Customer Café by Collabria Collabria

In today's episode, we have Arnaud Renoux the Co-founder of Scalelist where he has been engaged in sales and business development. Having helped numerous tech firms expand their presence across Southeast Asia, he founded Scaler, a lead generation agency that tailors LinkedIn and email sequences for clients during the COVID-19 pandemic. Subsequently, he launched Scalelist, a software that streamlines the lead list extraction, cleansing, and outreach process for BD and SDR teams, and Scale Social, a LinkedIn agency that manages clients' social media presence by composing posts on their behalf. We delve into the sales process at ScaleLab, which initially served as an internal tool before being rolled out to the public. They reveal how they go about solving potential clients' problems, touching on topics like budget, decision-makers, and scheduling future appointments. Arnaud shares his experience as a mentor, particularly with startups, and the obstacles new founders face when it comes to sales and marketing.
He also shares his personal strategies for continuous professional growth and improvement.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media

In today's episode, we have Matt Firestone an account executive at Noble and founder of SDRs of Israel, discussing his journey from the legal space to the startup world and his current role in sales development. He emphasizes how his legal background has been valuable in his current position, particularly in terms of analytical and writing skills. Matt explains that he has been implementing sales technology, such as Sales Navigator and Gong, and using Salesforce and sales engagement tools to build out sequences and gather data. He is also working on building a playbook with the founder and marketing team, focusing on targeted messaging, ideal customer profile (ICP), and the sales process.
Matt collaborates with the founder and product team to run the entire funnel, passing off the final deal closing to the founder. He stresses the importance of marketing in the sales cycle and how he has been learning from marketing about ICP and language while providing feedback on conversations with clients and current trends. The conversation touches on whether SDRs fall under marketing or sales, with both speakers agreeing that SDRs need to work closely with both departments. However, one of them suggests that SDRs are more closely related to marketing in terms of their role and DNA.
The speakers discuss SDRs in different communities, such as the SDRs of Germany who shared their successful model. They also talk about the need for better collaboration between SDRs of different organizations and how cultural differences can affect business relationships. The conversation shifts to the effectiveness of CCing in outreach and how it can be perceived differently in different markets.
Matt shares his approach to building his personal brand on LinkedIn, emphasizing the importance of being a real person and establishing oneself as an expert in sales, rather than just in the industry they work in. He recommends investing in oneself and building a personal network, as well as learning from influencers on LinkedIn and podcasts. He believes that while there may be differences between industries, the basics of SDR work hold true, making it possible to move between industries.
Overall, the conversation provides insights into sales development, marketing, and personal branding, as well as the importance of collaboration and cultural awareness in business relationships. The guest expresses gratitude for being invited to the show.
He also shares his personal strategies for continuous professional growth and improvement.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media

In this episode, we sit down with Greg Bond, Vice President of Channel Sales at Constant Contact, a leading email marketing and communication platform. Greg shares his expertise on how the sales process works for a product like Constant Contact. He emphasizes the importance of cross-team collaboration in ensuring smooth communication and deal success. Greg discusses how collaboration among various teams, including sales engineers, legal and finance, partner onboarding, and business development representatives, is vital to review deals and ensuring all aspects are considered. He highlights the significance of clarity in uncertain times and how proper communication is crucial in navigating sales processes effectively.
Throughout the episode, Greg shares valuable insights and practical tips based on his extensive experience in sales and business development.
He also shares his personal strategies for continuous professional growth and improvement.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media

In this episode, we sit down with Brynne Tillman, the CEO of Social Sales Link. Brynne is a social selling expert who believes the key to social selling is starting conversations, not making sales pitches. We dive into the basics of social selling on LinkedIn, starting with the importance of social listening and shifting our profiles to be a resource for prospects. Brynne emphasizes the importance of creating engagement and shares great tips for connecting and engaging with people on LinkedIn. We also discuss the importance of nurturing connections and earning the right to have conversations with prospects. Brynne suggests using baby steps with connection building to avoid being pushy or salesy. She also discusses whether a premium account is necessary for success on LinkedIn and dives into the ins and outs of Sales Navigator and using Twitter for social selling. Tune in to learn how to start conversations, build relationships, and use LinkedIn and other social platforms to grow your business.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media

Welcome to today's episode, where we are joined by C. Lee Smith, a behavior analyst and author of Sales Cred. C. Lee shares his insights on the importance of building sales credibility in today's market. He defines sales cred as building customer trust by being seen as a trusted advisor rather than just a salesperson. With the advent of technology and easy access to information, sales teams must focus more on building sales cred to stand out in the market.
C. Lee also emphasizes the importance of hiring salespeople with strong collaboration skills and the ability to learn from feedback. Soft skills such as active listening, empathy, and a growth mindset are crucial in building customer relationships and becoming a trusted advisor.
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media

In today's episode we are joined by Teasha Cable, the CEO and Co-Founder of CModel. Decision intelligence combines data and human knowledge to help companies align their resources and achieve their goals. CModel provides curated recommendations to CEOs and their teams by starting with the goal in mind and working backward to the data.
Teasha also talks about their sales process and how they use experimentation and documentation to log their assumptions and track their progress. They also emphasize the importance of gut feelings and having a good set of information to inform them. At the heart of CModel's work is creating collaboration between people and connecting them. By combining data and human intelligence, they help companies make better decisions and support their business growth!
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This episode was brought to you by Collabria, the first solution for account teams to collaborate on inbound emails without leaving their inbox. Check it out!
Produced by Intent Media