The Pavilion Podcast
The Pavilion Podcast

Episode · 1 year 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 to the revenue collected podcast. I am your host, Brandon Martin, and you're listening to Is this a good time show where I asked revenue collected members some really basic questions, and they have incredible answers in a short 15 minute conversation. We're on Tuesdays and Thursdays each week, and I am hoping at this point you love this so much that you are going to subscribe to the podcast apple podcast Spotify anywhere that you get your podcast subscribe. 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 from listening to str calls before we get going, though I wanted Thio tell you a little bit about this month Sponsor at six cents six cents. The number one account engagement platform helps you to identify accounts that air in market for your solution. Prioritize your efforts, engage buyers the right way with highly relevant messaging and...

...measure what actually matters with the six cents platform, you're able to get into more deals, improved win rates, increase overall pipeline and optimize your budget. Spend to learn more. Visit six 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 being here, Nicole. Everyone. We have Nicole Ueno Smith joining us. She is the VP of marketing at tackle. That I owe and has a great story. Has been a favorite member of the revenue Collective for quite a bit of this point, I believe also, 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 is incredible. Well, look, we'll do is we always do here, and we're just gonna jump 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 a sense of the company. And then, of course, how did you get into this? This role 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. We helped other software companies really established, operate and scale their business through the cloud marketplaces. So specifically AWS Azure and G. C P Marketplace. And before I was a tackle, I hope to other B two B organizations start their marketing programs from the ground up and really scale their go to market 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 this one. What's different about this role that you have now? I would say probably the thing that's the most different is probably what the company is doing. And when I've kind of done marketing and at...

...companies in the past and built the teams from the ground up, you know, it's probably been a really high outbound approach. It first and then I've come in and built this inbound engine, you know, through demand Gen. And a really tight knit relationship with 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 with our software platform. There are some consultants who could do it, but they don't have the software platform. They just have the services to help you get listed on a marketplace but can't provide you everything to get the reporting and everything you need. So with that, we have a really close relationship with all the cloud providers, and so they're giving us a lot of leads, which is amazing of potential customers. And so that's a huge but a huge source of our leads. And so it's a little bit of a different marketing approach of not, as much of you know, going out there and doing a lot of the demand gen activities. It's also like, How could I market to the cloud providers to make sure they know...

...you know what we're doing? You know the latest updates with our product as well, so they can effectively be positioning us to potential customers that air coming to them and saying that they want to be on marketplace, that that's super cool. Yeah, that's always a different motion for partner marketing, and you know getting people that are not directly tied to the financial performance of your own company to pay attention to you is is often a challenge. So you know, it's all about attention, I guess, right, and it's whether getting it from customers or getting it from partners who are going to get it from customers. So pretty cool. Well, look, we we know that success has always made up of both hard work and luck. Give us an example of each that that got to hear or it was a part of your career. That, and I think that's completely true. It's a lot of both at and some of them at the same time, I think a swell. I think my example, probably of hard work would be probably pretty early in my career. I was a graduate and the journalism school University of Georgia, and so I started out in the PR side of the house...

...and was working at an agency, and while I was there, I was getting my MBA at night and I knew I really wanted to move more into a marketing role at a different company, probably, and I was starting 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 unhappy with my role, and he asked if I wanted Thio run marketing for the agency, and I really had no experience doing that, obviously. But he took a chance on me because he knew I would really be able to learn on the job that I could work hard. And I think he may be just, you know, didn't wanna lose me to another company. But I think, you know, seeing the work ethic I had. And you know that I was also going to school at night. He was willing. Toe kind of helped me and train me up on the job. But I ended up taking a job of running the marketing program, staying on for about six years and building out an internal marketing team and then another team that was focused on providing marketing automation services to our customers...

...and ended up in a leadership role and helped take the company through acquisition by a P firm and a merger with five other agencies. Wow, that's incredible and and just just to be clear, Did he know that you were you know, your interest lied in marketing and said, Hey, I'll take a chance here? Or did that kind of come? Perhaps from a little intuition on their part, he didn't know that I was, that I was interested in the marketing side. And that's why I was going back to school to get that degree at night. And that was ultimately what I wanted to start doing in my career. Yeah, total lesson there for people listening like make sure your boss knows what your and long term as well, a short term you never know the opportunities that are kicking around in the, you know, corner offices or whatever. I guess we're all in in our homes at this point. But fine. But you know, good opportunity there. And and then how did look playing? So I feel 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 of like who you know, and this helped me realize the importance of building great 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 the agency world. And I knew I really wanted to be at a software company exclusively at the agency. We only dealt with me to be health care companies, and when I had started the team around marketing Automation Services, I was getting to work with Part on and Marcato and I just I loved what they were doing. And ah, former team member of mine had actually gone to work at part off, and when she heard I was looking to leave, she facilitated an introduction. Thio Startup Tech Company in Atlanta called the Zurich You and they were software company focused on customer success, and the job wasn't even posted on their website. What They're C. R. O had reached out thio some her boss asking if they knew...

