The Pavilion Podcast
The Pavilion Podcast

Episode · 1 month ago

Ep 145: Diversity and Inclusion in Sales w/ Nikki Ivey

ABOUT THIS EPISODE

Ep 145: Diversity and Inclusion in Sales w/ Nikki Ivey

Part of the "Is This A Good Time?" series hosted by Brandon Barton.

Hello and welcome back to the pavilionpodcast. I'm your host, Brandon Martin and you are listening to is this a goodtime, the show where I put pavilion members on the hot seat for 15 minutes,and we hear their incredible stories, We really shows on Tuesdays andthursday. So hit subscribe. So you do not miss hearing from our experts.Today, we have a great member of the Pavilion, Nikki ivy, she's head ofgrowth Development at culture perspective and we talk about diversityand inclusion in sales amongst so many other things. This episode was broughtto you by sunday, So Cindy so is the leading sending platform is the mosteffective way for revenue generating teams to stand out with new ways toengage at strategic points throughout the customer journey by connectingdigital and physical strategies. Companies can engage, acquire andretain customers easier than before. All right, let's do this episode 68 isthis a good time. All right, super...

...excited to have today's guest. So,Nikki I B is with us. She is the head of growth Development at cultureperspective, also a co founder of SDR defenders, which was recently acquiredby Pavilion. So a lot of good stuff to dive into. Nikki, thank you so much forjoining. Thank you. I'm excited to talk to you today. Well, Nicky, if you'velistened to the pot, you know, I'll meet no filler. We jump right into thequestion. So why don't you tell us about your current role that you haveand how you got here and I'm also going to throw in a little bonus, tell usabout the origins of SDR defenders. Yes. Um, so I'll start with my current role.It's pretty straightforward as head of growth development at culturedperspective. We're a consultancy. So I handle the top of funnel strategy andexecution for, you know, usually series a startups um, as most of you probablyknow, typically a founder slash Ceo, we'll need a lot of help, but oftenthey don't know, you know what that looks like from a sales perspective. Soit's fun to go in and help people make,...

...you know, something out of nothing.Cool, very cool. And, and so growth development, that means you are workingwith CeoS, are you, are you seeking out new businesses for, for the company weare working with Ceos, Are you asking me like what my your role, your role?I'm I consult, I go, we find, yeah, when people sign on with us, I go andone of the reasons why it was important to me, I'll just drop it here isculture perspective is a black owned agency. What I remember from when Ifirst started as a salesperson is that when it came to, you know, who wastouted as having expertise, none of them looked like me. So you canimplicitly get this idea that expertise comes from a certain archetype and it'sreally exciting, especially because we're dealing with a lot of new salespeople coming into the industry for them to be introduced through sort of,this lens of inclusion. I love that and this, this can serve as a 15 minutecommercial for your company because because essentially, anybody who'slistening, who's the ceo or needs...

...helping growth development is in thatstage. I mean, you could you could potentially come and get Nicky to comework with you. So this is this is excellent. Yes. And it's not just me,it's this Gentleman Marcus Knight from Text. Yo Marcus has got a couple of,you know, successful exits under his belt. Ellis Stone, who is a BDR managerall day long. Uh many of us are there and it's fun for us to be able towithout it having to be like full time employment all the time. It's it's funfor us to be able to do what we love to do, and like I said, help folks getwhere they're trying to go. I love it. I love it. All right, well, that's therule today. Tell us about the beginnings of SDR defenders. It's areally fun story, actually. Right. So, I had come to a point during Covidwhere I was seeing a lot of two things happened, right? I was seeing obviouslythis sort of mass termination for lack of a better term of, of sales people,they were the first to go. So, you had...

...this group of sales folks who were, youknow, looking to get back into work, but they were seeing a lot of like,really, I'm gonna say a bad advice on linkedin on, on, you know how to dothis. And, and so I had posted about it, I posted specifically about the sort ofplight of sdrs josh Roth had seen it and he was sort of thinking the samething. I was thinking, I still have a screenshot of it. He actually commentedon that post and said, this is great. Nicky, I have an idea, I'll DM you. Andthe idea was SDR defenders. Uh, and so we sort of joined forces with tomBogarde Bishop, eric and Kyle Coleman and you know, the rest is history andalso the president. Yeah, for sure, for sure. And then, and then somehow Samfound out about the organization was like, this should be part. Let me wrapthis up in Pavilion. Yeah. Because the other members that I just talked aboutare the other founders that I just talked about. They are all in, we're in,you know, Pavilions formerly revenue...

