124: The Great 2022 Outsourced Sales Development Industry Survey

April 21, 2022 00:28:29
124: The Great 2022 Outsourced Sales Development Industry Survey
B2B Revenue Acceleration
124: The Great 2022 Outsourced Sales Development Industry Survey

Apr 21 2022 | 00:28:29

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Show Notes

Does it ever make sense to outsource the whole SDR team? If you do, what questions should you be asking and what expectations should you set? 

In this special episode of B2B Revenue Acceleration, Aurelien Mottier, CEO and Co-founder at Operatix joined David Dulany, Founder and CEO at Tenbound at the latest Sales Development Conference. 

Here, they take a look at the Sales Development Outsourcing Survey 2022, which offers an exclusive look into the state of the industry. As well as this, they discuss:

More information about today's guests:

To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts,Spotify , our website , or anywhere you get podcasts.

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Episode Transcript

WEBVTT 1 00:00:00.920 --> 00:00:06.519 You were listening to be tob revenue acceleration, a podcast dedicated helping software executive 2 00:00:06.559 --> 00:00:10.400 stay on the cutting edge of sales and marketing in their industry. Let's get 3 00:00:10.400 --> 00:00:15.759 into the show. In this special episode of Bahb Revenue Celeration, will be 4 00:00:15.800 --> 00:00:20.920 hearing from host or alien motier and CEO of ten bound, David Delaney. 5 00:00:20.960 --> 00:00:26.359 They discuss the sales development outsourcing report at the recent ten bound conference, offering 6 00:00:26.440 --> 00:00:32.640 an exclusive look and how industry leaders use outsourced s to your agencies. Well, 7 00:00:32.679 --> 00:00:37.039 hello everybody, I'm back. I haven't I haven't moved, but the 8 00:00:37.039 --> 00:00:42.200 conference has moved on. That was a great session we just had with Sean 9 00:00:42.200 --> 00:00:48.159 at Zoom Info, and I am honored and blessed to introduce the next guest. 10 00:00:48.280 --> 00:00:51.359 I call him by his nickname because I can't say his first name. 11 00:00:51.799 --> 00:00:55.359 Ray. How are you today? I'm very good, David, and very 12 00:00:55.399 --> 00:01:00.000 good right. Thanks for jumping on and thanks to operatics for helping us to 13 00:01:00.079 --> 00:01:07.439 run the great two thousand and twenty two outsource industry survey. We're just honored 14 00:01:07.599 --> 00:01:11.799 and and and so grateful for your support on this. Yeah, so pleasure, 15 00:01:11.879 --> 00:01:15.640 David. We think the fostome the MIT. You, while just starting. 16 00:01:15.640 --> 00:01:19.439 Ten bounds still going. We know ways to start a business. I 17 00:01:19.560 --> 00:01:22.680 love what you're doing. As I said to you many times, I think 18 00:01:22.680 --> 00:01:26.760 there is not enough people who are trying to help those a sens professional organization, 19 00:01:26.799 --> 00:01:30.640 Bos trulie around the the sence of development pace. So as soon as 20 00:01:30.640 --> 00:01:34.359 we knew that you are doing a bit of four research, we wanted to 21 00:01:34.359 --> 00:01:40.280 add which we think is normally spots and being the community. Absolutely, and 22 00:01:40.280 --> 00:01:46.000 I mean this is a big endeavor at you know, when when we interact 23 00:01:46.200 --> 00:01:53.159 with executives, and so you know, essentially ten bound works with executives on 24 00:01:53.200 --> 00:01:57.400 the go to market side, CMOS and and VP's of sales who sales development 25 00:01:57.439 --> 00:02:04.480 as one of their responsibilities, the managers and directors like Sean from Zoom Info, 26 00:02:04.719 --> 00:02:10.439 and and then all the SDRs, especially on the executive side. They're 27 00:02:10.439 --> 00:02:16.479 wondering. They need pipeline, they need sales pipeline and they they're doing a 28 00:02:16.520 --> 00:02:22.439 ton of marketing activities, they're building their brand, they've got a great sales 29 00:02:22.479 --> 00:02:28.719 team but they don't have enough pipeline, and so they will hire an SDR 30 00:02:28.840 --> 00:02:31.639 team. They'll have a great SDR manager, but one of the pieces of 31 00:02:31.680 --> 00:02:39.240 the puzzle, especially if they're going after a niche market, is should we 32 00:02:39.680 --> 00:02:46.039 get involved? Should we use an outsourced agency and outsourced SDR agency? And 33 00:02:46.080 --> 00:02:51.159 that's one of the burning questions. And they you know, they start to 34 00:02:51.240 --> 00:02:54.240 go onto Google and talk to their friends and there's just not a lot of 35 00:02:54.280 --> 00:03:00.240 good benchmark reporting on that topic. And and so this is the second year 36 00:03:00.240 --> 00:03:07.520 that we've run the great ten bound operatics, sales development outsource survey. And 37 00:03:07.599 --> 00:03:10.120 so, just to give you that context, we got over two hundred and 38 00:03:10.120 --> 00:03:16.879 fifty responses asking a series of questions on how people think