Enterprise Sales Development Podcast: Industry Leaders Talk to CIENCE

In today’s market, there are a zillion sales podcasts, and even sales development pods out there, with the vast majority focused on SDRs, start-ups, or individual sales. But what’s working and what’s not in enterprise sales development? And who’s talking about it? Who are the movers and shakers, and how has their thinking evolved?

The first of its kind dedicated specifically to the knowledge of sales prospecting into and managing SDRs in this industry, Enterprise Sales Development Podcast (ESDP) delves into the challenging world of enterprise. 

In our podcast, CIENCE takes the unique opportunity to fill in the gap about enterprise sales development, engaging in discussions with proven leaders, renowned authors, rockstar performers, and one-of-a-kind personalities who resonate with our listeners and the challenges ESDR leaders face.

Co-hosted by CIENCE’s CMO Eric Quanstrom and the Director of Craft and Strategy Harry Evans, ESDP sets out to explore relevant issues and connect with the ESD industry and sales leaders to gain forward-thinking ways of doing business and insights that B2B companies should be capturing right now. 

Listen to the Latest Enterprise Sales Development Podcast

Check out the latest podcasts, where we interview outbound leaders at fast-growing businesses to learn their secrets, with actionable insights into enterprise sales development.

Enterprise Sales Development with Tyler Cole | Released 1-26-22

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“Advocate for yourself. Sell yourself, build your own brand. Do all these things that are only going to help you sell. If you work for an organization that doesn’t want you to do it, I’ll just tell you they’re wrong at this point . . . more people want to buy from people they like than the person that regurgitated their company’s newsletter, whatever it might be.” —Tyler Cole, Account Executive at Reachdesk

In this episode, we speak with Tyler Cole, an account executive at Reachdesk. He was the founding coach of SDR Nation and used to run his own podcast called The Lowly SDR. Tyler shares his wealth of SDR knowledge and his perspective on the SDR role. He also talks about how he’s disrupting the staffing side of sales development and provides tips to accelerate sales results.

Enterprise Sales Development with Vince Blasio | Released 1-19-22

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“To me, everybody should be thinking and acting as if they were one of the ones that invested in the company and they’re running the company. If you think like you’re the one that put the money in, you’re running the company, you’re probably going to make the right choices. —Vince Blasio, Director of Sales Development at Paychex

In this episode, we speak with Vince Blasio, director of sales development at Paychex. Vince has been at Paychex for twenty-one years and has held a variety of roles during his tenure. He shares the secrets of the company's success, how it goes to market, and the types of strategies it uses. He also discusses how Paychex chops up its market and organizes the top-of-the-funnel fighting force for the best effect.

Enterprise Sales Development with

Brynne Tillman

| Released 1-12-22

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“So I’m about to say something that’s going to make every sales manager cringe. Your reps need to detach from what the prospect is worth to them and attach to what they’re worth to the prospect. —Brynne Tillman, CEO, LinkedIn Author and Sales Trainer

In this episode, we talk with Brynne Tillman, a LinkedIn and Sales Navigator trainer. She shares how she garnered her title as the LinkedIn Whisperer and how she uses the site for prospecting and sales development. She talks about why personal branding is important for brand recognition and what should be included in the LinkedIn profile header. Listen as she shares her five tips for leveraging LinkedIn most effectively.

Enterprise Sales Development with

Kevin Avery

| Released 1-5-22

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“One of the other sort of mistakes I see all the time is the blind assumption that an SDR is an entry level job, and the other sort of kissing cousin bad assumption is that there’s a direct magical line between an SDR and some sort of full-cycle sales rep role. It’s a plausible path, but it’s not if not A, then B." —Kevin Avery, Growth Acceleration Advisor at SBI, The Growth Advisory

In this episode, we speak with Kevin Avery, Growth Acceleration Advisor at SBI, The Growth Advisory. Kevin shares his insights in sales development, including how to empower SDRs and train them in a guild mentality. He talks about when to outsource, when to pull in-house, and when to move through hybrid models, as well as how to build an internal SDR team. He discusses how to cultivate a fun working environment for SDRs and the role humor plays in sales development. Listen to how to stand out from the noise, do it differently and be creative.

