Episode TwoHundredSeventyEight

Increasing Sales Team Collaboration and Customer Engagement with Video

Guest: Ciaran O’Neill, Leader of the Global SDR Team at Kainos

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About This Episode

Collaboration is Crucial in the New Reality

Sales teams are finding creative ways to keep customers up to date and cultivate new relationships. Utilizing video technology to create informative notes and establish the value of your product goes much further than boring old emails. Additionally, encouraging deeper collaboration and a healthy measure of cross-training with your sales team will help you show your clients that they always come first.

A Unique Insight

Ciaran O’Neill leads a global dedicated sales development team for Kainos, headquartered in Northern Ireland. He is a highly adaptable manager who encourages an unusual level of coworking between his SDRs and the account executives further up the pipeline.

In this episode, learn how O’Neill’s experiences as both an AE and an SDR have shaped his attitude about innovative ways to improve the customer experience and increase revenue.

Kainos’ Secret Weapon

An alumnus of Queen’s University Belfast, O’Neill began his career as a sales manager and marketing consultant, then transitioned to a prestigious account executive position. But a desire to “be in the trenches with his team” led him back to the sales side to reshape the process and adapt it to the new virtual universe.

Reasons to Listen

Cianan O’Neill and I discuss:

  • The excitement of thriving in sales – hunting instead of farming, striving to make new relationships, and digging deep to deliver real results.
  • Leveraging video technology and social media to reach your customer base in an engaging way, answer their questions, and showcase the value of your work.
  • Truly gifted sales representatives should let their personalities shine through virtually – a refreshing approach in these times. 
  • Companies need to encourage self-sufficiency, nurture strong relationships between SDRs and AEs, and give the junior staff more trust and responsibility.

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.

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