In an era where countless sales messages flood inboxes daily, effective prospecting has never been more challenging. Welcome to Modern Prospecting! In this episode, host Andre Yee speaks with Steve Richard, the SVP of Revenue and Enablement at Mediafly. With over two decades of experience in sales development, Steve has built a reputation as a speaker and trainer in the industry. Together, they explore the transformation of the sales development representative (SDR) role, addressing the challenges that make it less appealing and how it has evolved over time. They examine the current state of sales prospecting, the tools and technologies that have reshaped the landscape, and the traits that define successful SDRs. Steve provides actionable tips for effective prospecting in a world saturated with spam and discusses the impact of AI on the future of sales development. Gain valuable insights and strategies for modern prospecting to enhance your sales performance.Steve Richard is SVP of Enablement at Mediafly following their acquisition of ExecVision, the company he founded. Steve also founded and exited Vorsight. His mission is to help as many sales teams as possible achieve success. He has been featured in publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching football. He lives in Arlington, VA with his wife Ellen and their four children, aged 9, 11, 13, and 15.Chapters:00:00 - Introduction00:19 - Rethinking the SDR Role04:43 - Evolving Skills for Modern Sales07:28 - Clever Prospecting Success Techniques10:22 - Know Your Audience's Platforms14:04 - Effective Experimentation and "Tub" Emails19:31 - Interview Traits: Curiosity, Drive, Systems Thinking21:45 - Challenges in Evaluating Writing and Communication Skills24:47 - AI and Broad Channel Testing26:44 - Creative Demand-Generation Activities30:50 - AI's Role in Modern Sales Strategies33:50 - AI Tool for Sales Teams35:58 - OutroQuotes:"Effective prospecting is about delivering valuable messages that resonate with prospects."- Steve Richard"Mastering prospecting requires dedication and thoughtful experimentation."- Andre YeeKey Takeaways:Evolving Role of the SDRExperimentation is KeyEmbracing AI ToolsPersonalization at ScaleCharacteristics of a Great SDRCreative Offers as BaitConnect with Steve RichardLinkedIn: https://www.linkedin.com/in/srichard1/Website: https://www.linkedin.com/company/mediafly/Connect with the Host Andre Yee:Website: http://tiga.ai/

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