The Sales Syndicate Podcast: Recent Episodes
Selligence
Welcome to The Sales Syndicate Podcast, brought to you by Selligence. Hosted by Max Mitcham, VP of Sales, on this podcast we interview leaders, experts, and entrepreneurs in the B2B industry. From tips and tricks, to hacks and methodology, you will understand what it takes to create a predictable pipeline of target smashing revenue.
We sit down with Charly Johnson from Salesloft, to chat about thinking outside the box, face-to-face interactions and events, teaming up with other sales reps, using mutual connections to your advantage, offering up your time for free, and the bottom-up approach in prospecting for 2024.
Takeaways
Prospecting and outreach in 2023 presented new challenges, such as the decline in response rates to video prospecting and trigger personalization.
To stand out in prospecting, it is important to think outside the box and personalize your outreach beyond the obvious information found on LinkedIn profiles.
Face-to-face interactions and events can be effective in prospecting, as they provide an opportunity to meet prospects, build relationships, and gather insights.
Teaming up with other sales reps within your company can help increase response rates and build credibility with prospects.
Using mutual connections on LinkedIn can be a powerful way to gain access to prospects and build relationships.
Offering up your time for free, such as through best practice sessions, can help establish credibility and build relationships with prospects.
The bottom-up approach in prospecting involves reaching out to lower-level team members within target accounts to gain insights and build relationships. Sales karma is real, and helping others in the sales profession can lead to positive outcomes.
Networking and creating a community can be valuable for sales professionals.
Strategic prospecting is essential for reaching cold accounts.
Capitalizing on trigger events can increase sales opportunities.
Chapters
00:00 - Introduction and Guest Introduction
03:46 - Challenges in Prospecting and Outreach in 2023
07:34 - Thinking Outside the Box
11:19 - Face-to-Face Interactions and Events
21:53 - Teaming Up with Other Sales Reps
26:59 - Using Mutual Connections to Your Advantage
32:19 - Offering Up Your Time for Free
38:44 - Bottom-Up Approach in Prospecting
42:04 - Sales Karma and Helping Others
43:35 - Networking and Creating a Community
46:29 - Strategic Prospecting
46:54 - Capitalizing on Trigger Events
We sit down with Louis Sandford, aka The Mailman, to find out how you can book meetings with your with top prospects using direct mail.
Louis sheds light on why sales reps should be actively pursuing the C-Suite, urging listeners to step into the shoes of executives to understand their roles, responsibilities, and immense buying power.
The conversation takes a practical turn as Louis shares three top-performing direct mail campaigns: "The Trojan Piñata," "Newspaper From The Future," and "The Toughest Nut To Crack."
Louis also guides us through the general process of implementing these strategies, emphasizing the importance of building a targeted list with top-tier accounts and key decision-makers.
Tune in for a masterclass in direct mail strategies that will empower you to crack the code of the C-Suite, turning your outreach into meaningful meetings with top prospects. Don't miss this insightful episode packed with actionable tips to elevate your sales game.
We explore the nuanced stages of battling impostor syndrome, the strategic importance of personal branding, and practical tips for success, with Tom Boston, Brand Awareness Manager at Salesloft.
Tom’s journey is a narrative of resilience, self-discovery, and strategic intent. From battling impostor syndrome to crafting a robust personal brand, his insights offer valuable guidance to sales professionals navigating the intricate landscape of self-doubt and professional growth. The key takeaways resonate as guiding principles for those seeking success in the competitive world of sales.
In this episode:
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Battling impostor syndrome in sales
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Overcoming impostor syndrome
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Personal branding in sales
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Building a personal brand
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How to measure success with personal branding
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Connecting with audiences using relatable content
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Tips for overcoming impostor syndrome and building a strong personal brand
We dive deep into a topic that affects every aspect of our lives: communication. But not just any communication – we're talking about COSMIC Communication, a powerful tool that can help us communicate better in any life situation or circumstance.
Join us as we sit down with Michael Hanson from Growth Genie, as he introduces us to the fascinating world of COSMIC Communication, revealing its importance and the pivotal role it plays in our daily interactions.
In this episode, we explore the fundamental pillars of COSMIC:
Challenges: How do challenges shape our communication and influence our perspectives on life?
Open: The art of openness and how it can transform our relationships, both personal and professional.
Spiritual: Discover the spiritual dimensions of communication and how they connect us on a deeper level.
Material: The impact of material possessions on our ability to communicate effectively.
Influence: Uncover the dynamics of influence in communication, and how it can be harnessed positively.
Consequence: What are the consequences of our communication choices and how can we make them work for us?
Learn how you can fit into the COSMIC framework, and harness its power to improve your life in incredible ways.
We explore the art of keeping your prospects engaged during cold calls. We're joined by Jack Frimston and Zac Thompson, co-founders of We Have a Meeting, who share their expertise on five key question types:- Interesting/Pattern Interrupt Questions: Learn how to grab your prospect's attention with unique, thought-provoking queries.- Thought-Provoking Questions: Discover how to spark meaningful discussions that leave prospects intrigued and eager for more.
