『Modern Prospecting』のカバーアート

Modern Prospecting

Modern Prospecting

著者： Heartcast Media
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 Andre Yee, founder and CEO of Tiga AI, delves into revolutionizing the age-old practice of prospecting. In our debut episode, Andre shares his insights into the broken nature of the old prospecting playbook and the growing need for a fresh, modern approach. With over a decade of conversations with sales and marketing leaders under his belt, Andre highlights how traditional methods, like the "spray and pray," no longer suffice in today's dynamic sales environment. Tune in as we invite seasoned sales leaders and expert practitioners to uncover what truly works in modern prospecting, discussing everything from SDR roles to the intelligent use of AI, with a promise of practical tips and engaging discussions.Copyright Heartcast Media 経済学
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  • Why Endear’s Sales VP Ditched SDRs — And What Startups Can Learn

    Why Endear’s Sales VP Ditched SDRs — And What Startups Can Learn
    2025/07/23
    In this episode of Modern Prospecting, host Andre talks with Casey Drake, VP of Sales at Endear. Casey shares how he moved from being the first Account Executive at Endear to leading the sales team. Instead of following the usual SDR/AE model, Casey built a team of full-cycle AEs who manage the entire sales process.

    They discuss how the team uses signal-based prospecting and tools like Tiga to improve timing, reduce manual tasks, and focus on real conversations with prospects. Casey explains why the traditional SDR model doesn’t work for their team and how they’ve made changes to improve results.

    Topics covered include:
    • How Endear approaches outbound sales
    • What metrics they track to measure prospecting
    • How sales and customer experience work together
    • What tools help their team work better
    If you’re looking for ways to improve prospecting, update your sales process, or explore new tools, this episode will give you clear steps and ideas to try.

    Chapters:

    00:00 – Introduction
    00:13 – From First AE to Sales Leader: Casey’s Startup Journey
    05:23 – Redefining Prospecting: Moving Past Traditional Playbooks
    07:03 – Learning Sales Without Formal Training
    10:15 – Why the SDR/AE Split No Longer Works
    15:57 – The Challenge of Scaling in a Niche ICP
    19:00 – What’s Blocking Better Sales Engagement
    21:09 – How They Target Brands Opening New Stores
    25:57 – Using Signals to Spot Revenue Decision-Makers
    27:41 – What Signals Matter Most in Prospecting
    32:59 – Building Smarter, Not Noisier, Outreach
    34:16 – How to Set Up AEs for Better Results
    37:47 – Integrating Tiga: Clear Use Cases First
    40:10 – Outro

    Quotes:

    "We hand the toughest task in sales—convincing strangers they need something they've never heard of—to the least experienced people on the team. That’s the SDR trap."- Casey Drake

    "Nearly everyone says they’re using AI—but most admit they haven’t seen it actually do anything. It’s all hype until it drives real results."- Casey Drake

    Featured Guest:

    Casey Drake
    Guest LinkedIn: https://www.linkedin.com/in/caseybdrake/
    Guest Website: http://www.endearhq.com/
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    40 分
  • Joy of Missing Out: Matt Heinz on Work-Life Balance and Winning in B2B Sales

    Joy of Missing Out: Matt Heinz on Work-Life Balance and Winning in B2B Sales
    2025/06/12
    In the latest episode of Modern Prospecting, host Andre Yee engages with Matt Heinz, founder and president of Heinz Marketing and host of the Sales Pipeline Radio podcast. Matt's career transitioned from journalism to leading B2B marketing, offering valuable insights from starting his own firm amidst economic uncertainty and the role of unexpected opportunities in his professional journey.

    The conversation explores the shifting landscape of pipeline building and prospecting, highlighting the significance of consistency, genuine value provision, and fostering enduring relationships over short-term gains. They address the challenges of cutting through the B2B sales noise, the growing complexity of buying processes, and the impact of AI on go-to-market strategies.

    Additionally, Matt discusses work-life balance for revenue leaders, elaborating on the concept of the “joy of missing out” and the deliberate choices that enable him to excel both professionally and personally.

    For those seeking practical insights on modern prospecting, effective sales strategies, and the evolving future of B2B marketing, this episode offers a wealth of knowledge.