Enterprise Sales Development with

Doug Landis

| Released 12-29-21

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“What I’m putting out is this skill of being able to access and identify someone’s business and what’s going on, so you can have a real business conversation with them. Again, I think that is a skill that all of us, whether you’re SDRs, AEs, or executives, it doesn’t matter, you need to continue to develop." —Doug Landis, Growth Partner and Emergence Capital

In this episode, we speak with Doug Landis, Growth Partner at Emergence Capital. Doug has worked with Oracle, Monster Cable, Google, Salesforce, and Box. Doug shares why he calls himself the OG SDR and how he trains companies to develop SDR teams. Listen as he discusses the five components for SDRs to understand for every account through a real live exercise.

Enterprise Sales Development with

Rachel Keung

| Released 12-22-21

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Finding that balance I would say comes with managing your time and day, but at the same time, asking yourself before you say yes to that project. I found just taking that extra two minutes of ‘Ok, what’s the end game here? What will I gain out of that side project that will benefit me not only in a role or what it might be?'" -Rachel Keung, Director of Global Public Sector Sales Development at Salesforce.

In this episode, we speak with Rachel Keung, director of global public sector sales development at Salesforce. Rachel shares her insights about the public section and selling into the public sector in general. She discusses the importance of stating the why and how to avoid cold outreach mistakes. Listen to her perspective on shortening emails.

Enterprise Sales Development with

Ryan Scalera and Ding Zheng

 | Released 12-15-21

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I want to give an experience while I'm prospecting, going through the motion, that they know that they're buying from Ryan, and that's something I'd just laid thoroughly in the past year and a half, and my results have kind of spoken for themselves." -Ryan Scalera, from Dooly.

"A pattern interrupt is a pattern interrupt until it becomes a pattern." -Ding Zheng, The Sales Rapper, from Dooly. 

In this episode, we chat with Ding Zheng and Ryan Scalera, from Dooly. Ryan and Ding share their unique approach to selling that includes experimental selling and fun. They also share their process as they brainstorm through new campaigns and clients and what they do to stand out during prospecting. Stick around for the end of this episode as Ding, also known as The Sales Rapper, performs a freestyle rap about CIENCE.

Enterprise Sales Development with Brent Kilter | Released 12-08-21

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“I think you really got to think about this environment as hyper-personalization, the message and the channel that they care about and figure out what’s going to break through the noise.” —Brent Keltner, President at Winalytics LLC

 

In this episode, we talk with Brent Keltner, author of The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success. Brent talks about content pathways and the value plays behind the brand. He also discusses how to give prospects reasons to care and how his background in academia has brought a different perspective to this space.

Enterprise Sales Development with Samantha McKenna | Released 12-01-21

Website-Samantha McKenna - Podcast Cover“We talk about how sales and dating is so alike all the time here. If you show up to a first date, your discovery call, and you talk about yourself the whole time, what are the odds that we’re moving to that second date? Same thing with discovery. If we’re not solving a bleeding problem, if we’re not the only vendor that can do that, and we talk about ourselves the whole time, we’re going to turn off those fires."—Samantha McKenna, Founder of #samsales Consulting

In this episode, we speak with Samantha McKenna, founder of #samsales and former head of enterprise sales for New York City at LinkedIn. Samantha discusses why she refers to herself as a “trusted mechanic” as people come to her for consulting. She shares some insights in building an internal SDR organization and her thoughts on internal teams versus outsourcing. She also discusses how she utilizes humor in sales, her approach to LinkedIn, and how to be a gracious loser.