about hiring an outsource 39 00:03:17.000 --> 00:03:22.319 agency and when it's a win, it's the right move, and what their 40 00:03:22.400 --> 00:03:27.159 sentiment has been on working with companies like yours. So, Ray, when 41 00:03:27.199 --> 00:03:34.120 I first met you I was consulting with a cyber security company, right and 42 00:03:34.120 --> 00:03:37.639 and if you remember, you came in and did a presentation. It was 43 00:03:37.680 --> 00:03:44.360 it was terrific and you, in starting the company really focused on building pipeline 44 00:03:44.479 --> 00:03:47.319 in the cyber security area. Is that right? Yeah, we started, 45 00:03:47.400 --> 00:03:53.000 we say both security. We wutanistic. Now, so we have not take 46 00:03:53.080 --> 00:03:55.800 fin take lots of infrastructure, stiller, not of Saber. It's a very 47 00:03:55.800 --> 00:04:00.520 insistuous world. People get a quailed move on to another company to take us 48 00:04:00.560 --> 00:04:04.800 with them. I guess the brands are not the most loyals because they did 49 00:04:04.840 --> 00:04:08.960 have stuff. You know, a P company, P from gets involved, 50 00:04:09.639 --> 00:04:13.080 people sell out and wants want to move on to someone's. But but the 51 00:04:13.120 --> 00:04:16.680 individual, the actual contributor, the VP marketing, the VP send the Clod, 52 00:04:16.680 --> 00:04:21.600 the crows, the CEO's are relatively loyal to us and always come back 53 00:04:21.639 --> 00:04:25.920 to us when they started the new venture. So we've had that side that 54 00:04:25.959 --> 00:04:29.839 has been doing very well. But now sign or security on you represent around 55 00:04:30.000 --> 00:04:32.639 at suppers. Some too fall revenue and we are doing much more in time 56 00:04:32.759 --> 00:04:39.240 of big data, infrastructure matake, fintake and we have created puds. So 57 00:04:39.360 --> 00:04:41.439 what we beat if we bed that. We need to be an expert in 58 00:04:41.480 --> 00:04:45.439 which you do. So we've got puts of fixed pertise for each of these 59 00:04:45.480 --> 00:04:49.079 different type of solution and it's about them or something with people speak around the 60 00:04:49.120 --> 00:04:54.240 bolt table ready. And if you want to be good at productive it stot 61 00:04:54.240 --> 00:04:57.759 about your product. It sort about your every proposition. It's about what's happening 62 00:04:57.800 --> 00:05:04.000 into organizations, so intelligence on what's going on. It's what's fuel the success 63 00:05:04.120 --> 00:05:08.959 of our team. Yep, and if there's a lot of ways to think 64 00:05:09.000 --> 00:05:14.560 about this. So as a leader of sales development, you know you you 65 00:05:15.040 --> 00:05:19.839 want to think the next level up in your organization. What are the CMOS 66 00:05:19.959 --> 00:05:26.839 and VP's really concerned about? And and you know one of the main pieces 67 00:05:27.079 --> 00:05:30.800 is we need to build pipeline and and so that's when it comes down. 68 00:05:30.279 --> 00:05:34.439 Do we hire an internal team? Do we use an outsource team? Do 69 00:05:34.560 --> 00:05:40.160 we blend the to you know, what's our next move here? And so 70 00:05:40.639 --> 00:05:44.480 one of the key characteristics, I'll get into the survey, but one of 71 00:05:44.519 --> 00:05:49.920 the key characteristics that you mentioned is the expertise in the industry that you're calling 72 00:05:50.040 --> 00:05:58.560 on and and understanding the industry and the personas and the vocabulary to the degree 73 00:05:58.800 --> 00:06:03.240 that you're almost fluent in that and and you can be more effective in your 74 00:06:03.279 --> 00:06:08.079 messaging under the person. I mean, the way I would have character is 75 00:06:08.160 --> 00:06:12.720 it is speed. You know, semo, Sia rows. They need speed, 76 00:06:13.519 --> 00:06:16.720 particularly if you're speaking to an early stage company or if you're speaking to 77 00:06:16.800 --> 00:06:20.720 a scale up. They won't spit. The day they made the decision to 78 00:06:20.800 --> 00:06:26.519 alsource, they already three months behind. All right, so they want you 79 00:06:26.600 --> 00:06:30.000 to get going. The expectations are really I and the first thirty, sixty, 80 00:06:30.160 --> 00:06:35.160 ninety days absolutely critical. And Yeah, I think speed is the is 81 00:06:35.199 --> 00:06:42.839 the most important aspect that do CMOS and siarrows are looking for, and the 82 00:06:42.920 --> 00:06:45.639 expect is is linked to it, because if you know the market, if 83 00:06:45.680 --> 00:06:47.680 you've got data in the market, if you know the accounts, if you 84 00:06:47.800 --> 00:06:51.240 know what's happening in this organization, of course that with that will add the 85 00:06:51.279 --> 00:06:57.480 speed. So I would say speed is probably the most predominant things that those 86 00:06:57.519 --> 00:07:00.759 guys after. Yep, and and one of the big questions that we get 87 00:07:00.920 --> 00:07:06.920 at ten pounds. Should I just outsource the whole a SDR team, which 88 00:07:08.000 --> 00:07:10.920 is kind of scary, you know, because I grew up in the s 89 00:07:11.079 --> 00:07:14.720 right and so if you got outsource, that means you're such ally thrown out 90 00:07:14.759 --> 00:07:18.360 on the street. It was a bad time. But but you know that 91 00:07:18.560 --> 00:07:26.639 that's the main question. Or should I have only an inhouse team or potentially 92 00:07:27.079 --> 00:07:30.240 bland? So let's let's dive into the survey because we go into some of 93 00:07:30.319 --> 00:07:39.120 those questions. Yep, okay, so the respondence people wise. So interesting 94 00:07:40.040 --> 00:07:44.480 on this front is that most of the people that responded are in a managerial 95 00:07:44.680 --> 00:07:50.079 role or an executive role. So they're they're thinking about this and the survey 96 00:07:50.240 --> 00:07:55.040 appeal to them because they really wanted to get a free copy of the report, 97 00:07:55.120 --> 00:07:58.800 which we have. Actually it's in the it's in the chat from opera 98 00:07:58.800 --> 00:08:01.720 attics and and so they want to understand which, which of these should I 99 00:08:01.839 --> 00:08:07.759 do and create that benchmark. Most of the companies that responded are in the 100 00:08:07.959 --> 00:08:13.560 US, just as smattering from from Europe, and that's probably because ten bound 101 00:08:13.720 --> 00:08:16.800 is based in the US and most of the people that are involved in this 102 00:08:16.920 --> 00:08:20.120 or in the US. And and then average sale price is pretty much across 103 00:08:20.160 --> 00:08:26.240 the board. But the meaty meaty part is, you know, a midsize 104 00:08:26.480 --> 00:08:31.639 to sort of entry level and the entry level enterprise deal. I just want 105 00:08:31.680 --> 00:08:37.919 to share I'm getting a SDR call right now live on the interview and it's 106 00:08:37.000 --> 00:08:43.279 marked a spam. So we did a interview a while ago on how to 107 00:08:43.360 --> 00:08:46.080 get around that. So make sure if your calls are being marked with spam, 108 00:08:46.679 --> 00:08:50.200 you have to do some stuff on the back end. But anyways, 109 00:08:50.120 --> 00:08:54.840 how long is your average deal cycle? So again we're getting into like the 110 00:08:56.039 --> 00:09:01.639 entry level enterprise and that could be again the the Tho that were focused on 111 00:09:01.399 --> 00:09:05.000 because, ray, I know a lot of your clients. They are actually 112 00:09:05.679 --> 00:09:11.399 large deal enterprise accounts that you work withs are correct? Yeah, it's correct. 113 00:09:11.440 --> 00:09:16.960 I think the the we've developed a bit of a reputation to a disruptive 114 00:09:16.120 --> 00:09:22.360 vendors and we like to operate in the enterprise world. We like to be 115 00:09:22.399 --> 00:09:26.799 a little bit more account base maybe then some other companies. We do a 116 00:09:26.840 --> 00:09:28.240 fair amount of you know, I can see the on the sledge. You've 117 00:09:28.279 --> 00:09:31.960 got tear like appointment setting, in bound sales. These are the classic services, 118 00:09:33.120 --> 00:09:35.080 right, but the account based out bound I think is recent thing that 119 00:09:35.960 --> 00:09:39.519 not only our clients are struggling to do, but other agencies don't know how 120 00:09:39.559 --> 00:09:43.960 to start. And and this is a bit of an art about you know, 121 00:09:43.159 --> 00:09:46.360 how do you open the door? And I'll do you then do the 122 00:09:46.440 --> 00:09:48.679 deep Dave in the account when you saying something and there is multi by your 123 00:09:48.720 --> 00:09:54.519 personnel and you want that to create that consensus where everybody can make a decision 124 00:09:54.600 --> 00:09:58.559 and decide for the solution. So I find quite interesting that the event registration 125 00:09:58.679 --> 00:10:03.840 is low, but that's probably due to covied and the that people are struggling 126 00:10:03.879 --> 00:10:07.519 to get face to face into events. But what I would say that even 127 00:10:07.600 --> 00:10:13.159 registration should be part of an appointment setting on account base, out bounds program 128 00:10:13.840 --> 00:10:18.240 I don't three on dozen way people do adduct around. You know what you've 129 00:10:18.279 --> 00:10:20.159 got amounts, David. Here is a list of two hundred people. I 130 00:10:20.240 --> 00:10:24.440 want an attendant. I think that's not quality. I think what should happen 131 00:10:24.559 --> 00:10:28.120 is we work together or we are your team. Okay, we are targeting 132 00:10:28.200 --> 00:10:33.159 those people any way, and the even should only be one cold call, 133 00:10:33.200 --> 00:10:35.759 a faction or call to action. Okay. So you could do emost use 134 00:10:35.840 --> 00:10:39.200 the event as an excuse to go back to a notch ring put or you 135 00:10:39.279 --> 00:10:45.440 could use the event as as a way to get someone that doesn't want to 136 00:10:45.639 --> 00:10:48.399 get an appointment with you, because that's the problem of appointments. At incompaign, 137 00:10:48.679 --> 00:10:52.600 you called prospect because you want an appointment with them and sometimes because you 138 00:10:52.679 --> 00:10:58.799 want the appointment so bad you forgot to focus on the essence of the conversation. 