The Sales Syndicate Podcast

Welcome to our 32nd episode of The Sales Syndicate Podcast.

In this episode, Jamie Pagan, Marketing Director at Selligence, chats with Sophie Ellis, Account Executive at Lunio, to discuss the power of personalisation in sales and share actionable tips for incorporating it into sales strategies. Sophie highlights her success stories with LinkedIn voice notes and how they have contributed to her success in booking big brand meetings.

During the podcast, they cover the following topics: - How has personalization in sales evolved? - What are some innovative tactics to connect with potential clients? - How can sales reps leverage personal branding and social selling in today's business landscape? - What tools and techniques can improve personalization efforts in sales outreach?

Welcome to our 31st episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, chats with Cory Lindsay, Account Executive at Lunio, about the value of authenticity in sales roles. The pair cover how being genuine and honest with customers yields better results, what role authenticity plays in building long-lasting relationships, and how companies can promote a culture of authenticity.

Welcome to the 30th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with Dineesha Vadhera, SDR at PayFit, about her move from Civil Engineering to SaaS sales. The pair discuss the reasons for such a big change Dineesha's career path and how she's had to adapt to the highs and the lows of sales.

Welcome to our 29th episode of The Sales Syndicate Podcast. In this episode, Nick Vaughan, CEO and Founder at Selligence, joins RevGenius for the latest episode of Outbound 2.0 to discuss how you can improve conversion rates in downsizing markets. The pair cover: - Why downsizing markets can actually be a huge source of revenue - How to increase your outbound success rates using sales triggers - How to identify higher quality and higher converting leads

Welcome to our 28th episode of The Sales Syndicate Podcast. In this weeks episode, Jamie Pagan hosts Nick Butler, Enterprise Account Executive at Jiminny, to discuss how to implement a goal and trigger sales strategy to maximise your results.

The duo shares tips on how sales professionals can adapt to the changing customer needs and fine-tune their sales strategies. They cover topics like shifting from operational to strategic sales strategies, maximizing sales results with goal and trigger selling, understanding sales triggers, approaching conversations with prospects for effective discovery, identifying prospects' goals and triggers, and the importance of hyper-personalization in sales outreach.

By implementing these strategies, sales reps can better position their solutions as long-term investments and make a compelling case for why their solutions are the best fit for the customer's needs. Tune in to learn how to capitalize on market opportunities, and reap the rewards when the market improves.

Welcome to the 27th episode of The Sales Syndicate Podcast. In this podcast episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with George Holman, Head of Growth at Selligence, about his journey through the company, starting as a business development analyst and eventually moving into his current role in just 4 years.

George emphasizes the importance of self-development and learning on the job, as well as the challenges of building a sales department from scratch in a startup. The pair also discuss the significance of client retention and growth, and the interlink between sales and customer success.

We also find out about George's experience in launching a satellite office in the US amidst the COVID pandemic and the importance of understanding the US market.

The conversation highlights the importance of strategic planning and a collaborative, supportive culture in achieving success. Listeners will take away valuable insights on maximizing growth in existing client base, building out a stronger footprint in the US market, and the shift in mindset for company growth.

Welcome to the 26th episode of The Sales Syndicate Podcast. In this podcast episode, Jamie Pagan, Associate Director of Marketing at Selligence, talks with Heather Leo, Senior Account Executive at Chili Piper, about their 100% remote working success story.

Jamie and Heather discuss Chili Piper's remote work setup, from its unique interview process with a Chili Buddy system to its coffee buddies and Piper Meetings programs that promote connection and team-building.

They also cover the importance of strong communication channels like Slack, cultivating diverse hobbies and lifestyles, and maintaining a comfortable workspace for productivity and mental health.

The episode also includes tips for contributing to company culture, creating a healthy work environment, and embracing humility as a new remote worker.

Welcome to our 25th episode of The Sales Syndicate Podcast. In this episode, Nic Biffin, Head of Sales at Selligence, jumps on the latest episode of WTF RevOps? with RevGenius, to chat with Mollie Bodensteiner, Global Revenue Operations Leader at Deel, about Data led decision making in a recession.

The pair cover why selling in a recession means you need to lean on data more than ever, how to gather and use data to accelerate the sales process, and strategies you can use to successfully lead a RevOps team that works in tandem with Sales.

Welcome to our 24th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Jared Robin, Co-Founder at RevGenius, to find out how it all started. Along with a deep dive into the history of a 35,000 strong community, Jared shares his advice for those wanting to start their own community.

