Dive into the complete episode list for The Lowly SDR Podcast . Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.
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Pub. Date
Title
Duration
08 Mar 2022
Sales & Dating: Why Discovery Is Key
00:30:07
What’s up all you lowly lovely people!
While you probably shouldn't take my advice on dating... I recorded this right after valentines day and it seemed fitting.
I do consider myself to be pretty good at sales and you know how they say life is sales? Well, after getting back into the dating game, I realized how similar they actually are... for good or bad this is what I've learned.
This episode is a little bit of a rant. Would love to hear what you think about me doing more solo episodes like this. If you hated it. Don’t worry… we have a ton of exciting interviews lined up and ready to release! Regardless, connect with me on linkedin and say what’s up 🙏
The Value of Networking ft Mike Wander (New Partnerships Manager @SaaStr)
01:00:41
Want to generate $1M+ in closed won in 90 days?
Want to get a free ticket to SaaStr? ($1900 value)
Provide value and network.
On today's episode, I sit down withMike Wander, New Partnership ManageratSaaStr.
Mike is a three-tour, Marine Corp veteran having run intelligence operations in Africa, Asia, and the Middle East. He made the switch from military to sales this year and has achieved 90 meetings & over $1M in closed/won in 90 days. He joins us today to talk about all things saas, sales, sdr's, networking events, and SaaStr Annual 2022, the world’s largest SaaS community event on the planet!
And guess who will be there??? yesssir - your boi - The Lowly SDR himself is going to be rubbing elbows with the SaaS elite - all from a simple LinkedIn post.
You'll want to listen to this one until the end to find out how you can attend and get the most out of the experience!
Special thanks to Mike W, Jason L, Bryan E, and the rest of the SaaStr team for making this all happen.
Go check out SaaStr, follow them on Linkedin and show some Lowly SDR Love yall
How Sales Rap Took Over SaaS feat. Ding "The Sales Rapper" Zheng, Founder of SalesRap.io
00:56:00
10 years ago Ding left a comment on a youtube video of mine.
Little did we know... we would meet again in SaaS with newfound skills and common goals of starting our own creative agencies. Ding Zheng, founder of SalesRap.io and EventShark.io took his skills as a hip-hop artist, the art of freestyling, and content creation and embarked on uncharted waters - helping B2B SaaS companies stand out and book more deals with rap. To this date, SalesRap.io has made him well over 6 figures! His newest venture in the event space is also a culmination of all the skills he's perfected as one of the biggest disrupters in B2B and he's coming to a city near you. I'm honored to call this guy a friend and business partner. Get ready for one of the most interesting Lowly SDR interviews yet!
If you enjoyed the show, make sure to rate and leave a review. Really helps us out and lets us know you're enjoying the content. Make sure to follow and subscribe so you get notified when new episodes go live!
Learn more about Ding Zheng and his businesses below. Make sure to go show him some love!
Job security is at a premium right now and growing in an SDR role has never been easy even before a pandemic. Today, we bring on Tyler Cole, senior AE, to shine light on one of the biggest problems in modern sales organizations, the broken SDR system, and how the SDRDefenders are giving a voice to entry level sales employees through their platform.
Special thanks to Waxie for providing us the intro music! Go follow and support him on Instagram @_waxie
Today on the very first episode of The Lowly SDR “Fake Pleasantries vs True Authenticity” we discuss how to properly reach out to your prospects in the wake of Covid 19, the responsibility we should be putting on both the buyer and the seller to be understanding during these difficult times, and why proper messaging is crucial for sales and marketing's success. Along side my guest Tyler Cole (Senior AE, Sendoso) we break down some of the polarizing debates and hot takes surrounding this issue and give our two cents on how you and your sales team can be authentic and empathetic, while driving revenue and creating meaningful and lasting relationships.
How To Build And Scale A Successful Sales Organization ft Morgan Ingram & Thomas Boccard
00:56:58
In this episode, JB Sales Training & SDRDefenders sales legends, Morgan J Ingram & Thomas Boccard, answer how to level up your sales development team.
1. How does mindset play a critical role in rep development? 2. How do you make sure you're building long term value to the company? 3. What incentives and compensation will encourage better collaboration with SDRs and AEs?
