This is a special "quarantine edition" of TheNextCMO podcast. We really wanted to do an in-person interview, so that limited the potential audience to people I could find in my house. Luckily for me, my son, Patrick Mahoney, is quarantining with us and he happens to be a BDR for a Boston-based SaaS company called Repsly.
Patrick and I discuss how BDRs can be successful during a pandemic, the best ways to reach out to prospects, how BDRs and marketing should work together, and much more.
To learn more about Patrick, check out his LinkedIn profile: Pat Mahoney
To learn more about Repsly, visit their website: www.repsly.com
The learn more about Plannuh, visit our website: www.plannuh.com
If you have ideas for guests, or want to be a guest yourself, send us an email at: email@example.com
Peter Mahoney 0:13
Welcome to the official podcast of the next cmo hosted by Plannuh. TheNextCMO is a thought leadership podcast for those who are CMOS or want to become one. My name is Peter Mahoney, the CEO and founder of Plannuh. In for this week we have a special quarantine edition of the next cmo podcast. What do I mean by quarantine edition I mean that I wanted to do an in person podcast. So the audience of people I could do a podcast with in person was fairly limited so I had to look to my basement. In in my basement I found a very successful BDR by the name of Patrick Mahoney. So Patrick, welcome to the show.
Pat Mahoney 0:55
Thanks, Peter. Pleasure to be here in the house where we In the past couple months and yeah, happy to join on the pod
Peter Mahoney 1:03
on the pod. Yes, we're doing the pod with Pat, which is kind of cool. So I thought it would be fun to talk to pat because he is a BDR. And I'm gonna have him tell you a little bit about his story, how he got there. But he brings a great perspective for marketing people because they often work very closely with the BDR teams and hope that they are successful and generate lots of opportunities that have the leads they create for them. So Pat, tell us a little bit how long have you been a BDR?
Pat Mahoney 1:32
Yes, so going on year in three months at Repsly and yes, started there back in June. So I guess just about a year but
yeah, can we start over?
Peter Mahoney 1:47
No, I like this part.
Pat Mahoney 1:49
Messed up already.
Peter Mahoney 1:50
No, you did. Awesome. So what would a year ago What were you doing? You graduated from college? Right. Where did you go to school?
Pat Mahoney 1:57
Yeah, yes. I graduated from Loyola, Maryland. In Baltimore, and yet started in June after taking a couple months, and been there ever since and enjoying it.
Peter Mahoney 2:11
Great. Excellent. Yeah. So just tell us really quickly what rep Slee is all about. I know, obviously, but both of our listeners probably are interested in hearing about it.
Pat Mahoney 2:20
Yeah, exactly. All three of them. Rhapsody is a retail execution software. were designed for field sales teams, Field Sales and merchandising teams. It's basically a CRM for salespeople that go out into the trade, in work in food and beverage counts. So selling to retail stores. We help them track and execute on promotion events and obviously, drive sales. So yeah, working with companies like Kraft Heinz vitae, cocoa and more selling into grocery stores. So some of the brands that you see we work with those guys
Peter Mahoney 3:00
That's cool. And obviously, given the pandemic that we're going through right now, they're probably going through some changes or customers, or are they still using their software? Do you? Do you focus on sort of one segment versus another at this time? So how, how's that working for you rapidly?
Pat Mahoney 3:18
Yeah, so pretty much anybody that has a field team are people that we want to work with. And that actually encompasses a lot of different CPG industries. So there's obviously food and beverage, which is been busy throughout COVID. And there's other industries that have been more affected. So for example, cosmetics industry, obviously, nobody's going out and getting their nails done. So a lot of those companies and industries have suffered and it's been a big focus for us recently, just trying to go after some of the people that are still doing business and still active in the field and in the trade, but, you know, it's the software is pretty essential. function federalize teams to keep all their customer data. So it's not something that's going away. It's just something that, you know, is changing how people look at it. And certainly, it'll be interesting to see the outcome and the future of retail in the next couple of years here.
Peter Mahoney 4:16
Yeah. And it's interesting that you, obviously, you've done some fairly quick adjustment to the target. There are. And I think in most industries, there are sort of sub segments of your customer base that might be more appropriate during different times. And obviously, you sell into retail, and you think, well, retail that must be all hurting. But obviously, pieces of it are doing pretty well. And actually probably going through some fairly significant change. Obviously, if you're in grocery right now, it's different. So you have to deal with it. And actually, I was wondering that because I don't know the answer to this. But if you're a merchandiser going to grocery stores, can you still do that during the pandemic right now?