Welcome to our 23rd episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.

This week, the pair run through Key Person Changes sales triggers. Changes in senior positions within a company can be an indicator of upcoming shifts in strategies and products and could provide an insight on future growth areas or the need for new tools and solutions for the team/ company. They are also a great place to start if you are looking for a decision maker to reach out to for new sales opportunities.

Change Company – if you have an existing contact who makes the move to a different company this is the perfect opportunity to reach out and explain how you can help them make an impact in their new role.

Promotion – news of a promotion can give you the name of a new decision-maker to approach or, if the person promoted is already a satisfied customer, they may be able to extend the use of your product within the organisation.

Step Down – perhaps not an obvious sales trigger, but somebody stepping down from a senior role will usually mean a new hire to replace them. The incoming executive will likely be open to new ideas that will help them to prove their value.

Retirement – the retirement of any member of the senior management team will make an impact – whether the retiree will be replaced, and by whom, provides valuable insight into what’s going on behind the scenes and potential strategy changes.

Board Appointment – A new Board member may could signal a new direction for the company. The Board member’s expertise or business interests can indicate where the business’ focus could lie, and therefore where funds could be allocated.

Welcome to our 22nd episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.

This week, the pair run through New Product Development sales triggers. This is a good indicator that a company’s area of operation is growing. Expanding their product offering will lead to investing in new tools and technologies and putting new product management or manufacturing processes in place to support it.  

New Product in Development – This can give insight on where budgets and resources have already been allocated. Announcements like these are a great opportunity to reach out to a company before their new product goes live.

New Completed – when a company releases a new product, they may be exploring new territory and, as a result, may need a different type of support or new vendor.

Expansion Planned – no matter how good the product, a company entering a new market will have new challenges, as well as new needs and a new budget. In short, a new market means a new sales opportunity.

Expansion Completed – the window of opportunity doesn’t close once a launch is complete – there will be demand for supporting products and services. Following launch, a company will need marketing services, sales training, e-commerce etc.

Planned Upgrade/New Feature – this is a great insight into a company’s market intent and can be useful to understand competitor strategies and areas of focus.  

Completed Upgrade/New Feature – a great conversation starter if you’re genuinely interested in the product.

Welcome to our 21st episode of The Sales Syndicate Podcast.

In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Gareth Webb, Founder and CEO at OutScout, to find out how to craft your resume to help you bag your next big sales role.

Gareth gives us a run down of the current market conditions, before sharing his advice on what the perfect resume should display. Including, durability, proof of success, impact, legitimate logos, and self-investment.

Welcome to our 20th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Arran Nicholson, SDR at Selligence, to learn how his new hybrid multichannel approach to outbound activity is paying off.

The pair discuss the reasons for moving to a hybrid outbound approach, how to get started, the pros and cons, as well as some of Arran success stories.

Welcome to our 19th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen to discuss the differences between sales triggers and intent data, and why you should be using sales triggers.

Recognising the best time to reach out and contact a prospect has never been an easy task. Sales professionals of yesteryear struggled with outreach and not knowing when their prospect would be primed to buy, which meant closing sales was even harder. But with a rise in data and technology, there has been a new wave of information available to salespeople that has enabled a more strategic approach.  

Identifying the right time to reach out to a buyer, understanding their needs, and providing the necessary support has turned into an intel-driven game. With sales triggers and intent data more widely available, sales teams are now faced with a choice.

So, what is the difference between ‘intent data’ and ‘sales trigger data’?

Welcome to our 18th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing joins RevGenius for the latest episode of their Marketing Monday's series to discuss how to build a scalable content marketing strategy. 

In this episode, we cover:

- Building a system that enables efficient creation and distribution of content to your target audience
- How to build a "Content Engine" that works for your marketing team
- How companies of any size can leverage these strategies to reach more customers with less budget

Welcome to our 17th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.

This week, the pair run through New Business sales triggers.

Any new business can spell opportunity for sales professionals. A company with a limited headcount but big growth plans will need all the help they can get to maximise their efficiencies and boost their productivity. Tools that can offer them more data or intelligence can also prove valuable to a new company looking to make big waves.

Welcome to our 16th episode of The Sales Syndicate Podcast. In this episode, Nic Biffen, Head of Sales at Selligence, joins RevGenius for the latest episode of Outbound 2.0 to discuss Sales Development for SaaS Startups.

Welcome to our 15th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.

