Demo Like A User: Recent Episodes
SalesGevity
demolikeauser is a podcast dedicated to supporting sales professionals. Our host, Ryan Lallier is a 20+ year sales veteran, leader, and business owner. Thank you for tuning in!
You bought ZoomInfo, Outreach and/or SalesLoft.
You built a list, checked it twice.
You wrote a 9-step email sequence.
You carpet-bombed your TAM for 30 days.
You fried your domain.
Who ya gonna call? Ghostbusters?
You could always tune into Episode #48 of the #DemoLikeAUser podcast.
In this episode, I will discuss how you as the seller should just get to the point with your prospects and buyers.
Connect with me on Instagram - ryan_ceo_salesgevity
Imagine you're a senior sales executive who takes on a consulting role, supporting a young, up and coming tech start-up in the architectural VR space. After 60 days of delivering real impact, forming an alliance with the founding team, and really believing in the company mission, you are offered a full-time role as the company's CRO. January starts off life fireworks with momentum and strong sales. February finishes strong. Then, a global pandemic hits the world, with NYC as it's North American epicenter. In the blink of an eye, your role as CRO changes, and decisions need to made quickly.
On, Episode #43 of the #demolikeauser podcast, I sat down with Brandon Gracey, CRO with IrisVR to hear how this exact scenario unfolded for him and the IrisVR team. Brandon shared with me how they went to a 100% remote workforce, to 100% outbound prospecting, redefining their ICP (ideal customer profile), and establishing team meeting cadences that are both supportive and actionable.
Oh, he also just became a dad for the first time as well.
I hope you'll tune in, enjoy and share with your peers.
In my early 30's, as an inside sales rep, I was closing $100k+ sized deals. And, I was doing so over the phone without ever visiting the prospect or customer. I am also a firm believer that as remote work continues to evolve, sales reps with 5-7 years of experience will get hired to sell enterprise-sized deals. I also believe that salaries for sales roles will begin to right-size where base salaries will decrease by 30-40% and overall compensation will as well.
Follow me on Instagram - ryan_ceo_salesgevity and bring your questions!
This week I sat down with Cameron Gallacher and Yonden Sherpa who co-founded Latched Creative, a digital marketing agency out of Vancouver. To my surprise, these two marketing founders share a deep passion for sales execution. Perhaps my favorite part of our discussion was why building an email list is so critical to building your business.
To learn more about how Latched Creative can help you grow your business, you can head over to their website: Latched Creative
#demolikeauser
Workgenius offers the only fully automated end-to-end freelance solution to accelerate time to value, guarantee quality results, and reduce overhead. In this episode, Sabba and I discussed how and why WorkGenius continues to hire salespeople and in fact double down on the growth objectives for 2020 and beyond. Most of Sabba’s team has been with WorkGenius less than 3 months and he shares some of the measures he and his executive team have taken to ensure optimal work from home scenarios.
Wistia helps businesses add their videos to the web, track their performance, and build and engage with their audiences in meaningful ways. In this episode, Massimo and I discussed how he uses conversational intelligence to formulate his go-to-market messages for written and video content. In fact, Massimo has a portfolio of how-to videos on his LinkedIn page. He is both a teacher and a practitioner and in my opinion a rising star within our profession.
ChildCareCRM was founded to provide a comprehensive customer relationship management and marketing system designed specifically for the child care industry. In this episode, Mike and I discuss his “take care of our team first” mantra in the midst of this pandemic. Mike is a self-described office person who has created several ways to keep his team together. Mike is another leader who recently joined their company and due to his strong track record, he is a prime position to lead his team through this challenging time.
As a health tech company in the insurance space, BeniComp provides organizations with innovative and forward-thinking solutions to sustain the health of their workforce. In this episode, I spoke with a marketer! Francisco and I had a great conversation around ways BeniComp is able to leverage their team of internal clinical experts to generate marketing content that garners trust. He also provided his take on discovery call framework for salespeople and ways to align BeniComp’s value proposition to their client’s long-term goals. Franciso’s passion is healthcare and he has been named a 2020 Rising Star by Workplace Benefits Rennaisance.
