The Pavilion Podcast
The Pavilion Podcast

Episode · 1 year ago

Ep 82: Starting as an SDR w/ Maura Brady

ABOUT THIS EPISODE

Ep 82: Starting as an SDR w/ Maura Brady

Part of the "Is This a Good Time?" Series hosted by Brandon Barton.

Hello everyone welcome back. This is the revenue collected podcast and I'm your host, Brandon martin, you're listening to Is this a good time the show where I asked revenue collective members some really basic questions. They have incredible answers and we talked for about 15 minutes. We really shows Tuesdays and thursday. So hit subscribe. Don't miss anything. Our guest today is mara brady. She is the R. V. P. Of sales at six cents. An incredible duel by the way. But I just got a demo of and it's awesome and we talk about her journey of leaving finance to be an SDR got a lot of flak for it but then working her way up from there, this episode was brought to you by quota path. The commission tracking software built for sales operations, finance and accounting teams. Running commissions and payroll. Has you running for the hills quota path is for you quota path helps organizations track and manage commissions and pay their teams accurately and on time every time. Keep your team motivated and on target. Simplify your commissions at quarterback dot com slash revenue dash collective and give...

...your reps the gift of transparency. All right. Let's do this. Episode 31. Is this a good time? All right. Everyone, I'm so excited to have mara brady with us. Mara is the S. V. P. Sorry, our VP of sales at six cents. A former sponsor of the revenue collected podcast, which we love six cents. Thank you so much for being here. Thanks for having me. So we cut right to it all meat. No filler. So tell us a little bit about your current role, what you do And then how did you get here? How did this all end up being what you're doing? Sure. I think you just gave me a demotion on this, but I'll give you a pass. So I am rVP at six cents before getting into tech. I started out my career in finance like so many lost souls do and it was a great foundation but I kind of quickly realized wasn't for me and so like a lot of other people also do. I made my way over into being an SDR um, and I never thought I actually responded to...

...the recruiter and said, I will not work in sales. Um, and here I am, uh, it had to be a massive pay cut to go be an SDR, right. You know, it definitely was looked down upon by all of my peers. In fact, my political time told me you will regret this. Um, so you know, I was early enough where I thought I could overcome that and the pros outweigh the cons. And so I started out my career, the company called responses that went on to get bought by the Oracle marketing cloud. So I got to see what, you know, a large tech company looks like. I don't think was for me for where I was in my career. So I had a couple other stops. But ultimately my first stop at responses kind of came full circle because my current boss reached out to me when he came over to six cents about four years ago and a number of our leaders here on our executive team, work together at responses and were part of the team that helped ultimately Exit them and help with the oracle acquisition. So...

...it's in a way coming home and working with a lot of familiar faces. It's been a crazy ride going from as about employee 50 to think we're close to 400 now. So yeah, it's been fun. And even though I read the, I've read the ad copy and everyone knows what six inches because of the first like 20 episodes of my podcast, tell us what six cents does I can tell you, but you probably could tell the pitch better than I could sadly. But I'll tell you my story about what excited me about six cents I had sold at a bunch of companies that were always in more of the Martek customer experience space. But what drew me to that was the idea that we could leverage data and technology to deliver better customer experiences. And I have been selling mostly to retailers and hospitality. And I tell my customers this, I did not think that B two B marketing was the most sexy thing in the world. So when I heard that six cents was an A. B. M. Vendor, I wasn't naturally drawn to that. But...

...when I understood what six cents does really well, which is helping sellers prioritize their time and identify who is actually up in market and ready to speak to them today. If I'm going to pick up the phone and make a call and that is a challenge that I know all too well. I think all sellers can relate to. So that's why I came over and you know, four years later, we're still helping organizations with that prioritization and time efficiency, which is I think our greatest asset. Very cool. You piqued my interest on the hospital. What how, what a hospitality company used. As you said, it's B two B software essentially. Right, Apologies. Yeah. I probably spoke too fast there. I was always be to see focused around what are these brands that I can go live and understand products? And B two B. I was just like, you know, I mean that I mean, But look, you know, then then you get the incredible enigmas of B two, B two C, which is possible. I know those firsthand, so don't go do...

...that. Very cool. Um yeah, sorry, sorry that I misheard you. But look, I always say on this podcast, it takes hard work and luck to get to where you are in life. So give us a story either or both. Whatever you can about where hard work or luck it fit into kind of your journey. Sure. I'm a big proponent for focusing on what I can control its when I talk to my team about pretty much every day and unfortunately luck is not one of them. So even things that I think back to on when I felt lucky, like truly that recruiter reaching out to me at the right time and Peking my interest felt lucky at the time, but it really wasn't luck so much as taking a calculated risk. And I think that's kind of how I think about progressing my career and when you get that opportunity that might not feel like it makes sense or you know, six cents. For example, when I was approached, I was at a company that was on path to I. P. O. And frankly I believed that they would, but something in me just felt...

...like this was worth taking a risk because while it was a startup, I knew the executives, they had done it before. I believed wholeheartedly in the challenge that we were looking to solve. And so I did take the jump and I've never been more happy with the decision I've made in my career. And I think then the hard work comes right, It's, you know, you make that leap of faith, but then you've got to earn it. And I think everyone would feel the last year of Covid is probably when I've felt like I've worked the hardest. It's just been fascinating for all of us to kind of adopt and you know, figure out how to do this in a remote world and not be on airplanes. And in some ways it's been really fulfilling. But I think my goal for next year for my team, for all of us, for personal health reasons is, you know, figure out how we can work smarter, not harder just because there are so many hours in the day that now we're still glued to our zoom and I think we're going to produce better if...