Pat Mahoney 4:59
Yeah, it's a great Question. You know, some merchandisers have been forced to stop going to stores and it's on a store by store basis for some people. And also some companies, policies where they don't want these people going into the stores. But there are a lot of people that throughout COVID, we're still working stocking shelves. You'll notice, obviously, it's a it's a big importance to have stuff on the shelf, right, you can't buy something, it's not there. So a lot of the teams have still been out there and in the stores as safely as they possibly can in a time like COVID.
Peter Mahoney 5:35
Yeah, it's interesting, because I think we're all getting a pretty good education right now about what a supply chain is all about. Because we're going to the store and seeing empty areas in the shelf all of a sudden, so ever there's a run on toilet paper, and all of a sudden, you can't buy that or there's a run on flour because everyone wants to break big bread all of a sudden. And I think it really highlights the complexity. of the supply chain and the fact that companies like reps, they are probably doing a really important service to sort of feedback in real time what's going on. And when the patterns shift so dramatically, when there's a big behavior change that you get during something like a pandemic, you pretty quickly go through those changes. So I suspect the the reps the merchandisers are doing a better job if they have access, getting stuff on the shelves. And if you don't have great retail execution software, you might be struggling a little bit more.
Pat Mahoney 6:31
Well said I can put it better myself.
Peter Mahoney 6:33
Excellent. So tell me a little bit about your customers. So again, remember our audience. It's a bunch of marketing people. They love to talk about target audience. So tell me about the the kind of people who you're trying to reach to sell into to sell this kind of solution for wrestling.
Pat Mahoney 6:50
Yeah, sure. So, you know, I think one of the big things that we focus on a big focus for this year has been our ideal customer profile. figuring out exactly what kind of company it is that visor absolutely are. And within that company, what kind of person visor? Absolutely. So, as far as that goes, you know, we've found a real sweet spot in companies that are, you know, pretty sizable as far as revenue goes and have a pretty strong sales organization. And those companies tend to have a pretty built out field presence. And then, like I mentioned it in the food and beverage industry obviously has a lot of different things that go into that. But brands specifically need to be really focused on retail execution. Because you know, as as a brand, the only way you're gonna win win customers is by getting getting their attention and seeing, you know, being in the right place in the shelf or at the right price. So, for those brands, those are companies that are really interested in working with us versus, you know, food Option company that maybe does food service like a Cisco or us foods or something like that. So yeah, brands that sell into grocery are kind of our sweet spot with a sizable sales organization. And then as as it is a sales product we, we like to sell the sales leadership. So, Director of Field Sales is a great title, Vice President of Sales, all these sales leaders that kind of own the team out in the field and are responsible for that number. Those are the people that get the most use data rapidly and are actually hands on with the tool. And you know, there's also some secondary people that have insights or you know, some some stock in it, some marketing people that might want to see how different programs are being executed. But the you know, the big focus is sales leadership, working with those teams actually in the stores that we like to sell to within brands.
Peter Mahoney 9:00
That must be kind of interesting. So is it? Is it a good thing that you're selling to sales leaders or a bad thing? Right? So they, the good thing is that they should be probably sensitive to the fact that they're maybe they're not going to be mean to the BDR, who's trying to call them to do a sales call. But the bad thing is they probably know every single trick in the book. Right. So what do you think about that? Is it good or bad?
Pat Mahoney 9:21
Yeah, I think, you know, I think it's a good thing. As far as selling salespeople goes, obviously, I think they're a little bit more receptive to at least hearing out a pitch. So you can get a little bit further than, you know, for example, one of our consultants started PTC, which is a CAD software, selling to engineers. And obviously, a salesperson talking to an engineer is kind of like, I don't know, some ridiculous metaphor, but not not to things that makes very well. And so you know, I think salespeople are at least perceptive to hearing a pitch which is half the battle in mind.
