Brooklin Nash
Antigua Guatemala
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Articles by Brooklin Nash
How to Create Editorial Calendar Quicky (+Templates and More)
Do you often find yourself tensed before a go-to-market campaign? Launches can't afford to go in vain. Presenting the right kind of content at the right time to the right audience becomes a challenge if content marketers have no defined repository for content marketing materials. This can lead to a failure of campaign execution and brand damage. Maintaining an editorial calendar to manage and organize your content helps you plan your campaigns wisely.
Kyle Lacy Wants Marketers to Color Outside the Lines
“A lot of people don’t make the move when their inner voice is telling them that it’s time to leave. Learn to listen to that voice, because you could look up one day and realize you’ve spent five years working for a company that you don’t want to work for.” Kyle Lacy is no stranger to swinging for the fences. I mean, just take a look at his resume from the past decade. Ridiculous. 👉 Senior Manager at ExactTarget. 👉 Director at Salesforce. 👉 VP at OpenView. 👉 CMO at Lessonly. Now?
Don’t Sit With Failure: Leadership Lessons with Anna Baird
It’s not every day you get to interview your boss at the same time that a performance review notice comes in from HR. We had a fantastic and candid conversation with Anna Baird, CRO at Outreach (and, yes, our boss), about owning failures and adapting to permanent remote work life.
How to Set Your Reps Up for Success in Their First 4 Weeks: 2 SDR Managers Share Their Frameworks
Onboarding an SDR team doesn't have to be stressful. Pair the right frameworks with proper coaching and you'll always set your team up for success. Join us to get your hands on tried and true methods that are backed up by real SDR managers. Save your spot! If you can’t make it to the live session, sign up anyway and we’ll send you the recording.
Destroying the False Divide Between Sales and Marketing
Sellers think marketing is easy. Marketers think sales is easy. Until they try each other’s jobs. In this episode, we interview HYPCCCYCL’s Julia Nimchinski, Co-Founder and CEO, and Justin Michael, Co-Founder, about overcoming siloism with their brand new go-to-market cross-training startup.
The 3 Ps of Your Outbound Email Strategy
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How to Build a Book of Business to Carry Through Your Sales Career
In business, it’s all about relationships. The top salespeople live and breathe this truth. They’re always asking themselves: “What am I doing now to foster relationships with my clients and prospects? What could I be doing better?” In this session, you’ll get valuable insight from our panelists as they discuss how they’ve grown their books of business through relationship building, gratitude, and commitment to their customers.
How to Create Sales Sequences Your Reps Will Actually Use
Q: How do you create a sequence that will never be used by a sales rep? A: Don’t involve the sales team in the process. There’s a lot that goes into successful sales content: buy-in, messaging, brand story, simplicity, feedback and much more. Join Meghan Donovan, Sequence Specialist at Outreach, and Erika Davis, Head of Content Services of Greaser Consulting as they share their expertise on all things sales sequences.
Live Data Breakdown: How Salespeople Are Adopting Sales Tech (or Not)
How do sales, sales enablement and RevOps align on the tools they’re using? Not well, it turns out. For example: nearly half of enablers said they see High or Very High ROI with their Sales Enablement tools. Just 34% of salespeople said the same thing. Based on Sales Hacker’s recent survey of 1,000+ GTM pros, we have insight into how these ROI numbers breakdown by function, role, deal size and company size.
Elevating the Sales Profession with Innovative Tech & Training
What do the sales profession and improv have in common? In both, persistence always beats perfection. Our guest today brings technology and comedians into her sales education to help students practice and apply what they’ve learned about sales to discover that confidence and empathy are keys to success.
How to Be True to Yourself as the Only In the Room
Amyra looked up to a female VP of sales early in her career. She appreciated the way she looked at things, the way her brain worked, and how she always knew the right questions to ask. In a room full of men, she was 100% herself. She wasn’t afraid to laugh or be feminine. One day she told another colleague, “I really appreciate the way she interacts in a room.” The coworker responded, “when I see her in a room she doesn’t seem very professional.
Speed to Lead: How to Ramp SDRs Quickly and Effectively
The worst thing you can do when training your SDRs is assuming your new hire is going to retain all the info from week one. Instead, the key to “speed to lead” is creating a diverse and interactive training program to support them as they ramp.
What's Next for Your Tech? Get the 2021 Sales Stack Report
This article is only 239 words. Why?Because you’re not here for me. You’re here for the insights from our 2021 sales stack report. (In fact, if you want you can skip the rest of this and head right to the report. I won’t be offended.) As selling gets more complex—and relationship-based sales becomes even more important—the sales stack is getting more complex, too. How many sales tools have you considered this year? How many have you bought?
