#247: How This Unknown Startup Landed Enterprise Whales (B2B Marketing & Sales Secrets)

[upbeat music] So just like Locomote then, it all just comes back to staying incredibly close to the customer.

And being on the frontline in sales, no one has more touch points, like, with the market than sales.

And so doing a ride-along with them is, is a great way to do that.

Yeah, look, and we're...

Like, end of the day too, look, we're deep users of our own, of our own tool.

So there's no better critics than, you know, us i- inside of Recarvy, Louis, Regan, that are on the tools every day, you know, working and selling it.

So, you know, we see...

Like, it's very meta, salespeople selling to salespeople, right? Um, and they're the end user.

But it's...

Like, I love it because we just get that fast feedback loop on, and very honest too.

It's like we release this.

"Shit, this has gotta be heaps better." "Okay, cool.

Quick fix.

Out.

Okay, it's perfect now.

Now let's move on to the next problem." And it's just about, you know, compounding that, uh, week after week that you build something valuable.

So tying back to all that then, Dave, for Recarvy or similar businesses, how do you think about, you know, should we have junior SDRs who do some ride-alongs with the sales team, or do we go and get a, a full-cycle BDM who maybe has come from the industry already? Uh, like, how do you think about those things?

It, it depends on, on what you need.

It, it, it's, it's very...

And I hate using that question, uh, that response, it depends, bec- but it does, right? So, like, if you need, if you got a few capable, very capable, you know, account executives, um, that are great at, you know, having the discovery calls and closing, they just need more lead flow.

Then you'd be like, "Okay, cool.

Perhaps an SDR is a good, um, a good hire to get," because then they can manage and filter through the inbound leads and even go after some, you know, that, uh, have a high intent that you believe from however you're tracking signals in the market.

And then they can help book meetings for the, the account executive.

If you've got too many in, you know, leads that are, that are great quality, then it's probably a good time to get a- an account executive in, an- another, uh, account exec to help close those ones.

So it depends on what's happening in the front end of, of the business from a, from a lead perspective.