Peter Mahoney 10:00
Yeah, I think you're right. And it's interesting because you know it Plan A we we sell to marketing people and it's kind of the same thing we market to marketing people. And so that means that they can be a little bit critical sometimes of what we do because they know what they're talking about. And at the same time, I think they have an appreciation for it. So it's, it's probably a balance and in unbalanced like with us, it's probably a good thing that you're selling to salespeople. Because at a minimum, you've got an icebreaker, you've got something to talk about. So speaking of that, you know, how, how before this whole COVID thing happened? What were you doing for outreach? Did you do the phone? Did you do email? And so what were your key methods to get to contacts?
Pat Mahoney 10:39
Yeah, so as a BDR, rapidly, you know, kind of our focus was both using phones and emails and also social selling through LinkedIn, to get in touch with our contacts and a big part of it that people don't really see but you know, is a hugely important part is the research that goes into a contact and a company before you reach out. So I'd say that's kind of like the bulk of the iceberg that you don't see underwater. But you have to do a lot of research first to make sure that you're talking to that person, you understand what they sell what's important to them, so that you can actually have a good conversation with them.
Bless you. But yeah, I'm sorry, I just forgot the rest of that question.
Peter Mahoney 11:21
No, no, no, that that was exactly it. I think the the point that you made about, I asked about what methods do you use to reach them and I think that the point you made is a super important one, that this audience should really understand that research is really critical, no matter what you're doing what no matter what vehicle you use, because especially when you're dealing with a fairly specific target market. So you work with big accounts and in trying to get to a fairly finite set of CPG manufacturers or retailers and and as a result, you every ad bad has to count.
Pat Mahoney 11:59
Yeah. Absolutely. And I think the important thing is that, especially in today's day and age where automation is a huge thing, and people can really pump out a ton of emails and marketing sequences to people. personalization is really everything. So if you know something about what that person cares about, whether it's as far as you know, their personal life or professional life, whatever it is, and you can speak to that on a phone call or in email, you're gonna you're gonna get a much more captive audience. And again, you know, like I said, at least being able to get the pitch out to somebody that's listening is half the battle, right? So to get somebody's attention is really important. And a big part of that is the research that goes into personalizing that outreach.
Peter Mahoney 12:43
Yeah, it's funny I hear down three floors below me in the basement, sometimes you you make the pitch in. I see sometimes you try to incorporate something that is a connection that you might have with their brand. So whether it's a an energy That you you have used before or you try to tie it in. And I suspect that the contacts that you're dealing with, you can kind of if you're dealing with someone who is in sales for energy drinks versus sales for pencils, they probably have a very different personality and you can kind of tune your message to that as well as specific. So it's it's kind of the, you're doing some kind of a, a high level assessment of the kind of messages you make some assumptions about what they might be interested in. And at the same time, you probably do some explicit stuff to with with your research to figure out, hey, did this person work for another company before that I can bring in that might be a rapper, they, you know, mentioned something specifically about the company. So you hear you do that a lot. And that that probably makes a pretty, pretty big difference.
Pat Mahoney 13:51
Yeah, I think it definitely does. At least, you know, people appreciate that personalization, at the very least.
Peter Mahoney 13:57
Yeah, and I think the person was is really tricky because you have to do it the right way, you have to make sure that you're, you're doing it with a level of sincerity, you have to make sure that you're, you're doing it accurately. because like you said, there, there are lots of platforms out there that will blast hundreds of thousands of messages to people and try to do sort of real time, or database based personalization. And he can really tell in a lot of cases, if something's not like that, and if something's just a little bit weird, and you can really tell the difference between a handcrafted message in email and in something that is just a Mad Libs kind of approach where they're filling in the blanks. And and I guess that the, the success of something that's you spend a lot more time and it's going to it's going to be much higher, because you're going to, you're gonna have a much higher chance of actually connecting with someone.
