Bruce Zivan's guest appearances

Bruce Zivan

My podcast website

Tachles Sales 

David Allen

Gary Johnson

Aaron Krall

Justin Welsh

Mark Roberge

Amit Bendov

Jeremy Levine

Johnathan Grzybowski

John Ellis

Brad Smith

Jason Bay

Dylis Guyan

David Abrams

Jeff Thomas

David Brock

OwlTail

Episode 58: Show Notes. Welcome back to Startup Sales everybody! Today on the show we are joined by Bruce Zivan, Senior Director of Global Sales Development at Graduway, to talk us about SDR and how to go about hiring a great team for your company. We also talk about the preparation stage that comes before the actual hiring process, the importance of CRMs and how to use pain points to capture your ideal customers. We start off the conversation with some of Bruce's work history and how he ended up in his current role at Graduway. From there, Bruce shares some of his sales call philosophy and the SDR setup at the company before unpacking their outbound process. Our guest highlights the usefulness of relationships, ongoing affiliations and current customer profiles in pitching to new clients and how the work done in SDR is the figurative front lines of the battle! We discuss challenges, setting up the SDR team in a startup and Graduway's hiring process too. Bruce is of the opinion that there is not only one type of good salesperson, and that managing and hiring a good team means an appreciation of the array of skills that contribute to success. So for all this amazing information and an inspiring chat about a vital part of startup sales, be sure to join us today! Key Points From This Episode: Some of Bruce's work background, experience in sales and past employers.Bruce's current SDR and AE setup at Graduway and philosophy to calls. The outbound process, end user profiles and how Graduway approach prospects. How Bruce and his team utilize ongoing relationships and affiliations. Challenges that face Graduway at the moment; new markets and growth. Work on the SDR front lines and how important that role is in the sales process.When to start building an SDR team as an early stage startup. The sales tools currently being used by Bruce and Graduway. Management challenges that Bruce has experienced; recruiting and time constraints.Graduway's hiring process and the role of the HR director in finding good candidates. The difficulty of defining a good candidate and the X-factor of sales skills. The variables and contrasting nature of sales; appreciating a broad range of styles.  Bruce's distrust of primarily managing by numbers, reports and KPIs. And much more!  “When you get somebody and you're going in a certain direction you need to keep pushing into that direction.” — Bruce ZivanClick To Tweet Links Mentioned in Today’s Episode: Startup Sales — https://startupsales.io Bruce Zivan — https://il.linkedin.com/in/brucezivan Bruce Zivan Email — bruce.zivan@graduway.com Graduway — https://graduway.com/ Paychex — https://www.paychex.com/human-resources Boise Cascade — https://www.bc.com/ Panaya — https://www.panaya.com/ WalkMe — https://www.walkme.com/ SalesLoft — https://salesloft.com/ SalesForce — https://www.salesforce.com HubSpot — https://www.hubspot.com/ The post When and How to Hire SDR with Bruce Zivan appeared first on Startup Sales.

Episode 58: Show Notes. Welcome back to Startup Sales everybody! Today on the show we are joined by Bruce Zivan, Senior Director of Global Sales Development at Graduway, to talk us about SDR and how to go about hiring a great team for your company. We also talk about the preparation stage that comes before the actual hiring process, the importance of CRMs and how to use pain points to capture your ideal customers. We start off the conversation with some of Bruce's work history and how he ended up in his current role at Graduway. From there, Bruce shares some of his sales call philosophy and the SDR setup at the company before unpacking their outbound process. Our guest highlights the usefulness of relationships, ongoing affiliations and current customer profiles in pitching to new clients and how the work done in SDR is the figurative front lines of the battle! We discuss challenges, setting up the SDR team in a startup and Graduway's hiring process too. Bruce is of the opinion that there is not only one type of good salesperson, and that managing and hiring a good team means an appreciation of the array of skills that contribute to success. So for all this amazing information and an inspiring chat about a vital part of startup sales, be sure to join us today! Key Points From This Episode: <ul><li>Some of Bruce's work background, experience in sales and past employers.</li><li>Bruce's current SDR and AE setup at Graduway and philosophy to calls. </li><li>The outbound process, end user profiles and how Graduway approach prospects. </li><li>How Bruce and his team utilize ongoing relationships and affiliations. </li><li>Challenges that face Graduway at the moment; new markets and growth. </li><li>Work on the SDR front lines and how important that role is in the sales process.</li><li>When to start building an SDR team as an early stage startup. </li><li>The sales tools currently being used by Bruce and Graduway. </li><li>Management challenges that Bruce has experienced; recruiting and time constraints.</li><li>Graduway's hiring process and the role of the HR director in finding good candidates. </li><li>The difficulty of defining a good candidate and the X-factor of sales skills. </li><li>The variables and contrasting nature of sales; appreciating a broad range of styles.  </li><li>Bruce's distrust of primarily managing by numbers, reports and KPIs. </li><li>And much more! </li></ul> “When you get somebody and you're going in a certain direction you need to keep pushing into that direction.” — Bruce Zivan <a href="https://twitter.com/intent/tweet?url=https%3A%2F%2Fstartupsales.io%2F%3Fp%3D381&amp;text=%E2%80%9CWhen%20you%20get%20somebody%20and%20you%27re%20going%20in%20a%20certain%20direction%20you%20need%20to%20keep%20pushing%20into%20that%20direction.%E2%80%9D%20%E2%80%94%20Bruce%20Zivan&amp;via=startupsalesio&amp;related=startupsalesio" rel="noopener noreferrer nofollow" target="_blank">Click To Tweet</a> Links Mentioned in Today’s Episode: Startup Sales — <a href="https://startupsales.io" rel="nofollow" target="_blank">https://startupsales.io</a> Bruce Zivan — <a href="https://il.linkedin.com/in/brucezivan" rel="nofollow" target="_blank">https://il.linkedin.com/in/brucezivan</a> Bruce Zivan Email — bruce.zivan@graduway.com Graduway — <a href="https://graduway.com/" rel="nofollow" target="_blank">https://graduway.com/</a> Paychex — <a href="https://www.paychex.com/human-resources" rel="nofollow" target="_blank">https://www.paychex.com/human-resources</a> Boise Cascade — <a href="https://www.bc.com/" rel="nofollow" target="_blank">https://www.bc.com/</a> Panaya — <a href="https://www.panaya.com/" rel="nofollow" target="_blank">https://www.panaya.com/</a> WalkMe — <a href="https://www.walkme.com/" rel="nofollow" target="_blank">https://www.walkme.com/</a> SalesLoft — <a href="https://salesloft.com/" rel="nofollow" target="_blank">https://salesloft.com/</a> SalesForce — <a href="https://www.salesforce.com/" rel="nofollow" target="_blank">https://www.salesforce.com</a> HubSpot — <a href="https://www.hubspot.com/" rel="nofollow" target="_blank">https://www.hubspot.com/</a> The post <a href="https://startupsales.io/when-and-how-to-hire-sdr-with-bruce-zivan/" rel="nofollow" target="_blank">When and How to Hire SDR with Bruce Zivan</a> appeared first on <a href="https://startupsales.io" rel="nofollow" target="_blank">Startup Sales</a>.

When and How to Hire SDR with Bruce Zivan