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In today's episode, we have Arnaud Renoux the Co-founder of Scalelist where he has been engaged in sales and business development. Having helped numerous tech firms expand their presence across Southeast Asia, he founded Scaler, a lead generation agency that tailors LinkedIn and email sequences for clients during the COVID-19 pandemic. Subsequently, he launched Scalelist, a software that streamlines the lead list extraction, cleansing, and outreach process for BD and SDR teams, and Scale Social, a LinkedIn agency that manages clients' social media presence by composing posts on their behalf. We delve into the sales process at ScaleLab, which initially served as an internal tool before being rolled out to the public. They reveal how they go about solving potential clients' problems, touching on topics like budget, decision-makers, and scheduling future appointments. Arnaud shares his experience as a mentor, particularly with startups, and the obstacles new founders face when it comes to sales and marketing.
He also shares his personal strategies for continuous professional growth and improvement.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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In today's episode, we have Matt Firestone an account executive at Noble and founder of SDRs of Israel, discussing his journey from the legal space to the startup world and his current role in sales development. He emphasizes how his legal background has been valuable in his current position, particularly in terms of analytical and writing skills. Matt explains that he has been implementing sales technology, such as Sales Navigator and Gong, and using Salesforce and sales engagement tools to build out sequences and gather data. He is also working on building a playbook with the founder and marketing team, focusing on targeted messaging, ideal customer profile (ICP), and the sales process.
Matt collaborates with the founder and product team to run the entire funnel, passing off the final deal closing to the founder. He stresses the importance of marketing in the sales cycle and how he has been learning from marketing about ICP and language while providing feedback on conversations with clients and current trends. The conversation touches on whether SDRs fall under marketing or sales, with both speakers agreeing that SDRs need to work closely with both departments. However, one of them suggests that SDRs are more closely related to marketing in terms of their role and DNA.
The speakers discuss SDRs in different communities, such as the SDRs of Germany who shared their successful model. They also talk about the need for better collaboration between SDRs of different organizations and how cultural differences can affect business relationships. The conversation shifts to the effectiveness of CCing in outreach and how it can be perceived differently in different markets.
Matt shares his approach to building his personal brand on LinkedIn, emphasizing the importance of being a real person and establishing oneself as an expert in sales, rather than just in the industry they work in. He recommends investing in oneself and building a personal network, as well as learning from influencers on LinkedIn and podcasts. He believes that while there may be differences between industries, the basics of SDR work hold true, making it possible to move between industries.
Overall, the conversation provides insights into sales development, marketing, and personal branding, as well as the importance of collaboration and cultural awareness in business relationships. The guest expresses gratitude for being invited to the show.
He also shares his personal strategies for continuous professional growth and improvement.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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In this episode, we sit down with Greg Bond, Vice President of Channel Sales at Constant Contact, a leading email marketing and communication platform. Greg shares his expertise on how the sales process works for a product like Constant Contact. He emphasizes the importance of cross-team collaboration in ensuring smooth communication and deal success. Greg discusses how collaboration among various teams, including sales engineers, legal and finance, partner onboarding, and business development representatives, is vital to review deals and ensuring all aspects are considered. He highlights the significance of clarity in uncertain times and how proper communication is crucial in navigating sales processes effectively.
Throughout the episode, Greg shares valuable insights and practical tips based on his extensive experience in sales and business development.
He also shares his personal strategies for continuous professional growth and improvement.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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In this episode, we sit down with Brynne Tillman, the CEO of Social Sales Link. Brynne is a social selling expert who believes the key to social selling is starting conversations, not making sales pitches. We dive into the basics of social selling on LinkedIn, starting with the importance of social listening and shifting our profiles to be a resource for prospects. Brynne emphasizes the importance of creating engagement and shares great tips for connecting and engaging with people on LinkedIn. We also discuss the importance of nurturing connections and earning the right to have conversations with prospects. Brynne suggests using baby steps with connection building to avoid being pushy or salesy. She also discusses whether a premium account is necessary for success on LinkedIn and dives into the ins and outs of Sales Navigator and using Twitter for social selling. Tune in to learn how to start conversations, build relationships, and use LinkedIn and other social platforms to grow your business.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Welcome to today's episode, where we are joined by C. Lee Smith, a behavior analyst and author of Sales Cred. C. Lee shares his insights on the importance of building sales credibility in today's market. He defines sales cred as building customer trust by being seen as a trusted advisor rather than just a salesperson. With the advent of technology and easy access to information, sales teams must focus more on building sales cred to stand out in the market.