Pat Mahoney 14:57
Yeah, absolutely. I think that's interesting. problem that not not only BDR is at rep, see the BDR is everywhere kind of face, right? Which is, how much time do I spend crafting email for one person, right? Because at the end of the day, you know, even if it's the most perfect, personalized crafted email of all time, it might still get blocked by some internal server and you know, 15 minutes of your day is just going like that. So, I think one of the biggest things that, you know, BDR is and myself specially can focus on is getting the right level of personalization, but also coupled with the quantity of outreach that is going to be necessary to get the right people so you're not going to get everybody I think that's a given. But reaching out to the right number of people with the right level of quality of outreach can kind of yield the results that are gonna allow you to be successful in really any BDR position, I think,
Peter Mahoney 15:52
yeah, that's that's really smart Pat that the balance there is critical. Like you said, if there's a If you have a million prospects, then you probably need to use some scale kind of thing that tries to personalize the best with data as best as possible, but if you have a smaller number of people, and it's about making sort of the balanced kind of investment of your time to get the results At the end of the day, so that's, that's cool. So have you have you changed anything about your message post COVID is you've reached out to customers,
Pat Mahoney 16:25
I think one of the things is, obviously, now we're kind of moving through it a little bit, and we're getting more towards a new normal where people have, it's not a conversation that I feel like I have to have on the phone, obviously, the first couple of weeks. So into people that are selling into retail was super tough. People pretty much were just frozen and didn't really want to talk at all. And so you just have to be empathetic and somebody says, Hey, alright, now you just got to kind of listen to them. You can't really push through that. And especially in an unprecedented time, like like COVID but I think the biggest change in how my my outreach has been structured pre and post COVID is just the kind of people I'm reaching out to. So, you know, like I mentioned at the beginning of this podcast, some industries have definitely suffered more than others have throughout COVID. And especially with our customer base, you know, it's pretty clear that no salons or cosmetic stores are really even open right now, because they're not essential. So those people have, it just doesn't make sense to reach out to them. They're not doing anything in the field. But you know, people selling into grocery or even Lowe's and Home Depot or pet stores are all considered essential business and all still open. So those people, you know, became a higher priority kind of moving through COVID and coming out on the other side as well.
Peter Mahoney 17:48
Yeah, that's interesting. I imagine that there may be an opportunity also to reach out to people who maybe are about to come back online and I suspect That if you're rethinking your the way you do your merchandising, if you've restructured your sales team especially, that's probably a good time to consider some sort of new approach and new technologies that you can use to improve your, your, your field operating capability. So yeah, absolutely.
Pat Mahoney 18:20
And you know, certainly some people have used this downtime where they didn't necessarily have their teams out in the field to bring on a project that their teams could So focus on in the downtime to, you know, when they come back, hit the stores and hit the hit the pavement running really soon. Yeah, yeah, definitely.
Peter Mahoney 18:39
Yeah. And do you do you think it's probably hard for you to imagine because this is, I mean, you're a year out of school and just starting your career. It's probably hard to imagine because you haven't gone through some of these big economic disturbances before but do you think it's going to go back to normal or do you feel like, you know, does your generation feel like oh, wow, this is Now, the new way, this is crazy, everything's broken. And it's not going to change.
Pat Mahoney 19:04
Yeah, it's, uh, you know, obviously been a topic of a lot of people's conversations, I think, obviously, we're going to go into a new sort of normal. So I think you'll see a transition from the way people have done things in the past. I think one of the most glaring ones that everyone's been talking about is the work from home verse, work at the office debate, I think that's going to start to change and people are going to be more open to, you know, realizing there's other ways you can do things. And I think that's just a given whenever there's some kind of hard time and you have to adapt as you find out, hey, there's actually another way we can do this, and we can do it pretty well. So I think, you know, moving forward, I think it certainly won't be as bad as it has been in the past couple months. I think we'll get back to, you know, a new a new state of normalcy, but I don't think it will be exactly the same as it was maybe December 2019.
Peter Mahoney 20:00
Yeah, I don't I think it'll be a while till it gets back there. But it's amazing how resilient people in companies and economies and countries are. So who
Unknown Speaker 20:11
knows? Excuse me?
Peter Mahoney 20:13
Yeah, how long it'll take to get back. But I think it'll get back at some point, but it'll probably take a while. Agreed. The The other thing I was gonna ask you about was about marketing. So, now you have pretty good perspective. You went to school and have your bachelor's in, in communications with a focus on advertising. So you have some sense of what's going on what marketing people are doing, and you come into this BDR role. So what is it that you look to for two marketing people? What can they do to make the BDR more successful?
