UNSUBSCRIBE: The demandDrive Podcast
by demandDrive
A podcast for sales development professionals looking to get fewer 'UNSUBSCRIBE' replies in their inbox.We produce 2 shows to help SDRs and Managers level up their game and learn from experts in the field.❓ 𝟱 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 puts the spotlight on our guests and their experiences. Each episode ends with a major takeaway that listeners can use to make positive change.📩 𝗢𝗽𝘁-𝗜𝗻 is all about quick and dirty sales advice. Our 5-minute timer really forces us to talk about the most important aspects of the topic at hand - no fluff allowed.
Episodes
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From Tables to Tech - Kristie Jones’ Blueprint for Sales Success
The path to sales success is unique - both in the steps you take and how you define "success." For some people, success means being a top individual contributor. They're born to be hunters, and they thrive in that role. They might define success as making as much money as possible. For some…
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SDR Insider 4: ‘No’ In Sales Isn’t Rejection, but Redirection
One of the most significant learning curves for anyone entering the sales world is becoming comfortable with hearing the word ‘no.’ And you don't have to just get comfortable with it - you have to hop back on the horse and make another call right after hearing it. It takes time to see a door...
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Alignment Led Growth
Join AJ and Alex as they recap their top takeaways from our Growth Guiders event. Highlights: 🧠 The mindset GTM leaders need to adopt for consistent growth 🛟 Why you need to think about saving more than just *your* team during tough times 🤝 How internal alignment can create a stronger buying...
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SDR Insider 3: Time Management - The Key to Success
Time Management - The Key to Success may sound like just another piece of content about managing your time, but it is far from that. Episode 3 is a dynamic conversation about getting back to the basics of the SDR role. It’s filled with tips and advice from a former SDR turned manager, Andrew…
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Time Management Skills
Join AJ and Alex as they recap the finer points from our SDR Symposium on Time Management. Highlights: 🕒 Importance of power hours for various tasks, not just calling prospects 🔄 Using evidence to create an efficient agenda for productivity 💡 Experimentation and habit-building to determine...
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SDR Insider 2: From Acronym to Sales Career
SDR: From Acronym to Sales Career is an episode that walks you through the journey of starting as a new SDR with little-to-no sales knowledge, to cultivating relationships, honing in on networking skills, and eventually, creating a career path for yourself. This episode is a great listen for both...
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Episode 62: Alignment and ABM
Why Paul Slack, Founder & CEO at Vende Digital, continues to beat the sales and marketing alignment drum. Plus, how true ABM can solve a majority of your alignment problems. === Stop us if you’ve heard this before: “Following up on marketing leads is a waste of time - they’re all garbage!” Or...
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SDR Insider 1: You Got The Job! Now What?
“You got the job, now what?” A simple question that has anything but a simple answer, which is why it felt like a perfect topic to dive into for the first episode of SDR Insider: Insights from Top Performers. If you recently started as a new SDR, are feeling stuck in your current role, or you’re...
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Opt In: A Rev Dev FAQ
Join AJ and Alex for a special episode of Opt In! We pepper our co-founder Dan Paul, with questions about our newly adopted “revenue development” messaging in 20 minutes! === Recently, we've updated our website language to use the term 'revenue development' instead of 'sales development', and…
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Episode 61: SDR Intent and The dD Academy
How Chelsea Leahy, Director of Training at demandDrive, is helping elevate the SDR role by focusing on foundational sales skills and an intent-driven mindset. Plus, a look at the new dD Academy! === “I would be laughed off the phone.” To say that B2B sales has changed would be selling its…
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Episode 60: Orchestrating the Perfect Cold Call
How Taylor Del Giudice, Co-Founder at Quack, is booking over 80% of his meetings via the phone with his ‘perfect’ cold calling framework. === Think back to the absolute best cold call you’ve ever had. What made it great? What was missing that normally derails you? How was your tone? Your…
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Opt In: From SDRs to Evangelists
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the evolution of the SDR role in 8.5 minutes! === In our opinion, the SDR function is often criminally underutilized. Traditionally, companies look at the SDR function with the following (overly simplified)...
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Trigger Event Templates
Join AJ and Alex for another episode of Opt In! In this episode, we share the trigger event template from 30MPC and talk through why it’s so important in 12.5 minutes! Note - this was shamelessly stolen from the good people at 30MPC. Click here to view the original source material (under “Things...
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Episode 59: Psychological Safety for SDRs
How Jagrit Gambhir, Social Media Strategist @ Sybill, views psychological safety and its importance in the workplace (especially for SDRs). === The role of the SDR has changed dramatically over the past 5 years. It’s no longer a “spray and pray” type of job. You win by making long-term deposits,...
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Opt In: SDR Life Hacks
Every SDR goes about the job a little differently. The most successful SDRs employ numerous best practices, tricks, and life hacks to get the most out of their prospecting, like: 📧 Developing their own nurture cadence outside of marketing. 💬 Maintaining strong communication with both sales AND...
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Opt In: AI Coaching for SDRs
Join AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 4 of 4 from a Gartner guide on boosting SDR pipeline in 8 minutes! === According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate...