139 00:10:58.320 --> 00:11:03.120 And when you forget, when you focus on the essence of the conversation, 140 00:11:03.720 --> 00:11:07.240 you often get you often get what I would say as a by product 141 00:11:07.320 --> 00:11:13.600 that meeting coming your way anyway. So it's kind of interesting the way it 142 00:11:13.720 --> 00:11:15.759 works. But yeah, we all do. Services. Are Things that we 143 00:11:15.879 --> 00:11:18.200 do. Lie Generation Not so much. We leave that to marketing. If 144 00:11:18.399 --> 00:11:24.960 I've got to go downder something of generation and list management again, I think 145 00:11:24.960 --> 00:11:28.840 we will be too expensive. We don't offshore any resources. So you know, 146 00:11:28.879 --> 00:11:31.679 if you want to do listen management, do it. Do it some 147 00:11:31.840 --> 00:11:33.600 much shape. Don't do it with people based in London or that. That 148 00:11:33.759 --> 00:11:39.000 are solved another yeah, I mean this is actually really surprising to me because 149 00:11:39.159 --> 00:11:43.679 if you think about it like a like a funnel, sort of the very 150 00:11:43.840 --> 00:11:50.919 very top of the funnel is just identifying people, getting them some information, 151 00:11:50.279 --> 00:11:56.679 maybe getting them interested in turning an event and things like that. And and 152 00:11:56.200 --> 00:12:01.039 yet the number one, you know, almost twenty percent of the respondense was 153 00:12:01.159 --> 00:12:05.600 appointment setting, which is like way down the final I mean, they have 154 00:12:05.720 --> 00:12:07.480 to know about you, they got to kind of trust you, and I 155 00:12:07.639 --> 00:12:11.759 got to give you fifteen percent of your time. So that was surprising actually. 156 00:12:11.720 --> 00:12:16.799 Yeah, but you know, the the the outbound appointment setting is again 157 00:12:16.840 --> 00:12:20.399 to think we'll come back to your question later about when they should do should 158 00:12:20.399 --> 00:12:24.600 absource everything on that, but it's more, I think is more difficult. 159 00:12:24.720 --> 00:12:30.600 The appointment setting and the account based album is more difficult for insight teams for 160 00:12:30.720 --> 00:12:33.879 the simple reason they tend to be brainwashed about the product and the functionalities and 161 00:12:35.039 --> 00:12:39.279 if you lead an outbound conversation with with functionalities and how your products is the 162 00:12:39.320 --> 00:12:43.919 best on the market, you know people won't respond to that. People respond 163 00:12:43.919 --> 00:12:46.799 about what the problems are, what issues they are facing, and if you 164 00:12:46.919 --> 00:12:50.440 can't correlate the two, your chances of getting an appointments are really slim. 165 00:12:50.559 --> 00:12:54.519 So asking people what they would out source, I'm not sure prise appointment is 166 00:12:54.559 --> 00:12:56.639 coming up. My bits of pride that outbound seals isn't a little bit higher 167 00:12:58.120 --> 00:13:01.639 because we see a lot of people at once more lack of complete cell cycles 168 00:13:01.720 --> 00:13:05.159 and they want to add solves that completely, particularly for meat market stuff. 169 00:13:05.200 --> 00:13:09.080 But there you go. Yeah, and and I'll cut to the chase. 170 00:13:09.159 --> 00:13:15.320 I mean it. We we recommend really is that you have both, because 171 00:13:15.360 --> 00:13:18.240 you can see, you can see, you know in talking with with Ray, 172 00:13:18.559 --> 00:13:26.279 that the learnings and the insights and the expertise that an outsource agency can 173 00:13:26.440 --> 00:13:31.799 bring can feed into the learning in and the playbook of your internal team and 174 00:13:31.919 --> 00:13:37.720 you can go back and forth with with an outsource agency. You don't have 175 00:13:37.919 --> 00:13:41.759 the talent pipeline, you know, to work into your that Sean was just 176 00:13:41.840 --> 00:13:48.879 talking about in Zoom Info. But you can get better results faster at the 177 00:13:48.960 --> 00:13:52.919 same time. So why not have both? But anyway, that's just overall 178 00:13:54.080 --> 00:13:56.039 recommendation that we make when people ask about this, and I think it. 179 00:13:56.240 --> 00:14:01.480 You know, if you look at the next the question, does it ever 180 00:14:01.600 --> 00:14:07.759 make, sir, make sense, to completely outsource? We got a strong 181 00:14:07.919 --> 00:14:11.360 response. There was like sixty eight percent. Yeah, either strongly or slightly 182 00:14:11.440 --> 00:14:18.000 agree. And you know that's counterintuitive, because what are your what are your 183 00:14:18.039 --> 00:14:22.159 thoughts on that? And, fast and foremost, imagine if we sponsor the 184 00:14:22.559 --> 00:14:24.679 survey and you have only people disagree. Who is it? So I'm quite 185 00:14:24.759 --> 00:14:33.600 glad, man who that's it. Relax now. Now I think I think 186 00:14:33.679 --> 00:14:37.679 you made you made you made a very good point. I believe it's a 187 00:14:37.759 --> 00:14:41.720 question of stage in your life. Okay, you know, you, you 188 00:14:43.000 --> 00:14:46.120 you, you come out. If I take an example, when I was 189 00:14:46.200 --> 00:14:50.600 a students and I had to paint wool or fix something in my house, 190 00:14:50.639 --> 00:14:52.480 I would probably go to the shop by some paint and do it myself. 