Pat Mahoney 20:48
Yes, great question. I think, you know, obviously, one of the biggest things is working together and working as a team. So anything that you can do as a marketing professional to Give your your sales team or your BDR team, the you know the structure that they need to go out and speak with the company message and speak to the right people, it's going to be really important. I think marketing has a really good sense of, you know how we should be communicating our company message to different prospects within different verticals in different industries. So, that's been a big thing for us, we actually, you know, cool platform plug plug, I guess, that we've been using is this software called guru. And it allows our marketing team puts some copy in there and some battle cards together. And you can kind of quickly search a keyword like Salesforce for example, which is one of our perceived competitors, not a real competitor. But you can you can see, you can search that in guru in up comes a battle card with all the different types of objections you might see from I'm a Salesforce user and how to overcome that and what different landmines are based on, you know, product marketing research, and also just how we talk to people within our ICP. So I think that's a big thing is just trying to figure out how to work together with the BDR teams, because at the end of the day, they're the most customer facing function of pretty much any business. So, you know, having the right vocabulary and the right means to talk to those people from the marketing department can be really helpful and it has been really helpful for us, I think,
Peter Mahoney 22:35
yeah, I think getting a toolkit in place is really important. And it's interesting because your, your approach and and probably with your team is, is one where you try to introduce flexibility and personalization and customization. To do that and be on message and sound like you're brand appropriate. You need a really good set of tools from the marketing team, to make sure that you have those things in Guru thing sounds kind of cool, right? Because it's a obviously once you get someone to have a conversation with you, you need to be, you need to be battle ready. So you need to be able to respond when someone asks you a question, you need to have the information at your fingertips. So that's that's pretty cool. Yeah, the
Pat Mahoney 23:19
other piece of gear that I think is pretty interesting in you know, ai or other marketing tools like that is it's a way for us to share kind of how, you know, copy would actually go into it an email. So, you know, like I said before, trying to personalize to a certain level but also speak with the company's messaging, right? So copy and pasting some key bullet points or a key value proposition within different buyer personas. It has been really helpful thing for us, but then also personalizing maybe the first paragraph in the bottom paragraph for the call to action. So stuff like that's been super helpful. And then, of course, the old sales versus marketing Battle of all time is given Need more leads? And what about the leads that you already have? So I think, you know, that's something that is obviously going to be important for any sales and marketing team to be successful as far as getting synced on the leads and and how they're being handed out. And, you know, what's done with them when sales actually gets those leads? So, yeah,
Peter Mahoney 24:22
yeah, and how much time you spend in on the phone versus on email these days.
Pat Mahoney 24:26
Um, you know, I'd say, I spent probably three or four hours on the phone every day and probably four hours on email, and then another two hours, kind of doing research and other stuff around around that as far as that goes. Yeah. So
Peter Mahoney 24:42
that's a fair amount of phone time, which is kind of interesting. And I think some verticals are a little bit different than others. Some people aren't as likely to pick up the phone, but you have a fairly talkative crowd. So it's probably pretty reasonable. Is it reasonable to expect that you can actually read someone on the phone these days, or do you do a lot of leaving voicemails?
Pat Mahoney 25:04
I think, you know, industry average for what I've seen is about 10% connection rate, which is, you know, if you make 75 calls seven to eight connections, but, you know, hopefully you're making the calls into the really, really quality contacts. So each of those connections could be a potential goldmine. And I think at the end of the day, one thing that I've always appreciated about the phone over the email is that you can always overcome an objection on the phone, but over email, if somebody shoots you back three or four objections, it can be really hard to kind of combat that and, you know, have a conversation with somebody versus on the phone. It's, you know, it's easy to at least have a conversation. So I think that's one of the biggest reasons that you know, I spend a lot of time on the phone and especially because I already have a pretty finite List of companies going after So talking to these people and educating them about what it is that we do is sometimes sometimes a lot easier over the phone than it is over email.
Peter Mahoney 26:08
Yeah, that that makes a lot of sense. And interestingly, so I put out this LinkedIn poll back a couple of weeks ago, where I asked at what point do you stop and listen to the customer? And I think there were four points that I made there four choices one was, after you introduce yourself Hi, my name is My name is Patrick from rapidly or the second one might be Hi, this is Patrick from reps Lee we make retail execution software telling a little bit about the value proposition. Third is actually going into the value proposition before you wait to hear the customer back or, or the last one is just keep on talking till they interrupt you. Right. So your response was kind of interesting. You were one of the few people who said I think you said the first one, right, you you just introduce yourself and and you say something like Are you having a good day or something? Right? So what's what's your what's your opener when you get someone on the phone?
