UNSUBSCRIBE: The demandDrive Podcast

5 Questions with Eric Kleiman Account Executive @ VanillaSoft -- Sometimes, I feel like we’re living in a sales bubble. We assume that all of the best practices, tips, and resources that leaders spout on their social profiles are known commodities . 🎧 “Listen back to your calls - you can learn so much from these Gong recordings.” 📽️ “Oh, everyone knows about the value of video in the sales proces...

Join AJ and Alex for another episode of Opt In! Learn about the importance of adopting a multi-channel sales approach in 6.5 minutes. You probably know a "cold call killer" or "cold email savant." You know the type - a rep who's recognized a strength and leans on one channel to book most, if not all, of their meetings. We love the idea of building on your existing strengths, but it can't be all yo...

5 Questions with Clement Schneider  Senior Demand Generation Specialist @ SalesWings -- Nobody wants to be an SDR forever. And the good news is that nobody expects you to be an SDR forever.   Because the SDR position is a launching pad for a number of future career opportunities.    You can move down the funnel into a closing role. You can step into leadership and manage SDRs....

Join AJ and Alex for another episode of Opt In! Learn about the importance of forecasting your personal pipeline as an SDR in 7 minutes. The world of sales is FULL of ebbs and flows. Some months it feels like you could do no wrong. Some months it feels like you couldn’t book a meeting if you’re life depended on it. Having the right mindset certainly helps, but SDRs can do a lot to help themselves...

What's the number one reason SDR teams struggle? They don’t set proper goals. More often than not, leadership teams end up creating unattainable, unmeasurable, and unmanageable goals for their SDR function. That trickles down to the SDR manager, who attempts to build a team that can hit those lofty expectations… And that trickles down to the SDR, who ends up burning themselves out in the process....

5 Questions with Jason Tissera & Tommy Jenkins   Co-Founder & Product Owner, NLP @ Upmarket -- Good SDRs get a “yes” response ~3% of the time.   And more often than not, leaders only care about that 3%.   We’re not math majors, but 97% seems like too big of a slice to ignore.  The data that SDRs gather when the answer is a “no” or a “maybe later” (or some variation of t...

Welcome to a special episode of UNSUBSCRIBE! Today, Alex sits down with one of the co-founders and President of demandDrive, Lindsay Frey , to ask her anything! We gathered questions from... SDRs SDR Managers Sales and Marketing Leaders and asked Lindsay to give her authentic responses (she didn't see any of the questions beforehand). The result is a casual, but informative, conversation between h...

5 Questions with Nishit Asnani Co-Founder, Sybill.ai ⚒️ At any given time, 98% of your audience is “out of market.” That means even if you find the right person and deliver the right message, they won’t always be ready to take next steps. And that means pipeline management is that much more important. Knowing what buttons to push and levers to pull when the timing is right can make or break an SDR...

🎯 Actionable Core Values for the C-Suite Bonus Content with Scott Levy | CEO, ResultMaps -- We’ve been talking a lot about the impact that core values can have on an individual contributor. Identifying and building those values can have a significant impact on your current success and future career trajectory. Companies are no different. They build values that help rally the team around common be...

✨ There's Value in Knowing Your Values 5 Questions with Alex Ellison | Marketing Communications Manager @ demandDrive -- Succeeding as an SDR is more than just actioning tips, advice, and best practices. There’s a human element to the role that transcends all of that. SDRs are people. And people, whether we know it or not, operate by a set of values. These values drive your actions and reactions....

🌱 Growing Up and Out of the SDR Role 5 Questions with Chelsea Leahy Director of Training, demandDrive -- Nobody wants to be an SDR forever. The good news? Nobody expects you to be an SDR forever. The SDR position is a great way to build out some key foundational skills - be it around sales, marketing, operations, management, or customer success. But honing those skills and using them to move up a...

⌚ Time Management 5 Questions with Henry Shapiro Co-Founder, Reclaim.ai - Sometimes, it feels like there aren't enough hours in the day. And that's especially true for SDRs. Between... 📞 Making Dials 🔎 Researching New Accounts 👋 Attending Internal Meetings ✍ Crafting Messaging 💪 Upskilling Reps are often splitting their focus on multiple tasks at the same time. ...Unless they emphasize time m...

