Guest: Steve Richard

Steve Richard, SVP, Value Realization at Mediafly sits down with Susan to talk about sales and sales training in a recession. He says, "Really good demand gen marketers that are super targeted with what they do and have very little scrap rate have never been higher demand. That's one thing I'm definitely seeing that's critically important right now. And everyone's going outbound."
Key points in this episode:
SDRs, SBRs, are you in the top third, mid-range third, or bottom third?
Time to start self-sourcing opportunities
How many times do you need to repeat training materials, three, seven, 50, or 100 times? 
The sins that steady renewals can cover.
Is this current market downturn isolated to tech to tech, or is it across the board?
Steve's advice to take from this episode:
"If you're good at generating opportunities, you're always going to be fine.  That's it. It's simple. So learn how to generate opportunities no matter what customer-facing role you're in."