specialization falls into go-to-market strategies, sales, and business development.

He quickly realized there was a need for the booming SDR/BDR roles that there wasn't enough training and coaching available to the reps who need them.

Yet, even more, when it comes to affordability.

SDR Nation is an exclusive, membership-based community for SDR’s powered by world-class SDR coaches. Our on-demand content and 1:1 coaching help members nail their jobs and navigate their careers to their next promotion.

Connect with Michael: https://www.linkedin.com/in/michaelgagliano/

SDR Nation: https://sdrnation.com/

Want to see more content like this?

Head over to https://www.salesdevunite.com/

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When it comes to cold calling, Shawn Sease is no stranger to danger.

He's been in the sales game for over 20+ years and still prospecting, till this day.

Shawn started off back in the days deep in '95 when the copier industry was just taking off.

During those time there were no

• Sales Engagement Platforms
• Auto Dialers
• Intent Data

and etc.

It was only the phone and your yellow notepad!

Still to this day, the cold call fundamental still applies to be successful and it's a code every sales professional should live by.

You always need to have an end goal and better yet stick to it.

Dive deep with Shawn now!

https://www.linkedin.com/in/shawnsease/

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Meet Tyler Cole - Senior Account Executive at Sendoso

• Co Founder of ABUVEGROUND
• GoFundMe for Brian's Memorial: https://www.gofundme.com/f/AbuvegroundMemorialFundForBrian?utm_source=customer&utm_medium=email&utm_campaign=p_cf+share-flow-1
• Follow Tyler Cole: https://www.linkedin.com/in/salesexectylercole/
• Listen to The LowlySDR Podcast: https://thelowlysdr.buzzsprout.com/1030501
• Learn more about Abuveground: https://www.linkedin.com/company/abuveground
• Follow SDR Nation: https://www.linkedin.com/company/sdr-nation/about/

From the Frontlines for the Frontlines, Tyler Cole coming hot and is no stranger to danger when it comes to helping others.

Tyler is also big when it comes to Mental Health.

In Tech/SaaS it's not always sunshine and rainbows.

People go through hard times.

Addiction, alcohol problems and etc.

You name it, it's there.

You just don't hear about it.

He's been in the game and has done nothing but helping others out in his free time. Sometimes even for free.

Showing best practices and common pitfalls other SDR/AE's are currently experiencing.

RIP Brian

Please donate if possible!

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W O R K B U R N O U T In life, you're always gonna be hit with setbacks. Whether it's in personal, love, or business. Shits gonna happen, that's just the way it is. I've taken many L's in my life before, but this was one of the biggest L I've ever taken which prompted me to take on a two weeks solo trip, fully disconnected from work. I booked a blind flight straight to my cousin's place, who's a retired vet of the Army living in Spanaway, WA. No plans, No directions, No Expectations. Right when I got there, he was able to lend me a car. Drove straight down south for two hours and a half, landing in the heart of Portland Oregon! Was able to network with a few folks in person such as Chris Ortolano, Founder & CEO of Outbound Edge and Niko Hughes, SVP & Founder of Better Growth. In addition, I was able to hit the trails and waterfalls. Getting lost in the woods and that is where I found myself again. If you're currently going through work burnouts, getting away to disconnect is one of the best ways to do it.

4:00 B E R E A L

08:14 THE STORY OF LES BROWN

11:11 "In life you will always be faced with God-ordained opportunities, brilliantly disguised as problems and challenges."

11:40 "The Magic of Thinking Big" by David Schwartz

13:22 "Person 1, Person 2, Person 3" Which one are you?

16:22 Diaz vs McGregor

17:00 Les Brown 60 Sec Pitch

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Introducing the first female guest, Sarah Brazier.  Senior SDR at Gong.io and now Account Executive.  

Gong.io is a Revenue Intelligence Platform that captures and understands every customer interaction then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.

When it comes to working the hustle, there's no one who hustles harder than Sarah.   She grew up wanting to be an actor. She took acting classes and thought that was the dream, although it wasn't always sunshine and rainbows she eventually tried out tech sales and the rest was history.