- Challenging/Difficult Questions: Find the balance between discomfort and productive conversation, pushing boundaries and encouraging critical thinking.- The One Last Question Rule: Keep prospects on the line with this powerful strategy that makes them want to stay engaged.- Negatively Framed Questions: Uncover the effectiveness of questions framed in the negative.Jack and Zac also reveal their favorite questions to maintain prospect engagement, and nominate the next guest for our podcast. Tune in to elevate your sales and communication skills!
In the world of sales, conventional paths often take center stage, leaving unconventional backgrounds overlooked. In this episode of The Sales Syndicate Podcast, we challenge the status quo by delving into the remarkable journey of Mike Wander, former military targeting chief turned successful sales professional at Lavender. Mike's unconventional career trajectory highlights the importance of resilience, adaptability, and seizing unexpected opportunities.
Discover the "Mike Wander Methodology" and how authenticity and determination are central to his sales approach. Explore Lavender's innovative approach to nurturing creativity and innovation in their workplace. Dive deep into the challenges and benefits of hiring individuals with unconventional backgrounds and learn why prioritizing people over titles and resumes is a game-changer.
We'll also discuss the ripple effect of small daily habits, the transition from unconventional to conventional roles, and the strategic advantages of embracing the unconventional in hiring practices. Unconventional backgrounds bring unique value to the sales world, and in this episode, we aim to inspire you to recognize and embrace the untapped potential they offer. Tune in and discover the transformative power of breaking sales stereotypes!
We explore the enduring importance of cold calling in the B2B buying journey with our guest, Patrick Rynne-Coleman, Senior Account Executive at Revolut.
Patrick shares his journey from BDR to AE and the critical role cold calling played in his success. He discusses the relevance of cold calling in today's B2B landscape and highlights key skills learned through this process, from resilience to negotiation.
Tune in for Patrick's top three cold calling tips and his recommendations for valuable upskilling resources. This episode is packed with actionable insights to elevate your sales game, whether you're starting in sales or aiming to excel in the competitive world of B2B sales.
We sit down with Khris Fenton, VP of Sales Development and Partnerships at Altrata, to unravel the secrets of playing the long game in sales. We start by introducing the concept of the long game, backed by the "97/3 principle," revealing the ratio of active buyers in the market. Learn why this approach is crucial for sales professionals and organizations alike.
Explore essential considerations like differentiation, the power of education, giving without expecting, trust building, and authentic relationship cultivation. Discover how to balance long and short-term goals while maintaining patience and persistence. Hear success stories and case studies showcasing the long game in action. Unearth strategies for handling inbound leads, incorporating optionality, and leveraging sales leadership and training to align with this approach.
Lastly, gain insights from Khris Fenton's top tips and advice, including the best channels, the ultimate tactic, and his most valuable lesson from the world of long-game sales.
Join us as we delve into the fascinating world of conversational psychology with our special guest, Daan Matthes from Moss. We'll explore the deep significance of conversations across various domains, from sales strategies to everyday interactions. Discover the surprising parallels between conversational techniques used by psychologists and those you can apply in your daily life.In this conversation, we'll uncover the secrets of profiling individuals swiftly and effectively through dialogues, gaining insights into their personality, preferences, and communication style. Learn how every answer in a conversation carries hidden meanings and intentions, and explore techniques to decode the underlying thoughts, emotions, and motivations behind responses.We'll also dive into strategies for challenging automatic responses and thought patterns in conversations, empowering you to engage in more thoughtful and reflective discussions. Discover the art of creating a comfortable and safe environment for open dialogue, ensuring that your interactions are enriching and not intimidating.And don't miss out on the actionable advice and tips we'll share, including how team managers can coach these skills, favorite conversation openers, and effective ways to master the tactics discussed in this episode. Tune in to uncover the psychology behind conversations and enhance your conversational prowess!
In this episode, we're joined by Sam Dunning from Web Choice to discuss why your website is a top-notch sales rep. We'll dive into the current state of the B2B buying journey and why buyers crave fewer touchpoints. Find out how your website can meet these needs, operating 24/7 and delivering tailored messages to your ICP.
Discover the key elements that make a website a sales superstar: problem-centered messaging, transparent pricing, interactive demos, addressing objections, and user-friendly design. We'll also explore the value of case studies and video testimonials in building trust.
While websites excel in many areas, we'll touch on what human sales reps bring to the table—personality, a consultative approach, rapport, humor, and trusted advisor status.
Join us as we uncover the secrets to harnessing your website's potential as the ultimate sales rep in the modern B2B market.
Join us in this insightful episode with Inyigo Robbertz, Commercial Sales Manager at Miro, as we explore the synergy between Product-Led Growth (PLG) and Sales-Led Growth strategies.
We delve into the current state of Miro's Go-To-Market (GTM) strategy, addressing the friction, shifting ratios, and growing outbound sales. We also chat about the marketing efforts focused on user acquisition and how Miro's PLG motion operates.