191 00:14:52.519 --> 00:14:54.759 I would not out sourced. You don't really have the money to do it, 192 00:14:56.320 --> 00:14:58.639 could do it myself. He was not a big place or whatever. 193 00:14:58.200 --> 00:15:03.000 Now I had I outsource absolutely pretty much everything. Okay, because I mean 194 00:15:03.039 --> 00:15:07.039 a position where and in my time back and, quite frankly, if someone 195 00:15:07.080 --> 00:15:09.440 else do it before, we are likely to do it better than me. 196 00:15:11.120 --> 00:15:15.759 But I was not in that mindset right so yeah, I think there is 197 00:15:15.840 --> 00:15:22.679 that. I think you made a fantastic point about people should outsource to any 198 00:15:22.720 --> 00:15:26.759 you when you alsoso the right company, you should get inside. That really 199 00:15:26.879 --> 00:15:30.919 helps you to understand what's happening in your market, what the prospect are saying, 200 00:15:30.960 --> 00:15:33.759 what's the voice of the customer? What are the system that I should 201 00:15:33.879 --> 00:15:37.840 use? What sequence you should they build? What's My SDA playbook looks like, 202 00:15:37.000 --> 00:15:41.799 etc. Etc. If you work with an expert, and I say 203 00:15:41.879 --> 00:15:46.120 that two lots of clients who ask me the question should out socially and not 204 00:15:46.200 --> 00:15:48.919 out source. Well say to them as look, you are small people. 205 00:15:48.440 --> 00:15:52.960 You would not be on that job being paid big money in a text startup 206 00:15:52.159 --> 00:15:56.320 or tax scale up if you are not smart. So, quite frankly, 207 00:15:56.480 --> 00:15:58.919 you can do it yourself. If you come to us, you can either 208 00:16:00.080 --> 00:16:03.399 do it in three months, six months and get it to work. But 209 00:16:03.519 --> 00:16:04.799 if you do it on your Aly, may take you nine months, twelve 210 00:16:04.840 --> 00:16:08.159 months to figure out how to make it work. So really is a question 211 00:16:08.240 --> 00:16:12.039 of how quickly do you need it and when you get to that conversation. 212 00:16:12.879 --> 00:16:18.919 That's why I think, you know, people are more keen to also, 213 00:16:18.080 --> 00:16:22.200 in the first place is for the speed of execution. Again, get in 214 00:16:22.320 --> 00:16:27.279 the resource. Yeah, I think when my dears rusher start working and I 215 00:16:27.440 --> 00:16:32.679 could spend, you know, five hours on Youtube and buying all these manuals 216 00:16:32.799 --> 00:16:37.200 and I swear I could fix it at some point, but my wife called 217 00:16:37.240 --> 00:16:40.600 my eye to know me to take the tool box out of the garage and 218 00:16:40.639 --> 00:16:45.559 hem like now it sounds like a lovely she knows me when that's good. 219 00:16:45.919 --> 00:16:49.799 So yeah, we and and again. You know, we got great results 220 00:16:51.200 --> 00:16:56.000 from it, so it definitely works. So if they're thinking, they're like, 221 00:16:56.120 --> 00:16:59.600 okay, we have an eternal team. We Love them, they're doing 222 00:16:59.639 --> 00:17:03.720 a great job, but we need more pipeline and we need it fast. 223 00:17:03.440 --> 00:17:10.039 We need an expert in the industry. How do we set up an agency 224 00:17:10.200 --> 00:17:15.920 for success to either integrate or to take over the sales development program yeah, 225 00:17:17.200 --> 00:17:19.599 so that's a fantastic topic ause actually to pick that we are we are looking 226 00:17:19.599 --> 00:17:23.279 at in a lot of detail with our customer success team, I'll sense team, 227 00:17:23.359 --> 00:17:26.680 and operation guys. The reason why we're looking at it in details is 228 00:17:26.759 --> 00:17:33.640 that we have we've had a little bit less satisfaction from newish clients towards the 229 00:17:33.759 --> 00:17:37.359 Sou Gond half of two thousand and twenty one, and I think the reason 230 00:17:37.480 --> 00:17:41.200 behind that is big. We've been a little bit victim of all success and 231 00:17:41.640 --> 00:17:45.720 we have a good reputation in the market and world of mouth. Good at 232 00:17:45.759 --> 00:17:49.279 operatic sticks or your problem. Okay. So people come and I'll sense team 233 00:17:49.319 --> 00:17:53.920 would probably not bring enough friction in the process. So people come, we 234 00:17:55.039 --> 00:17:57.559 get things going very quickly. We get going and then we find an all 235 00:17:57.640 --> 00:18:00.880 dul and those are door. We try to fix it. We, we, 236 