The Demand Efficiency Podcast



Demand Generation


RiSE Accelerator Founder, Mandy Cole on Hiring 400+ sales reps in one year, and the value of continually seeking feedback.

Episode Outline

[04:39] Mandy’s background

[07:16] Discovering that running a company, it's evident it's an emotional business.

[10:13] Take time to really take a step back and use data as your foundation.

[11:18] While that looks great in a spreadsheet, it doesn't work in real life because until you have a process that's documented and that you can measure, and that is getting consistent results.

[12:04] Think deeply what needs to happen to hit your goal and direction you’re going to, based on what you have so far, make some assumptions on conversion, what type of pipeline you need, how many new opportunities

[14:34] Consider how many demos there, do they need to have a week or how many discovery calls depending on what type of sales cycle they are, how many discovery calls?

[16:35] Where is our product actually fit right now? And how are we going to attack that?

[17:04] Figuring out how to hold people accountable and then the second part was how to implement that correctly with the team

[19:22] The way to break the sales process into the four main categories

[20:19] Why Mandy really loves mentoring people and leading a team in house

Mandy's inspirations

Mark Roberge

Jeremy Liew

Connect with Mandy

Mandy Cole


The Demand Efficiency Podcast



Demand Generation


Episode Outline

[04:39] John’s background

[07:16] There's two types of companies and you can't have it both ways.

[10:13] How you're either a growth company or you're a lifestyle company

[11:18] What usually you going through your coaching process

[12:04] How to create an engine that consistently fills the pipeline with enough opportunities to flow through

[14:34] Segmenting roles and responsibilities and sales with kind of the inbound SDR

[16:35] How dumping shitty leads over to the sales team from marketing

[19:22] Why the sales and marketing divide for lead gen is where the biggest challenge

[20:19] What really leveraging artificial intelligence and leveraging real insights is

[21:30] How Google and Amazon and Facebook that know a lot about what the buyer's journey looks like

John's Inspirations:

Jeff Hoffman

Connect with John:



Make it Happen Mondays Podcast


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