Learn how Miro's account-based sales strategy targets highly engaged users and runs campaigns tailored to specific segments, including those with approaching renewals.Discover the secrets behind Miro's structured sales-led motion, with a shift towards top-down sales.
Inyigo shares actionable advice, including top tips for teams transitioning from PLG to sales-led approaches and best-performing sales campaigns for PLG user bases.
Don't miss his top three tips, offering valuable insights for professionals in a similar role. Tune in to gain a deeper understanding of aligning PLG and sales-led strategies for optimal growth.
In this episode we sit down with Lauren Aboud, Sales Development Manager at Snowflake, to explore the concept of a "prospect-centric approach" to sales and its positive impacts on outbound sales efforts.
Tune in to this episode to gain a deeper understanding of how adopting a prospect-centric approach can revolutionize your sales outreach efforts.
Whether you're a seasoned sales professional or just starting out, the insights shared here will help you build stronger, more authentic connections with your prospects and, ultimately, boost your sales success.
In this Special Edition episode, we chatted with some of the best from the industry at SaaStock Dublin 2023.
We caught up with Will Spilsbury from G2, Nick Butler and Benjamin Jones from Jiminny, Jack Neicho from Salesloft, Chris Van Praag from Sales Feed & Vidyard, and James Ski from Sales Confidence.
In this episode we uncover the incredible journey of Lunio with Founder & CEO Neil Andrew. Join us as we explore the startup's evolution from MVP to Series A funding in a concise and insightful discussion.
Breaking it down into five parts, we cover the key phases of Lunio's growth:
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Founding and building MVP (2 years)
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MVP to pre-seed (1 year)
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Pre-seed to Seed (2 years)
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Seed to Series A (18 months)
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Post Series A and beyond
Neil also shares his top three tips for aspiring entrepreneurs and reflects on his most valuable lesson learned.
Welcome to our 52nd episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Marketing Director at Selligence, and Arthur Castillo, Head of Dark Social and Evangelism at Chili Piper, explore the compelling reasons why inbound SDRs may no longer be a strategic fit for businesses looking to optimise their sales strategies and provide a seamless buying experience.
We discussed the challenges posed by Inbound SDRs, the changing dynamics of the buyer's journey, and alternative approaches that can enhance customer interactions and drive sales success.
Talking points:
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The evolution of the sales process and the role of SDRs with Arthur Castillo
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The Shift in SaaS Sales Roles and Market Trends
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Why Inbound SDRs Shouldn’t Exist
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The Sales Development Representative (SDR) Role
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The Role of an Inbound Sales Development Representative (SDR)
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B2B Buyer Best Practices Report
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Future trends in Sales Development Roles
Welcome to our 51st episode of The Sales Syndicate Podcast.
Explore the impact of relationships on sales team success in this episode. Join us with Art Kovalev & Sherien Massoud De Munnik for insights on trust, synergy, and cultivating a winning sales culture.
Discussion Highlights:
- Significance of Relationships: Learn how trust and rapport boost team productivity.
- Team Synergy: Discover how collaboration and innovation drive sales excellence.
- Freedom and Trust: Empower your team by granting autonomy and fostering creativity.
- Positive Challenges: Turn obstacles into opportunities for personal and professional growth.
- Coaching vs. Managing: Embrace coaching for skill enhancement and continuous learning.
- Nurturing Team Spirit: Create an inclusive, motivated, and results-driven team environment.
Unlock your team's potential by prioritizing relationships, trust, and a culture of growth. Stay tuned for more sales team optimization tips.
Welcome to our 50th episode of The Sales Syndicate Podcast.
Thinking about stepping into sales management? Join us as we chat with Todd Busler, Co-Founder and CEO at Champify, to guide you through the exciting yet challenging transition into sales management. In this episode, we'll cover:
- Assessing the Fit: Is sales management right for you? Learn how to evaluate if this move aligns with your career goals.
- Finding Your Rhythm: Discover the importance of an effective operating cadence and rhythm in your new role.
- Effective Communication: Unlock the secrets of impactful one-on-one meetings and explore templates for meaningful conversations.
- Mastering QBRs: Craft compelling Quarterly Business Review presentations using our provided template.
- Forecasting Fundamentals: Get a grasp on forecasting basics and its crucial role in driving organizational success.
- Deal Review Strategies: Learn how to structure deal reviews for better outcomes.
- Sales Enablement: Explore how to empower your team through sales enablement initiatives.
- Time Management: Understand where to invest your time as a front-line manager for maximum impact.
- Top Tips: Benefit from seasoned advice on excelling in your new sales management role.
- Key Tips: Receive the top three tips for new sales managers, distilled from real-world experiences.
- Self-Improvement: Discover the single most valuable skill to cultivate as a sales manager: self-awareness.
- Resources for Growth: Explore recommended books, podcasts, and courses to further develop your sales management skills.
Tune in to gain practical insights and strategies for a successful transition into sales management. Whether you're a new manager or contemplating the move, this episode will provide valuable tools for your journey.
Welcome to our 49th episode of The Sales Syndicate Podcast.