Give it a listen and let us know your thoughts!
Connect with us at www.LinkedIn.com/TheLowlySDR Or ABUVEGROUND@gmail.com Or www.instagram.com/TheLowlySDR
If you’d like to support the show visit- https://www.patreon.com/AbuvegroundLLC
Special Thanks To Neight Larcen For Providing The Intro Music "Doggy Digital” Go Show Some Support - www.instagram.com/Neight_Larson
Today we will discuss how Keith Daw and sales training companies like Sandler Training can help your sales department to achieve the dynasty status of the New England Patriots. Drawing parallels between sales and football, problems with mentality, and how sales organizations are falling asleep at the wheel by not providing consistent training/continued education.
How to Crush Sales Goals w/ Marketing Strategies ft. Gaetano Dinardi
00:54:14
In this episode, Gaetano Dinardi, Director of Demand Gen at Nextiva, answers why the SDR role is not entry level and why sales reps need to start to think like marketers to be successful.
1. How to create a personal brand that can be leveraged to sell more? 2. Why it's important to become a friend to the prospect first? 3. What skills does it take to be successful in sales that your leader would never tell you?
Selling With Purpose: How To Be A Better Person & Sales Rep ft. Ian Koniak, Strategic AE at Salesforce
00:54:29
Today on "The Lowly SDR Podcast" we are speaking with Michael Jordan or if I had it my way... the Lebron James of enterprise sales. The man who has closed more revenue in one quarter than myself and my co host combined, Ian Koniak. Ian is an enterprise sales rep for Salesforce and is now teaching all us lowly sales reps how to go from selling copiers to closing 8 figure deals and how to become better humans along the way. In this episode we cover...
1. How can you sell better by being a better human being?
2. When is the time to forget sales tactics and just be your authentic self?
3. How do you quarterback your team through an enterprise sales cycle?
Tales from a Psycho: Mental Health in Sales ft Patrick Downs
00:42:21
In todays episode, sales enablement legend and mental health activist, Patrick Downs of PandaDoc, discusses navigating rejection and how to stay sane in a job that often pushes us out of our comfort zone. Some of the topics discussed:
1. How a one percent success rate can mean a great day? 2. Why selling is a completely unnatural behavior? 3. What systems and resources can companies provide to help enable success and good health for their sales reps?
In this episode, the man, the myth, the legend, John Barrows, joins the show to kick off his partnership with The LowlySDR. John is head of JB Sales Training. They are responsible for arguably the number one training and content platform in B2B SaaS. John trained co-host, Tyler Cole, who swears by his work. He is also an inspiration to us both with his duties as host of the spectacular Make It Happen Mondays podcast. Today's episode will cover...
1. Why is proper value alignment so important when building and scaling a sales team? 2. Why do companies resist changes rooted in data and instead coach to volume based metrics and handcuff employees from building a unique brand? 3. What can leaders be doing to get the most of out of their SDR’s in a time in which cost of sale is being highly scrutinized?
For help creating you or your company's podcast, contact our team at Abuveground.
For a 10% discount on the John Barrow's annual content subscription use the code "LowlySDR" and sign up here.
*This episode is dedicated to our friend and co-worker, Brian, who passed away during the making of this episode. Brian will be greatly missed but live on through our content* (If you’d like to donate to Brian’s funeral and memorial fund please visit our GoFundMe.)
How to Get Hired In SaaS: The Roadmap & Interview Hacks Ft Joshua Jordan, Ryan Zadrazil & Josh Ruff
01:12:11
You heard it from Ian on Selling with Purpose, "software sales is just a different sport." High potential and high respect, but high pressure and hard to crack into. It's an industry reserved for the most elite sales reps.
This was the reality before Covid layoffs and the widening of the talent pool with remote roles. We hear it everyday...how challenging it is to get into this industry or even stay in it after losing a role.
Today we have an honest and unfiltered conversation, with Ryan Zadrazil (Free Agent and actively on the job search), Joshua Jordan (CEO of PreHired), and Josh Ruff (Director of Partnerships at PreHired) about the very real challenges of finding employment in software sales.