Collective. And so he had relationshipswith them and sort of understood that there was a shared mission in terms ofdemocratizing access to the profession. And it was kind of, it sounds like a nobrainer for him. Love it. Love it. Well, that's, that's incredible. We alwaystalk about success being made up of both kind of luck and hard work. So Iwonder if in your career there's a moment of kind of extreme of eitherwhere something is propelled you forward. Yeah, definitely look, uh, notthat I don't work hard, but to this point of democratizing access to theprofession. I have been selling cars and I, you know, didn't know that thoseskills were transferrable to be, to be tech. So the very serendipitous thingthat happened is I had been, you know, selling this gentleman a car. And whenwe got through the end of the transaction, he was like, hey, have youever thought about selling software?...

And I was like, I don't even know whatthat is like that, that's the thing. You mean, people will pay me money todo that. They need to be in the air conditioning. So it's like, yeah, youshould meet my boss and I go into this sort of cattle call interview and hisboss ends up being scott lease and yeah, and I end up standing out, getting theinterview and you know, yeah, that's, that's the luck part of it. And Icounted as love, not just because it introduced me to be, to be tech, butbecause this company outbound engine that we worked at and the culture oftraining that scott had built, um, was a really good experience as far as whatcan be right in terms of like for me, it was the ideal experience for peopleto have coming into the profession because there were a lot. It was, itwas the most diverse team I've ever been on. There was psychological safety,he didn't scott doesn't believe in sort of beating yourself up, just next playmentality. And you know, and like I said, this culture of training whereeverybody was involved and you had...

...these optional meetings at like sevena.m. To skill up on the script and things like that. And it was just, itwas lovely and thats incredible. Alright. That's, that's incredible tohear. So uh, you know, along the way, I'm sure you learned a ton, you know,from scott and everybody else. I wonder what, what secret marketing or salestactic would you want to share with us? It is how to get video into a linkedinconnection request to ensure that people see it. So, and I actually didthis to SAM a while ago a couple years ago. So you get up, you know, whateverapp you're using, it has to be one where you know, there's the screen andthen your face in it and you just go to that person's, it can be, they'relinked in page. Even better if like you heard them on a podcast, you go on thatpage, you like, look SAm I what you said to such and such really resonatedwith me and I just, I had to connect with you because I don't want to miss asingle minute of the jewels you're...

...dropping out here, right? Just thatquick a message and the link looks like text in a connection request. So youdrop the link and typically these apps will tell you when someone's viewedyour video. So then you know, yes, they've seen it whether or not theyconnect is, you know, one of the other, but I've had Anywhere between like a50-65 success rate with that tactic. Wait, okay, so so so people click on alink sent to them from a stranger. Well, so what happens is these apps havewhere it's a gift. Right? And so they see a face, they see enthusiasm.Sometimes I do something goofy. Like like I will write their name on it, butall right, I'll hold this upside down. I'll hold the border and then look atit and like make fun of myself and turn it so you give them something to, towant to engage with and they have to...

...click it and it's working for me and Ilove it so much fun. You kind of start the relationship off on this sort of,I'm not like these other folks, I really do want to learn from you somuch so that I took the time to put together this video. That's awesome. Ilove it. All right, we're gonna, we're gonna do this. Do you want to drop inany, any of the platforms that you like for video? I mean you could say, heyI'm neutral, but anything that you'd recommend for people to use. Yeah, Itypically use loom, but I think the functionality I was just talking about,I think drift video has the, has the same thing. I guess it's whateveryou're comfortable with. Um I used loom to hit up the then head of sales atloom for a job interview and it works. You're spotted. He's like, here's mycalendar link. So like I said that a lot of uh, you gotta eat your own dogfood as they say, right. And I love that. That's super cool. Alright, great.Any, any positions you're hiring for today? Not just yet. We're going to belooking for contract SDRs as business...