Sarah is also the face of "Life after SDR" over at Gong.io, a visual content series of what's it like being an SDR and after.  Although this may not actually be the acting career she was seeking, I truly believe this is what she's meant to do.

Acting at a very young age has helped her work her way up the ranks in the tech sales world.  Not everybody is willing to be on screen and she was perfectly able to do so as of Life after SDR. 

Sarah, congratulations again on the promotion and thank you again for hopping on the 1Up Sales Development Podcast to share your story, we truly appreciate you!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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If you're an SDR/BDR who wants to be an AE and working for a company with no clear career path to do so, you're not alone.  Introducing my next guest, Conor McDonell, Account Executive at Breaktime Media. Breaktime Media focuses on the 180-second pauses we take throughout our day.  They do this by harnessing a 360-degree technology platform to deliver rich and engaging content to an audience of 36 million shoppers across mobile, tablet, and desktop. The road to success wasn't all sunshine and rainbows, like many, he started off at a company that didn't really have the offerings aligned with his end goal.  Although he was one of the top performers in the group, he slayed out the SDR/BDR role for 2 and a half years. Study shows the average tenure for any SDR/BDR ranges anywhere from 12-18 months. If the company you're currently work for doesn't offer what your end goal is, better think about making a move.  Question is, are you willing to do it?  McDonnell is a hungry and passionate sales professionals.  To get where he's at today, he had to jump states and getting unformatted. He moved from his homeland Massaucheus out to Florida to make it happen and indeed it all paid off. Conor my man, much love to you brother and thank you for coming on the 1Up Sales Dev. Podcast to share your story, we truly appreciate you!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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My next guest is someone truly special to have on the episode. When I first started as an SDR over at BirchStreet Systems on October 2018, his episode was one of my favorite episodes that I would listen over and over on repeat. Episode #74 with David Dulany over at The Sales Development Podcast.

Today, I have him here with us at the 1Up Sales Development Podcast and he shared one of his favorite stories that he shared on David Dualnyes Podcasts. "Growing up, my father always told me if you have a job you have one boss. If he gets something up his rear end, he'll fire you and you're out. But if you're a salesman, you have 100 bosses. They're called CUSTOMERS. If one gets something in the rear end, you have 99 more."

Dan Jourdan is a Sales Professional, Founder, and CEO of The Sales Energizer/The Sales Arbiter. He is a professional consultant that specializes in helping the sales team build out their sales processes whether it's inbound, outbound, closing, doing effective demos, and on one sales coaching.

Dan aka The Deej is also known as "The Cold Call Guy". He's been in the game for over 20+ years and is also the author of The Sales Proverbs book.

If there's one thing any new SDR/BDR can learn from Dan today, it's the fear of picking up the phone. One of the biggest challenges reps have nowadays is talking on the phone.

Especially when you're fresh out of college with no sales experience, when you make calls you're calling people with 10-15+ years of sales experience.

Dan, thanks again for running an episode here at the 1Up Sales Development Podcast, we truly appreciate you!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite! #PPP

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Graduation is one of the biggest and most important days in our lives; second to marriage.  We have been going to school ever since we were kids.  Quizzes, Tests, having a passing grade. Some can study, some can not.  Some had an easy life, some had it hard life.  It doesn't matter, the point is once you graduate, you are now officially on the road to "life". In life, it's not always sunshine and rainbows.  You must know where you want to go, to have a vision and end goal.  To work towards the goal and not away from it.   In this episode, I share one of the favorite episodes of Elon Musk and his word of advice for new college grads: "As you get older, your obligations increase and if you take risks then you're not only taking risks for yourself but your family as well.  Do something bold, you won't regret it." Congratulations class of #2020 and for those who are entering the Sales Dev. World, welcome aboard! #SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite! #PPP

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If there's any Sale Development Leader out there that's 110% humble, it's Allan D. Hallas.  Allan is the Director of Sales Development and Recruitment for Alleyoop, an outsourced sales development servicing firm.