Join Jamie Pagan, Marketing Director at Selligence, and Harry Harvey, Regional Sales Director at Klaxoon, as they dive into the concept of hybrid sales representatives. Explore how the world has shifted, prompting an evolution in sales strategies. Discover the spectrum of hybrid sales approaches, from internal teams to customer interactions, and gain practical tips on adapting to these changes.
Learn the art of conducting effective hybrid sales meetings and uncover the advantages of propelling your sales cycle forward. Tune in for valuable insights and a roundup of thought leaders shaping the hybrid sales landscape. As the episode concludes, reflect on your own strategies and takeaways for embracing this new era of sales.
Welcome to our 48th episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Marketing Director at Selligence, sits down with Jen Allen-Knuth, Community Growth at Lavender, to explore key shifts in sales strategies, the rising significance of full-cycle sales reps, reimagined lead generation approaches, the expanded role of sales professionals, and the essential skills driving success in this dynamic field.
Explore the dynamic shift in the realm of sales as we uncover how sales representatives are transforming into trusted advisors and full-cycle experts. Discover the evolving roles that cater to modern customer demands.
From offering tailored solutions and building trust to managing the entire sales process, this episode dives into the changing landscape of sales. Join us to learn about the skills driving this transformation and the strategies that are shaping the future of successful sales interactions.
Welcome to our 47th episode of The Sales Syndicate Podcast.
Join us as we explore personal branding for sales reps with Holly Allen, BDR at Deel. Holly shares insights into building an authentic brand and leveraging it for success.
Discover the journey of personal branding, from optimizing your LinkedIn profile to fostering meaningful connections and growth.
Learn how to define your brand message and create compelling content.Uncover the favorite post formats and ideal posting frequency for engagement. Hear inspiring success stories and get practical tips, schedules, and post ideas.
Welcome to our 46th episode of The Sales Syndicate Podcast.
Join us as we take a deep dive into the inner workings of Flowd, an innovative and award-winning prospecting team based in Manchester, UK. Meet Mitch and the Flowd team as they share their journey from inception to success, revealing the secrets behind their consistent flow of new business leads for B2B clients.
In this candid conversation, we'll explore what came before Flowd and the pivotal moment that led them to establish the company. Discover how the prospecting industry has evolved over time and the challenges Flowd faced while adapting to these changes.
Welcome to our 45th episode of The Sales Syndicate Podcast.
In this episode, we explored the benefits of a top-down approach, exploring how understanding C-Suite priorities and building executive-level hypotheses can revolutionise your sales strategy.
Featuring Jamie Pagan, Marketing Director at Selligence, and Ceri-anne Boucher, Strategic Partnerships at Moss, we cover embrace the power of cold calling C-Suite executives and mastering multi-channel techniques are also vital to navigating the ever-evolving sales landscape with confidence and finesse.
Along the way, we'll uncover valuable insights, offering a comprehensive guide to elevating your sales game and making a lasting impact on high-level decision-makers.
Welcome to our 44th episode of The Sales Syndicate Podcast.
Join host Jamie Pagan as he sits down with Tom Rudnai from Zuora to explore the transformation of sales representatives from traditional pitching to modern project management.
Discover the significant changes in buying processes: more careful and formal, involving C-suite approval and multiple stakeholders, leading to elongated procurement. Tom explains the need for specialization and redefining sales strategies to adapt to this new landscape.
Get practical tips for adapting to these changes and learn about cutting-edge tools and technologies that can empower sales reps.
Welcome to our 43rd episode of The Sales Syndicate Podcast.
We chat through the ins and outs of managing a deal process effectively with Jack Neicho, Senior Account Executive at Salesloft. Join us as we share invaluable tips for each stage, from captivating demos to finalizing partnerships.
Discover best practices for crafting compelling emails, nailing cold calls, and ensuring seamless onboarding. Tune in now to elevate your sales game and boost your team's success with these essential insights.
Welcome to our 42nd episode of The Sales Syndicate Podcast.
In this episode, we're diving headfirst into the art of account penetration with our guest, Troy Munson from Proofpoint.
From thorough research and effective contact mapping to a multi-channel approach and workflow execution, Troy provides essential strategies. He also shares his biggest success story and highlights the importance of follow-through.
Welcome to our 41st episode of The Sales Syndicate Podcast. In this episode, we explored the daily operations of full lifecycle sales in start-ups.
Featuring Jamie Pagan, Marketing Director at Selligence, and Luke Willett, Account Executive at Virti, we cover the challenges of prospecting and business development, finding the delicate balance between automation and personalisation in sales outreach, the importance of project management skills, the power of a cohesive sales-to-customer success relationship, and the significance of upselling, cross-selling, and renewals in the SaaS industry.
Welcome to our 40th episode of The Sales Syndicate Podcast.
Join us for this special edition episode recorded at TNW Conference in Amsterdam, where we chat with sales professionals from Deel, Aircall, Spendesk, Moss, Digital Ocean, and Storyblok.
Unlock valuable insights from these industry leaders as they share their visions, strategies, and expertise. Whether you're a tech enthusiast, entrepreneur, or simply curious about the future of technology, this episode will take you on an exhilarating journey through the frontiers of innovation.