Click here to learn more about PreHired and apply for a 12 week program guaranteed to place you in a role at a top tier SaaS company
Co-Founder of SDR Nation and Sr. Director of Sales at #paid, Michael Gagliano, joins the show to discuss his vision to support a global community of SDRs and bring respect to sales as a profession. Fast forward to now and SDR Nation has exploded with our own co-host, Tyler Cole, serving as one of the incredible coaches supporting the community. On this episode we discuss...
1. How to leverage external resources to thrive in your role and get promoted? 2. Why SDR Nation is here to help your sales organization and not undercut your leadership team's views? 3. How the SDR role is evolving to include skills far beyond just setting a meeting? Request to learn more about joining SDR Nation
The Lowly SDR Presents "The Thinking SDR Show" ft. Nadir Mansor, Valerie Han, Erica Fabela
00:26:50
The Lowly SDR Podcast + Gr8insight brings you a sneak peak of a new show produced by ABUVEGROUND
“The Thinking SDR Show”
In this episode, (Host) Nadir Mansor (CEO @Gr8insight alongside Eric aka The Lowly SDR bring you 2 successful “Thinking” SDR’s that leverage GR8 INSIGHT’s relevant quality insights. Creating valuable relationships with there prospects to help boost their conversion rates.
Special thanks to Erica Fabela & Valerie Han for sharing how they create/execute their outreach with a value based approach. Doing so at scale with clarity & focus in mind.
And to our partners over at Gr8insight ! Click the link to request a demo and just let them know Eric over at The Lowly SDR sent you to receive a limited time FREE trial of their software!
*RATE, REVIEW, & SUBSCRIBE to the show so you’re notified when new episodes go live!
Started From The Bottom Now She's Here Ft. Sarah Brazier @Gong SDR/AE
00:46:24
We all know and admire the brand that Sarah Brazier has built. But, before that happened, Sarah struggled through much of the same pains that many of us have experienced cracking into sales. Sarah shares with us what allowed her to step from struggling SDR to the top performing SDR and now quota crushing AE at Gong. Some insights shared include...
1. Find a leader that is a true coach and celebrates success 2. Simplify Messaging - It's not about what your company does, it's about what problem you can help your prospect with 3. Who is my buying persona and how should my outreach differ based on persona type? 4. Defining your target audience 5. Setting meaningful meetings
Come learn from Sarah and Tyler at SDR Nation. They are accepting new applicants now.
Shares, Stakes, Start Ups, and... Sharks? / The Lowly SDR Guide to Venture Capitalism ft. Brian Murray (Managing Director @ Craft Ventures)
00:58:37
On today’s episode of The Lowly SDR Podcast!!! We dive into the shark invested waters of VCs (Venture Capitalism) with Brian Murray (Managing Director @ Craft Ventures), here to discuss:
His impressive RISE through SaaS
His experience GROWING and SCALING successful START UPS
What it looks like when a company gets ACQUIRED
Why he decided to SWIM with “THE SHARKS” in the world of VENTURE CAPITALISM? And how shows like “Shark Tank” do a DISSERVICE to how VC’s REALLY are...
How all those experiences lead him to BELIVE and INVEST in one of the HOTTEST start ups in SaaS = Sendoso
ENJOYING THE SHOW??! Please SUBSCRIBE, RATE, and REVIEW the show on APPLE PODCASTS or wherever available! Really helps us out & let’s us know you’re enjoying the show!
The Lowly SDR Podcast is brought to you by ABUVEGROUND.
Need help with creating content/marketing?
Want to start podcasting or take your current podcast to the next level?
Special thanks to Craft Ventures & Sendoso for making this episode possible!
For more info on our sponsors/partners or to take advantage of our DISCOUNT CODES and SPECIAL OFFERS - CHECK OUT JB Sales Training, PreHired, SDRNation, and GR8 Insight *Let them know “The Lowly SDR” sent you so you can take advantage of these special offers!*
Driving Results with Omnichannel Prospecting ft Thibaut Souyris
00:39:43
When we were introduced to Thibaut Souyris, he immediately impressed us. We've been huge proponents on the show of driving results through creative types of prospecting activities. But one thing missing from our vision, has been the science and scalability of it. Thibaut is the Founder of Sales Labs, Godfather of the T-Shaped SDR, and one of most impressive coaches/content creators in this space. If your goal is to set more meetings, there's no better individual to listen to.