🎥 Video Prospecting 5 Questions with Greg Cammarata AE, demandDrive - There are plenty of studies out there that show email and phone response rates are at all-time lows, so knowing how to get your message in front of the right prospects in a way that they’ll actually notice is becoming an increasingly valuable skill. Alex sat down with Greg Cammarata to talk about how he approaches video prospec...

😂 Leveraging Humor in Sales 5 Questions with Jon Selig Founder, Comedy Writing for Sales Teams - Sales and humor go together like...coffee and donuts. You can have them alone, but they’re better together. Sort of like Nick Lachey and 98 Degrees 🥁 *ba dum tiss* OK, enough with the jokes. We’ll leave that up to our guest, Jon Selig . Half salesguy. Half stand-up comic. All parental disappointment....

😎 Building Confidence as an SDR 5 Questions with Phil Gerard Business Development Manager, demandDrive -- Do you know an SDR who just exudes confidence? Someone you could put in any sales situation and expect them to talk their way into a meeting? They’re few and far between. And it’s not for the reasons you think. People assume that confidence is innate. It’s something these reps are born with....

We talk about the SDR role being tough - and it is. Modern buyers have changed the way we sell. SDRs need to be more consultative and guide prospects down the funnel with skills like storytelling, subject matter expertise, and social nurturing. But not every SDR is doing that. It’s easy enough to come into work every day and do the bare minimum. Follow the playbook, run the sequences, put in the a...

There’s a lot of discourse around the value of research in the sales development world.  Is it worth the opportunity cost? Does it make sense to minimize research to maximize activity? Can prospects tell? Do they even care if my rep has done their research?   Valid questions - managers want their reps to spend time on revenue-generating activities, after all. It’s easy to get lost in a r...

There’s no denying that sales development is a difficult job. Convincing someone to part with a resource as precious as time is no easy task. That’s why there are so many resources out there for sales development professionals. Blogs, podcasts, digital events, certifications, and now...communities. This rise in micro-communities over the past couple of years has given the SDR a new place to learn...

SDRs and managers alike often fall prey to the idea of the ‘silver bullet.’ A message so perfect that prospects can’t help but respond. Let’s rip that band-aid off right now - there is no perfect email. There is no perfect voicemail. There is no perfect message. Done is better than perfect. And more often than not, the strive for ‘perfect’ holds a lot of teams back. ...now what? How can you stand...

Sales teams are often divided into SDRs & Closers - each with their own ‘job.’ And in the spirit of New England’s own Bill Belichick’s ‘Do Your Job’ mantra, let’s look at this through the eye of Football.    An SDRs job is to take the ball from the goal line to the 25-yard line - put the team in the best spot to run with the deal. The AE then takes the ball from the 25-yard line into...

After our February symposium on cold calling , we sat down with cold calling extraordinaire and VP of Sales at FrontSpin , Aaron Browning , to see how his answers compared to those of our SDR panel. Where did Aaron differ from our panel? Where did they agree? And what can we learn from comparing and contrasting these answers? You’ll have to listen to find out! The Questions 👇 What’s your best ope...

Austin Fuller , Director of Sales at NuArx , joins the UNSUBSCRIBE team to talk about vanity metrics! Why vanity metrics? Because Austin thinks they're one of the main culprits behind a dip in SDR quality (and we tend to agree with him). As he puts it: "SDRs are stuck performing activities that fulfill KPIs that don’t actually tie directly to won deals." Focusing on vanity metrics and attempting t...

demandDrive’s own Matt Berman , Sr. SDR & Team Lead, and Craig Ferrara , Director of Client Operations, sit down with the UNSUBSCRIBE team to talk about alignment. Matt and Craig show that there's a lot to be gained from a well-aligned team - not just during a pandemic, but when things are "normal" as well. Teams that communicate regularly AND effectively are going to outperform those that don...

Ollie Whitfield , Product Marketing Manager @ VanillaSoft , sits down with the UNSUBSCRIBE team to talk about cold email. Email send rates are at all-time highs. Engagement rates are at all-time lows. And while we can attribute that to a bigger and more systemic issue, we can also attribute it to poor email processes and best practices. We know that not every template or subject line will make sen...

Wendy Pease , President of Rapport International , sits down with the UNSUBSCRIBE team to talk about the importance of Language Translation in the sales world 🌎 The Questions 👇 What’s the difference between simply translating a piece of content into another language and creating truly multilingual content? How do you enable multilingual lead generation and sales development? With international b...