00:00.00
maxpog
Into camera we we have to do it for 2 seconds because like when it'll create some nail for for Youtube video for cover you all take this picture from from from the start we are really wow.

00:13.22
Bobby Gleavy
Um, this is so hard.

00:18.88
maxpog
Okay, so hi Robert yeah hi robert nice to meet you on podcast on bdr academy me a podcast about bdrs about people who outreach other businesses trying to sell some services and products trying to engage first.

00:19.27
Bobby Gleavy
Um, if you slide once this is max.

00:37.78
maxpog
And then maybe some account executives will help to close big deal for ah, $500000 whatever so please share you work at definitive definitive healthcare.

00:44.90
Bobby Gleavy
You know.

00:52.64
Bobby Gleavy
Yep.

00:53.21
maxpog
How you came to to work at the company and into sales. Yes, your assistant vice president at the definitive Healthcare care. So.

00:57.43
Bobby Gleavy
Yeah, yeah. Yeah I'll give my a story so definitive health care when I started there. It was a startup I was the fourth guy in the the office when we barely had a product which was cool I'd never actually sold anything before in a few years down the line I was actually. At my brother's wedding talking to my Ceo's wife and she was like oh yeah, he just took a chance on. You were cheap so you know as ah, the third salesperson it was basically the Ceo and 3 sales guys that were in an office just calling on these accounts and we really didn't have ah a product and. The way I got the job was through Craigslist dad showed up to an interview and he was like hey you want to start and you know I didn't think much of it and next thing you know we had $6000 in revenue and then we had. $100000 in revenue and then year one we're over a million in revenue and it was an absolutely wild ride and I have this like incredible passion for just the development of ah a salesperson because I learned so much in my time and.

02:16.19
Bobby Gleavy
Just personally like in valuing myself and who I was because like when I first started I wouldn't even call myself Bobby I'd call myself Robert because I thought I sounded too young when I was leaving voicemails for these people and I'd be like hi. It's Robert and then now I realize years later that the more me I am. Easier. It is to you know, just come through and like and I feel better about it too because like the more I like it's just easier to be you? Um, so I'd say that early on the struggle was I had to be perfect I had to do everything that the other person next to me was doing instead of. Taking the time taking a step back and like really thinking about what I was doing and making it a good fit so like making it my words instead of someone else's words and making it my reason for getting them. You know on the phone or in front of my product instead of someone else's reason so that was that was like you know. It's a little bit different than what you asked, but you know I started a definitive with no sales experience with a couple of guys in a conference room that was like boiler room and you know we had a lot of success early on and I'd say um I learned everything I know in sales at definitive. So happy to answer any questions.

03:29.65
maxpog
You for 12 years twelve years so you are started from very small team probablyle right? And now it's how many employees.

03:38.27
Bobby Gleavy
Yep yep, oh yeah, great question. Um, so we I think we're just over a thousand employees which is crazy. The growth has been absolutely incredible to any of the young. People out there that do watch this grab on to the people that are brought into a company. So like I think a lot of my growth happened when I actually reached out to the new faces that we hired and I was like hey how'd you do this before and then I was like oh wow, there's so many different ways to kind of you know, think about doing things. So. Today we're at about 1000 employees and the growth kind of happened in segments so it almost kind of went with the money so as we took on. You know our first round of investment that was our first kind of surge in growth and then as we you know, continued moving towards the next round where we recapitalized we took on a massive amount of growth. Ah, so we went from like probably like 10 to like fifty over the first like 5 years or so and then we grew to like 200 and then we went from like 200 to like a thousand in a matter of a couple of years it seemed like.

04:45.47
maxpog
Cool and can you share like what you started to sell when you just joined a company. What was your position else.

04:53.20
Bobby Gleavy
Yeah, so my job I was consult called the business development representative our cro actually Joe Miisoa was a business development representative at the time as well though he yeah was a little bit different and I think he was always kind of set. In place to be basically run the sales side of the business. So my role was Bdr and my job was basically to book. It's almost like so in software and I appreciated that our Ceo had this perspective. It's all about the like there's a it's a numbers scheme like. Matter how you slice it like and I used to have the pushback of well you know I want to have much more strategic conversations well have a lot of strategic conversations is the the answer to that so you need to be smart and think about what it is that you're messaging to these people but you also have to get in front of them and the at-bats are what like. Generate the revenue and like that's another learning that I've had is I thought I knew it all now I was like oh this is good like I've got all these meetings coming in I don't need a prospect. We've got these inbound leads and next thing you know as your company grows and the inbound leads shift a little bit. You kind of have to control your own destiny and that is like if I had something that was like sprinkled throughout this whole thing is you are in control of your own destiny. Don't put it on someone else. Otherwise you'll learn the hard lessons that you know I learned so what did I do I my goal was to hit 20 meetings a month

06:22.41
maxpog
Um, that.

06:27.41
Bobby Gleavy
Or 25 demos a month that was it and what we sold was basically a list of contacts to companies that had a footprint in healthcare care. So we'd call you know Mccasson and we'd say hey your sales and marketing teams going to market targeting these hospitals we have executives that you can. Reach out to why don't you yeah, do a demo with us and we'll sell this relational database. My job is to get 25 of those meetings a month and you know our average deal size at the time was probably like ten k um, yeah, so we've grown significantly and changed obviously over time as we've added to the.