    Chapters:

    00:00 - Introduction
    00:13 - Navigating Innovation and Life
    04:52 - Heinz Marketing's Expertise Sharing
    10:07 - "Sustained Success Through Value Creation"
    13:45 - "Challenges in Immediate Sales Conversion"
    16:45 - "Engaging Outreach Strategy"
    18:20 - "Lizard Brain Connection"
    23:35 - Automate SDRs with AI Tools
    25:21 - "Human-Centric Selling with AI"
    28:32 - AI Accelerates Data Discovery
    31:53 - Embrace AI for Daily Tasks
    34:24 - Travelocity CEO on AI Hiring
    39:53 - Choosing Wisely: Embrace the "No"
    40:32 - Intentional Living Through Selective Choices
    43:45 - Prioritize Health Over Convenience
    44:35 - Outro

    Quotes:

    "Life is written in pencil. Embrace new ideas—you never know where they'll lead you."- Matt Heinz

    "Relationships matter. Consistent, genuine connections create lasting impact beyond the metrics."- Andre Yee

    Key Takeaways:

    Embrace the Unexpected Journey
    Consistency & Value Trump All in Prospecting
    Relationships Still Rule in a Noisy World
    Outbound Isn’t Dead—But It Has Evolved
    AI Is a Powerful Ally—But Not a Replacement for Humans
    The Joy of Missing Out: Choose What Matters Most
    The Fundamentals Remain: Target, Multithread, Motivate
    Lead the Change—Don’t Wait for Perfect
    Invest in Your Health and Happiness

    Connect with Matt Heinz
    LinkedIn: https://www.linkedin.com/in/mattheinz/
    Website: www.heinzmarketing.com

    Connect with the Host Andre Yee:
    Website:http://tiga.ai/

    Produced by:http://heartcastmedia.com
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    44 分
  • Insights for High Performance Prospecting from Sales Development Expert, Steve Richard

    Insights for High Performance Prospecting from Sales Development Expert, Steve Richard
    2025/05/13
    In an era where countless sales messages flood inboxes daily, effective prospecting has never been more challenging. Welcome to Modern Prospecting! In this episode, host Andre Yee speaks with Steve Richard, the SVP of Revenue and Enablement at Mediafly. With over two decades of experience in sales development, Steve has built a reputation as a speaker and trainer in the industry. Together, they explore the transformation of the sales development representative (SDR) role, addressing the challenges that make it less appealing and how it has evolved over time. They examine the current state of sales prospecting, the tools and technologies that have reshaped the landscape, and the traits that define successful SDRs. Steve provides actionable tips for effective prospecting in a world saturated with spam and discusses the impact of AI on the future of sales development. Gain valuable insights and strategies for modern prospecting to enhance your sales performance.

    Steve Richard is SVP of Enablement at Mediafly following their acquisition of ExecVision, the company he founded. Steve also founded and exited Vorsight. His mission is to help as many sales teams as possible achieve success. He has been featured in publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching football. He lives in Arlington, VA with his wife Ellen and their four children, aged 9, 11, 13, and 15.

    Chapters:

    00:00 - Introduction
    00:19 - Rethinking the SDR Role
    04:43 - Evolving Skills for Modern Sales
    07:28 - Clever Prospecting Success Techniques
    10:22 - Know Your Audience's Platforms
    14:04 - Effective Experimentation and "Tub" Emails
    19:31 - Interview Traits: Curiosity, Drive, Systems Thinking
    21:45 - Challenges in Evaluating Writing and Communication Skills
    24:47 - AI and Broad Channel Testing
    26:44 - Creative Demand-Generation Activities
    30:50 - AI's Role in Modern Sales Strategies
    33:50 - AI Tool for Sales Teams
    35:58 - Outro

    Quotes:

    "Effective prospecting is about delivering valuable messages that resonate with prospects."- Steve Richard

    "Mastering prospecting requires dedication and thoughtful experimentation."- Andre Yee

    Key Takeaways:

    Evolving Role of the SDR
    Experimentation is Key
    Embracing AI Tools
    Personalization at Scale
    Characteristics of a Great SDR
    Creative Offers as Bait

    Connect with Steve Richard
    LinkedIn: https://www.linkedin.com/in/srichard1/
    Website: https://www.linkedin.com/company/mediafly/

    Connect with the Host Andre Yee:
    Website: http://tiga.ai/
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    36 分
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