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#94: The second part of Outbound Sales Lift’s Interviews at INBOUND includes Tyler Lindley’s conversations with sales leaders at HubSpot’s INBOUND conference. This episode discusses how to approach social selling on LinkedIn and using a multichannel approach for prospecting. Additionally, Tyler talks with guests about the importance of establishing trust with prospects, taking advantage of your network, and building your personal brand through authenticity.
Explore the human side of sales and business with host Tyler Lindley. Leaders in their field share a dose of inspiration through stories about life and business. Sales professionals provide tactical tips you can put into practice today. It all comes together to help you chart your path forward.
Achieve your goals on your terms — get inspired by stories from extraordinary people, elevate your performance with the latest outbound tactics, and find the lift you need to take your career to the next level.
Outbound Sales Lift
Episode #94
Interviews at INBOUND: Social Selling & Building Relationships (Part Two)
Hosted by: Tyler Lindley
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[00:00:00] Tyler: Hey y'all. It's Tyler Linley, host of the Outbound Sales Lift. I'm back for part two of interviews at Inbound, a compilation of conversations I had with attendees and speakers at HubSpot. Inbound conference. If you miss part one, you can find it in the Outbound Sales Lift Podcast. Feed the episode right before this one.
This episode, part two today focuses on social selling and how to establish trust and build relationships with prospects. I'll talk with Darrell Amy at Selling From The Heart. Ryan Johnson and Oliver Saikaly at LinkedIn and Ben Rubin, revenue director at Remoteish. Listen for tips, how to use LinkedIn to its full potential and improve your outreach.
Nick Capozzi here from Demostack, you're doing well hanging out here at Inbound. You know
what, I'd
[00:00:57] Nick Capozzi: love to talk about the best $86 I spend every month and that's on Sales Navigator cuz we are here at LinkedIn. Sales Navigator is fantastic. And if your boss or your company won't pay for Sales Navigator $86.
Don't buy an Xbox game. Get sales navigator.
[00:01:10] Tyler: Dude, it's really cost effective. How do you feel like reps should be leveraging Sales Navigator? What do you do on Sales Navigator that unlocks more conversations with good
fit prospects?
[00:01:20] Nick Capozzi: Well, it's something like a Zoom info, but on steroids because you're getting everything that someone thought enough about to put on their professional accreditation, which is essentially it.
So there's a lot of gold in there. A lot of things you can go through on LinkedIn to find talking points, to find ways to connect with people, to find ways to build
rapport.
[00:01:34] Tyler: A hundred percent. And you are not at LinkedIn, you're with Demo Stack. What are you doing here at, In.
[00:01:40] Nick Capozzi: Well, I'm hanging out right now with you here at the LinkedIn booth, which is very exciting.
Talking about LinkedIn. You know, let's talk about this. What are some of the great ways to social sell on LinkedIn? Cause one of the questions I get all the time is, Nick, how do I get better at social selling? And I think there's three ways that you can social sell on LinkedIn. One is creating content, which is obvious.
The other is curating content. Be a new source with a little bit of info on what's going on. Just set up some Google alerts on whatever your ICP is thinking about, and that's a great thing to talk about. And then finally, the third, and this is the key pillar, is commenting on content. Find a hundred people you want follow, find people you wanna get in front of.
Tyler, I'll ding your bell. So I'm following you as a creator and every time that you come up, if I'm trying to get a meeting with you, Yeah. What I'm gonna do is every, cuz we all get imposter syndrome no matter how many times we post. Oh, a hundred percent. I have it right now. So .
[00:02:23] Nick Capozzi: But what happens is, is if I'm the first person to comment on your post, let's say 5, 6, 7 days in a row, and then I ask you for a meeting, you're gonna say,
[00:02:29] Tyler: I'm gonna strongly think about it and I might check out the profile first, which to me, the fourth pillar, if I were to add one is your profile is a landing page for your prospects.
It needs to have something that speaks to them in some way, such that it is informational. It gives them a reason to lean in and wanna learn more. Versus it just looking like a resume. Like you're looking for a job, What do you
think? A hundred percent.
