The Pavilion Podcast
The Pavilion Podcast

Episode · 2 months ago

Ep 223: The Best Sales Calls w/ Dave Kennett

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Ep 223: The Best Sales Calls w/ Dave Kennett

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

Hello everyone, and welcome back to the pavilion podcast. I'm your host, brand of Martin. You are listening to? Is this a good time? The shore I put the billion members on a Hanti for fifteen minutes and we hear their incredible stories. Shows are out at Thursday. Hit subscribe. Don't miss hearing from our experts. Our guest today is Dave Kennedy's the CEEO and founder of replays, and we talk a lot about evaluating your reps, sales calls and how to make them better. Today's sponsor is outreach, the sales exqution platform that helps revenue organizations to liver predictable, efficient brow. All right, let's do this episode one hundred and nine. Is this a good time? All right, everyone, we are here with Dave Kennedy, is the CEO and founder of replays, based out of Vancouver. Daves, so great to have you here. Man. Yeah, thanks for having me. Brand excited to be here then. Thank you. Thank you. Well, look, I'll meet no filler. We want to jump right into the question. So why don't you tell us about your entrepreneurial journey to get into replays and founding the company? Would love to hear both what replays is doing, you know, in the space, and then obviously that path that got to be there. Yeah, for sure. We were services business over the last three years and specifically helping high growth SASS organizations with call coaching. So we jump into Gong or chorus with, you know, twenty five of our amazing coaches, who are all excellent GTN leaders out there and we would coach calls. You know, the at the obvious pain being the fact that folks just unfortunately don't have the time when they're at high scale, to be interviewing, on boarding and doing the level of coaching. And then got a lot of, you know, first time leaders who want to coach but they just don't have a framework coach to. So we've been solving through that and after watching thousands of calls and listening to thousands of calls, we've got a repeatable scale will framework we call our hundred best practices and we're just actually sun setting the services side and scaling up on a Sass product, data science for sales and the...

...whole thesis there is that sales leaders, me included, in the past, didn't know what our best sales reps are doing on a sales call to actually win down and it makes sense. Yeah, yeah, so what we're doing is, you know, and then if they don't know what it's the top reps are doing, how are you actually building a repeatable, you know framework for your calls? Discovery, Demio, close for the rest of the team, that's going to be a an ingredient for success. So we this new SASS platform as a call scoring platform, mix with data science and we're you know, analyzes on top of gone, chorus, etc. Outreach, the closed one close lost calls and tells you the differences of how your best reps are closing those calls. So that's the certainly happy to talk about the journey of how we got there, but that's where we've been the last three years and that's that's where we're eminently going as we're doing our stay stay right there for a second. I'm really curious. What is the output there to a sales leader right like is it is? It's going to say are they're like phrases that it will spit out that hey, this phrase seemed to get a positive respond I mean, like, what is the actual output that somebody's going to get on that score? Card very actionable output. One of the things that we found no one solving for right now is actually serving up very specific processes talk tracks. So we try away, we try and stay away from, you know, talk tracks to as much as we can. And because it's more about process, right, how can any sales professional follow a certain process, because we don't want anything to sound scripted. An example would be, hey, we found that in eighty six percent of the deals that move forward, after analyzing two hundred calls, a hundred that move forward and a hundred that were close lost. Eighty six percent of those calls you had to customer stories that were shared and fifty percent of the time there was Roi that was talked about in those calls. And then how there was something that's actionable right there. And it blows our mind. I mean we'll analyze what the best reps doing versus the rest of the team and we'll find five or six...

...key things. That's change in the way organizations like figiard and procurifier actually allotting their enablement spent. That's incredible. And so yeah, do tell us. How did you come up with this as a concept and and tell us about the journey to get there. Yeah, definitely was through experiencing the the pain myself. BEEN A I've been in sales my whole life. I've been a sales leader for about twenty years now and I have been in Sass for a long time, and so I've been leading through high growth technical teams for a number of years and, you know, certainly a high scale. Just didn't have the time to do the call coaching that I thought would do justice for our team and working in, you know, larger environments are our directors and our managers didn't have that time and probably because I was, you know, throwing too much stuff downhill to them, to be honest. And and so we I looked around for a third party that could help us and there wasn't one. And you know, you look at gone, course, etc. A. I've got some great stuff there. The challenges. Our research has showed less than five percent of recorded calls actually get reviewed and in a lot of cases less than two percent. So if you're not reviewing it and you're not taking those insights and doing something with it, what are you doing? So I looked around and thought I reach out to a few CEO Friends of mine in the text base and said, Hey, do you have a neat here? And then they said Yeah, sure, and I don't think you truly a product market fit unless someone's willing to pay for it. So we never gave this away. Right from the very first call coaching. We charge for it and you know, there was a great response right away. Reps were improving their win rate significantly feeling more confident. We started coaching coaches and fast forward to today and we've got a profitable, high growth business with amazed and amazing team member and just fantastic customers. Incredible. I love it, man. That's that's so cool. Well, look, success is always made of both hard work in luck, and I wondered if there was any, you know, stories of luck and in your path that that you could point...

