Creating Value Through Conversational Marketing with Alex Roy

Enterprise Sales Development (CIENCE)

In this episode of the Enterprise Sales Development podcast, we speak with Alex Roy, Senior Manager of Sales Development at Drift, a Conversation Cloud company that helps businesses personalize experiences that lead to a more quality pipeline, revenue, and lifelong customers. Alex talks about how to do better inbound-led outbound campaigns and why campaigns should start with perspective. He also talks about the fundamentals of conversational marketing, like intentionality and empathy, and shares how Drift is adding value to the buyer's journey. WHAT YOU’LL LEARN Drift SDR operations Adding value to the buyer's journey through conversational marketing Why confidence is crucial to SDR’s establishing new relationships Focusing on engagement and building trust with prospects QUOTES “Seventy percent of research when buying B2B software is done before they even land on your site or engage with someone. Those first clicks are so crucial. It is when they are laying the groundwork for RFP. You want that seat at the table when they are looking for software and to be trusted from the start.” - Alex Roy [05:36] “Yes, the number one goal as an SDR is to book those meetings but it is about the long game. It is about generating inbound leads that will ultimately become fruitful for you at the end of the month but maybe not on the phone on that random Tuesday.” - Alex Roy [19:32] “Confidence creates social leverage when you are engaging with somebody.” - Alex Roy [23:27] “If you establish a relationship as an SDR, prospects are going to go back to their meeting where they start that internal exploration and say “hey, this company left a mark on me, they know what they are talking about and took a vested interest in our problems”. They will explore you even further. Then your product comes over the top.” - Alex Roy [28:19] TIMESTAMPS [00:00] Intro [02:40] Inbound led outbound campaigns [06:57] The commandments of marketing [08:45] The three B’s of buyers [13:07] Accelerating the deal cycle [17:22] First-party intent [23:07] Confidence in your solutions [28:09] Establishing relationships as an SDR [31:20] Practicing empathy [34:12] Showing vested interest to retain clients [34:46] Connect with Alex Roy CONNECT Alex Roy on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices