TJ Macke - Applying Experimentation to Sales Development Campaigns
As SVP of Strategy at Sapper Consulting, TJ Macke is on the frontline of the hardcore Sales Development industry… needing to deliver high level results to demanding clients on a weekly basis.
How does Sapper (and his new venture Regie.io) stay ahead of this demand? People, process and consistent experimentation. Trying, tracking and reporting on new ideas to break through the noise and make connections with the right people at the right accounts.
Listen to this weeks pod as break down his process and what he’s been working on to further this with Regio.io
As always, thanks to @Darryl Praill of @VanillaSoft for support of the podcast!
Check out their new Sales Engagement solutions here --> https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/
A few years ago, the CRO role came bursting on the scene, with the promise of unifying Marketing, Sales and Success into one coherent Revenue unit. Fast forward and the dream never really materialized. What happened? And can the promise be realized.
Join VanillaSoft CRO Darryl Praill and Tenbound CEO David Dulany as they break down how a CRO should operate today.
Amir Reiter runs a 200 person nearshore operation but still gets on the phone himself to test it. He discusses the most cutting edge techniques, mindset, and novel ways of going to market in this episode.
Patricia is a case study in determination, grit and goal setting success. Now with Postal.io, she leads her team from the front!
Going from an SDR to VP of Sales is not easy. What are the specific steps you need to take to get to that point? Aligning Marketing, Sales Development, Sales to ensure pipeline and revenue production. Strong work ethic. Smart networking. Ongoing self-Education.
We dive into the specific steps here. Listen and learn!
Want to accelerate your career? Never miss a beat, subscribe to the Sales Development Newsletter for weekly updates. http://eepurl.com/cPHLsb
Nikki Ivey is a talented speaker, content creator, and SDR. In a world where reps are taught to curate, she is taking cutting edge approaches to messaging experiences and empowering SDRs everywhere through SDR Defenders.
Mateo is royalty in the New Guard. His tech stack is free, he's got a podcast and community on YouTube. He's teaching generations how to make their approaches matter to new generations. He's helping his generation upskill. In this episode, we break down ways that all SDRs can be Content Marketers, think like Marketers, and be more relevant.
Sarah Brazier is a fantastic debate team winner, theater actor, and also a very gifted SDR now AE at Gong. Her stacks, her philosophy, and her world as an educator influenced how she uniquely approaches B2B sales. She shares some amazing secrets and viewpoints on this podcast.
Aaron Ross changed the game for scaling startups with his smash hit books "Predictable Revenue" and "From Impossible to Inevitable." In this episode, we will explore practical ways to develop oneself and theories on where Sales Development is going so you can be ready for the high-tech future that is rushing at us at 200 miles per hour. Skills must improve, outreach must be more human, and Money Ball is real. Subspecialization and converged systems are not going away. There will be a rainbow of flavors of what XDR even means – even Sales Management could become sub-specialized.
With the proliferation of sales tools and services today, it’s becoming increasingly important to coordinate the system in a way that helps Sales Development Representatives achieve their goals. If the pipeline generation is a machine, everyone benefits!
Mary Grothe has built her business to help facilitate this process. RevOps, the creation a system to unify systems to support these teams, is the speciality of her firm SalesBQ.
Join us as we discuss her journey from top performing Sales rep, spotting the opportunity of focusing on RevOps, to running a company and making it successful.
Many learnings along the way you can benefit from.
NEW! Head over to Tenbound to download the latest Sales Development Market Map and check out the newly updated V2 Directory: https://tenbound.com/
Jon Selig is the Canadian Bob Ross of comedy for sales. He walks through the psychology and approach to being funny in outbound email. He tricks sales reps into better understanding their prospects by showing them how to craft jokes designed to make them laugh.
Ryan 0'Hara, filmmaker, keytarist, and corgi-wrangler, takes us on a wild ride fit for Mister Toad into individualized Super Bowl ads per prospect, infotainment, and ways to put prospects first so they know you care!
Scott Haney, RevOps leader at Chili Piper, explores the future of revenue operations, explores how reps can upskill on their Operations chops, which Slack groups to join, and talks about the latest tech stacks he's testing to create efficiency.
Greg Woodward has the mind of a psychologist and the meticulous nature of a copywriter. He breaks down the subconscious factors that are happening while prospects are getting emails. He talks about AB Testing and only taking the "winners" live for your sequences. We talk about the future of where messaging could go.
Niraj Kapur has trained Salespeople around the world, and over time realized that in the world of business, everyone is in Sales.
Surprised? It’s actually great news. In this episode, Niraj breaks down how to leverage your Sales Development experience into a successful career by understanding that you can use the Sales skills you’re learning every day. Grit, perseverance, positivity and process orientation will not only help you today, but throughout your career.
Evan Carlton is a skilled leader of SDR teams and has sold technical ETL products to CIOs. He envisions a world where reps leverage their humanity and cyborg nature to innovate. Amazing advice for elevating the XDR category and practical actions you can take to prevent AI extinction. Change management, motivation, and futuristic paradigms where AIs are doing a lot more are discussed.
David speaks with Adam Johnson of ActiveCampaign about a new position of leadership developing the Sales Development world, Vice President of Sales Development, and the exciting opportunity now available at ActiveCampaign. Check out the job here https://jobs.lever.co/activecampaign/e7e08c59-578e-499e-8566-1cba6ea7154e?lever-via=eJHd3Ml_rk
Greg Casale, visionary CEO of Reveneer, really breaks it down to basics. He shares a bold call-only approach. He talks about equal business stature when XDRs call in high and signature processes he uses to be the inside sales engine for dozens of companies that can help you as an XDR now.
Sales Development sits at the intersection of Marketing, Sales, Ops, Product, and Executives... and the natural result will be Sales Development Leaders bringing those together in their career to become Chief Sales Development Officers and eventually, Chief Revenue Officers.
But what is the process of becoming a CRO? What do you actually have to do to be successful?
OUR guest this week is going through that process now, and breaks down his process specially, the good, the bad and the ugly.
This is critical listening to all the strivers out there who want to leverage their career to new heights!
The Virtual Sales Development Conference is August 17th 2020! Join the top Sales Development professionals on Earth online. Register here FREE:
Sales Appointments, Pipeline and Revenue. All businesses need them, few execute a truly predictable model to achieve them. Whether you are starting your program or strengthening your next chapter, The Sales Development Mastermind is built to help you set up, run and execute your Sales Development program in the most efficient and effective way possible. Hosted in partnership with Tenbound and BrightTALK, it features a balance of proven professionals and rising stars who will tackle change, disruption, strategy and tactics on a monthly basis.