...to and say, Hey, this is something that really wasn't exactly planed for. They got me to where I am. I mean, whether it's lucky, higher or yeah, I think there's a couple things. I think the mentors that I've chosen over time have been super helpful, and having someone tapped me on the shoulder fifteen years ago and say hey, dude, it was in one of my performance reis, like you could really benefit from a more strategic pros thought process. Why don't you pick a mentor? And the whole idea of an APP work mentorship for me at that age and stage of my career wasn't and even in our world was less pronounced right and and I just got to learn some from some amazing sales leaders. And so I think I got lucky there and then, you know, I try and pass that on as much as I can and keep folks like that involve my life. I've also was very, very fortunate. I was with one organization that I just loved. I was brought on his VP sales and eight, seven or eight months later we were acquired by Apple. Right place, right time. Love to say that. I wish I could say it was because my blue fingerprints were all over it, but it wasn't. So I was able to, you know, really benefit from that financially, but also met some amazing folks that are still close advisors and friends and was able to use some of that money to actually start our business and boots traffic the last three years all right, cool. Got Pretty Lucky there. I love that. That's great, man. Yeah, whenever something comes along with a little bit of ending to for your idea. That's a real vote of confidence for you. Know you you know specifically well. Look, I mean you know you're obviously now not only coaching or coach, you know, obviously managing a bunch of different coaches, but also listening in, I guess, on some of the best sales calls there are in the country right maybe even the world. I know that you're, you know, our neighbor to the north. Year, I'm going to ask you from more than one here. I need a couple of tactics that you think are essential for people to close deals. You know them.

This is based around what replays does. What are the themes that you see? It starts in Discovery, you know. We see reps, and we not just new Reps. we coach very senior reps who are, you know, making north of half million a year and have been selling for fifteen years in very strategic enterprise type roles. Who Don't do a great job of this. And that's discovery. It's really parking enough time there. If I'm going to do a demo and show you a BCD, well, I'm wasting your time if I'm not finding out first where you would assign your waiting if you're assigning your waiting more to a and see. Well, last where I should be spending eighty percent of my time in the demo. And it's a simple concept but it's just not done. And then, I think also really understanding the quantification. We hear this a lot, but it's so true. I don't see a lot of reps doing this, but we see the best doing it. The quantification of current state versus future state, of what could happen if you were with a solution and then that Delta and then that way at the end of the call, if they're like sorry, I just don't think you know, this is a fit. Great I respect that. I just have to ask, though. You'd mentioned that you were looking to in the last three quarters. You haven't hit target. You think it's because you didn't have a solution for this? You said that specifically. That actually cost the organization half million dollars. If you don't go with us. Fair, but what is the CAN I ask, like, what is the planet using some of that Challenger style methodology? So that would be one thing. I got a couple others. Any thought, any thoughts or questions on that? Before I jumped to the no, no, I love it. I mean, I think, you know, there's a lot of different styles that people talk about when we talk about tactics, and I am a big fan of the challenger tactic, so I like when people do bring that up. Yeah, we like Challenger as well. And and we don't consider our self methodology and consider ourself a list of best practices. Right, dance is inside methodology really, and most of our coaches have at least three methodologies. And then the...