From Hell And Back / The 92 Percenters Ft Scott Leese
00:49:26
Today, we have on, Scott Leese, one of the top start up sales leaders in the country! Spanning over two decades, Scott has trained and developed armies of sales departments for companies such as Google and SalesLoft. He is the CEO and Founder of both Scott Leese Consulting and SurfandSales.com, 3 time winner of the top 25 inside sales professionals, author of addicted to the process - #1 best seller for sales on Amazon. Scott is a also a fellow podcaster with his Surf & Sales Podcast with Richard Harris.
Scott is one of the most approachable people in sales with his laidback attitude and hunger to teach all of us lowly SDR’s how to make it in this hectic game of sales.
Episode Title Ft Paul Salamanca of Top One Percenters
01:04:13
Paul Salamanca has one of the most impressive sales backgrounds you can find. He is truly a top one percenter at everything from door to door transactional sales to leading a team that closes enterprise deals with Fortune 100 companies over at Security Scorecard.
Tune in to hear his incredible journey through sales and leave with some nuggets that will immediately improve your sales game. Paul teaches us...
1. Why you always need to be asking the prospect what happens next? 2. How to stay 2 to three steps ahead of other reps and be a true industry expert. 3. What Breaking Bad and crushing quota have in common?
Today we sit down with Marcus Chan (President/Founder @ Venli Consulting Group LLC) one of the most captivating voices on LinkedIn and long time friend of the show to discuss -
His impressive and hilarious rise from selling speedos (and getting a gun pulled on him) to selling 7 figure contracts while being a top voice in the sales industry
How he uses his upbeat personality to open doors and why channeling that energy in the right way is important
Bad pitches. The good, the bad, the ugly, and everything in between
Join us as we have one of the most hilarious and hard hitting conversations of the season. How Marcus handled one of the hardest "objections" a sales person could ever face = a gun being pulled on you. Plus, leaving you with a ton of actionable tips and "Do Not Be This Guy" moments. Enjoy!
We are who we are... Just Lowly SDR’s / Season 1 Finale & Recap
00:44:10
On this episode (Season 1 Finale) of The Lowly SDR, Tyler and I sit down to wrap up season one and reflect on the crazy year of 2020. The good, the lowly, and the mentally exhausting. A year filled with highs and lows for both of us. Most of our highs coming from the incredible support we’ve received from the show, how that impacted our lives, and the struggles we’ve faced both personally and professionally as a result.
Touching on some of the struggles they’ve been facing -
Starting in a new role / new company
How to work within a company’s tech stack (or lack there of)
How investing in yourself, through coaching / training / new tools, is key to being successful in any role or industry
How sales “boot camps” like “PreHired” can set you up for success
How to navigate a friendly cold call from “small talk” to close / next steps / demo set
We close the show by discussing what the show will look moving forward. Some changes that will be made going into season two. New projects and shows to look out for from ABUVEGROUND in 2021.
None of this would of been possible without all of our fans. We really appreciate you guys sticking by our sides through this journey. Looking forward to pushing the boundaries and status quo of SaaS sales and Sales Development content in 2021.
This is where she would develop a passion for her career, find her voice in sales content on LinkedIn and TikTok, breaking glass ceilings and inspiring young women to do same!
In this discussion we will cover
the difference between followers and fans,
the state of sales content,
calling bullshit on sales “thought-leaders” who are too far removed from the role,
the rise of the female and diversity in sales content.
Who to follow for sales advice and why you should seek out content that you identify with, & much more!
If haven’t already, please rate and review the show on any of the major platforms. Really helps us out and lets us know if you’re enjoying the content.
If you’d like abuveground to produce your companies next podcast or video - need help SEO or web design? Let us take care of any of your marketing needs.
Book more meetings, build more trust, convert more sales, and build stronger relationships using Potion's dynamic videos. Stop wasting hours of your time. Don’t choose between sending video or hitting metrics anymore. Potion lets you greet each prospects name without having to record multiple videos!