[00:02:50] Nick Capozzi: It's your personal business landing page, right? So that's critical.
And there's no one better than Brian Mosier from Scaled Consulting. Follow Brian. Brian's got amazing tips on how to set up your profile, what should be in there, what you're trying to do, depending on who your ICP is, who you're trying to get in touch with. But Brian's one of the best
[00:03:05] Tyler: at that. Scaled. S k, right?
S k
[00:03:08] Nick Capozzi: s k a l e d. Jake Dunlop's Company, Hannah Aikawa is there. Brian Moi is there. They got a great team, Uh, one of my favorite teams to work with. Uh, but Brian is the king of this kind of strategy on LinkedIn, so definitely follow Brian Moire, m a u c e r e
on LinkedIn.
[00:03:23] Tyler: And another piece of advice too is actually put yourself out there.
I mean, I think you and I have seen each other at multiple events coming out and creating content. A lot of people aren't even willing to attend, much less create content. Kinda like what you were mentioning about just commenting on others. Yeah. If you're not gonna be willing to create content on your own, which is totally fine, not for everybody, at least show up, attend, have conversations.
Digitally or in person, go where your prospects are and start having conversations. And it's
[00:03:47] Nick Capozzi: so easy to open a conversation when you're wearing one of these because everyone else is too. Right? So I just look down a little bit. I'm like, Oh, hey Brian, how are you? Hey Michael, how are you? Right, it's, I've been waiting for
you.
It's so easy.
[00:03:57] Tyler: Is it? It's the best thing is you can never forget someone's name when they've got
the badge on. Right? Ab Absolutely.
[00:04:02] Nick Capozzi: But it's a great opener, everyone, and it catches you off guard cuz you forget you're wearing a badge. So if I'm walking through and I'm like, Hey Tyler, you're like, Who? Who's
this guy?
I
[00:04:08] Tyler: took my badge off. So now you're, luckily you know me, ,
[00:04:12] Nick Capozzi: that's easy. And now, you know, especially with these like great tech, like I just click this here at Inbound, click it twice, it goes green, and then, oh, I just tap it to yours. And hey, now we're friends.
[00:04:21] Tyler: I'm just now getting to know there's a lot new technology for these in person events.
What else have you learned at Inbound this week that you're gonna take back to your role? You really need a booth. You need the booth. I've heard you say both. You need a booth. You don't need a booth. So you think you need a booth to be successful at a conference? Depends on
[00:04:35] Nick Capozzi: who your ICP is, right? For us, like for example, I'll be at another conference next week in San Francisco where I know like hundreds of people, so that's easy to have conversations here.
I don't know as many, cuz I've been in the sales side, less on the marketing side. So what we're doing is experimenting with different approaches, like how do we start these conversations? How do we engage people? How do we get them interested in having a convers. With us about how we can help
[00:04:53] Tyler: marketers, which I think it's more than just the booth too.
I mean, I've seen a lot of people this week hosting events, right? Where they have events, whether they're onsite or they're offsite, try to get people engaged, involved. Hey, are you, what are you doing this evening at six? We've got an event coming. Make sure you're rsvp. Seems like that's another effective strategy.
[00:05:09] Nick Capozzi: Well, that's one of the things I did yesterday. I walked around with a sales by JB Sales. They had an event more social than SAS last night. I walked around the whole day with little six by six inch card that they had with a QR code on. I'm like, You guys come to this, You, you don't wanna miss this. Right.
And there was like three, 400 people there last night. It was fantastic. Jbo puts
on a great show. Yeah, JB
[00:05:26] Tyler: does do a great job of that. And all you had was a card and a QR code. You didn't have a booth, you were just walking around having conversations. Right. And last
thing too,
[00:05:33] Nick Capozzi: I don't wanna forget about this.