Allan grew up in Buffalo, New York, and always loved music.  He sings he laughs, he loves and he hugs.  When it comes to onboarding and making sure his team has everything they need to succeed, Allan takes it all way home to heart.  If you're hurting from personal issues at home, he's there for you.  If you're scared of the phone, he's there for you.   If you're scared of objections, he's there for you, and here's the twist, he's there for you EVEN IF YOU DON'T WORK FOR HIM!

I have seen many SDR/BDR's outside the market reach out and he's always helping with open arms.

If there's one key take away any new SDR/BDR's can take from him it's tonality.  You must have tonality on par when on the phone.  If you're not confident on the phone, how can your prospect be?

Allan, from the bottom of my heart you are the most humble individual I'd ever met in Sales Development and you inspire me to be even more humble.   Please keep up the good work and can't wait to see where you go in the future!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Introducing Danny Read, Chili Piper's 2019 Award Winning AE of the Year and now Sales Director at metadata.io.

Are you an SDR/BDR who wants to be an AE?  If so, look no further and take advice Danny.  If Danny has a middle name on his ID, it's gotta be grit.  He started off the bat with the right mindset ever since he wanted to get his foot in the door with the Miami Dolphins.  Danny was up against 50 other candidates and there can only be one.  He beat them all.  So what is the secret?  Is there a method?  Will this work for everybody?  The answer is no.  Everyone has their own style and way of doing things and you must find what works for you.  Danny speaks about how important being a team player is, which helped him got where he is today.

Danny is heavily involved in sports and knows the true meaning of working together.  There is no successful team sports out there who never won the championship without team work.  In addition, Danny believes in meeting as much people as possible.  His style and tactics goes a long way and if you really want to be an AE, Danny says you better know what's your end goal.

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Ryan Zadrazil is an upcoming shining and rising star in the Sales Development game. He has his mindset right. He's all about growth. All about process and more importantly , continuous learning.

Ryan started off in retail sales over at Element skateboard shop where he gained the face to face engagement. Learned how to read body laungues, flip no's into yes and getting the prospect to move forward.

Ryan then later parley into Winery where he would sell home crated wines to markets and local shops around the area. Given his natural tendency to move forward and take it to the next step he then stepped in o Tech/SaaS.

Ryan was a top performing SDR over at Directive until like many, was hit with COVID-19 and eventually laid off. Ryan is now in the market seeking his next opportunity and whoever cops him is truly the lucky one.

Words from Ryan himself:

📢 I am a driven inside sales professional that has a strong background in networking as well as impressive prospecting skills. I'm energetic and have a passion for building client relationships that lead to company growth. In addition to my sales experience I have a Bachelor's degree in Business Administration with an emphasis in Business Administration and Management from Lakeland College.

🚴 In my free time I enjoy staying active by skateboarding, biking, and running. I'm happy to answer any questions if you’re seeking advice.

Core Skills Include:

⭐️ New Associate Training & Mentoring

⭐️ Strong Communication & Leadership Skills

⭐️ Proficient in Networking & Prospecting

⭐️ Cold Calling & Lead Generation

⭐️ Client Management & Relationship Growth

⭐️ Sales Presentations & Opportunity Evaluation

CONTACT ME:

Phone ☎️: (920) 470-3929

Email 📧: ryanzadrazil@gmail.com

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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So, you're in the market seeking your next opportunity and feeling stressed. It's okay, it happens all the time. Need some motivation? I got you! Let me share with you what I've been diving into almost all day every day ever since I discovered this person. His name is David Goggins, probably the hardest person walking on planet Earth right now.

So I used to be a little bitch and only able to run 2 miles max. Turns out it was just my wrong mindset. Goggins was able to help me push past my "limits" and slayed my first ever 4 miles run. Now I slay 5K all day on the daily and even 10K at times.