Enterprise Sales Development with Christina Brady | Released 11-24-21

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“Sales shouldn’t be a one-size-fits-all, not even by company, but by person that you’re talking to. Sales reps have to be among the most dynamic, flexible individuals that exist. It’s not the same thing every day because we’re talking to different people with different experience and different roles and different industries."—Christina Brady, Chief Strategy Officer at Sales Assembly

In this episode, we speak with Christina Brady, chief strategy officer (CSO) at Sales Assembly. Christina talks about some of the methodologies she has learned for scaling an organization like Sales Assembly. Her discussion on better decision-making also details the right time to scale an outbound team. Listen as she shares some smart training practices such as putting the seller in the position of the buyer and how to trigger the helper.

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Enterprise Sales Development with Gabrielle Blackwell  | Released 11-17-21

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“For me, I’ll be honest. I really don’t care about whether or not you know the acronyms. I care about are you going to work really hard and are you going to ask a lot of questions. And are you going to use your mouthpiece in providing feedback and asking for what you need."Gabrielle "GB" Blackwell, Sales Development Leader at Airtable.

In this episode, we speak with Gabrielle “GB” Blackwell,  a sales development leader at Airtable. Gabrielle talks about her people-centric approach and how her infinite curiosity about her team members gets the best out of them. She also talks about the Women in Sales Club, an organization she co-founded that is focused on enabling, empowering, and promoting women within the sales profession.

Enterprise Sales Development with Ron Nelson  | Released 11-10-21

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“In sharing that knowledge, we’re all learning and growing and developing quicker. We’re learning from one another’s mistakes, and we’re learning from one another’s successes."Ron Nelson, Account Executive at Oracle

 

In this episode, we speak with Ron Nelson, account executive at Oracle and formally at Comparably. Ron shares his experience starting as an SDR and working his way up to leading a team of twenty-seven SDRs at Information Builders. He also shares his unique insight and management perspective from his previous roles to build different types of teams. Listen as he discusses his strategies for producing content and communicating tone in sales.

Enterprise Sales Development with Rakhi Voria | Released 11-3-21

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“I think what we’re seeing in the industry is that customers want us to meet them on their terms. They want us to make it personal and to keep making it better.”Rakhi Voria, Vice President of Global Sales Development at IBM 

 

In this episode, we talk with Rakhi Voria, vice president of global sales development for IBM where she oversees over 350 SDRs. She came to IBM after several years at Microsoft, where she played a key role in building out their digital sales force. Rakhi brings her perspective to discuss how IBM defines digital sales development and integrates personalization. She also talks about how she builds a sales force on a large scale and what she’s learned combining inside sales with incubation.

Enterprise Sales Development with

Isabella Yani

| Released 10-27-21

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You never know what someone has just been going through the hours before or the days before we are engaging in a conversation. So I just think making some human connection is really, really important."Isabella Yani, Chief of Staff and Director of Business Development and Sales Operations at Cisco  

In this episode, we speak with Isabella Yani, chief of staff and director of business development and sales operations at Cisco. Isabella talks about her sixteen-year trajectory at Cisco and how it helped her hone her skills to connect with people and form partnerships. She also discusses what it means to lead without a title and the importance of building a skill set. Listen as she shares advice on how to establish a productive mentorship.

Enterprise Sales Development with

Tibor Shanto

| Released 10-20-21

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I liken it to a train. All the buyers are in the front car and then as you go further and further back, there’s less and less closer to buyers. But I figured if I can get on the train and continue to move with them, then eventually they’ll become buyers."—Tibor Shanto, Chief Prospecting Officer at Renbor Sales Solutions Inc.  

In this episode, we speak with Tibor Shanto, an author and expert consultant. Tibor discusses objective-based selling and how his methodology and formula are suited to playing the probabilities of volume-based research. He shares how he creates feedback looks and balances executing activities with coaching and leveling up. He also talks about his podcast, The Monday Morning Breakfast for Champions Podcast.