What I've actually done here, if you gimme a second, I'll show you. My home screen is saved as a photo of my QR code from LinkedIn. So it's super easy to connect with people. Cause I don't wanna just connect them here. I wanna connect with them on LinkedIn and I don't want them just following me. I want them to connect.
So I always say, Hey, do me a favor, scan this and click connect. Not follow.
[00:05:50] Tyler: Pro tip. I've gotta try to get that in place before the conference is over here. Nick, it's always a pleasure. Really appreciate you stopping by and excited to be chatting LinkedIn and Prospecting Here at Inbound
Today I've got Ryan Johnson and Oliver's. At LinkedIn, I mean, we're gonna be talking a little bit about prospecting, especially for SDRs out there wondering how can you best utilize LinkedIn? So guys, any tips to share? How should you be leveraging LinkedIn as an sdr doing outbound prospecting in 2022?
What does that look like? So as
[00:06:24] Oliver Saikaly: a top performing ae, I came from being an SDR and bdr, and the way to do so is leveraging LinkedIn real time data in order to reach out to people. Be consistent. And really follow multi-touch approach. That's usually being able to target specific people, think big, whether it's a top down approach, starting with C level folks or working a bottom up approach.
I think consistency is the biggest thing to do. Ryan, what are your
[00:06:49] Tyler: thoughts? Yep. Ryan, what do you think?
[00:06:50] Ryan Johnson: Uh, yeah, I've got a shameless plug for LinkedIn Sales Navigator, but using LinkedIn's data, like Oliver said, to be a little bit more strategic with your outreach, who are the right people to be talking to?
I think there's a really interesting stat. People that are new to their roles are 66% more likely to respond to outreach on LinkedIn. So, Targeting people based on some specific data points, I think is really a great way to go about it and using LinkedIn's data to do so.
[00:07:14] Tyler: Awesome. So really keeping an eye on that job change in the last 90 days.
What about for those SDRs out there that can't convince their manager to buy Sales Navigator, how would you go to as an SDR and say like, I mean, I need sales navigator. How would you make that case? I think it's a great
[00:07:27] Ryan Johnson: question. I would look at what you're using today. If you're just using the phones or you're just using emails, you can have as many phone numbers and many emails.
It doesn't mean you're necessarily gonna get responses. And so that's where we need to be strategic with how we're reaching out to folks to make sure that we are getting the attention of our buyers. It's getting a lot harder to get the attention of people today. I'm sure you get a lot of emails in your inbox, and so I'm oftentimes it's what actually stands out.
So looking for those mutual relationships, those job changes. People who follow your company. That warmer outreach is, is gonna yield oftentimes higher response rates. Yeah.
[00:07:59] Tyler: Yeah. That's awesome. And how has LinkedIn changed in the last, you know, few years with the Pandemic, has LinkedIn use on the uptick and what is the difference in the platform from few years ago to today?
LinkedIn's
[00:08:10] Oliver Saikaly: definitely become a B2B platform, right? We have over 800 million members today. And that's a lot of people, Are all of those relevant to you? Definitely not. So how can we really hone in and focus on the people that matter most? I think biggest advice in leveraging LinkedIn data is even as the sdr, I think bigger, right?
What do you wanna do next? Do you wanna be an ae? Do you wanna be an rm? What can you do today to get yourself ready for that next job? So how can we really qualify those leads before passing them on? How can we ensure we have all the relevant data whenever we reach out? It's customized, it's relevant, and people wanna respond to it.
Just put yourself in there,
[00:08:46] Tyler: their shoes. That's awesome. Any other best practices for prospecting on LinkedIn? A lot of SD are trying to figure out how the heck do I do social selling? Should I use video, should I use LinkedIn voice message? There's a lot of tools, but what is most effective this day and age for prospecting on LinkedIn towards prospect?
Yeah. I don't think you're
[00:09:01] Ryan Johnson: like this answer, but a combination of everything. Okay. I mean, we're not here to say like, stop using the phones or stop using email. I think it's just having a multi-channel. So cold
[00:09:09] Tyler: calling is not dead. No, I would say it's,
[00:09:11] Ryan Johnson: it's still relevant in a lot of scenario. But just having a multi-channel approach where you're using maybe the insights that you gathered from LinkedIn to inform your strategy.
