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About This Episode
For so many sales professionals, it’s getting harder and harder to hit quota these days. The buying journey has changed, things have moved entirely online, and it’s getting more and more challenging to hit those quotas.
How do you continue to make the calls and the connections without drastically growing your sales team?
So many organizations simply throw headcount at the problem, rather than stepping back and taking a hard look at what they could be doing to increase efficiency without drastically increasing headcount.
The answer is a properly implemented tech stack.
On this episode of The Sales Engagement podcast, we talk with Jason Ring. Jason is the Global Head of Sales for Emerging Companies at Global Shares, and was kind enough to talk with us all about:
- The power of the SDR
- How to get started implementing a proper tech stack
- Getting the budget to implement your tech stack to increase efficiency
- Things to avoid when building out your tech stack
Building a Tech Stack
When you’re implementing a tech stack, the task can seem overwhelming. There are so many options, and it seems like everybody is doing something different. It can be incredibly easy to slip into emotional decision making.
“That company down the road has implemented this solution, so we’re going to do the same.”
Before you spend money you don’t need to, take a step back and focus on four areas of decision making.
- Identify the market
Where are you going to be selling whatever it is that you’re building? Does the product fit the market? Who are you going to be selling to? These may seem like obvious questions, but if you don’t know your market, you won’t get far.
- Identify the foundation
What tools are best going to fit your strategy? Just because it’s the fanciest, shiniest, most expensive tool out there doesn’t mean it’s going to fit your strategy well.
- Bring in the people
How many people are you going to need to facilitate the process? This is where you go get the headcount needed.
But the headcount isn’t the end product.
- Help your people execute
Now is where the proverbial rubber meets the road. You’ve identified the market, the foundation,and brought in the people. Now how are you going to help them execute?
Getting Your Budget
Asking for the money is never a fun or easy task, but with the right steps, you can help make it a no-brainer for your leadership.
First of all, take emotion out of the process. Just because the company down the road has a certain number of SDRs, or spent whatever they spent on their CRM, doesn’t mean you need to.
Instead, let the data drive the decisions.
Analyze your data in the CRM and then ask yourself what tools exist to help you scale or ramp up, but don’t require a huge bump in headcount.
The goal isn’t to put more people in chairs. The goal is to make the people that are already in the chairs more efficient, and allow them to be freed up to spend their time prospecting rather than making manual CRM touches.
Things to Avoid
Top of Jason’s list of things to avoid when building and implementing a tech stack?
A tool that doesn’t talk to or work well with another tool is only going to create more silos, and if your technology is siloed, odds are the rest of your company is going to follow suit.
But the flip side is also true. Breaking down silos at a technology level will also break down silos at the cultural level. If you want to get your entire company working efficiently and well together, start with your tech stack.
There’s a lot of advice out there about building a tech stack
Remember to analyze the markets that you’re in, talk to your peers, and understand where your customers are going to buy.
And make your tech stack decisions based on information and data rather than emotion or reputation.
Want to know more? Listen to the whole interview, and get in touch with Jason via LinkedIn.
About The Podcast
The Sales Engagement podcast is the #1 podcast focused on engaging your customers and prospects in the modern sales era. This show features real-life stories and best practices from revenue leaders doing the job day in and day out, in a casual, radio-like talk show.
Each episode features modern tactics, strategies, hacks, and tips to get the most out of your sales engagement strategy and help you navigate the next generation of sales. You’ll find energetic talks that will provide you with real actionable value around building meaningful connections and creating a better selling experience through authentic conversations that you can measure.
The Sales Engagement podcast is here to help B2B sales leaders, customer success leaders, and marketing leaders innovate and usher in the next era of modern sales by building pipeline, up-selling customers, and ultimately generating more revenue with more efficiency.
Hosted by Joe Vignolo, Senior Content Managing Editor at Outreach, and Mark Kosoglow, Vice President of Sales at Outreach.