The Pavilion Podcast
The Pavilion Podcast

Episode · 9 months ago

Ep 40: Everyone Should Listen to SDR calls feat Nicole Wonjo Smith

ABOUT THIS EPISODE

Everyone Should Listen to SDR calls feat Nicole Wonjo Smith

Hello, everyone. And welcome back tothe revenue collected podcast. I am your host, Brandon Martin, and you'relistening to Is this a good time show where I asked revenue collected memberssome really basic questions, and they have incredible answers in a short 15minute conversation. We're on Tuesdays and Thursdays each week, and I amhoping at this point you love this so much that you are going to subscribe tothe podcast apple podcast Spotify anywhere that you get your podcastsubscribe. It means a lot to us. Our guest today is Nicole Juanjo Smith v. P.Of marketing a tackle that I owe, and we talk about what you could learn fromlistening to str calls before we get going, though I wanted Thio tell you alittle bit about this month Sponsor at six cents six cents. The number oneaccount engagement platform helps you to identify accounts that air in marketfor your solution. Prioritize your efforts, engage buyers the right waywith highly relevant messaging and...

...measure what actually matters with thesix cents platform, you're able to get into more deals, improved win rates,increase overall pipeline and optimize your budget. Spend to learn more. Visitsix cents dot com slash revenue Collective. Alright, let's do this.This is episode number three. Is this a good time? Great. Thank you for beinghere, Nicole. Everyone. We have Nicole Ueno Smith joining us. She is the VP ofmarketing at tackle. That I owe and has a great story. Has been a favoritemember of the revenue Collective for quite a bit of this point, I believealso, you are one of the kind of capture head of Atlanta. Is that right?That is correct. Yeah. I leave the Atlanta chapter of Revenue Collective,and we're nearing about 170 members of that chapter. Wow, that's that isincredible. Well, look, we'll do is we always do here, and we're just gonnajump right into the meat of things, you know, and and go into to the question.So first questions, as always, what is...

...your current role and and give us asense of the company. And then, of course, how did you get into this? Thisrole and and how do you got here? Give us a little bit of your path? Sure. So,as you said, I'm currently a tackle on their VP of marketing and a tackle. Wehelped other software companies really established, operate and scale theirbusiness through the cloud marketplaces. So specifically AWS Azure and G. C PMarketplace. And before I was a tackle, I hope to other B two B organizationsstart their marketing programs from the ground up and really scale their go tomarket approach. And, yeah, that's kind of my background. And in my spare time,I like toe run around, leaving the Atlanta chapter of Revenue Collective.I love that. So, so 33 major roles. You know, before you kind of got into thisone. What's different about this role that you have now? I would say probablythe thing that's the most different is probably what the company is doing. Andwhen I've kind of done marketing and at...

...companies in the past and built theteams from the ground up, you know, it's probably been a really highoutbound approach. It first and then I've come in and built this inboundengine, you know, through demand Gen. And a really tight knit relationshipwith sales and, you know, account based marketing efforts, which we are doing,But we're really the only company in our space doing what we're doing withour software platform. There are some consultants who could do it, but theydon't have the software platform. They just have the services to help you getlisted on a marketplace but can't provide you everything to get thereporting and everything you need. So with that, we have a really closerelationship with all the cloud providers, and so they're giving us alot of leads, which is amazing of potential customers. And so that's ahuge but a huge source of our leads. And so it's a little bit of a differentmarketing approach of not, as much of you know, going out there and doing alot of the demand gen activities. It's also like, How could I market to thecloud providers to make sure they know...

...you know what we're doing? You know thelatest updates with our product as well, so they can effectively be positioningus to potential customers that air coming to them and saying that theywant to be on marketplace, that that's super cool. Yeah, that's always adifferent motion for partner marketing, and you know getting people that arenot directly tied to the financial performance of your own company to payattention to you is is often a challenge. So you know, it's all aboutattention, I guess, right, and it's whether getting it from customers orgetting it from partners who are going to get it from customers. So prettycool. Well, look, we we know that success has always made up of both hardwork and luck. Give us an example of each that that got to hear or it was apart of your career. That, and I think that's completely true. It's a lot ofboth at and some of them at the same time, I think a swell. I think myexample, probably of hard work would be probably pretty early in my career. Iwas a graduate and the journalism school University of Georgia, and so Istarted out in the PR side of the house...