00:18:02.160 --> 00:18:07.240 we obviously canly bright, but perception can go very quickly. Okay. 237 00:18:07.680 --> 00:18:10.839 So now what we are doing is really working on that enablement, okay, 238 00:18:10.880 --> 00:18:17.319 and setting expectation, spending time with our prospect really bringing friction in the cycle, 239 00:18:17.519 --> 00:18:21.440 almost telling them this is the list of things that could go wrong and 240 00:18:21.559 --> 00:18:23.480 this is the process we've got for every single one of them, and we 241 00:18:23.599 --> 00:18:26.640 wanted to show you that, because, no matter if you do it with 242 00:18:26.039 --> 00:18:30.759 us or with someone else, on your own, decide the issue that we 243 00:18:30.799 --> 00:18:34.319 will face. Okay, so I think that's extremely important. The other thing 244 00:18:34.440 --> 00:18:37.519 is that we need to agree with clients. At enablements is one thing, 245 00:18:37.880 --> 00:18:42.240 but nobody comes out of an onwnboarding and those are to do something. So 246 00:18:42.440 --> 00:18:47.319 ongoing training is also very important. How do we do that? Ongoing training? 247 00:18:48.279 --> 00:18:51.599 Treating the team as an extension. Again, if you're going to add 248 00:18:51.680 --> 00:18:53.759 source, don't treat them as a supplier or don't treat them as a sort 249 00:18:53.880 --> 00:18:57.240 party. Are People at are lower? Just bring them as part of the 250 00:18:57.319 --> 00:19:00.200 team, make them feel good. What on the psychology? If people like 251 00:19:00.480 --> 00:19:03.519 you, they will work out of for you. If they don't let you, 252 00:19:03.920 --> 00:19:07.559 you'll struggle to get things from them. Okay, that's kind of common 253 00:19:07.599 --> 00:19:11.799 sense. But again, sometimes we've got plans that don't turn up to weekly 254 00:19:11.839 --> 00:19:15.720 business for you, don't turn up to monthly business for you, and they 255 00:19:15.799 --> 00:19:18.640 expect is fine, because they are busier than us. But when you don't 256 00:19:18.680 --> 00:19:22.000 get the support, when you don't get the love, it's a bit difficult 257 00:19:22.640 --> 00:19:26.839 to give the love back. Okay, so if you want a hundred percent 258 00:19:26.920 --> 00:19:30.960 of the people you've got. You've got to make them feel good understanding the 259 00:19:30.079 --> 00:19:33.519 challenge of running a team. I mean again, it's kind of coming back 260 00:19:33.519 --> 00:19:37.640 to bringing the friction. They will be Tourne over in an SDR team. 261 00:19:37.839 --> 00:19:41.480 You know, in your previous conversation with shown me that show yer. Just 262 00:19:41.599 --> 00:19:45.160 want to make Chub about his name. He was talking about people being promoted 263 00:19:45.200 --> 00:19:49.880 internally. Okay, what we suggest to our clients is when we're going to 264 00:19:49.920 --> 00:19:53.319 introduce you to your video as? Yeah, I've a chat about the carrier 265 00:19:53.440 --> 00:19:56.440 path, so they can tell you what they want to do. Maybe you've 266 00:19:56.480 --> 00:20:00.519 got an opportunity for them. Maybe we can work to together to get that 267 00:20:00.759 --> 00:20:06.400 guy of that girl working on the program for nine months, twelve months feel 268 00:20:06.480 --> 00:20:10.640 great, a good job, and then we'll help them to move to their 269 00:20:10.720 --> 00:20:15.480 next the next part of that career path. Okay, but being very clear 270 00:20:15.519 --> 00:20:18.960 and transparent about it is refreshing. You know, when we've got clients say, 271 00:20:18.960 --> 00:20:22.359 you know, David's got to stay on my compaign. I don't care 272 00:20:22.400 --> 00:20:26.119 if if he's got all the right attribute to become a manager. Is a 273 00:20:26.200 --> 00:20:29.720 great videas yea for me. If you remove him I'm leaving you guys. 274 00:20:30.640 --> 00:20:33.759 Usually we say to the clients, okay, go, because it's people. 275 00:20:33.880 --> 00:20:37.799 First is those guys have worked six months, nine months, ten months, 276 00:20:37.480 --> 00:20:41.640 eighteen months on your program. Now they want to progress. Guess what, 277 00:20:41.880 --> 00:20:45.559 I was that guy, you are, that Guy David. We would have 278 00:20:45.640 --> 00:20:48.839 been those guys. We've got to give them their chance. So these are 279 00:20:48.880 --> 00:20:52.440 the thing that are also very important. And then the last one is using 280 00:20:52.480 --> 00:20:57.759 the insights provided. You know, it sounds bizarre, but sometimes people get 281 00:20:57.920 --> 00:21:03.240 with us or get with an outsourcer and they kind of force you the way 282 00:21:03.319 --> 00:21:06.400 of doing things. And what one of the most the best example is someone 283 00:21:06.480 --> 00:21:10.039 coming up and so I've got a script. Say Okay, show me your 284 00:21:10.079 --> 00:21:12.039 scrapes. Let say yeah, the script that we use with the last three 285 00:21:12.079 --> 00:21:15.400 agencies and then we use it with a team that we build internally. Never 