Transcript
WEBVTT
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Want to expand the reach of your
content, start a podcast, feature industry
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experts on your show and leverage the
influence and reach of your guests to grow
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your brand. Learn more at sweetphish
MEDIACOM. You're listening to be tob growth,
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a daily podcast for B TOB leaders. We've interviewed names you've probably heard
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before, like Gary Vander truck and
Simon Senek, but you've probably never heard
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from the majority of our guests.
That's because the bulk of our interviews aren't
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with professional speakers and authors. Most
of our guests are in the trenches leading
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sales and marketing teams. They're implementing
strategy, they're experimenting with tactics, they're
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building the fastest growing BTB companies in
the world. My name is James Carberry.
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I'm the founder of sweet fish media, a podcast agency for BB brands,
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and I'm also one of the cohosts
of this show. When we're not
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interviewing sales and marketing leaders, you'll
hear stories from behind the scenes of our
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own business. Will share the ups
and downs of our journey as we attempt
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to take over the world. Just
getting well, maybe let's get into the
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show. Welcome back to be tob
growth. I'm Logan lyles with sweet fish
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media. Today's episode is another in
our behind the curtain series. I want
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to share with you the reason why
our sweet fish sales team has started to
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implement a monthly sales development process review
meeting and why you should be thinking about
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it as well, especially if you
are at an early stage company, at
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a bootstrap startup, or at a
high growth start up or high growth team,
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at whatever phase you are in your
company's evolution, and especially if you
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fit all three of those like we
do here at sweet fish. So one
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thing we've been realizing lately is we've
undergone a lot of changes and a lot
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of new processes that we've built out
from a sales development perspective here at sweet
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fish. We've honed our targeting,
we've changed the way that we find target
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accounts, we've changed the sequences that
we use, we've added in more steps
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in our sales engagement processes and at
the same time our team has grown.
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We've brought on new sales people,
especially one recently, Travis King, who
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joined the team, has an eye
for process and has an eye for tweaking
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sales processes. So that we can
optimize them, and so we've had a
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lot of eyes recently on our small
but growing team, on the leaks in
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the bucket, as we call them, in our sales process. Where could
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we implement another touch? How can
we delegate more to our sales support team
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that's helping gathering contact data and feed
to our sales team, all of those
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sorts of things, and we want
to do what I've heard, you know,
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Sangrum, talk about before, is
you want to succeed fast and fail
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fast so that you can iterate fast
and then succeed even faster. At the
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same time, we have to make
time for both executing and improving. It's
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not that we don't want to continuously
improve. We have a core value here
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at sweet fish of never stop learning. That is constantly in front of our
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team, and so we want to
learn and use those learnings to improve our
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sales process. But if we are
constantly you know, to give an example,
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we do a daily sales team stand
up here at sweet fish where we
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talk about our wins, our challenges
from the day before and our opportunities and
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potential road blocks for the day ahead, and we found that we were covering
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those with our small team of three. But then we would get into thirty,
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forty five minute our long conversations about
tweaking process, and those were good.
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But if we're having those every single
day, we're eating into a lot
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of execution time. We're kind of
spreading ourselves mentally thin. As we go
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to execute on our process as it
stands today, we're thinking, how should
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this be tweaked? This and that, and so we've decided that at the
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beginning of each month we will run
the game plan as we've practiced it,
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as we have it laid out for
us today, knowing that it's not perfect.
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So how do we bake in consistent
improvement if we're not doing that necessarily
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on a daily basis? So two
things, and then I'll get to the
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the actual monthly meeting that we've set
and the importance of that one. It's
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football season, right, so we
can call in audible. If you are
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executing on the process as it's defined
today and you want to experiment with something
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small on top of it, you
should be able to do that but not
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make major process tweaks, you know, along the way within the month.
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The second thing is give yourself a
spot to put those ideas so that you
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can free up your mind to execute
the task at hand. So, very
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tactically, what we've done is we
have a sales board on Trello for our
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team and we created a list of
prospecting ideas and sales process tweak potentials,
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and so we put ideas there so
that we can review them together in bulk
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in one monthly meeting. And so
that's where this monthly meeting comes in,
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is review the things that worked,
that we think that we could tweak,
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that we could test against last month, without making so many tweaks throughout the
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month that we really don't know what's
working and what's not working. And again,
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it also did tracks from our time
and our mental space to just execute
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the task at hand, because we
want to improve and we want to think
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about strategy, but we also have
to do the blocking and tackling, and
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that's the same for every single sales
team out there, but especially if you
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are at a high growth team where
you're trying new things, if you're at
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a bootstrap team where immediate success as
much as long term success is very important.
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This is a way that we've come
up with to keep our eye on
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the ball short term we by week
throughout the month and still execute on our
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core value of never stopped learning and
never stop improving in our sales process.
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So I hope this was helpful for
especially early stage sales teams out there.
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You know, I've been in sales
for ten plus years, but this is
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my first time building out a and
early stage team from the ground up,
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developing our go to market processes from
scratch. Thankfully, I've got some great
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leadership on the team here at sweet
fish and great members of the sales team
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that are contributing fantastic ideas and we're
finding our way forward together and I thought
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that this might be helpful for other
folks sitting in similar seats. If you
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want to stay connected with me,
hit me up on Linkedin. I love
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connecting with listeners. I think I'm
the only Logan Lyles on Linkedin. Last
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name is l y Elies, or
hit me up with a follow on instagram.
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I'm at I am Logan Lyles.
As always, thank you so much
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for listening. We totally get it. We publish a ton of content on
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this podcast and it can be a
lot to keep up with. That's why
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we've started the BTB growth big three
a no fluff email that boils down our
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three biggest takeaways from an entire week
of episodes. Sign up today at Sweet
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Phish Mediacom Big Three. That sweet
fish Mediacom Big Three