Drift

Have you ever asked someone for more information on a product, just to have them go down a rabbit hole of features that are really not related to the problem you're looking to solve? Us too. This frustration caused us to reach out to Drift's Solutions Consultant, Christine Glick. Christine has figured out the art of crafting a demo that answers the questions her prospects actually have, so in this episode, she tells Sammi what her process looks like, how she works alongside account executives, and why she steers clear from any and all acronyms. You can connect with Sammi on Twitter @sammireinstein and @DriftPodcasts, and Christine on LinkedIn. Read up on Drift's Really Good Sales Plays: https://drift.ly/sales-plays

Christine Glick

Solutions Consultant

Drift's Solutions Consultant, Christine Glick, explains her process for delivering a sales demo that keeps the sales conversation moving.


3.4: Deliver a Demo That Makes a Prospect Want to Continue the Conversation (Christine Glick)

Deliver a Demo That Makes a Prospect Want to Continue the Conversation

Have you ever asked someone for more information on a product, just to have them go down a rabbit hole of features that are really not related to the problem you're looking to solve?
Us too.
This frustration caused us to reach out to Drift's Solutions Consultant, Christine Glick.
Christine has figured out the art of crafting a demo that answers the questions her prospects actually have, so in this episode, she tells Sammi what her process looks like, how she works alongside account executives, and why she steers clear from any and all acronyms.


As we've learned this season, videos, emails, virtual events, and personalized demos all help to continue conversations with both prospects and buyers, but what about meeting prospects and buyers on the channel where they already spend a lot of their day (for better or for worse)? That channel is social media, and if used correctly, it can be the secret to cutting through sales noise. Julie Atherton, the founder of Small Wonder, a social media transformation advisory and marketing consultancy, has spent the past 15 years researching social media's role in a buying cycle. Today, she joins Sammi for the Season 3 finale to share her best practices for starting, and continuing, conversations with both prospects and buyers through social media. You can connect with Sammi and Julie on Twitter @sammireinstein, @DriftPodcasts, and @JulieAthertonSW. Read up on Drift's Really Good Sales Plays: https://drift.ly/sales-plays Get Julie's newest book, B2B Social Selling Strategy for 20% with the code AMK20: <a href="http://koganpage.com/B2BSocialSelling" rel="noopener noreferrer" target="_blank">koganpage.com/B2BSocialSelling</a> Learn more from Julie: https://digitalmarketinginstitute.com/blog/authors/julie-atherton

Julie Atherton

Founder, Small Wonder

Social media strategist Julie Atherton explains how sellers can incorporate social media into their B2B sales strategy.


3.8: How to Effectively Incorporate Social Media into a B2B Sales Strategy (Julie Atherton)

How to Effectively Incorporate Social Media into a B2B Sales Strategy

As we've learned this season, videos, emails, virtual events, and personalized demos all help to continue conversations with both prospects and buyers, but what about meeting prospects and buyers on the channel where they already spend a lot of their day (for better or for worse)?

That channel is social media, and, if used correctly, it can be the secret to cutting through sales noise.

Julie Atherton, the founder of Small Wonder, a social media transformation advisory and marketing consultancy, has spent the past 15 years researching social media's role in a buying cycle. Today, she joins Sammi for the Season 3 finale to share her best practices for starting, and continuing, conversations with both prospects and buyers through social media.


Ah the holidays. A time of stringed lights, sweet treats, and trying to manage your business and personal life more than any other time of year. With so many distractions, it can be tricky to stay focused on work conversations, and even trickier to get important conversations on your prospects' calendars. That's why for this week's episode we sat down with Kristin Moore, the Head of Sales Development at Motive - a platform that combines hardware with AI-powered applications to connect and automate physical operations - to see how her team does it. With 7+ years in the business development world, Kristin shares what she's found to be successful when it comes to outbound messaging that converts, how to maintain close alignment between AEs and SDRs, and how to keep her team motivated through the end of the quarter. You can connect with Sammi on Twitter @sammireinstein and @DriftPodcasts, and Kristin on LinkedIn. Read up on Drift's Really Good Sales Plays: https://drift.ly/sales-plays

Kristin Moore

Head of Sales Development - Lower Market

Kristin Moore, Head of Sales Development at Motive, shares her tips for closing deals during the holiday season. 


