Using Creativity and Resourcefulness to Get What You Want.
There are more ways than one to get what you want!
Angela Kirkland is the number one sales development representative at SalesLoft. As the team lead for mid-market sales development representatives, she manages her team to help them hit their quotas and achieve their goals. Since leaving her previous position as a recruiter, Angela has progressed very quickly through the ranks in SalesLoft, to get where she is today. In today’s episode, Angela talks about being resourceful and creative to get what you want, and shares some tips on making sure meetings actually happen!
“If you have a very strong work ethic, and make it consistent, you are going to see results.” Tweet this
ABC “Always Be Connecting.” Tweet this
“The more collaborative and communicative you can be with your AE team, the more opportunity it’s going to get you.” Tweet this
“Sales is a rollercoaster.” Tweet this
“Heavy phone calls, but they’re more strategic. Not just banging out a bunch of random dials.” Tweet this
“I guarantee, if you set a goal and get someone to help you with that, you will hit it.” Tweet this
[:17] Scott introduces today’s guest — Angela Kirkland.
[1:04] What are three things that have allowed Angela to get to, and stay, at the top consistently?
[4:42] How does Angela define work ethic? What does it mean to work really hard?
[7:53] Angela’s second secret to success is her confidence.
[10:41] What are some examples of ‘three nuggets of information’ that Angela would use in a call or email to a prospect to build rapport?
[13:01] Angela recommends basing the three pieces of information on them personally (professionally), their company, and their industry.
[14:39] Angela’s third secret to success is being resourceful.
[18:44] Scott gives a shout-out to Nudge!
[19:35] What is Angela’s role at SalesLoft?
[22:05] Angela shares about her path and her journey getting to the top.
[26:40] How does Angela manage through the emotional rollercoaster of being in sales?
[29:31] How did Angela get into sales in the beginning?
[31:58] What’s next for Angela?
[33:11] What is the structure of SalesLoft? How does SalesLoft allow for its employees to take steps in their sales journey?
[36:22] SalesLoft also provides “mini-micro” promotions to highlight the progress that you make as you hit certain milestones.
[38:04] Angela talks about her lower quota and what that means.
[41:07] How does Angela structure her day and week? What does her routine look like?
[45:16] It’s important to plan for your day or week and the goals that you want to achieve, to feel prepared.
[47:03] What does a typical cadence look like for Angela?
[55:13] The sales department is a great place to start making connections with people within the company, and find out more about the prospects.
[57:50] Angela shares a recent experience of being resourceful and creative to make a connection.
[1:01:32] How does Angela manage making sure that the meetings she sets up actually happen?
[1:07:04] What does Angela’s information diet look like?
[1:10:14] How would Angela describe her style, and does it contribute to her success?
[1:12:44] Scott observes that women in sales are a minority, but women tend to be more consistently in the top ranks of sales. What is Angela’s opinion on this?
[1:15:21] What is Angela’s advice for those coming into an SDR role, or those looking to take it to the next level?
[1:17:11] What motivates Angela?
[1:19:20] Some female traits can contribute to a woman’s success in this industry, as can their background growing up.
[1:22:20] What questions does Angela have for her peers who are at the top of their game?
[1:26:00] Angela challenges you to make a goal for yourself every Sunday afternoon, based on what you need to accomplish for that week, and get someone to hold you accountable.
Mentioned in This Episode:
Angela Kirkland on LinkedIn
The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson
Jeffrey Gitomer’s Little Red Book of Selling: 12.5 Principles of Sales Greatness: How to Make Sales Forever, by Jeffrey H. Gitomer