Construction lenders and real estate developers use Rabbet to streamline construction finance for projects from $500,000 to over $500 million. In this episode, Liz and I discussed how she has taken on more responsibility in the midst of a pandemic. She has been offering key feedback for Rabbet’s website team, contributing content for whitepapers, and sending “Love Actually” messages to her prospects. Liz is doing all of this and more. She has only been in her role for 5 months and performing at a very high level. Fun fact: Liz and I both have deaf Boston Terriers.
paid is a technology company that builds tools for the creator’s economy. In this episode, Michael and I discussed his well time article entitled, Time To Skill Up. Michael shared his three key categories for skilling up: Timeless Skills, High demand professional skills, and Creative skills. From meditating to intermittent fasting, from mathematically thinking to MOOCs, Michael delivers valuable insights we can all put into action starting today.
Workgenius offers the only fully automated end-to-end freelance solution to accelerate time to value, guarantee quality results, and reduce overhead. In this episode, Bianca and I talked about how she was able to quickly adjust from working in the office during her first two weeks at WorkGenius to transitional to work from home at her NYC apartment. We also dug into her research first and slow down approach for prospecting. Bianca has been with WorkGenius for only three months and absolutely crushing it.
I have been beating this drum for 5 years now and firmly believe the next generation of SDR's will be required to be deep analytical thinkers and researchers. They will need to be masters of writing email copy, running discovery meetings and less dependant on automation, sequences & cadences.
In this episode, I show you a specific use case on how you can put these new requirements into practice when prospecting via email.
Podcast listening stats are way down. No argument there. It makes total sense given the fact that 99% of us are not commuting anymore. However, this will not stop me from recording another episode. BUT, here is the twist. I recorded a podcast and a video of me at the same time. I took A/B split testing to the next level. Well not really.
Which will perform better?
I hope you enjoy this time tested tip for 'Managing Your Manager'.
The video will be on Instagram @demolikeauser
In this episode, we catch up with Josh Roth, VP Sales with Presidio Strategic Communications. This conversation really flowed between Josh and me. If you're in sales and looking for ways to leverage organic resources for prospecting, this is one episode worth listening to.
Be sure to subscribe and listen via iTunes and/or Spotify.
In this episode, I speak with Amber Fallon who is a Senior Sales Engineer with InsightSquared. If you're a sales rep who is seeking real words of wisdom on how to best work with your SE and deliver an amazing experience to your customers and prospects, then this is one episode worth tuning in for.
Be sure to follow our new podcast company page on LinkedIn! - Click Here
One of my favorite and classic opening questions we can use in sales is "How Can I Help You?". In this episode, I give some examples of how this forgotten time tested question can be used today.
Email me anytime: ryan@salesgevity.co
Why are so many companies going upmarket without having established product-market fit, a clear demand generation strategy and growth via headcount model vs. growth via demand model? We discuss this and more during episode 27.
Last Sunday, after the Giants won their first game of the season I started to think about how I wanted to approach my week. What could I do differently this week which would ultimately provide me with a better outcome than weeks prior?
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Follow me on Twitter: @rlallier
We are starting off 2019 with a bang. Dave Gerhardt, VP Marketing with Drift stopped by the Demo Like A User podcast to drop some serious knowledge on the state of sales & marketing and to share impactful insights from his new book. Get yourself a copy of Conversational Marketing: How the World's Fastest Growing Companies Use Chatbots to Generate Leads 24/7/365 (and How You Can Too).Listen to our conversation. Subscribe to the Seeking Wisdom podcast, if you haven't already and subscribe to the Demo Like A User Podcast while you're at it. "Six Star Reviews Only"
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Before we wrap up 2018, I had the pleasure of interviewing a former All-Star SDR of mine who is now crushing it as an AE with Looker. In this interview, Dermott Ryan shares his journey from a student to his first job out of college, to why he chose to enter sales and his evolution from SDR to AE. Dermott has not only set the bar high for anyone else who comes onto our show, but he also set the bar high for any SDR with aspirations of one day becoming an AE.
Dermott is ranked amongst my Top 5 SDR's of all time.
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I often hear from sales reps that they feel overwhelmed with all of their sales tasks. In this episode, I will offer some quick tips on gaining control of your time and reducing sales anxiety through calendarizing your week.