This week, the pair run through New Facility and Facility Expansion/Investment sales triggers.

A new facility shows where a company is investing. Spending on the creation of a new site highlights the company’s focus and underlines what their growth strategy will be centred on.

There are a few reasons why a business might decide to expand their facility, but one thing is certain- they are rapidly growing.   Whether a company is looking to implement new technology, focus on a particular area of their business or adapt to current market needs, facility expansion is a great indicator of what the company’s priorities are going to be.

Welcome to our 14th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.

The pair run through Growth Revealed Sales Triggers.

Although these tend to be retrospective, these event triggers can demonstrate where recent spend has been allocated – which offers insight into the company’s focus and where they will likely centre their future development plans.

Welcome to our 13th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.

This week, the pair run through New Office Sales Triggers. One of the most visible signs that a company is in spending mode, a new location can only spell growth and budget for the company in question.

Welcome to our 12th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen for the next installment of our sales trigger deep dive series.

This week, the pair talk through Expansion Plans. A company announcing their scaling plans is a good indicator of them being in buying mode and looking to develop and/or improve outbound performance.

This could mean a team might soon need to consider a new sales enablement software, HR system, Marketing automation software, B2B data enrichment platform, version control system etc., or similar.

Welcome to our 11th episode of The Sales Syndicate Podcast. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Laura Scott-Davies from CloudCall to chat about the benefits of transitioning between functions and roles.

Over the course of her career, Laura has worked across Sales, Customer Success, Marketing, and Partnership functions, which has allowed her to gain a broad range of skills and learnings.

Laura touches on the pros and cons of moving between roles, the key skills you can take from one role to the next, as well as sharing some valuable tips for new graduates that might be thinking about next steps.

Welcome to our 10th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence, sits down with Nic Biffen, Head of Sales at Selligence, to kick off a new mini-series focusing on Sales Triggers.

In this mini-series of podcasts, we will be running through a full deep dive of Sales Triggers, covering what they are, why you need to be tracking them, and of course how you can track them.

First up, it's Funding Rounds. Any company with a big injection of cash will likely next look to improve their services or support their growth aspirations. A big funding round offers opportunity for a company to scale headcount, buy new software, upscale and upskill performance and capabilities. Within this episode, we also cover:

Debt Financing – this is a means of raising money through the method of borrowing. The money will be returned to lenders at a later date, but gives a company cash to invest in solutions they need right now.

Credit Facility – this is a type of pre-approved loan allowing a company to borrow money on an ongoing basis, over a long timeframe.

Crowdfunding – this is when a company raises a large amount of money from a large number of people, giving start-ups and scale-ups access to alternative funding. Typically each individual invests a small amount of money via an online platform.

Venture Funding – also known as venture capital, is a type of private equity, usually only provided to early-stage organisations with high growth potential.

Grant – this is essentially a gift, a fund of money given to a company, with no expectation of a later pay-back. They are usually granted by charitable organisations or public bodies to support a cause (such as research etc.), or acknowledge an achievement (such as ESG developments etc).

Welcome to our 9th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence sits down with Kristen Hoffman at NetLine Corp to chat about how open communication between Sales and Marketing teams can benefit companies.

Over the course of her career, Kristen has always been a big advocate in building communication channels between Sales and Marketing teams, as well as learning from one another.

Welcome to our 8th episode of The Sales Syndicate. In this episode, Jamie Pagan, Associate Director of Marketing at Selligence sits down with Aaron Hawthorne, Business Development Manager and LinkedIn Coach at Hoxo to talk about what sales reps could be doing before Christmas with their personal branding efforts.

Aaron talks through some actionable tasks that reps could tackle this side of the New Year, the importance of prior planning, and his approach to LinkedIn activity over the festive period.

In this episode, Ellis Campbell, Head of Enterprise Sales, sits down with Nic Biffen, Head of Sales, at Selligence, to chat about cold calling tactics that have stood the test of time.

Ellis and Nic share stories of techniques that have worked well over the course of their careers, delve into the opinion that cold calling is 'dead', and provide actionable tips and tricks that can be easily brought into your existing workflow.

In this episode, Max Mitcham sits down with Ellis Campbell, Head of Enterprise at Selligence, to chat about Q4 anxiety, and how to manage your pipeline to finish the year strong.

Max and Ellis dig into the importance of preparation ahead of Q4, how closing over the Christmas period differs from the rest of the year, going for the quick win or playing the long gam, and the best questions to ask prospects to better understand deal structures and pipeline.