Everyone faces adversity, myself included. If there's ever anyone out there who'd face the most adversity it's probably David Goggins. David is an American ultramarathon runner, ultra-distance cyclist, triathlete, motivational speaker and author. He is a retired United States Navy SEAL and former United States Air Force Tactical Air Control Party member who served in the Iraq War. He is the former world record holder for the most pull-ups done in 24 hours and gives zero fooks to the haters! #stayhard!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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In this episode I kick back to all the SDR/BDR's out there who lost their jobs due to the COVID-19 epidemic.  You're not alone and you may not see it now, but it might be one of the best things that'll ever happen to you. In this series, I speak about how others got it bad.  What I went through is not even close to what the COVID-19 did in terms of losing jobs.   I also talk about how I landed few job offers within 30 days of my outreach and how I did it.  Also how you can stand out in a pool of existing SDR's when seeking your next role. Like Rocky Balboa says, "It's not about how hard you hit but how hard you can get hit and keep moving forward!" #stayhard!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Are you a big fan of networking?  When' the last time you networked?  Do you even know how to network?  Introducing Jack Wilson, Director of Franchise Development coming in HOT with over 10+ years of experience.  Cinch IT is an IT firm that provides IT managed solutions for all sorts of businesses.

Jack is a master at his craft when it comes to networking within your network.  Meeting people that have similar interests or would benefit from you somehow some way.  This is a highly crafted skill that can't be done over night.  It takes a lot of time, energy, and sometimes even sacrifices.  The key is to give before an ask!

Enjoy! 

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Are you an Asian American whom parents were refugees?

Vietnam War, Cambodian War, just seeking a better future?

If so you're in a for a treat!

Introducing Marcus Chan, President and Founder of Venli Consulting Group a B2B Sales Traning Professional Firm.

"I'm the founder and president of Venli Consulting Group. I was born in the Pacific Northwest to two Chinese immigrant parents that came to America with dreams of building a future. Given the poor background I grew up in with my two sisters, it was a scarce environment – EVERYONE pitched in to survive.

With no financial help from my parents, I put myself through college and eventually went to work for two international Fortune 500 companies over the next decade.

BY THE TIME I WAS 22, I HAD BUILT MY FIRST MULTI-MILLION DOLLAR BUSINESS.

BY 25, I HAD BEEN PROMOTED 6 DIFFERENT TIMES, RECEIVED MY MBA WHILE WORKING FT, BOUGHT MY FIRST HOUSE, AND GOT MARRIED TO THE WOMAN OF MY DREAMS.

In my 14 years of working in Corporate America, I broke many sales records, won awards trips and trophies, hired/trained/coached/mentored hundreds of people, promoted to a Regional Director of Sales over 11 teams of 110+ employees for a $6.8B Fortune 500 organization, and was consistently recognized nationally as one of the top leaders in the organization every single year! As a result of my fortunate business success fueled by a little luck, a LOT of hustle, and PLENTY of mistakes, here are a few other notable accomplishments:

📈Promoted 10x in 10 years with two Fortune 500 organizations that are #1 in their respective industries!

📈Ranked in the top percentile in every role I've has been in!

📈Hired, trained, and developed teams that have sold $700M+ over the last 10 years!

📈Performed at level of creating double-digit YOY sales growth in every single year!

📈Sent 50+ employees to President's Club/Diamond Level (Top 15%+ Rankings)

📈Promoted 30+ employees to leadership roles (Sales Manager, GM, Director, Senior Sales Roles)

I eventually left the corporate world due to my passion of wanting to do something greater to give back to the world. I launched Venli Consulting Group in 2019 and have not looked back since!

With over a decade of award-winning experience, I specialize in helping others and business with the following: revenue growth, B2B sales, training, leadership development, coaching for high performance, team turnarounds, sales management, operations management, P&L analysis, strategic planning, and more!

If you are interested in working with me, please email me at marcus@venliconsulting.com!"

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Are you an SDR/BDR who's confused when it comes to career path of choice after sales development?

If you are, you're not alone! This is very common as there are many options to choose from when your time as an rep comes to a close. There's Account Executive, Customer Success, Sales Enablement, Sales Development Manager and other options as well!

Meet my man, Connor Nguyen Murphy who actually first heard about SaaS when he finished up school in New York. Moved back to San Diego, took a insurance sales job and soon realized there's got to be something better.

He then moved to San Francisco originally applied for an AE role at HackerRank but was shot down yet offered an SDR role which treated him greatly. HackerRank is a SaaS company that provides a technical interview platform for IT Companies to help identify and hire developers that has the right skill set resulting in time and money costs saved.