Welcome to our 39th episode of The Sales Syndicate Podcast
In this episode, we dive into the world of unconventional cold call openings and pattern interrupts. Join our host Jamie Pagan, with guests Jack Frimston and Zac Thompson, Co-Founders of We Have a Meeting, as they explore the art of capturing attention, engaging key customer segments, and breaking through the noise to create meaningful connections.
The episode begins by exploring the challenges of connecting with cold calling 'big scary CEOs' and how to approach them with confidence. Jack and Zac share their insights on the account-based approach, revealing strategies to personalize and tailor cold calls for maximum impact. Discover how to transform seemingly obvious commodity products into intriguing opportunities by mastering the art of storytelling.
Throughout the episode, our guests share their favorite call openings and highlight the cold call approaches that have worked best this year so far. Drawing from their extensive experience, they provide practical examples and actionable advice that you can apply to your own cold calling strategies.
Welcome to our 38th episode of The Sales Syndicate Podcast.
In this episode, host Jamie Pagan, Marketing Director at Selligence, is joined by Laura Erdem, Senior Account Executive at Dreamdata, to unravel the significant gains that can be made by aligning sales and marketing teams. Discover why marketing should be your best friend in sales and how their collaboration can lead to a competitive advantage for your business.
Discover how Dreamdata aligns marketing and sales practices to achieve outstanding results. Learn how their marketing team attends weekly pipeline reviews, measures leads moving to Sales qualified, brings predictability to the sales funnel, and supports revenue contribution.
Tune in to this episode to gain valuable insights into how marketing and sales can collaborate harmoniously, optimize business processes, and drive exceptional results for your organization.
Welcome to our 37th episode of The Sales Syndicate Podcast.
In this episode, we sit down with Rory Sadler, Co-Founder and CEO at Trumpet to discuss the evolution of B2B buying journeys and how tools like Trumpet - are centralizing and transforming the process. As Rory Sadler explains, "We built Trumpet to centralize the entire journey from outreach to onboarding and really to increase collaboration and make it feel less of a transaction and more of a journey."
In this conversation, they cover key topics such as:
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From the legacy to the modern B2B buying journey, what has changed?
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As companies lean towards product-led growth models, what is the future of the B2B digital buyer journey?
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How does buyer enablement and sense making sales impact the procurement process?
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How does Trumpet's platform improve the B2B sales process?
Welcome to our 36th episode of The Sales Syndicate Podcast.
In this episode, we delve into the concept of alignment between sales and product teams and explore its far-reaching benefits. Join us as we uncover the secrets to fostering better working relationships between these two essential pillars of any organisation.
Drawing from our experiences at Selligence, we reveal the tactics we employ to promote better relationships between our sales and product teams. From fostering open communication channels to encouraging cross-functional collaboration, we unveil the secrets behind our organisational cohesion and continuous improvement.
Welcome to our 35th episode of The Sales Syndicate Podcast.
Join us for a start-up story where Jamie Pagan, Marketing Director at Selligence, sits down with Jay Desai, Founder of SummarAIze, an AI based tool that repurposes your content from audio and video into engaging, shareable social posts, email content, summaries, quotes, and more.
Jay shares the invaluable lessons he learned, emphasizing adaptability, resilience, and continuous learning in the ever-evolving AI landscape. Whether you're a content creator, AI enthusiast, or simply intrigued by transformative start-ups, this episode offers a narrative of SummarAIze's journey to date.
Welcome to our 34th episode of The Sales Syndicate Podcast. In this episode, George Holman, Head of Growth at Selligence, joins RevGenius for the latest episode of their Outbound 2.0 series to discuss discuss startup growth strategies: focusing on maximizing revenue, winning back churned clients, and fostering cross-departmental relationships.
You’ll learn more about:
- Maximizing revenue from current clients in a challenging market
- Strategies for winning back previously churned customers
- Cross-departmental relationships required in a startup to ensure both of the above + the overall NRR
Welcome to our 33rd episode of The Sales Syndicate Podcast.
Featuring Jamie Pagan, Marketing Director at Selligence, and Dee Acosta, Head of Revenue at HockeyStack, we discover lessons and advice that can be applied to the real-world challenges faced by sales professionals. From Captain James T. Kirk's daring leadership to Mr. Spock's logical approach, each iconic character embodies traits and lessons that resonate with the sales landscape.
In the vast realm of sales, finding inspiration from unexpected sources can lead to fresh perspectives and invaluable lessons. Imagine traversing the galaxy on a star ship, encountering alien civilizations, and facing seemingly insurmountable challenges. While Star Trek may seem light-years away from the world of sales, its timeless wisdom and captivating narratives can offer valuable insights for professionals in the field.
Drawing upon the rich tapestry of Star Trek's universe, we recently delved into the captivating characters, interstellar conflicts, and bold decision-making, for an episode of The Sales Syndicate Podcast.