3.7: How to Keep Sales Conversations Moving During a Busy Holiday Season (Kristin Moore)

How to Keep Sales Conversations Moving During a Busy Holiday Season

Ah the holidays. A time of stringed lights, sweet treats, and trying to manage your business and personal life more than any other time of year.
With so many distractions, it can be tricky to stay focused on work conversations, and even trickier to get important conversations on your prospects' calendars.
That's why for this week's episode we sat down with Kristin Moore, the Head of Sales Development at Motive - a platform that combines hardware with AI-powered applications to connect and automate physical operations - to see how her team does it.


On this show, we've covered how email, chat, video, and content can start, and continue, conversations. But despite all these strategies, there's still one area of marketing that hasn't been uncovered: events. Whether digital or in-person, events are great talking points to bring up with customers and prospects. No one knows this better than Kelly Cheng, the Head of Marketing and Growth at Goldcast. On this week's episode, Kelly shares her secrets for enabling sales to invite their prospects to events, communicating the ROI of events to the broader go-to-market organization, and creating events that people will actually want to talk about. Like this episode? We'd love it if you could leave us a ⭐️⭐️⭐️⭐️⭐️⭐️ review! And make sure to subscribe, so you never miss an opportunity to learn more about starting conversations in the Revenue Era. You can connect with Sammi and Kelly on Twitter @sammireinstein, @kellyhcheng, and @DriftPodcasts. Read up on Drift's Really Good Sales Plays: https://drift.ly/sales-plays

Kelly Cheng

Head of Marketing & Growth, Goldcast

Goldcast's Head of Marketing and Growth explains how events help continue conversations with buyers no matter where they're at in their buying journey.


3.6: How Events Can Help You Continue the Conversation (Kelly Cheng)

How Events Can Help You Continue the Conversation

On this show, we've covered how email, chat, video, and content can start, and continue, conversations. But despite all these strategies, there's still one area of marketing that hasn't been uncovered: events. Whether digital or in-person, events are great talking points to bring up with customers and prospects.

No one knows this better than Kelly Cheng, the Head of Marketing and Growth at Goldcast. On this week's episode, Kelly shares her secrets for enabling sales to invite their prospects to events, communicating the ROI of events to the broader go-to-market organization, and creating events that people will actually want to talk about.


As much as we want every sales cycle to be smooth from the first touch to renewal, we know that there can be bumps along the way. What do we do when a prospect stops responding to our follow-up emails? We get creative. Joining us on the show today is founder of The Bot Lab and long-time Drift partner, Eliav Cohen. Eliav loves getting creative in his outreach, on this episode, he shares the three key tactics he's found most successful in preventing the dreaded "ghost." Over the course of 30 minutes, you'll learn about Drift Video, website personalization, and the power of conversational content. Like this episode? We'd love it if you could leave us a ⭐️⭐️⭐️⭐️⭐️⭐️ review! And make sure to subscribe, so you never miss an opportunity to learn more about starting conversations in the Revenue Era. You can connect with Sammi on Twitter @sammireinstein, @DriftPodcasts, and Eliav on LinkedIn. Read up on Drift's Really Good Sales Plays: https://drift.ly/sales-plays

Eliav Cohen

Founder, The Bot Lab

Founder of The Bot Lab, Eliav Cohen, talks through three key sales strategies to prevent prospects from going dark, or "ghosting" you.


