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."
About our guest:
Steve Richard is SVP of Sales Excellence at Mediafly following their acquisition of ExecVision, the company he founded, in 2022. Steve also founded Vorsight which he sold in 2021.
Steve’s mission and life's work is to help as many sales teams as possible become wildly successful. He has been featured in numerous publications, including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching lots of football. He lives in Arlington, VA with his wife Ellen and their four kids ages 6, 9, 11, and 13.