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Episode 58: Just Send Me Some Information
How Itai Amoza, Co-Founder & CEO @ StoryDoc, is building a tool to help sales reps flip a common objection into a competitive advantage. === Let’s do a little “read and react” exercise. Below, you’ll find an objection that SDRs face on a regular basis: “That sounds interesting. Why don’t you send...
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Opt In: What We Learned From Rewriting 50+ Sales Emails
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the lessons we learned rewriting 50+ sales emails in 9.5 minutes! === If there’s one thing we learned after rewriting over 50 cold sales emails, it’s that a lot of the common mistakes we saw weren’t tied to a...
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Episode 57: Don't Fear The Phone
How Christian Erba, AE @ Contractbook, overcame his fear of cold calling and made it his greatest weapon. === Do you remember your first cold call? How did you feel when your hand moved to pick up the phone (or load up your digital dialer)? Nervous? Excited? Some combination of the two? For a lot...
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Opt In: Messaging and Enablement
Join AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 3 of 4 from a Gartner guide on boosting SDR pipeline in 7.5 minutes! === According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate...
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Episode 56: Is Cold Calling Dead?
How Charlotte Lloyd, Sales Director at Investment Monitor, views cold calling in today’s sales environment and how to do it *right.* === Let’s start with an obvious (to us) statement: No, cold calling isn’t dead. If you Google, “Is cold calling dead?” you’ll get a TON of hits (about 75 million…
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Opt In: The Fate of Sales Development
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the fate of sales development in 9 minutes! === Sales development looks a whole lot different in 2023 than it did in 2013. Or 2016. Or even 2020. Tactics, trends, and technologies change quickly. Best…
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Episode 55: Succeeding From Scrach
How Adrianna Vidal, Community Manager at RevGenius, made the jump into SaaS sales, saw success as an SDR, and built her online brand. === Breaking into the world of SaaS sales can be daunting. It’s competitive (high earning potential), it’s confusing (we love a good acronym), and it’s fast (new...
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Opt In: SDR Role Specialization
Join AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 2 of 4 from a Gartner guide on boosting SDR pipeline in 8 minutes! According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline…
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Episode 54: Marketers Are Friends, Not Food
How Kate Erwin, Head of Content at Contractbook, breaks bread with her sales counterparts to support company growth. === Marketing gets a bad rap in the world of SaaS sales. They’re looked at as the “fluff” behind the real work - sales. And as fun as it is to belittle marketing, their jobs can…
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Opt In: Crafting a Winning GTM Strategy in Health Tech
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on GTM success in health tech (and how it applies to other industries) in 7 minutes! Developing a successful go-to-market (GTM) strategy requires more than a “one size fits all” approach. Especially in the health...
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Episode 53: Boosting Email Engagement Through Deliverability
How Maggie Blume of Mailshake uses email deliverability best practices to increase cold email engagement rates. -- Imagine this…you’ve just finished writing a great cold email. It’s relevant. It’s timely. It moves the soul (ok, slow down…) It’s sure to get you a response. So you hit the send…
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Opt In: Relationship Building
Join AJ and Alex for another episode of Opt In! In this episode, we recap our symposium on relationship building in 7 minutes! SDRs are professional relationship builders. Think about it… 🤝 They act as the bridge between their prospects and their company. 🤝 They create and strengthen bonds with...
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Opt In: Alleviating Non-Sales Activities
Join AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 1 of 4 from a Gartner guide on boosting SDR pipeline in 7 minutes! According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline…
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Episode 52: Systems Integration
How Jake Bernstein of SPINS navigated a major acquisition and got a new team on the same page. Plus, how you can apply those lessons in your day-to-day. -- If you’ve ever been part of a merger or acquisition, you know the feeling. ❓ Questions about job security. ❓ Questions about new...
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Opt In: Cold Email Teardown and Engagement Tactics
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on cold email engagement tactics in 6.5 minutes! Every message you send trains people to open or delete your next message. But more importantly, it trains them to view you as a trusted resource or as a nuisance....
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Episode 51: Is The SDR Model Still Viable?
How Maria Bross of revenue.io is modernizing the way we look at SDR training, onboarding, and support. There’s a common myth that some of us are natural-born salespeople - and without that innate ability or predisposition, you won’t see success as an SDR. Well, consider this podcast an episode of...
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Opt In Throwback: Poor Attention To Detail
Join AJ and Alex for another episode of Opt In! We turn back time in this throwback edition where, in 6 minutes, we confirm that the devil is indeed in the details. Part of your job as an SDR is to carve out space inside your prospect’s brains for your name, brand, and value. That way, when…
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Episode 50: Change Management
How Josh Schwartz of Bregal Sagemount helps organizations not just embrace change, but actually look forward to it. A call for change is typically met with one of the following responses: Fear Denial No doubt about it, change is a touchy subject. It implies that what you’re doing isn’t good…
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Opt In: Running Contests Sales Reps Actually Care About
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on running sales contests that your reps will actually care about in 6 minutes! Think back to the last sales contest you ran. Got it? Ok, now try to remember: Why you ran it. What was the purpose? The engagement...
