In this episode, David welcomes Taylor Scotto to the show. Taylor is the team lead of sales development at Everwise. His experience in sales started with a job as a banker in Chase and that experience opened up the door in sales. Tune in as Taylor walks us through his transition from an established company liked LinkedIn to getting into the startup he’s in now. He also talks about the importance of learning copywriting for SDRs and the involvement leaders should be having with their sales teams.

3 Key Points:

  1. There is no one-size-fits-all strategy in business.
  2. Invest in training and educating your SDR teams — they build your pipelines.
  3. Leaders should be more involved and supportive in sales development.

​ Time Stamped Show Notes:

  • 00:01 – Accelerate your growth at The Sales Development Conference on August 31, 2018
  • 00:52 – Subscribe to our show on YouTube and review us on iTunes
  • 01:28 – David introduces Taylor to the show
  • 02:30 – Taylor’s start in sales
    • He has a degree in marketing
    • He reached out to a friend who worked at Chase and got a job as a retail personal banker
    • His experience with sales afforded him to become a top performer and got into LinkedIn
    • Taylor then joined the startup Everwise
  • 05:22 – Taylor shares his transition from LinkedIn to Everwise
    • “Going from that was a huge challenge”
  • 06:48 – He found out that things that worked in LinkedIn does not work in Everwise
    • If something is not working, it’s not your fault
  • 08:57 – A person’s success in a company depends on that person’s personality
  • 10:43 – Taylor talks about failure and the unspoken rules in sales
    • “We have to look at trying new things”
  • 12:18 – Personalization is vital
    • What works for startup companies is TESTING
  • 13:30 – Accelerate your growth at The Sales Development Conference on August 31, 2018
  • 15:04 – Taylor refers to Heather Morgan’s copywriting
  • 17:40 – There’s a huge demand and need for sales development reps
    • The lack of training is unreal
  • 18:14 – Taylor shares the lack of acumen available to SDRs
  • 20:06 – Taylor cannot believe how SDR roles get the least amount of support
    • Sales leaders themselves don’t know what works
  • 23:37 – Failing sales organizations has a lack of pipeline
  • 26:56 – We’re living in an attention economy
  • 28:02 – The challenge is in making and building trust with leaders
  • 30:09 – “Sometimes senior sales leaders don’t understand what this role is”
  • 31:59 – Keep on learning
  • 32:56 – Copywriting should be a topic that’s being talked about
  • 34:59 – Connect with Taylor on LinkedIn
  • 36:28 – Subscribe to our show on YouTube and review us on iTunes
  • 36:35 – Contact us to discuss your sales development needs

 Resources Mentioned:

  • Everwise – Taylor’s current company
  • Chase – Company where Taylor first worked in
  • LinkedIn – Where Taylor worked in prior to Everwise
  • Heather Morgan – Copywriter that Taylor talked about