...and was working at an agency, and whileI was there, I was getting my MBA at night and I knew I really wanted tomove more into a marketing role at a different company, probably, and I wasstarting to look for other jobs outside of the agency, But at that same time,the agency was really expanding and the president knew I was a little unhappywith my role, and he asked if I wanted Thio run marketing for the agency, andI really had no experience doing that, obviously. But he took a chance on mebecause he knew I would really be able to learn on the job that I could workhard. And I think he may be just, you know, didn't wanna lose me to anothercompany. But I think, you know, seeing the work ethic I had. And you know thatI was also going to school at night. He was willing. Toe kind of helped me andtrain me up on the job. But I ended up taking a job of running the marketingprogram, staying on for about six years and building out an internal marketingteam and then another team that was focused on providing marketingautomation services to our customers...

...and ended up in a leadership role andhelped take the company through acquisition by a P firm and a mergerwith five other agencies. Wow, that's incredible and and just just to beclear, Did he know that you were you know, your interest lied in marketingand said, Hey, I'll take a chance here? Or did that kind of come? Perhaps froma little intuition on their part, he didn't know that I was, that I wasinterested in the marketing side. And that's why I was going back to schoolto get that degree at night. And that was ultimately what I wanted to startdoing in my career. Yeah, total lesson there for people listening like makesure your boss knows what your and long term as well, a short term you neverknow the opportunities that are kicking around in the, you know, corner officesor whatever. I guess we're all in in our homes at this point. But fine. Butyou know, good opportunity there. And and then how did look playing? So Ifeel like a little bit of the same. It was at the agency side of things, too,and I mean, I could probably think of a...

...lot of examples of luck in my career,but I think this kind of was where I felt like Wow, luck is a little bit oflike who you know, and this helped me realize the importance of buildinggreat relationships. But I realized after the merger we had and, you know,sticking it out for about a year with the P e firm that I wanted to leave theagency world. And I knew I really wanted to be at a software companyexclusively at the agency. We only dealt with me to be health carecompanies, and when I had started the team around marketing AutomationServices, I was getting to work with Part on and Marcato and I just I lovedwhat they were doing. And ah, former team member of mine had actually goneto work at part off, and when she heard I was looking to leave, she facilitatedan introduction. Thio Startup Tech Company in Atlanta called the ZurichYou and they were software company focused on customer success, and thejob wasn't even posted on their website. What They're C. R. O had reached outthio some her boss asking if they knew...

...any marketing leaders. And so it kindof somehow travel back to me and I got an introduction there and again. Itjust was really like one of those things. That kind of right place, righttime. But it helped launch a grating chapter for me to get into the textseen at high growth startups. And I think luck is a little bit of like,having to know, you know, having a day with who, you know, building greatrelationships, like being willing to help people out. And those thingshappen for you in return. A swell. Yeah, I can't. I can't. But I totally agree.Can't emphasize this enough. I mean, we are living in a world where we mighthave more people that we know that aren't working or doing consultinginstead of full time for, you know, because they're forced Thio. This isthe moment Thio reach out to those people and say, hey and and see whatyou can do to help them. And perhaps, you know that comes comes around whenthey're in some job, like at par dot and then able to introduce you tosomething new. Very cool. You know, story there. So give us, You know, thisis where we're asking from you. Give us...