...grows and there's, you know, demandmore demand for that. After we've laid the tracks in terms of strategy, somefolks still aren't ready to do the execution piece by themselves. So herein the next couple of quarters will probably be ready to bring on morefolks, but right now we've got it under control. Got it. And so do you ever, doyou ever find SDRs for the businesses you consult with or is it or is itreally that it's SDR as a service if you will, So we have partnerships withcompanies like us in tech. Uh, there's another, I should say relationshipswith us in tech, there's another called rework and so that's typically where wego first when someone expressed that they need access to SDR talent becauselike I said, right, we're trying to yes, get people into these roles and yes,help these companies go from something to nothing but also do it through alens of inclusion. Love this, love it awesome. And give some shout outs. Iknow you already had to your, you know,...

...your scr defenders, co founding teamand into your current team. Anybody just in general, either up and comersor you know, real thought experts that you would say, hey, they're putting outgreat content. That is that is really valuable to people the same way that,you know, you're you're interested in Sam's content. I don't know, somethinglike that. Yeah, there's there's this young man, Evan patterson and I hopeI'm saying is less than incorrectly. He was over at re praise. I forget wherehe's at now, but I had noticed a gap in um sort of the voices that arerepresented on linked in and he represents as a person who was out andqueer in sales and that's something I'd like to see more of and he's sort ofunapologetic, unabashed. Like here is who I am and what we don't need to dois have people hiding because you know, maybe you've seen it, it used to be andmaybe a lot of places that still is a...

...huge part of sales culture to not besensitive or not be thoughtful in the way that we in the way that we talkabout people on the L G B. T. Q. Spectrum. So I love to see it otherthan that a lot of folks that your listeners probably already know calumJamie is just the hardest working person, but I've come in contact within my life. Uh so I got to give her a shout out and then um GabrielleBlackwell and um Alex seen what they're doing with women in sales club I thinkis taking what, you know what Lori Richardson started at women in revenueand then bringing it to a whole new group of folks who maybe weren't aroundwhen those original communities had come out and and those women, they are,they're a freight trains, they're ready. So I love it, I love it, I love it. Wegot to get them on to do uh do a pod to tell everyone about it cause I've, I'veheard some of the activity and some of the kind of momentum and it's um it'sso great. I've had, I've had definitely...

...more than 50% women on the pot and italways is, it's just a topic how it, it has been such a male dominated industryand it's great now that there is more diversity, more inclusion, some of thestereotypes of buyers are going away because now millennials are buyers ofstuff right? Like we're all moving in and kicking out the boomers andeverything so well more than that we're all craving connection with each other.I'm not going to go into the buzzword of empathy but it's a true thing right?I go most of my day not actually talking to a human being because I sitin front of my computer and I work from home. So I think that's why thisemphasis on communities that we're seeing, where there's ones cropping upall over the place. I think that's why that's been successful. Yeah, Icouldn't agree more. Alright, well, last but not least at all because thisis the most important question to me by far. I need a secret place to eat. Giveme, give me one of your favorite spots.

It could be where you live, it could bewhere you travel. Doesn't matter. Give me a spot that we can go grab a bite orpeople who are listening to go explore. Gordo's in Austin. Gordo's in Austinwhat you have and you have to order the Ron burgundy. Okay, so so Gordo's, theyhave, it's one of those places where the bun is made out of doughnut butit's not like glazed are sweeter, anything. It's just like the crispytexture where the outside is crispy and the inside is warm and on the Ronburgundy there is, there's egg, there's bacon, there's cheddar. I mean if youlike a burger, this is like the burger, you have to have if you go to Austinthe Ron burgundy at Gordo's, I'll start working out right now to put on thosecalories. I love it. Nikki so great to have you on. Thank you so much. Andsite to just be connected. Love it. Thanks so much. That is our show. Thankyou so much for listening. If you love this show, please rate and review applepodcasts. Spotify have I see that you're not rating and reviewing. I seeyou're not So you're listening. Great.

Review. Go do it right now. Give mefive minutes of your time, smash the subscribe button too. By the way, whileyou're at it, reminder this episode was brought to you by Sandoz. So theydeliver modern direct mail, personalized gifts and other physicalimpressions that make your outreach more personal. I had fun. Hope you didtoo. Now go smash your numbers. Say something. Mhm.

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