How (and Why) to Scale Your Sales Coaching Program
As your sales team grows, your reps will need all the help they can get. What does it look like to go from flying by the seat of your pants to flying high as a team? Join Brooke Bachesta (XDR Enablement Manager at Outreach) as she talks to Ambition co-founder Brian Tratuschold and Outreach VP of Sales Mark Kosoglow about sales coaching at scale. The three experts will cover both the big picture (where is sales coaching headed?) and the tactical (which processes are the most critical?).
Cannabis & RevOps: The Evolution of a Challenging Industry with James McArthur
You can’t place a Google ad. You can’t rely on SEO. You can’t rely on a single regulation being the same from state to state. Basically, RevOps in the cannabis industry has to run on chutzpah. In this episode, we interview James McArthur, Director of Revenue Planning and Operations at LeafLink, about industry trends (and gossip), as well as the need for unconventional RevOps strategies.
Advice for Future Women Leaders: You Don’t Need Permission
“Be a good girl.” “Make sure you’re always smiling.” Stephanie started her career as the nice, polite person with a lot of ideas. She felt like she had to ask permission to do her job. Ten years ago Stephanie was sitting in a conference room. She had seen a problem with an area of the business, and suggested how they could fix it for about 6 weeks. In a meeting about the issue, someone next to her said verbatim the same words she’d been saying for 6 weeks.
ABX for Sales: How to Get Strategic with Prospecting
To be successful and beat the challenges of complex and long buying cycles, Sales need to find solutions through efficiency. Effective prioritization helps SDRs zero in on the accounts that matter most and helps Sales leaders align their teams around accounts according to their strengths. Sales also have so much data at their fingertips.
You Can Have It All, but Not All at Once
“I actually want to really understand how you are doing. Because I feel like you’re being stretched in a bunch of different ways.” Hearing those words from a boss can be powerful, life-changing even. Shannon Wasiolek entered a career development conversation with a leader and had a very different conversation than she expected. It was a space for reflection.
The Switzerland of Marketing, Sales and Customer Success with Seth Marrs
Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership. In this episode, we interview Seth Marrs, Research Director at Forrester, about the role of analysis in building RevOps into a role that amplifies the voice of the buyer.
Sales Automation: Cliché Buzzword or Your Secret Weapon to Growth
Automation: a software category or a revenue mindset? 60% of sales pros are wasting more than 3 hours per week with repetitive tasks like lead deduplication, manually uploading lead lists, manual lead assignment, and more. As a result, sales operations leaders are undergoing a fundamental shift from applications to an automation-first mindset.
How to Overcome Imposter Syndrome and Share Your Value With Others With Gretchen Keefner
“Gretchen, we know you’re good. But we don’t know why you’re good.” A VP said those words to Gretchen Keefner, VP of Enterprise North America at Bullhorn, and it led to a career-defining aha moment. After hearing the words, Gretchen dug deeper and realized that she was keeping all of her value from the people around her. As a very service-oriented leader, she was uncomfortable with self-promotion.
How to Be a Human at Work with Hannah Goldberg
In 20 years of working, Hannah Goldberg, Head of Sales – Major Accounts at Zoom, had one female leader who changed her awareness of what and how people can lead. From the first time Hannah met her, she shared how she integrated her work and her young child at the time. She set expectations around what that meant for her lifestyle as a working mom. That was an aha moment for Hannah, and she adopted that open communication style.
Insight Selling: Help Your Buyers Make the Right Decision
When everyone talks about customer-centricity making it easy to buy, what we’ve learned over the past year is some of that translates to making it easier to sell. That’s verbatim from Hang Black, VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers.
Territory Management Decoded: How to Uplevel Your Lead Routing and Scoring to Close More Deals
Every RevOps team has limited bandwidth and limited budgets, so what are the critical processes that you just have to get right to build more pipeline and close more business? In this session, join Openrise and our guest speakers, two Principal Analysts from Forrester as they discuss the critical pressure points to focus on to hit your targets within the larger context of territory management.
How to Build a High-Impact Team with Daniella Bellaire
How do you accelerate impact quickly and build empowered teams? Daniella Bellaire, Global Head of Revenue Enablement at Shopify, spent the last 4 years in high-growth startup environments and she shares this aha moment that helped her build teams: 1.
Revenue Innovators: The Transformation to a Digital Selling World with Scott Sutton
In this episode, Mary and Harish talk with Scott Sutton, VP of Revenue Operations at ZoomInfo. What we talked about: The serendipitous aspect of finding a job Working for a larger, established company vs. working for a SAAS company Traditional selling vs. efficient selling And much, much more. Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators on Apple Podcasts and Spotify. Or just search for Revenue Innovators in your favorite podcast player.