Murphy put it down when it came to being an SDR. He then was promoted to an SDR Manager route where he routinely covered 10+ SDR's. After a year and a half quickly realized it wasn't for him and now loving the Customer Success Manager role. CSM is projected as a Farmer role when it comes to Sales Development. Just being there for the clients and making sure they're set from day 1 is where Connor strives best.

Shout out to my man Connor, thanks again for hopping on the pod baby you rock!

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Are you a fan of Pokemon?  How about Pokemon cards?   If you're a 90's child who grew up within the era, you'd know exactly what I'm talking about.  My next guest is Kyle Kruse, Senior VP of Products Solutions at Global Interconnect.  Global Interconnect is a provider of innovative custom-molded assemblies, cable harnesses & connectors to high-end medical within the medical technology industry.  Kyle started off young as a kid selling flowers to his neighbors.  He then graduated to selling Pokemon cards on the bus and that's when his pops/mentor figured he had a keen eye for spotting trends.

Fast forwarding in time, he has worked relentlessly starting off in 2008 when the economy crashed.  Even though times were rough, he was still able to pull himself out of the rug and copped his first sales job.  Come join me as Kyle drops nothing but gold nuggets on best practices and owning up to what wasn't supposed to be done.   Kyle Kruse, thanks again for contributing to the Sales Development Community and letting others know what kind of sales else is out there!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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-5X NBA Championship -2x Olympic Medals -18x All-Star Appearances Legends are forever. R.I.P. Kobe Bryant & his 13-year-old daughter, Gianna. #mambaout "When I'm in the cage bro, don't touch me, don't talk to me, leave me alone." -Black Mamba

Here's the kicker.   Kobe was born in 1978, Gigi was born in 2006 and both passed away in 2020.  If you add all 4 numbers together (2020*2+1978+2006) you'd get Kobe Bryant's number: 8,024.

Long Live the King! 

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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From selling meat at 10$ per lb. to million-dollar contracts, introducing Carson V. Heady; Microsoft's Senior Account Executive in the Heath and Life Science Sector.  Carson is the leader of a multi-cloud account team efforts in the North Central district for Microsoft Premiere accounts.  Carson has many achieve over at Microsoft including Gold Club Winner:  180.35% to plan FY2019, was interviewed by Microsoft President themself on best practices when it comes to prospecting and social selling techniques, and have closed many multi-million dollar contracts. 

Carson started off by selling meat at a local meat store in St. Louis MO.  Quickly realized there's got to be a better way to maximize his time so he jumped shifts into retail sales.  Started off over at AT&T as a Director of Sales & Ops, moved his way up into Verizon as a Regional VP then Market Manager over at T-Mobile repetitively.  

Carson always pushes forward and believes in working in the client's best interests, even if it means telling them "not to buy".  

Carson is also the author of "Birth of a Salesman".  Once a sales pro, always a sales pro.  Carson, thank you for all you do, keep up the good work! Cheers to closing 2019.

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Introducing Senior Sales Executive from FedEx, Arayn Bordallo.  Growing up as an Asian American and raised by a single mother, life wasn't always sunshine and rainbows.  Started off his sales career niche during his college years over at UC San Diego selling Cutco Knives.  

In fact, he was so successful he ended up paying off his tuition by selling Cutco!  Arayn brings in over 20+ years of sales experience under his belt and he shares his sales strategy, tactics, and techniques that are required to be successful as an outside sales professional.  Relationship building, diffusing situations, breaking the ice, truly understanding the prospect's needs, and treating them more than just a number.  

In today's modern sales world, we all heard "what works today may not work tomorrow",  however, there are some things that just don't change yet still required.  Come join us as we dive deep into Arayn's expertise and what worked before, still works today.  OG Sales Pros once said:  "If you can sell a set of knives, you can sell anything".  

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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One of the biggest challenges that people will face within this day and age is alcohol abuse. Social events, team gatherings, you name it. We either know someone or knows someone that knew someone who had this problem. Whether it's a close family member or close friends, these are dark times. According to an article written by USA Today, about 51% of Millennials goes to a bar at least once a week.