Enterprise Sales Development with

Jon Selig

| Released 10-13-21

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“I’m not trying to turn sales reps into comedians with Netflix specials, and I’m not even trying to get our buyers rolling on the floor. If they do, great, but I’m trying to get sales reps to better connect with buyers and have easier conversations. A joke is just connecting tissue between buyer and seller."—Jon Selig, Founder of Selling with Comedy

In this episode, we chat with Jon Selig, who merges sales with comedy. Jon talks about how he gets into understanding the brain of the people he’s trying to communicate with from a salesperson’s perspective. He also discusses how he helps salespeople use the lens of a stand-up comedian to better understand their buyers.

Enterprise Sales Development with

Tony J. Hughes

| Released 10-6-21

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“I’ve always believed that professional selling is about making a positive difference in the lives of others, both for them personally and also professionally in their role in an organization."—Tony J. Hughes, Co-Founder and Sales Innovation Director at Sales IQ Global

In this episode, we speak with Tony J. Hughes, a keynote speaker, best-selling author, and sales trainer. Tony brings his thirty-five years in the business to discuss his best practices for enterprise sales development. He explains why the opening messaging is the more critical phase of a sales call and the three important questions to ask. He also talks about his book, Tech-Powered Sales: Achieve Superhuman Sales Skills, that he co-wrote with our previous podcast guest, Justin Michael.

Enterprise Sales Development with

Brooke Bachesta

| Released 9-29-21

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“The second Friday of every month, the office is closed as a way to force people to take a mental break, because now more than ever the lines are blurred between work and your personal life.” —Brooke Bachesta, XDR Enablement Manager at Outreach, and Chair of the Gals and SALs Group

In this episode, we speak with Brooke Bachesta, XDR enablement manager at Outreach and chair of the Gals and SALs group. Brooke talks about her enablement role and what that means at Outreach, discussing some of the initiatives they use to grow the team and the professional development they offer. She shares why she co-founded Gals and SALs, a group that provides women on the SDR team a place to get together, support each other, foster career growth, and celebrate success.

Enterprise Sales Development with

Rajiv Nathan

| Released 9-21-21

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“You’ve got to stop thinking like an executive. Stop thinking like an entrepreneur. Stop thinking like a B2B person, and instead think like an entertainer. Because if you think like an entertainer, you have taken yourself out of being product obsessed or solution obsessed, and instead you put the audience first.” —Rajiv Nathan, Sales Expert and Hip Hop Artist

In this episode, we speak with Rajiv Nathan, also known as "RajNATION." Rajiv is a hip-hop artist, a sales expert and consultant, a guest speaker, and a yogi, branded as the start-up hype man. He talks about crafting a narrative that “doesn’t suck” and the "Que PASA" framework that he’s been implementing for a really long time. Listen to this mini-course in personalization.

Enterprise Sales Development with Andrew Lawson | Released 9-15-21

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You don’t want to oversaturate your company or oversaturate your pitch because you start to lose effectiveness on what you’re actually trying to accomplish, which for us is to get them in the door and have a conversation.” —Andrew Lawson, Head of Inside Sales at MountainSeed 

In this episode, CIENCE speaks with Andrew Lawson, the head of inside sales at MountainSeed. Andrew talks about how he leads his team to focus on results rather than the activities that lead to those results, using some of the key lessons he learned from previous jobs. He also shares the ideal career trajectory for an SDR and the common misconceptions about SDR teams. Listen to his advice for companies entering the enterprise sales development space in the trickier markets such as banking.

Enterprise Sales Development with Frank Cespedes | Released 9-8-21

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“You do not compete with people who have gone out of business. The dead are dead. You only compete with the survivors in a competitive marketplace, and to survive in any competitive marketplace, continuous improvement is essential. It shouldn’t surprise us that the bar is rising.” —Frank Cespedes, Author of Sales Management That Works

 

In this episode, we speak with sales expert Frank Cespedes, Harvard Business School professor and best-selling author of Sales Management That Works: How to Sell in a World That Never Stops Changing. In this chat, Frank talks about his book and what inspired it, and why it’s important for an organization to understand what they are doing with their sales department to help them decide what to do next. He also discusses why the buyer is the most important part of selling and how the division of labor is so essential. Listen as he explains how the market process is a variable, not a constant.

