00:35 – 3 reasons why junior tech sales reps with two years experience each are on the podcast, what leaders and marketing folks can do better to help ADR/SDR/BDR/LDR and AEs be successful
03:00 – John Beckman intro (Lead Development Rep) but first did Techpoint Sales Bootcamp and Account Development Rep, supporting sales rep teams supporting 18 territories in US
04:50 – Alex Verkamp, started interested in Marketing, internship at tech company, and moved sales direction after rotational sales program the Account Development Rep for prospecting and tech sales, now Account Executive selling customer experience and call center software
07:10 – Nick Spencer, thrived in sales negotiations program in college, Techpoint bootcamp, and since has seen upward mobility in his career from Sales Development Rep to Account Executive
09:30 – Common theme: their job is hard, high volume, and very rewarding; Techpoint Sales Bootcamp helped prime Nick Spencer and John Beckman; what attracted them to tech, why is it challenging and fun
15:00 – how to be a human while prospecting, and the balance of staying organic through sales processes and systems
16:00 – Nick Spencer following sales process “personalization at scale” via sales automation and how to do outbound cadences; how to think about “positive” connections and “qualified” conversions
22:00 – With Account Based Marketing thinking, Alex says this can be huge for helping mid-market companies through sales process, challenge of accommodating messaging all sizes of accounts
24:15 – John Beckman talks about sales needing to give market feedback to marketing on stagnant content so marketing can update, losing track of value prop; Sales and marketing have to work together
25:30 – Nick talks about Account Based Marketing AFTER the demo, based on opportunity stage in Salesforce to increase deal velocity
28:50 – Sales cadences including calls, email, and social touches
31:00 – Using specific words and phrases and matching tone and sentiment that matter for your audience
34:00 – Managing the relationship of ADR/SDR/BDR/LDR and with the Account Executive
36:00 – Are the best Account Executives better as external hires, or promoted as more junior reps from within? SDR/LDR mentality never leaves you as you get promoted
40:00 – How trends in the industry and markets change as years go by
42:50 – Senior Sales reps; should a young rep become an enterprise rep? What do senior sales reps have that young reps don’t yet, due to lack of experience; Suave, business acumen, relationships and an established network
45:40 – Qualities of junior sales reps that make them successful
48:00 – What do sales managers and executives need to do better and what they do well that helped our guests’ growth
49:45 – For leaders and managers, John talks about getting lost in a numbers game and making time to reflect on performance and look ahead. Fostering peer accountability, or approachable management, to tap experience, knowledge base, and feedback
53:30 – Managers telling reps to make more dials in 2018, and trust sales reps. Walk the fine line of not being too pushy to metrics that aren’t getting desired outcomes