Introducing my friend, Tucker Hood Account Executive over at Socio. Tucker is a successful true young professional in the Indianapolis area. Currently at the age of 26 and doing very well in Tech and Sales Development community. Tucker was first exposed to sales at the age of 10 helping out his Grandma. Being exposed to customer services and doing pricing at a very young age helped him be successful at where he is today. But like many others, although he had a great childhood anything can happen and make your life spiral down. Being a young sales professional that he is, he got carried away from the party life but was able to over come it and make the change for the better.

Come join me as Tucker share his tips and thoughts on how to over come these types of challenges. Letting others know out there that if you're currently going through this, it's okay. You have to take care of yourself and do what's best. Tucker also shares a very personal story of what made him change and simply wants to help others. Tucker, you're the man. Glad to see you're doing well brotha, One Love.

https://www.usatoday.com/story/money/business/2017/06/26/study-millennials-spending-eats-up-their-savings/103206984/

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In this day and age, technology has advanced so much it's now somewhat considered "noise". For those who are new into Sales, Sales Development or been a Senior in Sales, if you don't stay in your line you'll eventually get "burnt". So what can we do? Introducing my good friend, Keith W. Cordeior aka The Mindful Sales Rep. Keith is a long-time sales professional Account Executive at Crosstex International with years of expertise under his belt. Keith was also part of a sales team that was responsible for generating over $1MM in sales within one month. He's been through the struggle and toughness of getting burnt out and not knowing what to do until he found the passion and love for Buddhism. Strictly mainly towards the power of Meditation, being at a specific state of mind and "Truly Living in the Presence".

Many new SDR's nowadays come in young and fail due to burning out, but they're not the only ones. There are many older individuals coming into the industry that too, experiences the same challenge. Keith is here to share his story and passion for meditation and how it can help you overcome these types of challenges. Breathing in and breathing out before hitting a call-block session truly helps. If someone calls you out the blue, you "answered" their question and they asked you the same question again, isn't that a negative experience? The rep wasn't living in the present and wasn't truly listening to what you said.

Come join me as Keith drops some knowledge on what it takes when it comes to become a Mindful Sales Rep and truly breaks through the noise!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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When you first wake up, the first hour of the day is THE hour of the day. This is due to the fact that our brain waves are still operating at about 10ish waves per second. I'm no brain expert but according to Healthline.com, your Alpha brain waves are between 8 - 12 Hz. This is tied to the infamous Subconscious mind.

The subconscious mind is doing something automatically without realizing that you're doing it. It has no capacity for language. This is one of the reasons why Marketers are so obsessed with trying to manipulate your subconscious mind, because if they're able to do so when marketing their goods/services then you'd eventually purchase it.

As shared in the intro, I spoke about the Coca Cola ad being flashed at half a second during a drive-in movie theater in the early 1950s. So, what's this going to do with Sales and Sales Development? Well, if you're a brand high fresh graduate who'd just picked up an SDR gig and NEVER done sales in your entire life, this will take you far.

A lot of SDR's get "burnt" or "give up" too quickly due to the fact that the grind, amount of rejections, and phone abuse (sometimes) they receive on a daily basis gets to them. Well wake up, do your bed, don't touch your phone within the first hour of the day, and watch how slowly this will change your life. Oh yeah, and don't forget to write down your goals. Shout out to Jim Kwik, my digital and audio mentor.

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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October is mental awareness month.  We all know someone or know someone that knows someone that suffers from depression, anxiety and much more.  Whether it's from taking  a big L, losing a family member, a loved one, or just a big road block in their life.  We are all human beings, creatures that can feel, touch and smell.  The problem is, sometimes we tend to keep it to ourselves and act like everything is normal when it's not.  The more we hold these types of feelings in, the bigger it gets.  These can only get so big till it reaches a point where no one wants to go such as hurting themselves, doing things they'll regret and ultimately taking their own life.  I made this tribute to my favorite all time artist Chester Bennington, in regards to help raise mental awareness and let everyone know that you must believe deep down, things is going to be okay.  