Learning to Say “I Don’t Know” with Tara Robertson
You don’t know what you don’t know. It is so hard to try to have all the answers as a leader. And when you’re early in your career, you think that you have to. Like many, Tara Robertson lived in a lot of imposter syndrome early in her early career as she took on all the responsibilities of leadership. It was a relief to learn that you don’t have all the answers, but somebody else out there likely does.
Best-in-Class Prospecting is A BAD HABIT: The Calendar 1st Approach Changes Everything
For far too long sales has been optimizing a prospecting process that makes life easier for the rep, but hasn’t put that same focus on the buyer’s experience. In this session, you will learn how to change normal sales prospecting conventions in a way that will impact your conversion rates and pipeline immediately. So, if you want to see how to take a more buyer-centric approach that saves 31% of your reps time, while exponentially driving more revenue, join our session.
Workshop: Effective Sequences
Do you send 3 emails or 7? How long should you wait until sending a follow-up? What does an effective follow-up even look like? Sam Nelson and Brooke Bachesta, both SDR managers at Outreach, have the answers. Join their workshop to learn how to set up an effective sequence, adjust your messaging, evaluate your cadence, and more. Have a specific sequence you’d like advice on?
You Are Not Your Number
Sales is a roller coaster. Sometimes you’re flying high, and sometimes you’re hurtling towards the ground at Mach 3. Ian Koniak, Senior Account Director and #1 seller at Salesforce, learned the hard way that tying your self-worth to your numbers was a one way ticket to stress, frustration, and addiction. In this session, he’s going to share how you can get off the ride from hell, and instead find joy and fulfillment outside of work.
Data vs. Information in RevOps Decision Making [PODCAST]
If the word “cohesion” doesn’t come up in a definition of RevOps, you’re missing the whole point. Join our first discussion about the role and impact of RevOps, as well as how to become a truly data-driven company. In this episode, we interview Jim Lee, VP Revenue Strategy at Outreach, about how operations expresses the entire org’s strategy — and much more.
Stop Talking About Your Business with Amy Slater
Early on in Amy’s sales career, she went through a career-defining training that taught her how to have conversations about customer’s businesses. It taught her how to ask the right questions: Who are their competitors? What are their own corporate values? How do they communicate with their partners? She truly had to learn about their business, not just go in and sell. The aha moment came when one day she picked up the phone to do her cold calls.
Workshop: Demos [VIDEO] | Sales Hacker
Converting a prospect to a demo is hard; leading an engaging demo is even harder. In his workshop filled with real-world examples, Demo-litions co-host and Replayz CEO Dave Kennett walks you through how to hone both your content and your presentation skills for a demo that speaks to exactly what your prospect needs. Come with questions, walk away with a fresh approach for your demos and disco calls.
Disrupting the Future of RevOps [PODCAST]
Are you a revenue innovator? They’re a new cohort of revenue leaders who focus on buyer-centricity, cutting-edge sales technologies, and human behavioral activity data to inform their business decisions. If yes, we want to talk to you! In our inaugural episode of Revenue Innovators, host Harish Mohan, SVP Revenue Excellence & Operations at Outreach, interviews host Mary Shea, Global Innovation & Evangelist at Outreach, about the direction and goals of the podcast.
Cold Email Strategy: How to Update Yours for 2021
Does cold emailing even work for small business? The concept of a cold email strategy is simple: first, you find people who may be interested in your product or services. Then you get their email address and tell them why your solution is the best option for them. So, yes, it works great for small businesses as well as enterprises. But why use cold email? Doesn’t that just annoy people? Why Cold Email?
Paving Your Own Path with Davina Vargas
Davina was an HR manager in her last role. She was working in San Francisco with a 2 hours commute each way. She had two phones, two laptops. Davina thought there was only one way to get to where you want to go. But somewhere along the way, she realized that there are many ways to get there. You do not have to follow whatever you think is the prescribed path for you just because people have told you that’s where you’ll do best.
How RevOps is Up-Leveling Sales and Marketing Operations Overnight with Taft Love
It’s the best news you’ve heard all year! Our new podcast — Revenue Innovators — is coming to your eyes and ears June 30th! 🎉 Your hosts are none other than Outreach’s Mary Shea (VP, Global Innovation Evangelist) and Harish Mohan (SVP, Revenue Excellence & Operations). But wait, what are revenue innovators? So glad you asked.
A Head of Sales & SDR Manager Talk 1:1s and PIPs [VIDEO]
Are your 1:1s productive, leaving you ready to conquer the next challenge? As a manager are you helping your team succeed with these conversations? In this talk with a Head of Sales and an SDR Manager, you’ll get the inside scoop on how to be the most effective leader for your teams. Walk away with insights into how to positively lead the conversation, take ownership of outcomes and motivate your team to keep morale and loyalty high.