...we step back. I like that. I think that's true. I think that's true. No doubt. Now you obviously lead a team of sellers. You are talking to them daily about how they can get better. You are now talking to a world of sellers because this is a worldwide podcast. Clearly give us a tactic that you would tell them. I mean it's biased because it's what we sell, but we're all in on account, account based everything. So you know, for me, I want my team again controlling what they can control. And we're lucky that we have good data and tools to tell us who we should be spending time on and for me, my team, it's executing against that. So really creating a process where we don't miss out on the signals that our data is telling us the companies are ready to buy so that we get that blind RFP or we get finally a meeting, we've been trying for six months and find out there on the finish line with our competitor. So I think in sales to be successful, it always comes down to a repeatable process. And for us, that's certainly something that we've really...

...embedded into our operating rhythm. Love that. Love that. All right, we're in the quick fire zone. So, uh, what some positions or a position that you're hiring for? Yeah. So strategic account executive. This is a new role for us this year. We've done really well in the enterprise space, but we recognize it's hard to chase after, you know, companies have 1000 or 2500 employees and you also could be spending much longer on companies, 10,000 employees and above. So right now we're really dedicating and investing into this strategic arm and I'm looking for really good sellers who want to help companies overcome some pretty big challenges. Love that. And do they have to be anywhere in particular or you remote hiring everywhere? I personally oversee our central regions. I'll make a plug for the good old midwest and Tola and mountain, but we'll take any good sellers. Love it. Love it. All right, great. And um, who are some people that...

...you, you kind of watch their content and listen to kind of what they have to say and it inspires you? Sure. So it's still International Women's Month even though it might not be, but it was when we were talking right now. Alright, alright, fair. Well it should be every month. How about that? So, um, girl, harmlessly plug our CMO latin, Me Conan, she is a straight shooter. She puts out a lot of great content um, and she just keeps it real too, which I think we can all appreciate these days. I've also really been enjoying a marvelous on linkedin, so more on the sales side. But she had a post this week that really resonated with me around the importance of a handwritten note back to your last question or two questions ago about tactics. I think sellers should not overlook how important a handwritten notice these days when we're also digital. Um, and then lily Zhang is someone a colleague of mine...

...brought to my attention who's been really posting a lot around D and I and what we should all be doing to really bring awareness to what on an individual level we can all do to better understand that issues we're facing around diversity and inclusion. So it's just been eye opening and I really enjoyed learning from her that is that it's such an important part of, of your whatever your content feed is, you should be queuing in on people who are talking about this so that you understand what the conversation is. If you are not, I am a white cis male. I am constantly not hearing the conversations that other people are having. Unless I try to, unless I put my ear into the conversation and listen to it. You know, we're gonna, we'll do a post and we'll do all the people, I've had a bunch of folks on who have talked about this and uh, we'll get some people to follow for this. It's a great fall out. I love it. We're not that people, we just need to do better. And often it just comes down to awareness and having the conversation...

Exactly right. What about some up and comers who are people that you, you feel like you are going to be rock stars today, but even bigger ones in a couple of years. So I'm a big proponent of BDR is coming through the ranks there, uh, us at six cents. Think that they should be celebrated every day two. We created BDR appreciation week recently and I want to highlight actually the BDR on our team that created that Stella wu so she is now moving into a new role to really be more of an ambassador for BDR s and how they can leverage the tools and insights at their disposal to make huge impacts for the businesses they work for because they really are the front lines. So I'm super excited about her and then I'll also give a shout out to one of my old BDR s who's now a BDR manager at gong Zoya cycle backer. Um another amazing woman in sales who's going to help, I think lead a whole new generation of sellers. Yes. Amazing, awesome. I love that. I think all your...

...shout outs for the most part for women and fits certainly with the month and I'm happy that the podcast has been more than 50 women I think on the pods. Who does to you? Yeah. Hell yes. I psyched for that. My mom's a woman so worked out right for all of us. Yeah, I think so. It's funny that you know that it takes sometimes herculean effort for people to recognize that there needs to be equality. We are sitting in March and yeah, I won't consent story anyway. All good. So uh, this is all important stuff but this is more important than anything. So brace yourself. I I need to get a secret about any restaurant that you have either could be a secret restaurant. It could be your favorite restaurant. Give me a place to eat. Any place to eat. Not my, I I will tell you that I'm not someone...

...in Covid who learned how to cook. I live in Austin. There are so many amazing restaurants here. I'll say most recently I did a taco tour. Well I had my sister in town first visitor I've had in a year. Uh There's got to be no short of 3000 taco trucks in Austin. But my favorite one and she would agree was its disk gotta on east 11th in Austin a completely white taco truck. There's no sign of john it, you drive right by it and they only make one taco. So you know it's it's their own secret. It's a mix on an L. Pastore but it's a taquito and they only do that in ST corn. So they keep it simple, but they know what they're doing. I love it. So, I now will sign up for mars taco tour when I get to Austin and we'll have to go at least hit five places because I'm totally enough top easily. I love it. Love it. Well mars so great to have you on. I really appreciate all that you've been doing in stand for and and the...

...conversations have been great. Really looking forward to kind of following along as you continue the career and best of luck with everything. Thanks, have a Great one. All right, that is our show. Thank you so much for listening. If you love the show, tell some friends, send it to some people. Give it to some people that need it. I want to this episode, especially people working their way up from an scr to be in our VP of sales. Got to hear this, send it to him reminder. This episode was brought to you by quarter past quarter. Path is the first radically transparent and to end compensation solution from sales reps to finance, get started for free at quarterback dot com slash revenue dash collecting. I had fun. So did you? I hope now go question numbers. Say something. Mhm.

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