Pathmonk Presents: Leveraging Online Simplicity to Support & Encourage Buyers
Our Director of Marketing, AJ Alonzo, was featured on the Pathmonk Presents podcast!
He dives into his experience as an SDR, how that’s impacted his marketing strategy, and general advice for sales & marketing professionals.
Our Director of Marketing, AJ Alonzo, was featured on the Pathmonk Presents podcast!
Key Takeaways
To see success as an SDR, you need to jump in with both feet.
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Inject yourself into the company culture.
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Join online communities and network as much as possible.
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Don’t look at the role as a “stepping stone” to being an AE, think about the foundational skills you’re building and how to leverage those in future positions.
Episode Highlights
(6:20) Your website is your best salesperson. And in most cases, simple = effective.
Buyers are more empowered now than ever before. They’re doing their own research and injecting themselves deeper down the funnel – and that means SDRs aren’t responsible for just educating their prospects, they’re responsible for guiding them to the right decision. You want them to be the delta between what a prospect can and can’t find online.
Let your public-facing content (website, social profiles, content) do the educating. Have it help your prospects understand the basics:
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What does your company do?
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Who have you worked with?
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How have you helped them?
The easier you can make it for your prospects, the better.
(8:04) Innovation and data-backed insights often compete with one another – both in marketing and in sales development.
The pressure to ship “the next best thing” is constant. And it gets in the way of long-term results. How are you supposed to know if the campaign you just ran really resonates with your buyers, or if it was just a flash in the pan?
You need campaigns to breathe. Whether you’re in sales or marketing, testing is both important AND a long-term process. You can’t try something for a week and abandon hope if the results aren’t what you expected.
True testing is difficult and resource-heavy. Sales & Marketing teams don’t have the benefit of a red-team like they do in cybersecurity. Toeing that line between too short // too long is a constant battle that anyone in sales or marketing faces (who doesn’t love a common enemy?), and needs to be considered when evaluating results.
(10:19) Looking to upskill your sales and/or marketing chops? The amount of resources available online is staggering compared to even 3 years ago.
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LinkedIn has exploded over the past few years with insight & advice from thought leaders in pretty much any industry.
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There are countless courses, online certifications, and cohorts dedicated to helping reps improve basic and advanced skills.
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The growth in popularity of online communities has been instrumental in helping sales, marketing, and revenue professionals network and grow.
There’s never been a better time to get into the sales, marketing, or revenue space. The resources available online and the commitment to supporting these individuals from an organizational level is at an all-time high. It’s just a matter of whether or not you choose to take advantage of them.
(12:19) Book recommendation: Yes, And. Everyone could use a little insight into the power of improv – even if you’re not “funny” or “creative.” AJ actually talks about that with Kyle Vamvouris on an episode of UNSUBSCRIBE.
Some other recommendations:
(13:13) Anyone looking to build a piece of software? We know that Zapier & other integration systems exist, but how nice would it be to have 1 piece of software that does everything for you?
(16:08) Want to start your career off on the right foot? Take some advice from everyone’s favorite suburban meth-dealer, Walter White: Never go half-measure.
To see success as an SDR, you need to jump in with both feet.
-
Inject yourself into the company culture.
-
Join online communities and network as much as possible.
-
Don’t look at the role as a “stepping stone” to being an AE, think about the foundational skills you’re building and how to leverage those in future positions.
The role can be incredibly rewarding – it just takes the right mindset.
Next episodes
2 • 23
Eps. 62 • 44 min
Eps. Bonus • 33 min