...any marketing leaders. And so it kind of somehow travel back to me and I got an introduction there and again. It just was really like one of those things. That kind of right place, right time. But it helped launch a grating chapter for me to get into the text seen 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 great relationships, like being willing to help people out. And those things happen 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 might have more people that we know that aren't working or doing consulting instead of full time for, you know, because they're forced Thio. This is the moment Thio reach out to those people and say, hey and and see what you can do to help them. And perhaps, you know that comes comes around when they're in some job, like at par dot and then able to introduce you to something new. Very cool. You know, story there. So give us, You know, this is where we're asking from you. Give us...

...your best sales tactic that we could use a Z you know members of the revenue collective tomorrow? Sure. So if you're I think if you're whether you're a marketer sales leader, I would say one of the biggest tips I would have is, like spend time listening to recorded calls weekly, you know, maybe daily if you have time, but we use gone, you know, there's lots of different tools for this, but I just think it's so important to like, Listen to how your prospects are finding you. Find out what objections they have. Sit listening on those customer calls. I mean, 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 targeting for S E O. But there's just so much value in this. And I know everyone you know, Mrs being in the office with people and hearing phone calls and conversations. And I just think this is just such a great tool for like when you can't be in the office with people. I love that this is great. Just listen to your customers. The words they use...

...word clouded, and that's your S e o optimization boom. Done well you know, as we wrap it up a few kind of quick fire. Question What? The key position that you're hiring for, that you want to let people know about. I am hiring for a product marketing manager right now, and I'm really excited about that position. It's just gonna play such a critical role in the company and the growth this year, you know, kind of sits at that intersection of marketing, sales, customer success, product engineering and, um, yeah, definitely looking for that. So if you're interested, let me know. Call a remoter Atlanta based or either were completely remote 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 who you've been following for content or really look to when you, when you want to kind of read some interesting stuff about the industry? Yeah, So one person I would say is actually, she used to do this. Podcast is Casey Let Gordon she's another Atlanta revenue collective member, and she just started at All Media Company, and it's a really for...

...modern women redefining it all. You'll really find some like real talk about mental health relationships with yourself and others and work. And she also has a great podcast is well, so I'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 Star Adventures on. He talks a lot about like, what's hot and enterprise i t. He does notes on like, QVC Software and Scaling Startup. So a great weekly newsletter 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 for newsletters. So love that, you know, probably on AC and doing the whole thing. Shout to Casey, who has, uh, certainly helped us, you know, and help me get this up and running. So shots of her and then any other kind of up and comers that that we should all keep an eye out for is kind of rock stars in the making. Yes, this has been a revenue collective member in the Atlanta chapter that I've just, like,...

...learned from so much he's an associate member. 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 revenue collective of color. He's just got these great marketing chops. He's written a 50 superhero books, comic Siris for Children, and it's just like also just one of the most genuine and positive people I've encountered. Just willing to help everyone in different ways in revenue collective and just doing 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 completely obsessed with food and restaurants. Give me a spot to eat. You could be anywhere. It could be in Atlanta, locally or wherever you want, but give us a secret. I just actually went there over the holidays because it opened back up again. It's called Atlas and Buckhead. Its's a little upscale. It's at the ST Regis there. But if you want to splurge meal, that is where you should 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, and do the wine pairings with it as well. All right, we're going Boogie. I love it. Well, thank you so much. It's a pleasure to catch up with you and really good stuff. Looking forward, Thio hopefully senior in person when this all ends, but for sure. Thank you so much for having me. Brandon. That was 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 Spotify app and send it to some friends. And make sure to smash that subscribe button. A reminder This episode was brought to you by six cents. Powered by AI Predictive Analytics. Six cents helps you unite your entire revenue team with a shared set of data to achieve predictable revenue growth. Had a ton of fun today. I hope you did too. So get out there and crush your numbers.

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