What Doesn't Kill Us... Makes Us. ft. Gabrielle "GB" Blackwell, SDR Manager at Gong.io
00:46:52
Today we have on Gabrielle "GB" Blackwell, SDR Manager at Gong.io and host of the SDR Hotline (Sales Hacker), for a "real a$$" conversation about her path to becoming an SDR manager, why being an SDR helped her shape her management style, and why sales is an overall tough job.
But... what doesn't kill us... makes us.
***WARNING***
There seemed to be some distortion and feedback from GB's mic from time to time. I did my best to make it sound as good as possible. Hope it doesn't ruin the conversation for anyone because this interview is a good one!
How To Do More With Less ft Max Altschuler, VP of Sales Engagement at Outreach & Founder of Sales Hacker
01:08:45
Today we have on the man who needs no introduction, Max Altschuler. Founder and CEO of Sales Hacker, the leading community for the next generation of sales professionals. He’s the author of Hacking Sales, Sales Engagement, and Career Hacking For Millennials. Max went on to sell his groundbreaking sales community to Outreach and negotiated a role as VP of Marketing, now VP of Sales Enablement at the company. A well respected voice in sales, marketing, technology, and content creation. Here to teach us how to hack sales and do more with less.
Topics we cover this episode
Creating Sales Hacker from a need he saw in the sales industry
How he capitalized on a "new era" of sales
Why sales advice is a dime a dozen. Idea<Execution
How to use marketing to build brand awareness ---> Inbound lead generation
How SDR's / AE's should sell to C Suite : Understand the problem you're solving. Are you selling a pain pill or a vitamin?
The Bow Tie Theory - How to align sales and marketing departments.
Responsibility on the buyer to not be a d!@k? Which side are you on?
If haven’t already, please rate and review the show on any of the major platforms. Really helps us out and lets us know if you’re enjoying the content.
If you’d like abuveground to produce your company's next podcast or video - need help with SEO or web design? Let us take care of any of your marketing needs.
Book more meetings, build more trust, convert more sales, and build stronger relationships using Potion's dynamic videos. Stop wasting hours of your time. Don’t choose between sending video or hitting metrics anymore. Potion lets you greet each prospects name without having to record multiple videos!
Mention "ABUVEGROUND or The Lowly SDR" on a Potion demo and receive a month free of professional with unlimited dynamic videos ($99 Value)!!!!
Improvise. Adapt. Overcome ft Matthew Provins (SDR @Sellx / Prehired Alumni)
00:57:35
Today we have a special guest and friend of the show Matthew Provins, SDR at Sellx, PreHired Alumni, and young up-and-coming entrepreneur.
Matthew lives with a chronic physical disability that affects his motor functions Even though this provided hardship growing up, his disability has shaped the way he looks at life, in the most positive way. Improvise, adapt, overcome, is a motto he lives by, and it fits him perfectly.
At the young age of 14 , while working as a volunteer on political campaigns, Matthew fell in love with cold calling and the art of the sale. After getting sales training with one of our affiliate partners PreHired, this impressive young man (20 years old) is breaking into SaaS sales, advocating for the disabled community, and inspiring us all to stay positive and dream big.
How To Scale Personalized Video w/ Potion ft Andrew Boos (Co-Owner @ Potion) & Kanad Bahalkar (Co-Owner @ Potion)
00:35:47
Today we have on very special guests, disrupting the video prospecting space, & changing how we look at personalized video, the creators of the new video tool Potion - Andrew Boos (Co-Owner @ Potion & Owner of Darwinian Ventures) & Kanad Bahalkar (Co-Owner @ Potion & Former UX Engineer @ Google)
After hearing about the new video tool (like Vidyard, Loom, BombBomb, ect) but w/ the ability to scale personalized video using AI... I took a demo & was blown away. I’ve been working closely w/ their team ever since. I truly believe this will be the next big tech in B2B SaaS. But, just like with any new technology, comes new challenges. And with great power, comes great responsibility.
In this ep. we will cover:
Why personalized video is so effective
The challenges behind scaling personalization
Why AI personalized video is no different than popular email automation tools like Outreach or SalesLoft
The ethical debate surrounding AI video & how Potion makes it impossible to create “Deep Fake” videos
What the future of Potion looks like & new features coming soon!