Twitter: @demolikeauser
Instagram: @demolikeauser
On this episode, I will deliver my two cents on why organizations should take the lead on training their salespeople. Whether your organization is small., medium or large, training your people is YOUR JOB.
Instagram: @demolikeauser
Twitter: @demolikeauser
When I hear someone talk about social selling, I literally cringe. I prefer to call it leveraging social to gain access to buyers. In this episode, I advise using Quora, Twitter & LinkedIn to find where your buyers are, learn what they are talking about and how you can use these platforms to get more meetings.
Will you please follow us on Twitter and Instagram? @demolikeauser
I receive this question a lot, both as a sales leader and an individual contributor. Should AE's prospect? Of course, they should!
This episode is dedicated to my older brother, Brett. Enjoy this episode while driving down the Long Island Expressway to Manhattan.
I was lucky and honored to have been given the chance to lead others. When I applied for leadership positions in Boston back 2012 ish I was rejected left and right. Aside from Silicon Valley, the Boston market (not the chicken place) for SaaS was and continues to be the second most powerful arena for start-ups and success stories alike. I worked for two, in fact, HubSpot and Fuze. My leadership career began with a combination of luck and someone taking a chance on me and so, the journey began. Aside from the countless books I read or the managers, I surveyed who came before me, what I learned once I was actually in the trenches no book or manager could've prepared me for. My philosophy has always been to oversimplify and never over-complicate - sales truly is a simple game requiring high stamina & business acumen and fewer systems & processes.
In this episode, I will discuss my 3 rules for successful leadership?
If you're a sales professional you've surely lobbed a few complaints around the office or amongst team members. Aside from saving lives and defending our country, sales people have an incredibly hard job to do every day. So yeah, we complain from time to time. BUT, I know the real reasons why we complain and if you're a leader in your company you might want to listen to this episode. And, if you're a sales rep, I better get an AMEN in my inbox when you've finished listening to this episode.
Still not following us Instagram or Twitter? - @demolikeauser for both!
I am not going to pile on the whole overuse of video on LinkedIn, but seriously enough. If we allow ourselves to be taught by others who are ranting on LinkedIn about sales techniques and do this and not that, then we are truly not helping ourselves. As sales professionals, we need to come together now more than ever! Let's get back on LinkedIn, produce OUR OWN CONTENT and take back LinkedIn. Tune into this podcast for more on this topic.
We've overcomplicated the hiring process for SDR's and frankly, I've had enough of these endless discussions and ridiculous questions from other managers.
In this episode, I will share how I went about hiring SDR's, my methodology, testing for adversity and The Story of Eddy.
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Twitter - @demolikeauser
Instagram - @demolikeauser
I recently left sales leadership and returned to the individual contributor lifestyle. Which, so far, has been the best decision I've made in years. A key requirement for my new role is to dig up new business. So, this week I started looking for some creative ways to gather intelligence my top prospects. Today, I was searching on job boards. No, not for a new job silly! If you want to get the pulse on an organization, look no further than their careers page. There, you will find a treasure chest of data on who they need to hire and when! Within each job description, you'll see the key requirements each applicant has to have in order to be considered for the role. You're probably asking yourself why is any of this important or helpful to my quest to close new business? Guess you'll just have to tune into this episode to find out why!
Also, I will tell you how you can win the chance to donate $100 to a charity of YOUR CHOICE! Be sure to tune in to the end to find out how.
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Share this podcast with your friends!!
I am always blown away by how many sales organizations neglect setting up an institution of learning for their new hires. New hire onboarding will make or break your organization. Training your new hires represents the first and most vital step in your company achieving and surpassing your corporate objectives. This podcast is a friendly reminder to set up your training program prior to hiring your first sales rep and absolutely before hiring your first sales leader.
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After spending over 15 years in sales, I've seen my fair share of new hire onboarding programs and sales training. What I can say for certain is that those companies who take onboarding seriously, will absolutely reduce their time to productivity per sales rep and your sales reps will experience success sooner and on a more predictable basis. If your company is spending months and dollars on recruiting top sales talent only to provide them with a terrible onboarding and training experience, well then shame on you. In fact, I will continue to advise anyone interested in a sales career with your company, to examine your onboarding process with a microscope before accepting your job offer.
