How to Crush Sales Goals w/ Marketing Strategies ft. Gaetano Dinardi

In this episode, Gaetano Dinardi, Director of Demand Gen at Nextiva, answers why the SDR role is not entry level and why sales reps need to start to think like marketers to be successful.

1. How to create a personal brand that can be leveraged to sell more?
2. Why it's important to become a friend to the prospect first?
3. What skills does it take to be successful in sales that your leader would never tell you?

Music Credit: Gaetano Dinardi

Gaetano Dinardi: https://officialgaetano.com/about/

Nextiva: https://www.nextiva.com/products/cloud-pbx.html

Chapters

• 0:00 Show Intro (Original Music from Gaetano Dinardi)
• 1:09 Gateano Dinardi Intro
• 1:46 Gaetano Explains Demand Gen
• 3:58 "Listening to sales calls drives the majority of content strategy"
• 4:18 Building a Personal Brand First
• 6:50 Agreeing on Value Prop (Marketing Sales Collaboration)
• 8:35 Simplify Messaging & Forget the Competitors
• 12:13 How Do you Know the Prospect's Priorities?
• 13:55 Timing is Essential
• 15:20 Become the Prospects Friend
• 17:20 Leveraging Sales Reps to Build Better Marketing Content
• 19:20 Teaching Reps to Leverage LinkedIn Effectively
• 20:00 3 Ways to Immediately Optimize your LinkedIn as a Sales Rep
• 23:19 Turning a Personal Brand into Sales Opportunities
• 24:08 The SDR Role is NOT Entry Level
• 24:25 Tips to Sell like a Marketer
• 26:50 Future of the SDR Role
• 27:50 Figure out the Prospect before you Pitch
• 28:38 Personalization + Relevance
• 29:45 Gateano's First Sales Job
• 31:02 Work Where You Love
• 32:05 Stop Saying you Want to Sell "SaaS"
• 33:52 Find your Passion within the Role
• 37:20 Crafting a Strong Prospecting Email
• 42:25 The Best Content isn't Always Trackable
• 47:50 Tips to Stay Front of Mind and Build Value
• 50:22 Learning the Industry (Become an Expert and then Pitch)
• 51:55 Stand Out - Budgets are Frozen
• 52:40 Episode Conclusion
• 53:55 Outro w/ Music