S3 EP5: Celebrate Sales Autonomy and Grow Leaders from Within with Alex Griffin
This episode of the Revenue Harvest Podcast with Nigel Green features Alex Griffin, Director of Global Sales Development at Segment. She discusses how they perform their outbound sales and the strategies they use to qualify opportunities and support their SDRs.
Alex shares that cold calling is still the fastest and most effective way to connect with people and that more sellers should be leaving voicemails. She also talks about growing leaders from the ranks of SDRs and what aspiring leaders have to look out for to help ensure their growth in this new role.
You can connect with Alex in the links below:
LinkedIn: https://www.linkedin.com/in/alex-griffin-8123078a/
Check out Alex's recommendation on Becc Holland below:
LinkedIn: https://www.linkedin.com/in/beccholland-flipthescript/
Website: https://www.flipthescript.co/
Do you want a best-in-class sales team? Check out my book: www.therevenueharvest.com.
In this book you learn how seven timeless principles can 2-3X your revenue and turn your sales team into a sales machine.
HIGHLIGHTS
Analyzing SDR's qualified opportunities and conversion
SDR's autonomy, activity benchmarks, and creativity
Tip: Learn to leave voicemails
Coaching is personalized and about good listening
Preparing SDRs for management roles
QUOTES
Alex: "There's so many content, videos, and articles out there about just personalization. It really is key these days when it comes to outbound. You cannot just do generic messaging and spray and pray. You have to be personalized. You have to know who is it that you're sending this email to, what do they care about, and what company are they with."
Alex: "If you're going to pick up the phone and call people and you expect them to give you time, you better know how exactly you're going to be providing them value when you get the chance to talk with them."
Alex: "We pull our SDRs together weekly to role play and we ask them to practice so that they can be prepared, and so now we're doing that at the management level too. We're going to be coming together and doing exercises where we do have an email exercise and they go into breakout rooms and they practice giving feedback on an email"