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Episode 49: Gamification For SDRs
How Drew Torrey and Prapanch Madhiraju are making prospecting more effective, more rewarding, and more fun with their gamification tool, Rake Rewards. Let’s not beat around the bush - SDR activities can be monotonous. Cold calls, pitches, email follow-ups, prospect research, chasing potential...
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Opt In: Building a Knowledge Base
Join AJ and Alex for another episode of Opt In! In this edition, we talk about best practices around building an appropriate knowledge base for new SDRs in 7 minutes! Your manager tells you to “do some research.” Ok…what does that mean? New SDRs and reps who are ramping up a new...
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Episode 48: Building Sales & Marketing Alignment
How ‘The Pickle Boys’ aka Junior Lartey & Taylor Dahlem used a peer prospecting campaign to foster and grow alignment between sales and marketing. When you hear the words “sales and marketing alignment,” what image does it conjure? 📺 A Zoom meeting with the heads of each department hashing out...
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Opt In: Running Effective Team Meetings
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar in 7 minutes! How to make meetings effective and (believe it or not) enjoyable. There’s always been conflict when it comes to internal meetings. And now in our remote world, the issues and difficulties with…
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Episode 47: Uplifting Untapped & Overlooked Voices
How Lori Dunn, COO @ Optimus Technologies, views the mentor/mentee relationship and shares advice on how each party can benefit. What does mentorship mean to you? Someone to help you navigate difficult situations? Someone to lean on when you’re unsure of a decision? Someone to coach up a specific...
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Opt In: Misleading Subject Lines
Join AJ and Alex for another episode of Opt In! In this throwback edition, learn about the dangers of misleading subject lines (and what to do instead) in 6 minutes! Here’s the deal: There are a lot of emails out there. The “sea of bad prospecting” continues to grow every day. What are you doing…
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Opt In: The Joys of Holiday Prospecting
Join AJ and Alex for another episode of Opt In! Learn about prospecting during the holiday season in 7.5 minutes! The most wonderful time of the year…can also be the slowest time of the year. Especially for those of us that are prospecting. And let’s be real - you should be prospecting during the...
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Opt In: Getting Started with Sales Development
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar in 8.5 minutes! What you need to know before building & scaling out your SDR function. Taking a kid out of college and expecting them to generate revenue after a couple of weeks of training is…well it’s absurd.…
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Opt In: Don't Copy - Emulate
Join AJ and Alex for another episode of Opt In! Learn about the importance of critical thinking and knowing your "why" in 7.5 minutes! Hey there listener! AJ here 👋 Recently, I received a good email from an SDR - one of the better ones in a while. And as I was reading it, something dawned on me....
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Opt In: Culture & Engagement
Join AJ and Alex for another episode of Opt In! Learn about the importance of company culture & engagement on SDR success in 7.5 minutes! Don’t look for culture fits, look for culture adds. Building a sales development team is hard enough. The moving pieces (your SDRs) are unique individuals that...
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Opt In: Feast on Leads This Holiday Season
Join AJ and Alex for another episode of Opt In! Learn how to create a bountiful harvest of leads this holiday season in 6.5 minutes! Through the holiday season, it’s especially important to remain consistent and innovative with SDR techniques. In this season of giving, let’s review a few points…
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Opt In: Forecasting & Capacity Planning
Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar with Lindsay in 7.5 minutes! One of the biggest reasons SDR teams underperform? It’s not a lack of tech. It’s not bad management. It’s not limited training. All of those things are problems, but they pale in...
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Opt In Rewind - Be The Delta
Join AJ and Alex for another episode of Opt In! In this Rewind, we look back at our 2nd ever-recorded episode where we tackle the idea of being the "delta" in 6 minutes! The idea behind this episode started when AJ & Greyson (of SDRev fame) interviewed François Bourdeau for the SDRepresent video...
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Opt In: 1-on-1 Meeting Optimization
Join AJ and Alex for another episode of Opt In! Snag some tips on improving your 1-on-1 meetings in 7 minutes! How many times have you heard an SDR mumble “that meeting could have been an email” under their breath? Ten? Twenty? Hundreds of times? To all the managers out there nodding along, the...
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Opt In: Asking For The Meeting
Join AJ and Alex for another episode of Opt In! Learn about some of the common pitfalls around asking for a meeting in 6.5 minutes! You’ve done your research. You found the right contact. You got them on the phone. You discussed pains & challenges, diffused objections, and uncovered a need you…
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About this show
A podcast for sales development professionals looking to get fewer 'UNSUBSCRIBE' replies in their inbox.We produce 2 shows to help SDRs and Managers level up their game and learn from experts in the field.❓ 𝟱 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 puts the spotlight on our guests and their experiences. Each episode ends with a major takeaway that listeners can use to make positive change.📩 𝗢𝗽𝘁-𝗜𝗻 is all about quick and dirty sales advice. Our 5-minute timer really forces us to talk about the most important aspects of the topic at hand - no fluff allowed.
Hosted by
demandDrive
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