...other would be once you get to a demo, don't go on those big monologs where it's just feat your jump and then asking hey, you know, what are your thoughts on that? It's you know, we recommend a replace best practice. Don't ever spend more than a minute and a half, two minutes tapped in a quote unquote monolog showing a feature before you actually do a meaningful we call meaningful check, which is hey, you know, you mentioned to me when we were talking a few minutes ago that ABC's super important to you and that it's actually not being done today by your current provider. Now that I've shown you this, does that solve for this and, if so, like, what does that mean to you right. That's a meaningful check in. How much more powerful is that? How much more can you learn then if you're just like any questions and there I'll usually like no, no questions. Okay. Yeah, so that would be the second thing. And then the third is more customer stories, using we find the top reps, use a minimum of two, often three, customer stories, social proof in a forty five minute call and just quick what we call one minute customer story sound bites where you talk about the pain being solved. You talked about the referral customer that you solve that pain for, you talk a little bit about our alive and then you move on. Love it, man. Those are those are those are three great ones. I hope everyone listening pick those up. Any key positions that you're hiring for? Yeah, we're hiring for a head of product right now, and okay, and that this is a very, very important role. They're going to be helping US build what I think is going to change how everyone in the world thinks about sales and and so we need someone that's got great, great Sass, building experience and and is ready to start an early, early company and really help us build something special. Maybe it tends towards that data science, because that's obviously a big part of it, no question. I mean we've got that rounded out by a phenomenal data science team, but we you know, I think someone who can bring bunch of disparate parts together, like the data science, like also playing. You know, we want to be able to we're piping information in from...

...various sales engagement platforms, like outreach, like salesloft, as well as crm, so hub spot and sales force, etc. And and then as well as revenue intelligence platforms, a gone, chorus, etc. So someone who is very strong at creating a very ecosystem friendly, build cool, love it. Love it all right, and give any shoutouts folks who you follow up and commerce, who you think our future Rock Stars or rock stars today in the making? Yeah, you know, it's interesting. I'll share a little story on this person. So Scott Barker, who I know you're familiar with because you're in the GTAM Fund and part of Pavilion. And so Scott Barker is I actually hired him for his first tech sales role a million years ago. And Yeah, and he didn't come to the table with your traditional background of what we'd be looking for, but you could just tell her something special about and we put them. We put everyone through a role play. We put him through three we made him come back twice and and this current environment that wouldn't fly. Back then it did and certainly glad we hired I. He was our best performing wrap and you know, I it was interesting how I was VP sales of this fintach at the time and you know the it's funny how the tables turn over the years. He's now actually served, you know, as a mentor to meet in a number of ways in terms of advising on our social strategy and connecting us with various communities, which has been very instrumental in our growth and and so and and I just like the way he thinks about things. So there's one other personal mentioned, but Scott is is the first one I would mention. That love Scott. Shouts, shouts to you, Buddy. Yeah, yeah, he's just awesome and he's a really good friend as well. And then Andrew Wilkinson. Andrew Wilkinson from he started metal lab and has the rolling fund called tiny and they're an investor in...

...replays. But he's just phenomenal individual. You know, he has built, I believe, over billion dollars worth of, you know, of revenue in his businesses that he's either organically built or acquired, because they acquire great companies and help build them. And I just love the way he thinks about things. So I follow him on I'm usually play on link linkedin and I don't have much of a profile on twitter. I'm like that dude that you know, I'll tweet like once a year, but I read his tweets all the time and I just get a lot, a lot out of them. Love it, love it awesome and well, those are those are two two really, really amazing people. Last but not least, very important to me and you are in a, you know, arguably the best, you know, restaurant city in Canada. Perhaps this some would make this argument, especially if you're going to just stick in the seafood zone. Tell us, man, what give us a restaurant to go to him? We Visit Vancouver? Yeah, sure, I love Shambar. It's a fantastic restaurant in gastown and we were in Gastown for many years with different startups. I've been working at and and it's very much worth whether you're there for Brunch or for a dinner. Very very good food, great service and really cool kind of vibe their shambar. Love it all right. Awesome man, Dave. Thank you so much for being on. So great to hear what you're up to. We're all cheering for you, and good luck as you as you get the new SASS product off the ground. Thanks so much, branded. I really appreciate it. All right, that's our show. Thank you so much for listening. If you love the show, do the right thing. Send it to some friends. Hit the like button in Apple's podcast spotify. Give us five stars. Do something good. This episode is brought to you by outreach, the only company that offers sales engagement, revenue intelligence and revenue operations together in one platform. Outreach helps seems prospect more efficiently, proactively fixed steel risks and win...

...more predictably. Discover how you can improve sales execution at every stage of the sales cycle by visiting outreach dot ioh I had fun today. Hope you did too. Now get out and crush your numbers.

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