286 00:21:15.559 --> 00:21:18.440 really worked, but I'm pretty sure that with your reputation, you give me 287 00:21:18.759 --> 00:21:23.359 work. So we just take it, shoot, tear it apart and say 288 00:21:23.440 --> 00:21:27.279 no, let us lead, let us show you, let us be, 289 00:21:27.920 --> 00:21:32.440 give you the guidance. And sometimes some of our clients, I don't like 290 00:21:32.559 --> 00:21:36.079 some of the feedback we've got to give them because it's extra walk because it's 291 00:21:36.079 --> 00:21:38.839 not as easy and plain seeling as they were expecting it to be. But 292 00:21:41.039 --> 00:21:44.200 you know, in any relationship, I think you need friction if you only 293 00:21:44.279 --> 00:21:49.240 to grow and and and that's what we're trying to do. Because, yeah, 294 00:21:49.319 --> 00:21:52.480 what is too easy? When clients come because their friend to you that 295 00:21:52.599 --> 00:21:56.680 you are the best things in slice bread. They come in, they just 296 00:21:56.799 --> 00:22:00.079 give you everything they've got, they don't negotiate, they don't want to ask 297 00:22:00.119 --> 00:22:03.799 the question. You go and then they realize that it's not what they were 298 00:22:03.839 --> 00:22:08.200 expecting because that perception was perfect. And this average, because at the beginning 299 00:22:08.240 --> 00:22:11.559 of a program is difficult, right, so you've got to accept calibration. 300 00:22:12.400 --> 00:22:15.640 That's why they should come. But so, yeah, so what I would 301 00:22:15.680 --> 00:22:21.440 say is break bit of friction, treat the team as an extension of yours, 302 00:22:21.839 --> 00:22:23.839 as your friends, as your kids are whoever. But give them respect 303 00:22:23.920 --> 00:22:29.599 and you're going to get respect back and use the insight that we, the 304 00:22:29.680 --> 00:22:33.000 are also will provide to get better. Completely and and as a part of 305 00:22:33.079 --> 00:22:40.920 the survey, we did interviews with five or six top sales and marketing leaders 306 00:22:41.119 --> 00:22:45.759 and it's exactly to your point. The one of the the the thought process 307 00:22:45.920 --> 00:22:51.640 of a lot of people outsourcing is set it and forget it. Yeah, 308 00:22:51.839 --> 00:22:55.880 it's like here, Ray, I've got this huge, big, ugly problem. 309 00:22:56.200 --> 00:22:59.640 You take it, I gotta go do something else. And and that's 310 00:22:59.839 --> 00:23:03.960 that's where it sort of goes off the rails, right, because you you've 311 00:23:03.079 --> 00:23:07.359 got to be involved. You would never do that with an internal as Dr 312 00:23:07.400 --> 00:23:12.200 Team unless you are really lousy. Yeah, BPOR director, you wouldn't just 313 00:23:12.559 --> 00:23:15.960 set them up and put them in the corner and think that they're going to 314 00:23:17.119 --> 00:23:22.000 produce. But people do that with the outsource agencies. And Yeah, and 315 00:23:22.319 --> 00:23:26.000 let's comment on that, is the amounts is probably I would say that around 316 00:23:26.079 --> 00:23:32.759 eighty percent of the clients that leave us for that pastation and sell. Yeah, 317 00:23:32.880 --> 00:23:33.720 you know what I will do. It is going to be better if 318 00:23:33.720 --> 00:23:37.279 I do it myself. I would say eighty person come back to a six 319 00:23:37.359 --> 00:23:41.079 months later after training it themselves and they just come back. And so you 320 00:23:41.160 --> 00:23:45.359 know what's okay, okay, guys, all right, we get it now, 321 00:23:45.759 --> 00:23:49.839 and sometimes you need that. You know, it's an important step, 322 00:23:49.920 --> 00:23:56.519 because the game, the grass slop Gren now. So let's go that when 323 00:23:56.640 --> 00:24:00.400 but it doesn't taste as nice. It's just so yeah, you know, 324 00:24:00.480 --> 00:24:04.599 there's no silver bullet and and you know it's interesting because we see this at 325 00:24:04.640 --> 00:24:08.440 our clients. It's IT'S A it's a pendulum. You know, they'll go, 326 00:24:08.640 --> 00:24:14.440 I'm going to try in house SDR it doesn't work, we'll get rid 327 00:24:14.440 --> 00:24:17.519 of them, we'll go with an agency. That didn't work, we'll go 328 00:24:17.640 --> 00:24:19.640 back to it. And you know, and then people are always coming in 329 00:24:19.759 --> 00:24:22.839 and out of the company. You know, they only stay at the company 330 00:24:22.960 --> 00:24:26.400 for one or two years and then they moved to the next company and it's 331 00:24:26.480 --> 00:24:33.039 just this ongoing it's it doesn't create an excellent pipeline production machine, it's this 332 00:24:34.480 --> 00:24:40.400 jalopy. I don't know if you're Eli with that. I've got time for 333 00:24:40.559 --> 00:24:42.759 one more question. Rate. This all been so interesting. Thank you for 334 00:24:42.839 --> 00:24:47.960 sharing your knowledge and I forgot to mention also visit the booths. You can 335 00:24:48.000 --> 00:24:52.200 get a free copy of the report that we're talking about for planning. You 