Welcome to our 32nd episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Marketing Director at Selligence, chats with Sophie Ellis, Account Executive at Lunio, to discuss the power of personalisation in sales and share actionable tips for incorporating it into sales strategies. Sophie highlights her success stories with LinkedIn voice notes and how they have contributed to her success in booking big brand meetings.
During the podcast, they cover the following topics:- How has personalization in sales evolved?- What are some innovative tactics to connect with potential clients?- How can sales reps leverage personal branding and social selling in today's business landscape?- What tools and techniques can improve personalization efforts in sales outreach?
Welcome to our 31st episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, chats with Cory Lindsay, Account Executive at Lunio, about the value of authenticity in sales roles. The pair cover how being genuine and honest with customers yields better results, what role authenticity plays in building long-lasting relationships, and how companies can promote a culture of authenticity.
Welcome to the 30th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with Dineesha Vadhera, SDR at PayFit, about her move from Civil Engineering to SaaS sales. The pair discuss the reasons for such a big change Dineesha's career path and how she's had to adapt to the highs and the lows of sales.
Welcome to our 29th episode of The Sales Syndicate Podcast. In this episode, Nick Vaughan, CEO and Founder at Selligence, joins RevGenius for the latest episode of Outbound 2.0 to discuss how you can improve conversion rates in downsizing markets.The pair cover:- Why downsizing markets can actually be a huge source of revenue- How to increase your outbound success rates using sales triggers- How to identify higher quality and higher converting leads
Welcome to our 28th episode of The Sales Syndicate Podcast. In this weeks episode, Jamie Pagan hosts Nick Butler, Enterprise Account Executive at Jiminny, to discuss how to implement a goal and trigger sales strategy to maximise your results.
The duo shares tips on how sales professionals can adapt to the changing customer needs and fine-tune their sales strategies. They cover topics like shifting from operational to strategic sales strategies, maximizing sales results with goal and trigger selling, understanding sales triggers, approaching conversations with prospects for effective discovery, identifying prospects' goals and triggers, and the importance of hyper-personalization in sales outreach.
By implementing these strategies, sales reps can better position their solutions as long-term investments and make a compelling case for why their solutions are the best fit for the customer's needs. Tune in to learn how to capitalize on market opportunities, and reap the rewards when the market improves.
Welcome to the 27th episode of The Sales Syndicate Podcast. In this podcast episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with George Holman, Head of Growth at Selligence, about his journey through the company, starting as a business development analyst and eventually moving into his current role in just 4 years.
George emphasizes the importance of self-development and learning on the job, as well as the challenges of building a sales department from scratch in a startup. The pair also discuss the significance of client retention and growth, and the interlink between sales and customer success.
We also find out about George's experience in launching a satellite office in the US amidst the COVID pandemic and the importance of understanding the US market.
The conversation highlights the importance of strategic planning and a collaborative, supportive culture in achieving success. Listeners will take away valuable insights on maximizing growth in existing client base, building out a stronger footprint in the US market, and the shift in mindset for company growth.
Welcome to the 26th episode of The Sales Syndicate Podcast. In this podcast episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with Heather Leo, Senior Account Executive at Chili Piper, about their 100% remote working success story.
Jamie and Heather discuss Chili Piper's remote work setup, from its unique interview process with a Chili Buddy system to its coffee buddies and Piper Meetings programs that promote connection and team-building.
They also cover the importance of strong communication channels like Slack, cultivating diverse hobbies and lifestyles, and maintaining a comfortable workspace for productivity and mental health.
The episode also includes tips for contributing to company culture, creating a healthy work environment, and embracing humility as a new remote worker.
Welcome to our 25th episode of The Sales Syndicate Podcast. In this episode, Nic Biffin, Head of Sales at Selligence, jumps on the latest episode of WTF RevOps? with RevGenius, to chat with Mollie Bodensteiner, Global Revenue Operations Leader at Deel, about Data led decision making in a recession.
The pair cover why selling in a recession means you need to lean on data more than ever, how to gather and use data to accelerate the sales process, and strategies you can use to successfully lead a RevOps team that works in tandem with Sales.
Welcome to our 24th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Jared Robin, Co-Founder at RevGenius, to find out how it all started.Along with a deep dive into the history of a 35,000 strong community, Jared shares his advice for those wanting to start their own community.
Welcome to our 23rd episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through Key Person Changes sales triggers. Changes in senior positions within a company can be an indicator of upcoming shifts in strategies and products and could provide an insight on future growth areas or the need for new tools and solutions for the team/ company. They are also a great place to start if you are looking for a decision maker to reach out to for new sales opportunities.
Change Company – if you have an existing contact who makes the move to a different company this is the perfect opportunity to reach out and explain how you can help them make an impact in their new role.
Promotion – news of a promotion can give you the name of a new decision-maker to approach or, if the person promoted is already a satisfied customer, they may be able to extend the use of your product within the organisation.
Step Down – perhaps not an obvious sales trigger, but somebody stepping down from a senior role will usually mean a new hire to replace them. The incoming executive will likely be open to new ideas that will help them to prove their value.