C. Lee also emphasizes the importance of hiring salespeople with strong collaboration skills and the ability to learn from feedback. Soft skills such as active listening, empathy, and a growth mindset are crucial in building customer relationships and becoming a trusted advisor.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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In today's episode we are joined by Teasha Cable, the CEO and Co-Founder of CModel. Decision intelligence combines data and human knowledge to help companies align their resources and achieve their goals. CModel provides curated recommendations to CEOs and their teams by starting with the goal in mind and working backward to the data.
Teasha also talks about their sales process and how they use experimentation and documentation to log their assumptions and track their progress. They also emphasize the importance of gut feelings and having a good set of information to inform them. At the heart of CModel's work is creating collaboration between people and connecting them. By combining data and human intelligence, they help companies make better decisions and support their business growth!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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In todays episode, we are joined by Hamish Knox, a two-time author, and expert in the Sandler communication system, who shares insights on how to improve conversations and build rapport to facilitate successful sales. According to Hamish, selling is not limited to professional contexts but is relevant to all areas of life. He emphasizes the importance of trust and relationship-building with buyers and shares strategies for avoiding common mistakes made by sales leaders. Hamish also discusses how complacency can hinder progress in businesses and the value of clarity and safety in fostering collaboration. He also highlights his volunteer work in sales training and how it helps others in their careers.
Stay tuned for the end, where Hamish shares how he becomes better at his job!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Welcome to Customer Cafe. Today we are joined by Lori Richardson, a sales expert and the author of the book "She Sells." In this podcast, Lori shares her insights on how to create more inclusive sales teams and retain great women in sales and her own experiences in the sales industry, from her early days of selling consumer computers on commission to her current role as a sales consultant and speaker. She talks about the differences in the sales process from then to now and how women's skills will impact a sales team. Lori also discusses the importance of diversity in sales teams and why companies should care about it. She shares her views on why speaking to the men at the top is essential to help women break into sales. As someone who has onboarded over 1000 SDRs in three years, Lori talks about the challenges of hiring and retaining salespeople, including women, and shares tips on how to measure success in sales teams. She also shares her insights on sales in recessions, why firing is happening, and how it affects women and everyone.
Stay tuned for the end, where Lori shares how she becomes better at her job!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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On today's episode of Customer Café, Hillary black, a conversation designer and founder of ConversationDesignerJobs.com discusses the role of chatbots in marketing and sales. She explains conversation design, which involves creating user experiences in chatbots and other messaging interfaces, as well as the different aspects of conversational AI, including programming chatbots for sales and marketing and modernizing rule-based experiences. Hillary shares her experience creating chatbots for retail brands, success metrics for chatbots, and chatbot limitations. Join us for valuable insights into the world of chatbots and their role in marketing and sales.
Stay tuned for the end, where Hillary shares who she follows on LinkedIn to become better at her job!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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On today's episode of Customer Café, Yaacov Cohen, CEO of harmon.ie and lead investor in Collabria, shares his 20 years of experience in enterprise sales. He discusses the importance of team collaboration, being part of a wolf pack, and creating a customer-centric approach. Yaacov also emphasizes the role of trust in sales and building trust as a brand and how focusing on money and revenue alone is not the only way to succeed.
Stay tuned for the end, where Yaacov shares who he follows on LinkedIn and how he learns the best sales tactics from the Bible!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Lynn Pietryga, the Chief Customer Officer at Enable Us. Lynn will share her insights on balancing customer success with increasing revenue and the importance of proper onboarding for each customer. She'll also share her perspectives on the voice of the customer programs that they run at Enable Us, and how she collaborates with other departments to advocate for each customer. Additionally, Lynn will give us a glimpse into what makes a great customer success manager and whether customer success is judged solely on revenue.
Finally, Lynn will shed light on how customer success differs in each company and what causes that difference. Tune in to gain valuable insights into the world of customer success management.
Stay tuned for the end, where Lynn shares who she follows on Linkedin!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Justine Wares is the Senior Customer Success Manager at Usergems. She left a BigTech company during the pandemic and joined a pre-series A startup. Additionally, she is an amateur CrossFitter due to her love of intense activities., a true New Yorker!
Justine was with Usergems from the beginning and is passionate about the voice of customer programs they run. She believes that customer success and product should work together and that feedback from the customer success team is crucial in understanding what changes customers want in the product. Justine also has a strong understanding of what makes a good pipeline.
Stay tuned for the end, where Justine shares who she follows on Linkedin!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Andrea, the VP of Client Success and Membership at the Financial Health Network, is also a branded ambassador at Revgenius and RevAble, organizations that support people living with disabilities. She will discuss her experience as a warrior of chronic illness and the stress of working in sales and customer success, and how she and RevGenius have created a supportive space for those with chronic illness through weekly roundtables and job searching resources. Andrea will also share her thoughts on the changing landscape of company diversity, the relationship between sales and marketing, whether customer success is indeed a sales role, and the advantages of working with a remote team in different time zones.
Stay tuned for the end, where Andrea shares who she follows on LinkedIn and the books she reads to improve her job!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Bre Sprague is the Sales Operations Specialist who knows how to pivot and try new things. Her mission is to train, inspire, and teach others on their journey to personal greatness.
In today's episode, she talks with Menachem and Sharon about the challenges of pivoting her career into saas, women in sales and inappropriate workplace environments, the need for collaboration in sales, and plenty of coffee talk!
Stay tuned for the end, where Bre shares who she follows on Linkedin!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Welcome to the Customer Café podcast with Menachem and Sharon. In this episode, we have a special guest, Jeremy, the Vice President of Global Sales for Brew.
Jeremy shares his insights on running sales at a marketing-heavy company and how his background in marketing has helped him in sales. He discusses personalization in the sales strategy and the importance of cross-team collaboration for sales representatives.
We also explore the role of SDRs in sales and the challenges of setting long-term sales goals in a high-tech company. Jeremy shares his approach to focusing on the long term and the process while also highlighting the importance of small wins along the way. Tune in to learn more from Jeremy's unique perspective on sales and customer success at Brew.
Stay tuned for the end, where Jeremy shares who he follows on Linkedin!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Join Menachem and Sharon on Customer Cafe as they welcome Jared Robin, the Founder of RevGenius.
With over 15 years in sales and a wealth of experience helping SaaS companies grow, Jared has built RevGenius into a community of over 32,000 sales and marketing professionals.
In this episode, Jared shares how RevGenius helps its members scale their careers and businesses through playbooks and free programming.
He also shares the story of how RevGenius was founded and his top tip for success: staying calm and present, even in difficult situations.
Tune in to learn more about RevGenius and how it can help you reach your full potential.
Stay tuned for the end, where Jared shares who he follows on Linkedin!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Yaalit is a mother, AE at Vidyard, and founder of SDRs Israel.
Early on in her career, she realized that she needed a community of people to learn from each other. She started a group called SDRs Israel where people can share their struggles and grow in their sales careers.
In this episode, she talks about the importance of community and sharing stories, staying consistent, being a woman in sales, and plenty of coffee talk!
Stay tuned for the end, where Yaalit shares who she follows on Linkedin!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Noah Mishkin is an Architect turned business owner of a software and product, Craft Jack. Noah joins us to today to talk about how he developed his unique approach to sales calls as organic conversations. He talks about his healthy guitar obsession and investing in himself, company values, and the need to re-evaluate and update them.
Stay tuned to the end where Noah shares who to follow to get better at your job!
This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
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After moving to Israel, Ash needed to refocus her skills to suit a tech-focused market. She became a tech pr and then transitioned into customer success. Today's guest Ash Glenville shares how her past experiences help her stand out at customer success within her organization Zesty. Ash shares the importance of cross-department collaboration and how an inadvertent r and d hackathon has changed her perspective on things. She has learned to stay in constant contact with her clients and keep everyone happy even when things might go wrong. She is a strong believer in process and you can follow her on LinkedIn to find out more about how they help with customer success.
Stay tuned for the end, where Ash shares who she follows on Linkedin and her favorite book!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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Once a successful fundraiser and now salesperson of the year in 2021, Reesa Hinks, Senior Director of Enterprise Sales at Gravyty, walks us through the parallels between those two fields. In this episode, we talk about being a chameleon in sales calls and adapting to the needs of your customer while still being authentically you. Reesa also talks about staying consistent and collaborating with other departments as the way to succeed in sales!
Stay tuned for the end, where Reesa shares her "who to follow list" on Linkedin!
Reesa Hinks is the Senior director of enterprise sales at Gravyty. She was Gravyty’s Salesperson of the year in 2021. Her past work experience is primarily in marketing, community relations, and fundraising. She is known as the Queen of Sales in her office.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media
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