On email, on the phones, and also on LinkedIn. So having a multichannel approach is definitely where you're gonna see the highest results. And I love voice messages. I think they're
[00:09:28] Tyler: a great call out there. Love the way voice messages show up. It's like the coolest voicemail ever, right? You wanna click on it.
Anything else you'd add, Oliver? I think
[00:09:36] Oliver Saikaly: it's really important to just be relevant in today's world. How can we ensure that we're capturing our prospects approach? I think cold calling is honestly kind of dead if you are just reaching out to people and out of the blue with no purpose to your outreach.
So a good way to do that is start with LinkedIn. Start with an InMail, Hits some three different places, their app, linkedin.com, an email. So by the time you send a cold email or uh, give them a call, they already are a little familiar with your name and your company name, and you have something. Refer back to, and that's what worked for me when I was in SDR
[00:10:07] Tyler: here at LinkedIn.
Awesome. Well thanks so much Ryan and Oliver. Appreciate you hopping on the outbound sales lift. To talk a little bit about LinkedIn and prospecting, everybody, check out linkedin.com. If you haven't heard of it, you've been living under a rock. So, uh, we'll talk to y'all soon. Thanks guys.
Hanging out here at the LinkedIn booth with Darrell Amy, who. Selling From the Heart and also the Author of Revenue Growth Engine. Darrell, how's it
[00:10:32] Darrell Amy: going? Oh man, it's fantastic. It is great to be here. I am learning so many new things today, meeting cool people like you. Yeah. So what a great event. Such an exciting time right now to be in sales, in business development.
So many new opportunities. But you know, one thing, Tyler, I think, uh, my very first company I word for had a phrase they said, the old. Is forever new. And I think with all the incredible technologies, all the new strategies, all the shiny objects, sometimes the reality is when it comes to growing business, when it comes to prospecting, authenticity has got to be below all of it.
Because really what we're aiming at is building trust. And one of the best things I heard yesterday was from one of my favorite authors, Marcus Sheridan. He said, You know what guys? How many of you think Facebook's gonna be around in 20 years? And what was their. I, I don't know. I mean, I don't know, right?
But the reality is platforms are gonna change, but the one thing that's never going to change is trust. And as an sdr, as bdr, as a full cycle sales professional, it doesn't matter where you are in the sales flow. The reality is we've gotta be able to quickly build and sustained trust with our prospects and clients.
And this is the old that's forever new. This is the unchanging. And I'm really passionate and we're passionate. Me and Larry Levine at my co-host, that Song From the Heart, we're passionate about helping sales professionals build and sustain trust throughout the sales cycle. And it's gotta get started early.
[00:12:00] Tyler: Yeah. Which I think that's a lot of what our audience is kind of thinking about. How do I build authenticity and trust? Early on when I'm just starting to establish a relationship. Right. A lot of our SDRs are out there, cold calling. They're cold email and their social selling on LinkedIn, and it's hard to establish that trust in authenticity initially.
What do you think should be done at the beginning of the sales process to start to build that trust in
[00:12:21] Darrell Amy: authenticity? It's a great question. We're gonna be talking a lot about that during the trust building challenge, which is actually next week. I'm so excited about it, but trust is a two-sided coin. If you think about trust, you've got on one side of the.
You've got authentic relationship. Mm-hmm. . And so as SDRs, it's really, really critical that we use tools like LinkedIn. Yep. To be able to go out and go, Okay, how can I bridge some actual human connection with that person? And technology can help that as well. Right? You think about the video apps now where we can now get some signals on who that person is, what makes them tick, where's our commonality?
And then leverage video. The other side of the trust coin is meaningful value. And so here's the deal, and at value is in the eye of the beholder. Mm-hmm. . So every prospect has different things that are important to them. So we can get signals by their role. And in revenue Growth engine, I, I say buyers don't buy your products and services.