336 00:24:52.279 --> 00:24:56.920 can meet with the operatics team. They're over in the virtual booth and get 337 00:24:57.000 --> 00:25:03.000 more information and also Zoom Info, you know, and the other sponsors have 338 00:25:03.119 --> 00:25:07.759 their booth there. One last question from IDO at. I hope I'm saying 339 00:25:07.799 --> 00:25:11.640 that right. TCK. He's I've met him before. He's developing a sweet 340 00:25:11.880 --> 00:25:18.440 intelligence product. How do you get your intelligence to your SDRs and bedrs so 341 00:25:18.640 --> 00:25:22.559 that they can come up to speed quickly? I have something interesting to say. 342 00:25:22.759 --> 00:25:30.039 Yeah, so we've boot we when we will own in your face and 343 00:25:30.160 --> 00:25:33.319 we will small company. We used to cull it the meacat system. You 344 00:25:33.400 --> 00:25:34.759 know, the market a dose, little things that just stand up and if 345 00:25:34.799 --> 00:25:37.519 this is something they just speak to each other and they all know and then 346 00:25:37.559 --> 00:25:41.079 they go in the hole together. That was the mere cat right. You've 347 00:25:41.079 --> 00:25:44.240 got the you've got the separator and you just stopped your eys and you just 348 00:25:44.319 --> 00:25:45.880 say, you know what, I get this. I've got that. The 349 00:25:47.000 --> 00:25:51.640 intelligence was flowing that way with GDPR and things like CCPA in the US. 350 00:25:51.720 --> 00:25:53.039 You've got to be a little bit more careful with what you are end laying. 351 00:25:53.160 --> 00:25:56.279 But what we've built, because I appreciate need to be conscious of time, 352 00:25:56.759 --> 00:26:00.640 is that for every single one of our clients, we found a system 353 00:26:00.759 --> 00:26:06.680 that is basically a multi tenancy crm. So we can we can run a 354 00:26:06.759 --> 00:26:10.519 company in their own little silo, in their own little environment, but we 355 00:26:10.640 --> 00:26:17.680 have a two way synchronization with a platform that we call CID. Social intelligence 356 00:26:17.720 --> 00:26:21.759 at a day is so basically a few David, you gonna call on to 357 00:26:21.799 --> 00:26:26.160 an accounts, update some contact details, update some intelligence on the account, 358 00:26:26.640 --> 00:26:30.680 such as, okay, those guys are looking at reducing operational cause by twenty 359 00:26:30.759 --> 00:26:33.759 percent. Okay, we can't say they have a project on this. We 360 00:26:33.839 --> 00:26:37.519 can say this or that, because we kind of information flewing from one clients 361 00:26:37.599 --> 00:26:41.599 to the other. But the other arcing intelligence, which is checked by your 362 00:26:41.680 --> 00:26:47.039 quality team, will then go into the system, which means that if you 363 00:26:47.279 --> 00:26:52.599 are, if your colleague done with working in another states is kind of targetting 364 00:26:52.680 --> 00:26:59.240 the same accounts, but for another company, that twenty percent increase of productivity 365 00:26:59.359 --> 00:27:02.880 or efficiency, they will get the pop up saying that company has en. 366 00:27:02.920 --> 00:27:04.400 You'll talk, get pleased. I'm looking after that and basically, do you 367 00:27:04.519 --> 00:27:11.240 have a very proposition at he's renivant to that, to that. So social 368 00:27:11.279 --> 00:27:15.759 indisions at the base, mount to tennancy, crm and basically two aldred and 369 00:27:15.920 --> 00:27:21.119 fifty people that are cleansing our data everyday worldwide, which are the people do 370 00:27:21.240 --> 00:27:26.000 the job. Wow, okay. So, and I'm going to connect you 371 00:27:26.119 --> 00:27:30.279 with Ido because it is good. He's amazing. So you know it sounds 372 00:27:30.279 --> 00:27:33.319 like you got it all figured out, but you can always always use some 373 00:27:33.440 --> 00:27:38.240 more. So, Ray, thank you again. Thank you for supporting the 374 00:27:38.599 --> 00:27:42.359 survey. Everybody, go to the booth, grab the survey, talk to 375 00:27:42.440 --> 00:27:51.480 operatics and next up James Barton, who is an amazing sales development leader in 376 00:27:51.559 --> 00:27:53.839 the cyber security space. Right you should. You should jump into this next 377 00:27:53.880 --> 00:27:59.720 one. Look he's going to talk about I mean he's been going up through 378 00:27:59.759 --> 00:28:03.559 the ranks to run a huge sales development programs and he's going to share his 379 00:28:03.000 --> 00:28:08.559 five pearls of wisdom with us for sales development leadership. Ray, thank you 380 00:28:08.680 --> 00:28:14.480 so much for jumping on and we'll see you next talk. Absolutely pleasure. 381 00:28:14.880 --> 00:28:18.519 Thank you, David. You've been listening to be tob read the new acceleration. 382 00:28:19.200 --> 00:28:22.319 To ensure that you never miss an episode, subscribe to the show in 383 00:28:22.359 --> 00:28:26.519 your favorite podcast player. Thank you so much for listening. Until next time, 384 -->

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