Curiosity: Your Secret Weapon for More Engaging Sales Emails
Want to know the one thing you need to increase the open rate on your emails? If you’re still reading, then we’ve just proven it works — curiosity. Creating a sense of curiosity and fascination is one of the best ways to capture the attention of your prospect whether you’re on email, phone, video call, or in-person. In this workshop, the former G2 lead copywriter and founder of Very Good Copy shows you his personal formula for building fascination.
Building Your Own Productivity Process to Make the Most out of Your Workday
Skipping sleep can only go so far. The amount of productivity you can squeeze out of every hour can drastically impact your earnings, success, and your quality of life as a whole. Scott has spent over a decade refining his productivity process. It’s allowed him to host multiple podcasts, an annual event, publish books, stay fit, spend time with his family, and even get a healthy amount of sleep (unbelievable, we know!). All this while selling millions each year in his day job as an account director.
Navigating Your Early Career with Stephanie Middaugh
“Be the woman you needed as a little girl.” Stephani Middaugh, Sr. Sales Enablement Manager of Programs at Zoom, saw this quote and it stuck with her in a special way. It was an aha moment, and it inspired her to take action. Now on a regular basis, Stephanie shares the more personal things about herself that make people feel like they’re not alone. So many of us come into this big tech/SaaS world and aren’t sure how to navigate it: Am I doing the right things? Am I following the right path?
How to Take Control of Your Personal Finances
Are you tired of wondering where your money goes every month — and why everyone seems to have more of it than you do? You’re not alone. John Healy spent 15 years of his sales career in the same spot before making a dramatic shift. Now he and his wife have paid off student loans and tripled their net worth in 3 years. Join this session to go beyond the ‘hacks’.
How to Secure More Job Interviews + Offers [VIDEO]
Job hunting sucks. No ifs, ands or buts. But it can also be an exciting opportunity to land your dream job. If you put in the work. And make sure you take the right approach. (See what we did there?) In this tag team session, Richard shares his best tips for successfully getting the role you really, really want. Join this session to get a jump on your next career move and walk away with everything from specific pre-interview questions to LinkedIn profile tips.
How COVID-19 Reshaped Revenue Operations with Mark Lerner
Sales Hacker’s new podcast — Revenue Innovators — is coming to your eyes and ears this summer! Your hosts are none other than Outreach’s Mary Shea (VP, Global Innovation Evangelist) and Harish Mohan (SVP, Revenue Excellence & Operations). Why call it Revenue Innovators?
How to Build Growth Marketing Mindset for Your Sales Process
Why is growth marketing essential knowledge for the sales team? How can marketing help your team be more successful? Gaetano Nino DiNardi leads this talk on the alignment convergence of sales and marketing by looking at what truly works in growth. Get a deeper awareness into how a marketer develops community, how to build stronger relationships that lead to future referrals, and how you can use personalization to make prospects feel special and important.
How the Buyer is Bringing RevOps to the Forefront with Hang Black
Sales Hacker’s new podcast — Revenue Innovators — is coming to your eyes and ears this summer! Your hosts are none other than Outreach’s Mary Shea (VP, Global Innovation Evangelist) and Harish Mohan (SVP, Revenue Excellence & Operations). Why call it Revenue Innovators?
The Journey from Big Data to Big Ops with Scott Brinker
It’s the best news you’ve heard all year! Our new podcast — Revenue Innovators — is coming to your eyes and ears this summer. 🎉 Your hosts are none other than Outreach’s Mary Shea (VP, Global Innovation Evangelist) and Harish Mohan (SVP, Revenue Excellence & Operations). But wait, what are revenue innovators? So glad you asked.
RevOps Leaders You Need to Follow
Our team learned a ton this year talking to RevOps leaders — and we want to share this knowledge with you. What better way than to round up the top RevOps professionals you need to be following, talking to and/or learning from? Even if you’re not in RevOps, our list of RevOps heroes offer advice everyone needs to hear (or, at least everyone in a GTM org). Want a bit more context? Check it out 👇 Why Follow RevOps? It’s not all technical. Ask Taft Love about his framework for when and how to say no.
4 ways brands can use social media appropriately during COVID-19
October 16th, 2020 min read It’s been a few months since the COVID-19 pandemic took control of the human population, affecting nearly every area of our lives. From the way we work to our purchase priorities as a consumer, so much has changed. It’s only natural that our marketing has to change as well. With all the social distancing guidelines and worldwide lockdowns, social media usage saw a substantial uptick.
How to create sales enablement content your sales team will adore
October 5th, 2020 min read How to create sales enablement content Form a revenue team with key stakeholders from your sales and marketing teams Schedule weekly or biweekly revenue team meetings During those meetings, facilitate a revenue content brainstorm by asking, "What questions are you currently being asked by buyers in the sales process that should have a piece of content created for it?" Use the sales enablement content tool during that brainstorm (and encourage its use all the time...
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