They buy the outcomes. The products and services enable for each DAR breach.
[00:13:22] Tyler: Preach. Come on man. I always talking to my SCRs. Problems and outcomes, right? What problems are we solving for our prospects and what outcomes are we helping to deliver, not features and benefits, right?
[00:13:31] Darrell Amy: So that's the thing it, you know, and I, and I say every sdr, every sales professional and every marketing professional, Hey, tip of the hat red out at inbound, going to outbound in two weeks.
By the way, what a fun month, inbound and outbound. But every marketing, sales professional needs to. The current outcomes, and when I say outcomes, it needs to be specific. We need to be current. It doesn't need to be marketing gobbly goop, like I can help you be more pro productive and increased efficiencies and enhanced security.
It's gotta be specific. And so when you get those two things right, when you're prospecting authentic relationship, where's my point of connection with that person? Meaningful value. What outcome might be meaningful to that person based on other people you've talked to? Then you start to build
[00:14:15] Tyler: trust. So leveraging, almost leveraging, like maybe other connections, other relationships.
I think a lot of SDR struggle too because they say, Well, I don't really have a network. You know, like, I'm just getting started in my career. How do I build a network? How do I build those referral pieces where I could tap somebody else to make an introduction?
[00:14:31] Darrell Amy: Well, and that's, you know, this is why it's so critical that you build your network and it.
It's, you know, a lot of times we think, Well, we gotta build this network of contacts inside the companies where we wanna work. You actually need to build your network everywhere. Who you went to school with, who you serve on nonprofits with. I don't serve on a nonprofit. We'll fix that. , get engaged. Who you know in your local community in this network then becomes the springboard.
[00:14:56] Tyler: Who did you meet at Inbound? 2022. I met Tyler, right? Yeah, exactly. And now we're starting a relationship, right? That who knows what'll happen,
[00:15:03] Darrell Amy: you know? Absolutely. Larry Levine is our podcast co-host at Sung from the Heart and his famous line, I just love this. Your network is your net worth and this network of people that you have.
Think beyond the companies that you want to call on your icp. Yes, of course you need to know who those people are, but it's your other, your broader network that is going to be the point of connection to get into that
[00:15:25] Tyler: account. Yeah. And you know more people than you think you know. I mean, whether it's absolutely.
Like you said from school, your community, your family. I mean, but here's the thing. I think we do a poor job of just like making those connections. Go out and reach out to those people on LinkedIn. Go give 'em a call, send 'em an email, tell 'em what you're up to. That's right. I think a lot of people are just scared, Oh, I don't wanna bother them.
I don't wanna, It'll be annoying, right? But we are in the business of making connections, especially in sales. And the more connections you have, the higher opportunity you have to leverage those connections.
[00:15:53] Darrell Amy: Absolutely. So SDR is whether you've been doing this for a long time, whether you're brand new and the profession.
Building your network and yes of your prospects, but build your network of people you went to school with. Build your network of people you're on sports teams with. These are gonna be the bridges into those accounts to start to create that point of. Authentic relationship. This is the foundation. Here's the deal.
I'm gonna invent a new term. So we have mql, we're at inbound marketing qualified leads. We have SQL sales qualified leads. I'm gonna invent a new term. It's a tql. It's a trust qualified lead. Have we got at least one point of relational connection? And do we understand what meaningful value is? That's a trust qualified lead because now I've got a bridge to relate to as a.
And to understand the outcomes he want. So you heard it here first, folks, T qls, . I dunno if that's gonna, John. It might. This is what we really need to be aiming at. And you know, I think a lot of times as SDRs we're just aiming at, get the appointment, get the appointment volume,
[00:16:53] Tyler: activity quick. Yeah. More.
[00:16:55] Darrell Amy: Yes, we want the appointment, but we want. Some nugget of trust in that appointment. Right. If that makes sense. Yeah. Some nugget of
[00:17:02] Tyler: relationship. Well, I think it's just validation. I was just looking at some dialer tools and the first thing I did was not go to Google. I went to my network and said, Who's using dialers and which one do you recommend?
