Travis and Kevin talk with the Co-Founder of Reachdesk, Alex Olley, about getting back into the trenches, prospecting, creating a safe environment for your reps, how a pivot led to Reachdesk tripling their revenue, and more.

Episode Highlights:

1. A co-Founder who runs the revenue and marketing functions
2. Passionate about genuinely knitting together sales and marketing
3. Most passionate about prospecting and cold calling, creating videos, and writing emails 
4. Prospecting with emotions and creating spirits through prospecting 
5. “If you’re living in fear wondering what your prospect might say, don’t bother in the first place”
6. Pushing boundaries and figuring out where the lanes are
7. Creating a safe environment for your reps to take risks and how to help them visualize their growth process
8. The value of creating connections with peoples pasts
9. How to know when your leader doesn’t know the answers and what to do about it
10. Getting back into the trenches as an SDR
11. How Reachdesk’s pivot led to them tripling their revenue in three months
12. You guessed it again, sit down and talk to your customers to learn how you can serve them
13. How Alex evolved his onboarding
14. The importance and value of the buddy system 
15. How to maintain a culture and how Reachdesk allows everyone on their team to share their values into a community word cloud that grows
16. How to give your employees a bigger share of the voice to drive the cultural change that everyone is talking about 
17. Negotiation tips from Alex’s time as a lawyer
18. Alex breaks down how writing sequences is the same as composing a song
19. How do you teach someone how to make sequences?
20. A lesser-known way to approach messaging in your outreach through storytelling
21. Creating an experiential sequence to build relationships with your prospects
22. How to create virtual and remote experiences that keep people engaged and hold their attention
23. How to truly differentiate your customer experience in the marketplace
24. The new currency is experience
25. Why companies are so reluctant to change and ungate their content…

Quotes

“You’re never gonna win 100% of the time. And if you go into prospecting and you think, I’ve got to make this so perfect, because I don’t want to get in trouble. I’m living in fear of what my prospect might say, don’t bother in the first place right?” - Alex Olley

“You’ve got to create an environment and tell people where the boundaries really are.” - Alex Olley on creating a safe environment for reps to take risks

“As leaders, we have to start making statements about what we think is okay, then handing that over to someone and saying go and test it.” - Alex Olley

“How do you tell a story in a narrative within your sequences or your outreach which builds 

“You’re the one who’s orchestrating. You can build together a structure that gives your audience a desire to listen. Tell a story. Make it enjoyable.” - Alex Olley

“Always be positively unsatisfied.” - Alex Olley

Links:

Alex Olley: LinkedIn

Reachdesk

Travis King: Linkedin

Kevin Mulrane: LinkedIn