National Suicide Prevention Lifeline – Call 800-273-TALK (8255)

If you or someone you know is in crisis—whether they are considering suicide or not—please call the toll-free Lifeline at 800-273-TALK (8255) to speak with a trained crisis counselor 24/7.

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Tuning in to another episode of the 1Up Sales Dev. Podcast we have is Hashim Ali, Account Executive over at AltiSales.  AltiSales is an outsourced sales and sales development company that takes an innovative consulting approach run by the man, myth and Sales Development Legend Tito Borht.  Hashim is also 2X CRM Certified from the HubSpot Academy.  Prior to being promoted to AE, Hashim was a top performing SDR for Quarter 1 and Quarter 3 in 2019 as he always believes in going 110% all in, respectively.  Come join me as we dissect his history, how he got into sales, tech sales and how just keeping it 110% made him successful in SaaS.  Hashim, kudos my man keep up the good work!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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What do you get when two like-minded individuals get together that shares the same passion in terms of love for the sales development world?  A cross pod!  Mateo Elvira is the host of the Sales Dev Squad Podcast where he interviews Sales Development professionals in roles such as SDR, SDR Manager, SDR Enablement, Head of Sales Development, and more.  Mateo got the ball rolling when he started interning in Marketing and was quickly hooked due to the ability to catch somebody's attention from a given output.  He then was introduced into Sales Development and the rest was history.   Now an SDR over at GoGuardian with close to almost 2 years of Sales Development experience, it's only a matter of time till he one day becomes an SDR Manager himself!  Mateo, kudos to you my friend keep up the good work, and thanks for all you do for the Sales Development community!   #SDRsUnite 

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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When were you first exposed to sales?  For Nate his journey started at a very young age in elementary buying pixie sticks in bulks and then selling it back individuals to make a profit.  Nate then graduated in Jr. High where the dollar signs started popping when he was selling customized burned CD's off Limewire to his live audience, but it wasn't always sunshine and rainbows.  He than later became an EMT to break into the medical field and before realzing that Sales is within his DNA.

Nate than faced his challenge when he started doing door to door sells selling office equipments.  Getting cursed at, yelled and tossed across the wall has helped created him a thicks skin of taking objections.  However, he never gave up.  He always knew there would be light at the end of the tunnel, to work hard, smart, put his head down and always keep pushing forward.  Which in the end it all paid off.  Now an very well earned Strategic AE position at Chili Piper, respectively.  Nate, congrats on the hard work and recent promotion keep pushing can't wait to see where you'd end up in the near future!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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James Bawden has worked his way through out his life starting out in retail sales.  James started his sales career at the worst time possible, the 2008 recession.  With all the hard work, blood and sweat he was able to break through it and work his way out into SaaS.  SaaS is a high growing job securing opportunity as time flies and there's a-lot of people who'd like to make the switch for whatever reason it maybe.  James went from Retail Sales Associate, to SDR, BDR, Enterprise BDR and now SDR manager at the Sales Developer.  If you know anyone who's in retail that wants to go into SaaS, send them this episode.  James share some few tips and how to make the jump and more importantly transferable sales traits from retail B2C sales to B2B.  

Come join me as we break into James Bawden's mindset of how he overcame those tough times which now was all worth it.   Jab jab jab, right hook! #GaryVee

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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In this episode, you'll see just one of many examples out there of the Power of Networking.  This one especially through LinkedIn and how everything just revolves around it.  Meeting and connecting through James Bawden's podcast; The Lunch Break Podcast Episode: 11.  Robert grew up living and breathing sales.  His father was in sales, had his own business and every summer he'd always come over to learn and work for him.  At an early age, Robert was able to cope that B2B sales which exposed him to where he is today.  Robert studied and got a degree in Sales, started as a entry level BDA and worked his way all the way up to Senior Business Development Rep.  

Come join me and see how personal development was key to his success!  