Which one integrates swell with HubSpot? It's community minded. And it's funny, I think Dharmesh talked about it in his keynote was talking about the power of community. Community driven. Which I think is almost like what's to come. And I think SDRs have to do a better job of building their own communities now that they can leverage either in their SDR role or any future sales
[00:17:31] Darrell Amy: role they have in the future.
It's amazing. I could talk about community forever, but one of the things we've learned at this selling from the Heart Insiders Group, which we're building this community, authentic sales professionals, Hey, community driven growth, and there's another part of the network. So you build a network with other sales professionals and you become not just, not just lead sharing people, but you actually become friends.
And you build those relationships, and that's where the good stuff starts to happen, right? That's where the really good stuff starts to happen. So my encouragement to SDRs is build your network and build your business acumen. If you get those two things going, you'll have the foundation
[00:18:05] Tyler: for trust. Yep.
And there's a ton of communities out there, but I don't have to list them off. So if you're an sdr, go get involved in a community. Darrell, great catching up. I'll be at outbound too. So we'll see you in a few weeks. Two weeks. Maybe we'll do this again. Yeah. Yes. We'll do it again. See what we learned.
Got Ben Ruben, Revenue director at Moish. Hanging out at Inbound up in Boston. Ben, how's it going?
[00:18:27] Ben Rubin: How is it going? Holy cow. Look at this. This is incredible. You don't even see everything that's over there. Lots
[00:18:34] Tyler: of lots of stuff going on right now. This is
[00:18:36] Ben Rubin: sensory overload, but it's amazing. This is re-energizing because all these people, I've never met you in person.
Yeah, we're here in person. I get to touch you. This is amazing. In the flesh. This connection. It's
[00:18:47] Tyler: real. It's been awesome. Yeah. I mean, it's so cool to meet people. We've made a connection online. Yeah. On LinkedIn. You've been on the podcast, but it's so cool to actually come and be back in person. What do you think the value of being in person at a conference is like this for taking some of those remote relationships to like a, a more human relationship?
[00:19:04] Ben Rubin: Yeah, so I've been chatting with some people about that, and it feels like. And even on Yo's keynote, right? She talked about digital fatigue. It's real. We're exhausted of seeing someone's face in a screen. So what happens though is, is we've built these amazing relationships virtually across the country, across the world.
But what happens is as you're building those relationships, they deepen, right? You get to know people more. The connection comes there. Then you get a shake their hand, and the relationship is just like, Yeah, yeah. Right? It's different. It is. It's so different. It adds another layer. Of depth, Right. And color to the connection, the relationship, and building these engagements.
Yeah. So yeah, I, I, I think it's been an awesome experience based off. So many people networking. If you all have followed my hashtag Friday
[00:19:51] Tyler: Jams, we love the hashtag Friday Jams, that's where you're doing all the drumming, right? That's it.
[00:19:55] Ben Rubin: So many people have come up to me and like, Oh, it's been the drummer, and so yeah.
It's been a blast to meet people that have followed that, Yeah, for a little bit too. You right.
[00:20:03] Tyler: Yeah. That's so cool. You've been doing that Friday gyms for a while now, but people to come up, me and Nick Capo are talking about earlier, like the power of building a brand online. People came up knowing you just because of a cool little thing you started doing on Fridays.
Cool little a project, you know, and now it turned into a way for people to recognize you. Let's talk a little bit about that. How valuable is it to start building that personal brand? If you're in sales, if you're in marketing, if you're representing company, or just. How valuable is that personal brand that you can build online to deepening some of these relationships, whether it's in person or remote?
[00:20:35] Ben Rubin: Man, I'm tempted to say invaluable. Huge. Yeah. There's so many people here that I didn't know that I know now because of that branding that I've given myself. Everyone here if, if you're checking this out, if you don't know Carl Ferrera, Carl's been on the podcast. His personal brand. People just know him.