3.5: Don't Get Ghosted: Sales Tips To Keep Your Prospects from Going Dark (Eliav Cohen)

Don't Get Ghosted: Sales Tips To Keep Your Prospects from Going Dark

Joining us on the show today is the founder of The Bot Lab and long-time Drift partner, Eliav Cohen. Eliav loves helping teams get creative in their sales outreach. On this episode, he shares the three key tactics he's found most successful in preventing the dreaded "ghost." 


Selling is a team sport - we've all heard the phrase. But what does that actually look like in practice? No one knows better than the CMO of ROI DNA, Heidi Darling. ROI DNA is a full-service digital marketing agency focused on helping its clients deliver account-based experiences that accelerate revenue for their businesses. On this episode of Conversation Starters, Heidi explains how ROI DNA's sales and marketing teams work together to create effective messaging, what tools she thinks a modern marketing tech stack can't live without, and how the conversation amongst go-to-market teams doesn't stop after the initial sale. Like this episode? We'd love it if you could leave us a ⭐️⭐️⭐️⭐️⭐️⭐️ review! And make sure to subscribe, so you never miss an opportunity to learn more about starting conversations in the Revenue Era. You can connect with Sammi on Twitter @sammireinstein, @DriftPodcasts, and Heidi on LinkedIn. Read up on Drift's Really Good Sales Plays: https://drift.ly/sales-plays

Heidi Darling

Chief Marketing Officer, ROI DNA

ROI DNA CMO explains how sales and marketing teams should work together to maintain consistent communication with customers and prospects.


3.3: How Sales + Marketing Can Work Together to Keep the Conversation Flowing (Heidi Darling)

How Sales + Marketing Can Work Together to Keep the Conversation Flowing

On this episode of Conversation Starters, Heidi explains how ROI DNA's sales and marketing teams work together to create effective messaging, what tools she thinks a modern marketing tech stack can't live without, and how the conversation amongst go-to-market teams doesn't stop after the initial sale.


It's no secret that today's buying cycles are complicated. 7-10 stakeholders...countless reviews...it can be hard to keep track of it all. That's why we set aside time this season to learn more about how the Drift for Sales product helps keep the buying cycle moving as seamlessly as possible. Holly Xiao, Group Product Marketing Lead at Drift, joins Sammi on the show to explain how the Drift for Sales product can be used for inbounding, outbounding, and managing a deal. In this episode, you'll hear Holly's opinions on the need for a balance between the art and science of selling, how specific insights can help inform deal cycles, and why personalization should be a priority. You can connect with Sammi on Twitter @sammireinstein and @DriftPodcasts, and Holly on LinkedIn.﻿ Read up on Drift's Really Good Sales Plays: https://drift.ly/sales-plays

Holly Xiao

Group Product Marketing Lead, Drift

Group Product Marketing Lead at Drift, Holly Xiao, explains how Drift for Sales helps sellers in every stage of the funnel.


3.2: How Drift for Sales Helps Sellers at Every Stage of the Funnel (Holly Xiao)

How Drift for Sales Helps Sellers at Every Stage of the Funnel

It's no secret that today's buying cycles are complicated. 
7-10 stakeholders...countless reviews...it can be hard to keep track of it all. 
That's why we set aside time this season to learn more about how the Drift for Sales product helps keep the buying cycle moving as seamlessly as possible.
Holly Xiao, Group Product Marketing Lead at Drift, joins Sammi on the show to explain how the Drift for Sales product can be used for inbounding, outbounding, and managing a deal. 


B2B marketers and sellers, welcome to the Revenue Era — where conversations are the new B2B currency. Through the power of conversations with Drifters, customers, and special guests, Sammi Reinstein (one of Drift’s own conversation experts), explores how a focus on things like copywriting, web experience, and team alignment can accelerate revenue for your business. Leave each episode feeling empowered with the knowledge you need to start your next conversation.

3.4: Deliver a Demo That Makes a Prospect Want to Continue the Conversation (Christine Glick)

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Today's Host

Sammi Reinstein

Today's Guests

Christine Glick

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