Don't forget to follow us on Instagram @demolikeauser, Twitter @demolikeauser or connect with yours truly on LinkedIn!
Up until about 2 years ago, I never took reading seriously. I was a history major in college so reading was essentially my life for 4 years. But what I quickly realized, was that in order to get better professionally, one must invest in themselves. One very affordable way to achieve this is through reading. This podcast is me sharing a few tips on how to make time for reading and how you can get the most from your investment.
For some book recommendations hit me up at ryan@demolikeauser.com
In this episode, you can leverage my years of experience interviewing and working for start-ups. Before you take the sexy sales gig at the hottest start-up in town, listen in as I tell you the three key questions to ask before accepting that job offer.
Don't forget to follow us on Twitter @DemoLikeAUser
You can follow me on Twitter @RLallier
Subscribe to our blog at www.demolikeauser.com/blog
Follow us on Instagram @demolikeauser
Follow me on Instagram @rlallier
Six days ago I posted the following on LinkedIn: "Accepted your LinkedIn connection request. Two minutes later you InMail me a sales pitch describing your company, what you provide and what you want. I'm not a fan of this approach. What are your thoughts on this?"
Well, after 65k views and counting, 140+ likes and nearly 200 comments I decided to voice my thoughts on the comments and reactions I received on LinkedIn. I hope you get a good laugh, some helpful nuggets of sales advice and leave me a 5-star review while also subscribing to this Podcast.
The LinkedIn thread can be followed here: https://www.linkedin.com/feed/update/urn:li:activity:6334495104870477825/
Also, let's connect on LinkedIn: https://www.linkedin.com/in/ryanlallier/
Follow me on Twitter @RLallier or on Instagram at @RLallier
Last week I conducted an exercise with my sales team. I went back to the old "give me your top 5 accounts" for this quarter and explain why they will close. I learned several key things: 1.) my best sales reps were the ones providing the deepest level of detail on their deals and 2.) I got a pretty solid indication of where we may end up finishing for the quarter. This episode is short and sweet lasting about 8+ mins. Listen in on your commute or while at the gym.
Don't forget to follow us on Twitter @DemoLikeAUser
You can follow me on Twitter @RLallier
Subscribe to our blog at www.qualifieddemos.com/demolikeauser
Follow us on Instagram @demolikeauser
Follow me on Instagram @rlallier
Back in 2001 when I first cracked into the sales profession, my only tools for prospecting were my telephone, the Yellow Pages and my car. In this short episode, I remind sales professionals as to why the handwritten letter remains ones of the most powerful tools one could use when attempting to get meetings with key decision makers.
Don't forget to follow us on Twitter @DemoLikeAUser
You can follow me on Twitter @RLallier
Subscribe to our blog at www.qualifieddemos.com/demolikeauser
Follow us on Instagram @demolikeauser
Follow me on Instagram @rlallier
In Episode 4, I am going to reverse the thinking process when it comes to requesting meetings with your prospects and potential buyers. My goal is to help you understand that when you request someone's time should answer the question of "why should I?" Why should I take a meeting with you? What value are you giving ME to help ME do my job more effectively? There will be a time and a place for you to pitch your product but first, you need to earn trust from your prospect. Trust is earned by demonstrating you did your research prior to sending that email or making that phone call. Listen in as I share with YOU why I take meetings from other sales reps.
In this episode, Ryan discusses the month of September and why it's the most important month in sales. We crack open the myth of why July and August are actually "not the slowest months in sales" and why managers need to stop thinking this way. Let's set ourselves up for success early in July so we can crush Q3, take the burden of hitting most our quota in one month and showing up in Q4 ready to finish 2017 strong.
In this episode, Ryan shares his top three reasons for your sales closers having empty calendars. If your sales closers calendars are not at least 80% booked every week, you are silently killing your start up and crippling your sales efforts. Let's first identify the issues causing this before we discuss the remedies. Oh, and if you happen to hear some snorts and tapping in the background, well, that's Penny the Boston Terrier hanging out in the studio.