[00:20:52] Tyler: People know Carl, cuz Carl puts out great content too. It's funny, I saw him last night. Yeah. And just like I saw you gave him a big bear hug. Never met Carl in my life, but I've known him for years online and just know immediately there's a connection.
[00:21:03] Ben Rubin: Invaluable may be the word, or at least just a massive amount of value because.
It's clear if you haven't been feeling it or if you haven't made that connection and if you didn't grab what Yammy was like really resonating with is it's time to reconnect and build community, then that's what it is. It's allowing who you are to be on the outside. Yeah. Because people don't get that through the digital world.
Right. We try to do that, but. It's hard because it's a professional online experience.
[00:21:32] Tyler: Let's talk a little bit about that. Part of the keynote this week was talking about that community, that community driven growth, which I think a lot of what we're talking about taking remote relationships, you know, from online to in person, but also just being a part of a community.
I preach to a lot of SDRs out there and sales reps join communities, you know, be a part of a group, find some people going through the same stuff you are, so that you've got a community to lean. What role is community gonna play in kind of marketing in sales moving forward in the next few years? That's
[00:22:00] Ben Rubin: awesome because I think it's gonna evolve.
I am very hopeful. One word that we've been using at remotes recently is vulnerability people inside of these communities. And it's nothing bad, but even some of the experiences I've had here, people are like, Yeah, I don't wanna talk about the competitiveness between You're an agency, I'm an agency. Like how was your q3?
It was good. I was it. Are you being honest? Because I don't think so, because there's a lot of other agencies that. Q 30 was a disaster, really. You know what I
[00:22:27] Tyler: mean? So I'm not saying, So that vulnerability is, you kind of push people on that a little bit and we're wanting a little bit of a deeper honest answer it sounds like.
Yeah, and I think
[00:22:35] Ben Rubin: that's where, if we can go into a community with vulnerability, That's where it's gonna really empower those relationships because you can go into any community, I can shake your hand and say, No, I'm the baddest mofo there is out there. I don't have any challenges. How am I learning? How are you learning?
There's no point of that community
[00:22:53] Tyler: then. It's hard though to be vulnerable. It is. It's hard to be vulnerable. So when we think about community and being vulnerable, How do you do that though? Because it's hard for us in a professional setting, especially I see it a lot on LinkedIn where people are kind of scared to drop that wall.
Yeah. Scared to be human, scared to play drums on a Friday, you know what I mean? How have you done that? Cuz I think you've done a good job of being a little bit of vulnerable and showing your true self online and, And it matches what I'm seeing in person.
[00:23:19] Ben Rubin: Wow. So I think my experience might be a little different than others because I played in.
Original performing rock band for
[00:23:25] Tyler: nine years, , so, So that's the key is to play in a rock band for a decade. Drumming
[00:23:30] Ben Rubin: videos. Yeah. So being on multiple stages, sharing the stage with some huge touring acts, you break through those nerves. So I think it's about finding a moment when you can break through, break through, and challenge yourself and make it small steps.
It doesn't always have to be the biggest step. And I think the other part is, is it's gotta be authentically you. If it's not, then you're just being fake and you're putting things out there that you're not gonna stand by. It's the whole concept, like why lie? Cuz then you have to remember what you lied about.
Well be you so that you can just keep being, you just keep being
[00:23:59] Tyler: authentically you. Yeah. I
[00:24:01] Ben Rubin: don't, I'm same version as I was on the podcast when we did a recording. Yeah. Because I don't wanna have to change. And be like, Oh, oh, who was I? Who showed up as Ben that
[00:24:11] Tyler: day? I try to preach this to SDRs too, especially when they're creating videos, right?
Yeah. Video selling is obviously huge these days, and a lot of SDRs get really nervous about creating video. Everything's gotta be just right. I wanna be this perfect version of myself and I wanna, And I was like, No, no, no, no. Just be the authentic version of yourself. Just be you. I'd say one take Charlie, right?