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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In this episode I kick it back to where I first started, retail sales. The face to face engagement, being able to get cracked, learn the right way of how to sell and give the customers an overall on-going satisfaction. Doing what's right and always be helping. Being able to probe and sell based on your customer's best interested. Knowing what your numbers and quotas are, shooting for results at 1.5X or 2X and executing accordingly. There's a lot of disputes and trouble shoots now a days when individuals want to jump the gun from retail to B2B. Retail sales, is also sales but here's the challenge. How do we make the transition, what traits and skills are transferable and which skills are not? Your application's going to get shot down, you're going to get a lot of no's but keep knocking and the doors will open. In this episode I share a few things you can try when jumping from B2C to B2B. #NeverGiveUp Key take aways: Having the right mentor, knowing when to ask for the sale, diving deep with your customers and then diving even deeper. Being there for your customers regardless of the situation and believing in the philosophy that if you take care of them, they'll take care of you. Just remember it was once said "If you hang out at the barber shop long enough, sooner or later you're gonna get a haircut". So if your in the process of making the transition go all out and never give up, if I can do it so can you!✊🏻

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Personal Development is a lifelong process. It is a way for people to assess their skills and qualities to reach their full potential.  Whether it's personal or business, personal development is key to leveling up in life.  Reading, asking for constant feedback and just executing day by day.  Many SDR's struggle with personal development because they lack the skills needed such as:  Implementing feedback, Truly understanding what's being said, Being able to Master their Craft and etc.  In this episode you'll learn how personal development has helped me from my retail sales year to where I am today in SaaS.  Gatekeepers are human beings.  I shared a few tips and tricks of how to talk to them.  I also shared a story of how an AE locked down one of the biggest deals of all time by doing what others won't do, jumping into the center of the wound himself.  How do you level up? Special Shout Out:  James Bawden - From retail to B2B, we are very much a liked. 

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Join me as we dive deep and dissect Jeremy Leveille's brain on his previous and current experience from within the tech sales world.  Jeremy started from the bottom.  With hard work, dedication and patience he was able to work his way up through the ranks.  Started as an SDR, moved up the Senior SDR, SDR Team Lead and now Account Executive over at LeadIQ. Jeremy was LeadIQ's superstar SDR.  He's a well known strategic hunter who puts in more hours than the ordinary.  Jeremy believes in personal development and being highly adaptable as the technology market is constantly changing.  He was able to find patterns, trends and what makes the prospect "tick" therefore leading him to booking 69 appointments in one month, and always breaking plan at 150(+)% to plan month over month. Jeremy also gave out a few tips to the new and incoming SDR's, what better way than learning from the best?  Thanks Jeremy!

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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What is Sales Development?

Why is it important?

Why should we care?

-Top traits needed

-Shout out to Matt Cooper from Serent Capital 

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP

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Hi guys, thanks for tuning in! Quick background, I'm Asian American who grew up in Orange County, CA (Garden Grove specific) with a passion for the Art of Sales. Growing up, I never had much.

Parents immigrated from Vietnam and I never quite understood why my two brothers and I would always have to share one small Oreo McFlurry when we went to McDonald's Fast forwarding in time, I'm now currently equipped with 7 years of sales experience.

Started off in retail sales (T-Mobile) where I quickly climb the ranks breaking plan month after month including #1 Rep in the entire district (Orange County West 1/88 reps) for March 2018 raking in $36K net new revenue resulting in 221% to plan single-handedly.

Moved my way up into B2B SMB sales at ADP where I learned how to cold call after a 5 weeks internship resulting in a total of 3,025 Dials (168% to plan), touched 260 Decision Makers, and clocked in 38 Appointments resulting in 1 Net New closed deals along with 4 more in the pipe.

Now I'm in SaaS as an Enterprise Sales Development Rep.

Here to share my story in hopes of helping others find value when it comes to sales, sales development, and sale strategies.

Special Shout Outs & Thank You's:

•01:30 David Dulany, Scott Ingram, James Bawden

•03:25 Professor Dennis Morgan

•08:05 Jim Kwik

•12:35 Frank Herman

•15:45 Tom McGrath

•20:35 Vu Dinh

•35:35 Hunter Humphries

•37:05 Emily Charlton

•37:40 Sundar Kamak

•39:24 Tony Ross

•42:00 Hannah Fox

SDR #BDR #SalesDevelopment #SaaS #AE #SDRsUnite #PPP