#93: Host Tyler Lindley attended HubSpot’s INBOUND conference and had the opportunity to talk sales with some of the leading minds in the industry. This episode is part one of the compilation of his conversations, covering topics including advice for first-time SDR managers, personalization in outbound prospecting, and whether or not LinkedIn’s Sales Navigator tool is really worth it for sales reps.Guests include:Bryan Mueller, ID3 ConsultingDavid Mattson, CEO & President of Sandler TrainingGray Winsler, Account Executive at QwilrJesse Lipson, Founder & CEO of CoffeeJohn Rosar, CEO of REVGENDan Mott, Founder of SIX3MEDIAEPISODE HIGHLIGHTS[1:00] Tyler shares key themes from his time at INBOUND — building relationships, leveraging your social networks, and the power of community.[2:25] Brian Mueller of ID3 Consulting discusses:How inbound and outbound strategies complement each otherBuilding personasSDR management tips for coaching and training sales reps[11:50] David Mattson, CEO & president of Sandler Training shares his thoughts on:How first-time SDR managers can focus on growing themselves and the business while also training sales repsDeveloping a common sales methodology across rolesChanges in outbound over the last few years including a reliance on technology and a lack of attention being paid to onboarding and training new SDRs[20:53] Gray Winsler, account executive at Qwilr explains:How Qwilr can help SDRs and AEs in various stages of the sales processThe importance of creativity in sales[25:52] Tyler discusses pattern interrupting in sales and how he leveraged this tactic at INBOUND.[26:29] Jesse Lipson, founder & CEO of Coffee discusses:Why companies are bad at outboundHow the SDR role has changed over the last few yearsWhy he built his company, Coffee, and how it can help sales professionals[32:31] John Rosar, CEO of REVGEN explains:What outbound means to himThe importance of educating prospectsThe tools and resources he suggests providing to new SDRs[39:45] Dan Mott, founder of SIX3MEDIA talks about:Why he doesn’t think LinkedIn Sales Navigator is that valuable for SDRsThe importance of content to continue nurturing leadsHow SDRs can get started creating content[46:17] Tyler closes the episode by exploring the power of a personal brand and how to scale from one-to-one communication to one-to-many content creation.

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