Enterprise Sales Development with Justin Michael | Released 9-1-21

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"What’s weird is that a lot of salespeople are like ‘I’m not technical’ or the sales leader is like ‘We’re not that technical. We’re old school.’ When you say, ‘We’re old school,’ your competitor just won. Someone just took a million dollar deal you didn’t see." —Justin Michael, Co-Founder of HYPCCCYCL

 

In this episode, CIENCE speaks with Justin Michael, an author, consultant, futurist, and sales guru. Justin previews his upcoming book, Tech-Powered Sales: Achieve Superhuman Sales Skills, and talks about what strategic sales training looks like to him. He also shares how to balance the technical and human aspects of sales development and how to work with saturation to create successful situations for engagement.

Enterprise Sales Development with Jason Prindle | Released 8-25-21

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“I encourage [SDRs] to take it as far down the road as they can, because it’s a good training ground for that next step . . . It’s further discovery, and the first thing you have to learn as a good sales rep is discovery and how to continue to do more discovery.” —Jason Prindle, Director of Inside Sales & Global Sales Development at BigID.

 

In this episode, CIENCE speaks with Jason Prindle, director of inside sales and global sales development at BigID, about enterprise sales development. Jason shares what type of services BigID provides and their sales approach in working with their customers and clients. He also talks about how he works with the sales development representatives to provide the most efficient communication with clients as well as sales reps.

Enterprise Sales Development with Eric Quanstrom | Released 8-25-21

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"Most prospects are, what I would argue, and we teach and train this all day long at CIENCE, they’re self-interested above all else, and that’s not a bad thing. It’s not a pejorative concept. Self-interest is what drives most people to actions." —Eric Quanstrom, CMO at CIENCE. 

 

In this episode, Eric Quanstrom takes a break from hosting duties and sits down as a guest with co-host Harry Evans. Eric talks about enterprise sales development from his perspective, sharing what makes hyperspecialization worthwhile and why CIENCE redirected itself around that idea. He also discusses how CIENCE manages a large group of SDRs and is set up to handle the constant turnover in this industry. Listen as he shares the three most important questions to ask in a sales pitch.

Enterprise Sales Development with Sam Silverman | Released: 8-11-21

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"I think a big thing is focusing on who you’re selling to—understanding why does this person care about anything you’re saying. I think the more you understand your buyer, the better off you always are.” —Sam Silverman, Founder of Silverman Capital.

 

In this episode, CIENCE talks with Sam Silverman, founder of Silverman Capital. Sam shares his approach and perspective at the SDR role as a job as well as a leveling opportunity for a career. He discusses how he manages his team, from his hiring practices to training in this rapid industry and tracking their progress. Find out why it’s so important to understand your buyer.

Enterprise Sales Development with Gerry Praysman | Released: 8-11-21

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“We prioritize progress over perfection, right? It’s not so much that we wait for things to be perfect to go, but we like to put a good level of thought. We like to plan things pretty well before we just kind of dive off the deep end.” —Gerry Praysman, Senior Director of Sales Development at SalesLoft.

 

In this episode, we speak with Gerry Praysman, senior director of sales development at SalesLoft. Gerry shares Salesloft’s thoughtful approach to finding the right types of people from unique, non-traditional places instead of the traditional SDR paths. He discusses some of the traits, skill sets, mindset, and the experience level they seek to attract quality talent.

Other Places to Listen

Be sure to tune in to the newly released podcasts on Wednesdays. Catch up now on these channels:

Enterprise Sales Development at CIENCE

Whether your goal is to sell to an enterprise or accelerate your go-to-market as an enterprise, CIENCE’s customer-centric approach to prospecting and ESD experts can help you target those heavy hitters and enhance your outbound strategies. Be sure to listen on Wednesdays to hear the latest podcast!

 

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