Get a free month of their pro plan ($100 value) by simply mentioning us!
Hunt Down Your Prospects With Swift Sales Research ft Matt Wood of CheetahIQ & Ding Zheng The Sales Rapper)
00:30:32
On today's episode ft Ding Zheng (filling in as Co-host), we sit down with Owner & CEO of CheetahIQ, Matt Wood. Matt has an impressive background as an out of the world VP of sales in the satellites space. He stumbled across CheetahIQ looking for a better solution to do sales research. CheetahIQ is a tool that helps you find relevant information on your accounts and prospects with a clean and user friendly interface.
On this ep. we discuss:
Why sales research is something that typically isn’t taught when you join a company.
How this leads to reps, simply not doing it, or using less than optimal ways to find information on accounts and prospects
CheetahIQ Beta & Launch
Prospecting / research best practices & more
Want to check out CheetahIQ? We are giving all our listeners access to their exclusive beta! Make sure to go click the link below and reserve your spot today!
Close more deals. Book more demos by sending Potion.
Send unlimited videos and up to 100 dynamic videos for free! or Get a free month of their pro plan and unlock a ton of cool features ($100 value) by simply mentioning us!
The end of The Lowly SDR Podcast as you know it...
2021 was... well 2021. I'm sure just like a lot of you, I was met with huge obstacles, loss, and challenges. With all those L's... I saw some W's too.
Abuveground hit revenue goals I never thought possible. I learned and improved on skills like SEO, Website Development, Video Editing & Videography.
Honestly, 2021 was shaping out to be an amazing year in the beginning. I even was releasing podcasts. Working on other podcasts I was excited to show all of you. Doing a ton of interviews. I was in love. My business was booming and then boom.
IT ALL CAME CRASHING DOWN.
I lost one of my best friends (James Watts RIP), had to walk away from a bad relationship, and lost a ton of business... all in about 1-2 months.
It was rough. I became very unstable mentally. and got very physically ill.
This is the thing though. I've been through some $*!t in my life.
Oct 25th 2021 marked my 5 years clean from painkillers and when you've seen rock bottom... There's only one direction to go, and that's up.
The Lowly SDR and Abuveground are the embodiment of this sentiment.
"Wipe the dust off your shirt when you stumble or get down. Gotta keep it moving til your head is Abuveground"
I'm done crying and feeling sorry for myself. It's time to get to work. I'm starting fresh. New approach to the show. New topics. New guests. Bringing back fan favorites. All that good stuff!
I want to talk about life outside of sales and still give you valuable advice on how to be a better salesperson / professional.
Season 3 is here and I'm feeling great about it. How about you?
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Excited for the show to be back? Want to support? Please rate and review the show, share the show with your network and friends, follow and subscribe to us on your favorite platforms - it's free and lets us know you're enjoying the content! Follow me on your favorite socials
Belief In Yourself... Is A Powerful Tool ft Eric "DaBearsForce" Steeves
01:13:26
Today we welcome "the ronin saas" sword-swinging, B2B sales tech wizard, that can build out your salesforce instance or bounce your a$$ outa of a club (if you’re getting out of line) Eric Dabearsforce Steeves (The Co-Owner of PKA solves)
In this episode, we talk about the unpredictable path that lead Eric and me to run our own business, how we sharpened our "sales blade" through "untraditional methods", our struggles with mental health, and how our love and background in martial arts taught us valuable life lessons.
My main takeaways:
Believe in yourself and draw from your experiences
The people at the top, the ones who actually make decisions - don’t only care about pedigree or fancy resumes
Been through some stuff? Did you recover? Because the rise to success isn’t a straight line. It’s how you pick yourself up and persevere that is going to impress the people who actually matter
Struggle with mental health? You're not alone. Eric opens up (for the first time publicly) about dealing with PTSD and his struggles with mental health. I really appreciated him sharing this with us and hope his story will help our listeners who might be going through something similar.
If you're struggling with mental health. Please seek professional help. If you need someone to talk to, or need advice on how to go about seeking help - please reach out to either me or Eric Steeves. We'd be happy to help in any way that we can.
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