Retirement – the retirement of any member of the senior management team will make an impact – whether the retiree will be replaced, and by whom, provides valuable insight into what’s going on behind the scenes and potential strategy changes.
Board Appointment – A new Board member may could signal a new direction for the company. The Board member’s expertise or business interests can indicate where the business’ focus could lie, and therefore where funds could be allocated.
Welcome to our 22nd episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through New Product Development sales triggers. This is a good indicator that a company’s area of operation is growing. Expanding their product offering will lead to investing in new tools and technologies and putting new product management or manufacturing processes in place to support it.
New Product in Development – This can give insight on where budgets and resources have already been allocated. Announcements like these are a great opportunity to reach out to a company before their new product goes live.
New Completed – when a company releases a new product, they may be exploring new territory and, as a result, may need a different type of support or new vendor.
Expansion Planned – no matter how good the product, a company entering a new market will have new challenges, as well as new needs and a new budget. In short, a new market means a new sales opportunity.
Expansion Completed – the window of opportunity doesn’t close once a launch is complete – there will be demand for supporting products and services. Following launch, a company will need marketing services, sales training, e-commerce etc.
Planned Upgrade/New Feature – this is a great insight into a company’s market intent and can be useful to understand competitor strategies and areas of focus.
Completed Upgrade/New Feature – a great conversation starter if you’re genuinely interested in the product.
Welcome to our 21st episode of The Sales Syndicate Podcast.
In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Gareth Webb, Founder and CEO at OutScout, to find out how to craft your resume to help you bag your next big sales role.
Gareth gives us a run down of the current market conditions, before sharing his advice on what the perfect resume should display. Including, durability, proof of success, impact, legitimate logos, and self-investment.
Welcome to our 20th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Arran Nicholson, SDR at Selligence, to learn how his new hybrid multichannel approach to outbound activity is paying off.
The pair discuss the reasons for moving to a hybrid outbound approach, how to get started, the pros and cons, as well as some of Arran success stories.
Welcome to our 19th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen to discuss the differences between sales triggers and intent data, and why you should be using sales triggers.
Recognising the best time to reach out and contact a prospect has never been an easy task. Sales professionals of yesteryear struggled with outreach and not knowing when their prospect would be primed to buy, which meant closing sales was even harder. But with a rise in data and technology, there has been a new wave of information available to salespeople that has enabled a more strategic approach.
Identifying the right time to reach out to a buyer, understanding their needs, and providing the necessary support has turned into an intel-driven game. With sales triggers and intent data more widely available, sales teams are now faced with a choice.
So, what is the difference between ‘intent data’ and ‘sales trigger data’?
Welcome to our 18th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing joins RevGenius for the latest episode of their Marketing Monday's series to discuss how to build a scalable content marketing strategy.
In this episode, we cover:
- Building a system that enables efficient creation and distribution of content to your target audience
- How to build a "Content Engine" that works for your marketing team
- How companies of any size can leverage these strategies to reach more customers with less budget
Welcome to our 17th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through New Business sales triggers.
Any new business can spell opportunity for sales professionals. A company with a limited headcount but big growth plans will need all the help they can get to maximise their efficiencies and boost their productivity. Tools that can offer them more data or intelligence can also prove valuable to a new company looking to make big waves.
Welcome to our 16th episode of The Sales Syndicate Podcast. In this episode, Nic Biffen, Head of Sales at Selligence, joins RevGenius for the latest episode of Outbound 2.0 to discuss Sales Development for SaaS Startups.
Welcome to our 15th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through New Facility and Facility Expansion/Investment sales triggers.
A new facility shows where a company is investing. Spending on the creation of a new site highlights the company’s focus and underlines what their growth strategy will be centred on.
There are a few reasons why a business might decide to expand their facility, but one thing is certain- they are rapidly growing. Whether a company is looking to implement new technology, focus on a particular area of their business or adapt to current market needs, facility expansion is a great indicator of what the company’s priorities are going to be.
Welcome to our 14th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
The pair run through Growth Revealed Sales Triggers.
Although these tend to be retrospective, these event triggers can demonstrate where recent spend has been allocated – which offers insight into the company’s focus and where they will likely centre their future development plans.
Welcome to our 13th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair run through New Office Sales Triggers. One of the most visible signs that a company is in spending mode, a new location can only spell growth and budget for the company in question.
Welcome to our 12th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.
This week, the pair talk through Expansion Plans. A company announcing their scaling plans is a good indicator of them being in buying mode and looking to develop and/or improve outbound performance.
This could mean a team might soon need to consider a new sales enablement software, HR system, Marketing automation software, B2B data enrichment platform, version control system etc., or similar.
Welcome to our 11th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Laura Scott-Davies from CloudCall to chat about the benefits of transitioning between functions and roles.
Over the course of her career, Laura has worked across Sales, Customer Success, Marketing, and Partnership functions, which has allowed her to gain a broad range of skills and learnings.
Laura touches on the pros and cons of moving between roles, the key skills you can take from one role to the next, as well as sharing some valuable tips for new graduates that might be thinking about next steps.
