How to bring in $6 Million in new business – Kory Wagner
June 26, 2018
In charge of the business development and channel startup sales team, he grew the team from 5 BDR’s to 15 and channel sales from 1 to 2.
Focused on segmenting the market to ensure his BDR’s were approaching the right leads and also put together the right process to target these leads. This means finding the right amount of touch points (14-16 for outbound) and how often in order to obtain the attention of the lead.
Using webinars and white papers to help educate the market as he believes that you should not just cold call the market to sell them but rather to educate and deliver value to them.
They have it set up to be a 1:1 ratio between BDR and account executives, split into territories.
He coaches his team to understand who you are talking to so that you can sell them a product that will either help the prospect grow or work more efficiently, not just try to sell for the sake of selling.
Kory is looking for someone who is coach-able and wants to learn to join his startup sales team. Also, he wants to see someone that is hungry and wants to succeed. Kory also likes to see people that are in the industry by finding out if they are reading books/blogs about sales, if they listen to podcasts or spend time with other sales people.
During the interview process, it's important to have other people from the company come sit in to interpret the answers and get a second opinion so that you are not relying on your own.
Kory’s training process is to get the new hire as fully immersed as they can. Starting with a high level overview of the company than start drilling down to the specifics. Using call recordings and webinars to learn however the most important is for them to fall on their face as many times as they can by hitting the phone and speaking to actual potential clients.
Has weekly team meetings where they listen to a couple of phone calls together to learn from each other.
Channel sales, the benefit is more than just them bringing in clients, it is information about the market and industry. Where the market is going and who the new players are.
Having great mentors is a very large part of growing in your career and surround yourself with like minded people. Find the best in your office and learn from them and network with them to continue to grow your sphere of influence.
Find Kory on LinkedIn: https://www.linkedin.com/in/korywagner/
1) What is your favorite sales or leadership book? Fanatical Prospecting - Jeb Blount AND Linchpin by Seth Godin
2) Do you have someone that you follow/read for sales/leadership ideas? John Murdock - CFO from company
3) Are you available 24/7? Do you have strict personal time boundaries? Yes has time boundaries as he spends time with his family.
4) What is your favorite tool used for sales? Salesloft
5) What one piece of advice do you have for all the founders/CEOs/VP Sales out there? It's all about the people. The people you work with, for, everyone. You want to make sure that everyone on your team is happy, healthy, wealthy and wise. It's not just you running the company.