Sales Confidence Live Individual Contributors — Video highlights

On September 18th 2019, Sales Confidence staged another one of its exclusive live events for individual contributors. This time, our venue was the fantastic HQ of Box, high above Old Street roundabout in the White Collar Factory. We were thrilled to welcome 4 terrific speakers, all with content handmade for our 200-strong audience of individual sales contributors. Everyone we spoke to afterwards said how much value they got from it.

We’ve pulled together some video highlights for your, so even if you couldn’t be there in person, you can still soak up the knowledge.

Doreen Pernel — Integrating SDRs and AEs

Who? — Doreen is Team Leader at Box, our hosts for the evening. Prior to joining Box in January 2019, Doreen was at Bloomberg in New York and London.

What? — Doreen talked about how to get better collaboration between SDRs and AEs in your sales team. There doesn’t have to be such set lines of separation.


Don’t miss — How to make sure your AEs and SDRs are always on the same page. Remember, if it’s not in the CRM, it doesn’t exist.

The #1 thing — One day, the SDR will be the AE, so try to make that transition as smooth as possible.

Rob van Weeghel — Stakeholder management

Who? — Rob van Weeghel is also from Box. He is the Sales Director for the Benelux region.

What? — Rob talked about how to sell when there are many different stakeholders at your prospect’s company.


Don’t miss — How to discover who the stakeholders are. Keep asking ‘Who else?’

The #1 thing — People change jobs all the time. Never think you have everything sewn up.

Rory Penny — Self-awareness in sales

Who? — Rory is an AE at SalesLoft, Diamond Sponsors of Sales Confidence.

What? — Rory talked about how you have to be your biggest critic in sales. Identify your own for mistakes and learn for them. Don’t wait for others to point them out.


Don’t miss — What Rory does at 4.30 on a Friday afternoon.

The #1 thing — Feedback is the breakfast of champions. How often you give yourself feedback?

Morgan J Ingram — How to be more effective on LinkedIn

Who? — Morgan Ingram is Director of Sales Execution and Evolution at JBarrows Sales Training. He is also the host of the brilliant SDR Chronicles podcast. It was great to welcome Morgan over from Atlanta.

What? — Morgan showed us how to be better at LinkedIn; how to get your profile up to speed, then, how to use LinkedIn to generate leads.


Don’t miss — Morgan’s LinkedIn proven voice message strategy.

The #1 thing — Use your headline to show who you help and how you help them.

I hope you enjoyed these videos. While you’re watching, make sure you subscribe to our YouTube channel, so you never miss another video.

If you would like to be in the room for our next Sales Confidence live event, make it happen by clicking here. Don’t miss out.

I look forward to seeing you.

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