Welcome to our 10th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen, Head of Sales at Selligence, to kick off a new mini-series focusing on Sales Triggers.
In this mini-series of podcasts, we will be running through a full deep dive of Sales Triggers, covering what they are, why you need to be tracking them, and of course how you can track them.
First up, it's Funding Rounds. Any company with a big injection of cash will likely next look to improve their services or support their growth aspirations. A big funding round offers opportunity for a company to scale headcount, buy new software, upscale and upskill performance and capabilities. Within this episode, we also cover:
Debt Financing – this is a means of raising money through the method of borrowing. The money will be returned to lenders at a later date, but gives a company cash to invest in solutions they need right now.
Credit Facility – this is a type of pre-approved loan allowing a company to borrow money on an ongoing basis, over a long timeframe.
Crowdfunding – this is when a company raises a large amount of money from a large number of people, giving start-ups and scale-ups access to alternative funding. Typically each individual invests a small amount of money via an online platform.
Venture Funding – also known as venture capital, is a type of private equity, usually only provided to early-stage organisations with high growth potential.
Grant – this is essentially a gift, a fund of money given to a company, with no expectation of a later pay-back. They are usually granted by charitable organisations or public bodies to support a cause (such as research etc.), or acknowledge an achievement (such as ESG developments etc).
Welcome to our 9th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence sits down with Kristen Hoffman at NetLine Corp to chat about how open communication between Sales and Marketing teams can benefit companies.
Over the course of her career, Kristen has always been a big advocate in building communication channels between Sales and Marketing teams, as well as learning from one another.
Welcome to our 8th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence sits down with Aaron Hawthorne, Business Development Manager and LinkedIn Coach at Hoxo to talk about what sales reps could be doing before Christmas with their personal branding efforts.
Aaron talks through some actionable tasks that reps could tackle this side of the New Year, the importance of prior planning, and his approach to LinkedIn activity over the festive period.
Welcome to our 7th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing @selligence sits down with Katie Savino, Global Director of Client Sucess @selligence to talk about how client success is more similar to sales that it might seem.
Katie takes us through the main similarities and differences between client success and sales, touching on how it's far more proactive than reactive. During the episode, they also discuss ideal reporting structures, team expectancies, and tips for hiring into client success.
Welcome to our 6th episode of The Sales Syndicate. In this episode, Ellis Campbell, Head of Enterprise Sales @selligence sits down with Thomas Sutton, Director of Global Strategic Accounts at NCC Group to talk about the ins and outs of international selling.
Thomas gives us a rundown of his experience having moved to America to head up Global Strategic Accounts, as part of which he sells prodominently across the US. As a brit currently working in the US, and having sold across the globe with NCC Group for more than 10 years, Thomas shares valuables lessons learned and advice.
Welcome to our 5th episode of The Sales Syndicate. In this episode, Jamie Pagan, Demand Gen Manager @Selligence, sits down with Sean Anderson, Co-Founder and CEO @ Hoxo, to understand the best way to get started with personal branding and social selling.
Sean shares an actionable 4-step process that will help you actively start working on personal branding and social selling. As part of this discussion, Sean also shares real world examples that have followed the exact same process off the back of working with the team @ Hoxo
Welcome to our 4th episode of The Sales Syndicate. In this episode, Jamie Pagan, Demand Gen Manager @Selligence , sits down with Aaron Hawthorne, Business Development Manager and LinkedIn Coach @ Hoxo, to chat about personal branding and social selling.
Aaron shares the story of how he came to work for Hoxo, and in doing so has built his personal brand. He covers the principals behind personal branding, the benefits, and his vision for the future of sales in 2023 and beyond.
Welcome to the 3rd installment of The Sales Syndicate. In this episode, Ellis Campbell sits down with Alex Whitford, VP of Partners and Operations @Channext to talk about his background in channel and partnerships sales.
Having met one another in their very first sales training session more than 8 years ago, Ellis and Alex chat about everything from the benefits of channel and partnership sales, why salespeople should consider it as a career path, and crucially, how to get started.
In this episode, Ellis Campbell, Head of Enterprise Sales, sits down with Nic Biffen, Head of Sales, at Selligence, to chat about cold calling tactics that have stood the test of time.
Ellis and Nic share stories of techniques that have worked well over the course of their careers, delve into the opinion that cold calling is 'dead', and provide actionable tips and tricks that can be easily brought into your existing workflow.
In this episode, Max Mitcham sits down with Ellis Campbell, Head of Enterprise at Selligence, to chat about Q4 anxiety, and how to manage your pipeline to finish the year strong.
Max and Ellis dig into the importance of preparation ahead of Q4, how closing over the Christmas period differs from the rest of the year, going for the quick win or playing the long gam, and the best questions to ask prospects to better understand deal structures and pipeline.
Welcome to The Sales Syndicate Podcast, brought to you by Selligence, and hosted by Max Mitcham, VP of Sales.
On this podcast we interview leaders, experts, and entrepreneurs in the B2B industry.
From tips and tricks, to hacks and methodology, you will understand what it takes to create a predictable pipeline of target smashing revenue.