...your best sales tactic that we coulduse a Z you know members of the revenue collective tomorrow? Sure. So if you'reI think if you're whether you're a marketer sales leader, I would say oneof the biggest tips I would have is, like spend time listening to recordedcalls weekly, you know, maybe daily if you have time, but we use gone, youknow, there's lots of different tools for this, but I just think it's soimportant to like, Listen to how your prospects are finding you. Find outwhat objections they have. Sit listening on those customer calls. Imean, for me as a marketing later, this helps me with positioning like content.Um, it's gonna help me understand, like what keywords you should be targetingfor S E O. But there's just so much value in this. And I know everyone youknow, Mrs being in the office with people and hearing phone calls andconversations. And I just think this is just such a great tool for like whenyou can't be in the office with people. I love that this is great. Just listento your customers. The words they use...

...word clouded, and that's your S e ooptimization boom. Done well you know, as we wrap it up a few kind of quickfire. Question What? The key position that you're hiring for, that you wantto let people know about. I am hiring for a product marketing manager rightnow, and I'm really excited about that position. It's just gonna play such acritical role in the company and the growth this year, you know, kind ofsits at that intersection of marketing, sales, customer success, productengineering and, um, yeah, definitely looking for that. So if you'reinterested, let me know. Call a remoter Atlanta based or either were completelyremote company, so you could be wherever you would like. I love that.That's awesome. And then give us, um, shout out who you've you know whoyou've been following for content or really look to when you, when you wantto kind of read some interesting stuff about the industry? Yeah, So one personI would say is actually, she used to do this. Podcast is Casey Let Gordon she'sanother Atlanta revenue collective member, and she just started at AllMedia Company, and it's a really for...

...modern women redefining it all. You'llreally find some like real talk about mental health relationships withyourself and others and work. And she also has a great podcast is well, soI've really just, like, started getting into that, and I love it industry stuff.I really like Ed's. Um, he's a founder and managing partner Gold StarAdventures on. He talks a lot about like, what's hot and enterprise i t. Hedoes notes on like, QVC Software and Scaling Startup. So a great weeklynewsletter that comes out on Saturdays that he puts together that's awesome.Yeah, this is like been the last 12 months have been the time fornewsletters. So love that, you know, probably on AC and doing the wholething. Shout to Casey, who has, uh, certainly helped us, you know, and helpme get this up and running. So shots of her and then any other kind of up andcomers that that we should all keep an eye out for is kind of rock stars inthe making. Yes, this has been a revenue collective member in theAtlanta chapter that I've just, like,...

...learned from so much he's an associatemember. Bellagio, Yea. Today he's a director of demand. Jin metadata Io,and he's also now one of the new leaders of our C O. C. Which is revenuecollective of color. He's just got these great marketing chops. He'swritten a 50 superhero books, comic Siris for Children, and it's just likealso just one of the most genuine and positive people I've encountered. Justwilling to help everyone in different ways in revenue collective and justdoing a lot of good for the community. That's incredible. Well, shots to him.A swell and last, but not least of course, because I am completelyobsessed with food and restaurants. Give me a spot to eat. You could beanywhere. It could be in Atlanta, locally or wherever you want, but giveus a secret. I just actually went there over the holidays because it openedback up again. It's called Atlas and Buckhead. Its's a little upscale. It'sat the ST Regis there. But if you want to splurge meal, that is where youshould go to splurge. Great tasting...

...menu? Or is it is it still something?Is there anything special we should get? You should do the tasting menu Yes, anddo the wine pairings with it as well. All right, we're going Boogie. I loveit. Well, thank you so much. It's a pleasure to catch up with you andreally good stuff. Looking forward, Thio hopefully senior in person whenthis all ends, but for sure. Thank you so much for having me. Brandon. Thatwas fun. Awesome. All right, that's our show. Thank you so much for listening.If you love this show, please rate and review in the apple podcasts or Spotifyapp and send it to some friends. And make sure to smash that subscribebutton. A reminder This episode was brought to you by six cents. Powered byAI Predictive Analytics. Six cents helps you unite your entire revenueteam with a shared set of data to achieve predictable revenue growth. Hada ton of fun today. I hope you did too. So get out there and crush your numbers.

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