Whatever comes out first. Is the best version of you. Even if the cat crawls by, or even if you say too many ums or U, it doesn't matter. That's you. That's being human. Yeah. And I think that's what resonates with people versus. Perfectly manicured, overly edited, vague. People can see through that now. They can.
And I
[00:24:47] Ben Rubin: like the concept, your worst performance is just your last one. I love that. I love that. Look at this guy. Can we bring
[00:24:53] Tyler: him in? I don't know, can we? He can come on in. Have you guys met? We haven't met. Hi, Look at this. This is amazing. Hey, come on in. Hey Mike. How's it going? This is Tyler. Tyler Linley with Outbound Sales Life.
What's going on, Mike? Welcome. Oh,
[00:25:04] Nick (Sales Op: thank you. I'm really glad to be here. What brings you here? I'm rocking my shoes. I'm repping marketing ops.com.
[00:25:10] Tyler: Marketing ops.com. Nice. Yeah, just
[00:25:13] Nick (Sales Op: trying to build the community around marketing operations, cuz it's super important.
[00:25:16] Tyler: I was just talking to a guy about marketing operations last night.
What does that even mean? I didn't really know and he went on this five, 10 minute explanation and I kinda lost him a little bit. But What's your simplified version of marketing operation?
[00:25:27] Nick (Sales Op: The thing that we talk about on the podcast and what we say to all of our grandparents and parents, Marketing operations is the IT of marketing.
[00:25:35] Tyler: Okay. That's the way, that's the
[00:25:36] Nick (Sales Op: best way I could possibly describe it, , but it's literally like every interconnected system that needs to be managed between like a HubSpot and a sales force, and where does your data go and what triggers the next nurture and all that stuff. That's managed by a marketing
[00:25:48] Tyler: operations professional.
So my show outbound sales lift is for a lot of SDRs and SDR leaders. How should they be thinking about marketing operations? How are those two things related? Those two need
[00:25:57] Nick (Sales Op: to interact on a regular basis. I actually just met with a gentleman who now works for HubSpot as a sales rep, and he said, Mike's the guy that taught me everything I know about HubSpot.
And part of that is that I went over and I sat down and I said, Here, look, these are all the people visiting our website. This tool can show you these different insights. This is how this thing can enable you to go find better leads, close deals faster. Let me educate you on this. Show me how you're doing your day to day, and I'll bet you I can help a little bit.
I'm not gonna mansplain anything to you. I'm just gonna show you the art of the possible. And
[00:26:26] Tyler: so those two have to interact that way. That's awesome. Yeah, I was talking about marketing and sales alignment, which I think is something we all have to work on, right? It's something we gotta work on. It's a two way street and we've all gotta get better at that.
Awesome. Well, Ben, anything else you want to add from inbound? Take everything
[00:26:39] Ben Rubin: you can with it. Watch all of the sessions. You get to re-watch them cuz there's. Too much juice that's being squeezed to try and take it all in. Yeah, it's, it's so much.
[00:26:49] Tyler: Awesome. Yeah. Thanks for coming on fellas.
Hey, how's it going guys? Just signing off from HubSpot's inbound 2022 conference. Had a fantastic conference, met a lot of great friends and. Took a lot of online relationships and took them in person. So I do recommend taking good opportunities to meet people in person and take those connections that you've made online and deepen them in person.
You know, I've had a great opportunity to do that at this conference. So you need to figure out where are people that work with you? Where are they congregating? Where are the conferences? Where are those in person meetups, because it's starting to be. Great time to take advantage of those opportunities, and I think this conference was a great opportunity for me to do just that, catching up with a lot of great HubSpot friends and getting to meet a lot of new marketing and sales friends in the process as well.
Thanks so much for joining and I look forward to seeing you at a conference again soon.
Hope you enjoyed these outbound sales. Up to episodes of interviews at Inbound, I'll be releasing new. TOS of the outbound sales of soon featuring one on one interviews with thought leaders in sales development to help you elevate your SDR team and transform your sales development efforts. Subscribe today so you don't miss an episode.
Thanks so much for listening. Have a great day.