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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.