Pat Mahoney 27:04
Yeah, well, I think, you know, certainly, the worst thing you can do is just keep talking. Right? I, one of the things that people always say is the best salespeople are really great listeners. So, you know, Dong IO actually had an interesting statistic that the best closers have a, I think it was less than 60%. Talk to listen ratio. So they're, they're talking, you know, not that much compared to how much they're spending listening to their customers pain and problems. So, to that point, as an opener, I usually go with Hey, it's Patrick Mahoney from Absolutely. How you doing this afternoon, Peter? And then you know, usually, it's a bit of an icebreaker people usually respond to a question like that. And then sometimes they'll say, Wait, who are you? And so kind of the beginning of my pitches what's called an upfront contract, which is, you know, hey, it's Patrick Mahoney from Pepsi. You might not have heard of us before. Looking to take about 30 seconds here time to let you know what we do and why I called you over at planner. And feel free to tell me if I'm talking to the right person or if a conversation is worth your time after that, are you is that you know, okay with you kind of giving them the opportunity to say, Hey, no, this is not worth my time agreeing to buy 30 seconds of their time to kind of go into the pitch from there.
Peter Mahoney 28:24
By the way, I wish everyone did that. So I'm glad you do that. And as you know, I get a lot of inbound phone calls and emails and things like that and almost nobody does that as this this initial contract, which is hugely valuable because if someone asked me now of course everyone's going to call me and start asking me this. But if if someone asked me Can I have 30 seconds to explain this and then you can decide if it's worth worth your time? I I'd say yeah, of course you can. Yeah, it's gonna take me longer to get you to shut up and hang the hang up the phone. You know, I'd never do that. I don't want to be rude to people. But But I think that's a great way in, in sort of most people, I assume are pretty positively responsive to that. Right?
Pat Mahoney 29:07
Yeah, I'd say that 90% of the time, that works. And obviously, you know, with cold calling, you're gonna get some people who just don't want to speak to you at all, or as soon as they hear patch Mahoney from websites click. So, you know, that's just expected. But I think this way, it kind of allows you to get the customer the prospect to agree to give you some some of their time. And at that point, you already have kind of a captive audience and you're being respectful of their time. If they say, hey, actually, you know what, that's not worth my time. They don't even have to give you a reason. They could just say it's not worth my time and hang up the phone. That's you got what you asked for. So you know, it's all you can really ask for but I think most of the time it does lead to at least a two minute conversation and, you know, from there, you know, another discovery or introductory call can kind of dive deeper when they have more time.
Peter Mahoney 30:02
Yeah. And you guys are motivated. Your Your goal is based on booking demos, right? And so that's that's your, that's your key objective is to get people to sign up to see a demo site. Right?
Pat Mahoney 30:14
Yeah, it's, and you know, it's kind of changing as we figure out what makes the most sense. And you know, what our outreach strategy is really going to be moving forward. But part of its booking demos, and part of its based on, you know, closed one revenue. So, you know, a big, big focus is don't just put anything on your account executives calendar and call it a demo, right, it has to be somewhat qualified. They have to have a certain need certain, you know, understanding of timeline and, you know, budget is less important if there's a need, but if you can at least present the account executive with those things. And, you know, in most situations, that would be considered a demo. Yeah.
Peter Mahoney 30:56
Yeah, that's great. I like the fact that you guys have a quality metric and approach for for your objectives. Because not everyone does that what a lot of people do is say, Hey, give me a marketing people have this too. They say give me leads, I don't care what they are, but give me leads, and they're measured on that. And I think more and more people are using some kind of a quality metric, like an SQL is, is typically the language that people use a sales qualified lead, that means that it's typically bank qualified, you know, it's got budget, authority, knee, and timeframe, and I don't have to tell you that stuff. And at the same time, it's, it's accepted by sales is actually being something that is in the right target and qualified. So that's a it's a good quality measure. And it sounds like you guys have that, that approach, which probably is one of the reasons why you approach things the way you do, right? It's not this volume game. You do some research up front and you're really trying to get the right people and in really find the right mix of people who can really benefit from reps leave at the end of the day. That's that's what you're up for. Right?
Pat Mahoney 32:04
Absolutely, yeah, it's, you know, it doesn't make sense to try and pitch somebody that doesn't have any pain or doesn't have any business needs. So, at the end of the day, we want to conserve our time and our resources and, you know, work with people that actually have legitimate business need for what we offer. And, you know, it allows us to be a lot more selective with who we spend time with what clients we spend time with. And you know, at the end of the day, I think is the best way to kind of have really, really clean strong pipeline.
