Today we will talk to Nick Bieszczat, who consistently reaches 120% of quota at StackRox. He will explain how he gets around 90% of his results via email and social for a very technical product.
The topics covered, are indexed below the video. If you don't have 30 minutes to listen to the whole interview, just jump around.
If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Grant Horvath, Val Moisland, Brandon Ferris, Jeremy Levielle, Hope O Baker, Jess Wilson (video), Mikey Pawell (direct mail), Louise Trump (email), Allie Hudson (cold calling), Jackie Lipnicki (cold calling) and Sam Silverman (Strategy) participate.
Welcome Nick!
Topics covered:
0:00 -> Intros
0:50 -> What is StackRox and who do they sell to?
2:00 -> Inbound vs. outbound?
3:00 -> How are you being measured?
4:20 -> How are you at 120% of quota?
6:00 -> Where do the majority of your demos come from?
9:10 ->What is your email strategy?
10:30 -> What companies do you go after?
11:30 -> What is your LinkedIn strategy?
14:20 -> How many SDR's vs AE's?
16:00 -> What tools do you use?
19:00 -> How do you distribute accounts?
22:10 -> Training
24:00 -> What keeps you motivated?
26:20 -> More about Grant's email strategy
30:40 -> How to get in touch with NIck and Tito