Episode 14 – Russ Hearl
In this episode, David interviews Russ Hearl, Vice President of Sales at PatSnap, a company that offers innovation intelligence, patent searches, and IP analytics. Russ attributes his success to his strong background in cold calling. He addresses the strengths of cold calling and debunks the myth that it is dead. Tune in to find out how he was able to raise $82M for Double Dutch through cold calling, the importance of researching your target market, and some key advice to strengthen your sales teams.
3 Key Points:
1. Cold calling is NOT dead – its success is dependent on a number of factors including the demand for your product and the research you put into targeting those calls.
2. Set up structures, methods, and define roles and expectations clearly for the success of your sales teams.
3. Always use data to analyze your target market and do your research to hit them at the RIGHT time.
I’m officially declaring 2017 The Year of the SDR Manager.
Ah, the SDR Manager, that beleaguered soul who doesn’t get nearly enough credit for the contribution they make the health of your business. Beat down from so many angles; Sales VPs, their own SDRs, Senior Execs, Marketers, HR, Vendors… the list goes on and on.
In some companies, scant respect and little recognition, unless of course things start going wrong. No clear career path. Not making as much money or getting as much stock as other managers...
It’s a tough, and at times, thankless job.
And yet, their function is vital to connecting marketing spend to real sales results. To creating predictable revenue. To preparing your next generation of Sales leaders. So, what’s going on?
Let’s look at the day in life of the SDR Manager. On any given day they are a career counselor, psychiatrist, sales trainer, analytics guru, firefighter, and interdepartmental translator.
Connect with Sean Sheppard: Linkedin Twitter
"If your actions inspire others to dream more, learn more, do more, and become more, you are a leader." - John Quincy Adams
I can't think of a more appropriate quote for this week's guest. As you can tell from the intro, I'm a huge fan of Ralph Barsi. Below, Ralph compiled the notes, links, books and takeaways from our conversation so you can put the ideas into action today! As you can see, he went way above and beyond to make this useful. The sign of a true professional.
Connect with Ralph Barsi: LinkedIn | Twitter | Instagram | Website | Email
ServiceNow: Provides service management for every business unit in the enterprise.
Glassdoor: Search millions of jobs and get the inside scoop on companies with employee reviews, personalized salary tools, and more.
AA-ISP: The American Association of Inside Sales Professionals.
Tuesday night, we hosted our first ever Sales Hacker Sales Development Executive Dinner at Sens in San Francisco. It was attended by some of the top Sales Development Executives in technology today, representing companies such as Google, Oracle, Square, Blackberry, New Relic, Nitro, Mulesoft, Brightfunnel, Box and others.
The conversation theme of the night was Account Based Sales Development (ABSD) and the intersection of Sales, Sales Development and Marketing to build new business pipeline.
As the wise man Jon Miller points out, “accidents happen at intersections”, so you could guess the conversations were lively and some great relationships were formed between these high-powered Execs. Circling the room, I picked up on some of the major themes being discussed…
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