Peter Mahoney 32:36
Yeah, that's right. And now you've you've recently expanded your role congratulations as a team lead. Is that what they call you
Pat Mahoney 32:43
yet? Team Lead? Yep.
Peter Mahoney 32:45
So that's pretty awesome. And so you help mentor and coach the other the other BD ours is that that's part of the deal. So what what would you say for if if you were going to give a some a BDR out there in the World a couple of tips about how they should approach their customers, especially during Corona time. COVID time. What would you tell them?
Pat Mahoney 33:10
Yeah, certainly, I think, you know, one of the most important things is just understanding where your buyers are at and what they're going through right now. So whatever you can do to understand the problems that they're facing due to whatever factors are out there in the world and, and be just as empathetic as possible. So, at the end of the day, you don't have to necessarily get somebody to buy your software, your service this second or tomorrow, but if you can have a conversation with somebody and understand, you know where they're at, they're gonna be a lot more likely to pick up the phone in the future and actually have a conversation with you and their time is when the time is right for them. So, you know, it's it's obviously really hard to be in sales for anybody during Corona because, you know, nobody really wants to buy anything. Right now because it's hard to say what's going to happen in the next even two weeks. But I think the big thing is if you're empathetic, and you can listen to people and be organized at how you're following up with these people, and, you know, you're gonna, you're gonna end up leaving a favorable impression on people and get their business when their time is right.
Peter Mahoney 34:22
Yeah, that's, that's great advice. And then maybe one last question, Pat, is that you? You took this role, you weren't sure if this was going to be the right direction. That seemed like kind of an interesting one. But I think you learned a ton in in the last year or so since graduating from school. So give me a sense of when do you think it was a good approach for you to be a BDR? And in into maybe, are there any key things that you've learned in this last year working as a BDR that maybe were unexpected for you?
Pat Mahoney 34:54
Yes. So I'd say to answer the first part of your question. I think it's definitely been rolling. That I've enjoyed over the past year, it's, it's really unique to kind of have this one on one interaction with the people that are actually buying your software. So that's something that's really interesting to me for your services or whatever you're selling. But it's really interesting to me to see what makes people actually pay money for a software solution. And I think it's invaluable experience for anybody. You know, if I ended up wanting to do something else later on in my career, I definitely would call on my time as a BDR to say, you know, what, do these people actually, you know, what, what, what causes these people to actually buy? So that experience has been something that I guess I wasn't expecting, was was really great to learn. And as far as things that I wasn't expecting that I might get better at. You know, it's, it's kind of a skewed question, but let me think about that. You know, I'd say It's, it's, they always tell you get into it get getting into sales, that you're going to face a lot of rejection and that people are going to kind of shut you down a lot. And I think I definitely had a thick skin going into it. But, you know, it certainly has made me appreciate the conversations that I have with people who are actually interested in having need. So I think that level of, I guess, endurance and positivity through even negative reactions from customers has been something that I was expecting it to some level but you know, getting getting to really grow and become more resilient and kind of push that away and not really process it personally has been something that has been kind of a big change that maybe I wasn't expecting as much.
Peter Mahoney 36:49
So that's great. And the one other thing that I noticed a lot is that you're you seem to be genuinely excited about what you're doing and you're excited about reps lay in the company in the software. And that really comes Through and that makes a huge difference because people can really read that excitement through the phone or even through an email whatever kind of vehicle you're using. It's it's really clear when you're genuinely interested in the products you're talking about in genuinely interested in what the customer is doing. And it's, it's, it's fun to see you get excited about what some of your customers are doing and learning about their problems and how they can sell more effectively and how you can help them do do a better job and make more money and be happier as well. Good stuff. Well, Pat, that was this was awesome, the quarantine edition of the next cmo. Thanks so much for joining me today. I love learning about your experience as as BDR and in hopefully you all got a couple of gems along the way. And if you if you haven't yet, I encourage you to to follow the next cmo and in planet on Twitter and LinkedIn if you have ideas for topics or guests or if you want to be on the show, and you don't have to be related to me to be on the show, but if you are that might help. Send send any of your your input or your suggestions to firstname.lastname@example.org. So have a great day everyone and enjoy the rest of the week.
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