06:57.51
maxpog
Thank you? yeah.

07:05.67
Bobby Gleavy
Products and stuff but it was like ten ten k and the cool thing was I'd never even demoed anything before and like our we the first day one. My first demo it got no one was available to even I didn't even know what the product was and I was demoing people a product that I didn't even know. Ah, but the reason I say that is. Have to do things that are outside of your comfort zone to like become more comfortable with them. So I wouldn't have done that but I didn't really have a choice and then I was like oh this is a little bit easier. So that's another thing I'd kind of recommend to the young people out there is. It's not going to be comfy out there doing these things. Always.

07:28.70
maxpog
Um, then.

07:38.79
maxpog
You know, can you can you explain in simple language. What is what is doing a definitive healthcare. So what is their services who are customers.

07:52.47
Bobby Gleavy
Yeah yep, so we we sell to um, really anyone with a footprint in health care. So our customers and the way we the way you might want to think about our product would be almost like a. Google for healthcare would be 1 way of putting it. So if you're if you're in sales and your goal is to target Massachusetts general which is a hospital in Massachusetts you'd go to the definitive platform. You'd search Massachusetts general and you'd be able to see all of this really rich information about. Massachusetts general so depending on what your product was it would help you kind of prepare for a call or you know find a way to you know, get in touch with Massachusetts general so that you could have you know a sales meeting so the type of information that we'd have would be who it is that you need to get in contact with. Like what they've been in the news for do they have any requests for proposals out there. What technologies were in place. So for example, if you sold the technology that integrated with 1 of the technologies they had in place you'd use our product to say oh all right? I want to find mass general and then I want to see that they use this technology and because they use this. Technology I want to talk to this person in it and that would be pretty much the really straightforward way. You'd look at the definitive platform now we sell to all sorts of different segments of customers today I focus specifically on life sciences in the biopharma space really pharmaceutical. Um.

09:24.13
Bobby Gleavy
And the way those organizations use The products is a little bit differently but at the highest level. It is a sales and marketing tool to help better inform a territory or better inform. The conversation you're having in that territory or you know. Create better targets for example for the the sellers that you're you know, supporting.

09:47.90
maxpog
Let's talk about your career like you started as a bdr and then you are constantly were ah taking new position more more higher. So can you explain your 12 years experience in what was reposition. What did you try to do new things on these positions.

10:09.89
Bobby Gleavy
Yeah that's ah so my my learning one of the coolest things that happened over time and I'll I'll talk a little bit about my career but there was a lot of people that were influential and the people again i. Really highly recommend that if you have colleagues or people that you kind of look up to that send them a message see if they have 10 minutes to connect just introduce yourself or bump into them in the hallway and say hi because I think that it's the people that I met that helped me. Get more comfortable with the changes that were happening year over year if you will and the reason I say that is every single year I either felt like I knew it all so I was the king of the castle I knew everything nothing no one could touch me which was so far from the truth or. I thought I knew absolutely nothing because my position changed and now I was like oh my oh goodness I I don't know what I'm doing here. Ah so I felt like less than and you know at the end of the day I'd say anytime you're feeling any particular way whether you're feeling. Really great or you're feeling like you're you know, unsure of what it is that you're doing It's always good to kind of ground yourself and you know think about what you've done. Um, think about why you've done what you've done and then also again, what I go back to is just kind of reach out to colleagues that can can help you kind of.

11:41.82
Bobby Gleavy
Get better perception maybe or a different perspective of you know the situation that you're in and the question that you asked is what was my career like so day 1 hired never sold anything before got into that you know conference room and started selling like everyone they're sold and then. Couple years in we were like a really flat organization for a long time but our Cro is doing our director of sales I guess at the time was doing a lot of the future growth of the business like what are the products that we're thinking about what are like how are we going to forecast like what's the growth strategy and. We had these new sellers that were hiring. We were hiring so I basically onboarded I don't know like the first 30 or so sellers and what that meant was they came into the office and you know I tried to what I thought was help them get up to speed on definitive so they joined my calls I joined their calls and. It was through osmosis that they you know understood what it is that we sold and it was a player coach role where I did a lot of the selling and then they ideally transitioned into selling the product you know themselves? um and that was that was the first few years and I I got a lot of that bats. Um. So I think again sales is you know, not just doing the same thing over and over again. But each time you go to one of these meetings trying to think about the meeting that you're having and after that meeting think about what you could have potentially you know done differently. So.

13:17.17
Bobby Gleavy
It's about getting at- bats and having all of these meetings but it's also about kind of once you've had the meeting reflecting on what it is that you know got you the meeting or how the meeting went or things that you might be able to do a little bit differently. So I'd I'd say like early part of my career was just a lot like a lot of. Meetings. Um, and I started growing more as I started thinking more post meeting so instead of just showing up and being there I showed up and thought about how I used my time better and like what are what are we trying to get out of this meeting like what is the purpose of this meeting. So. Again, you know back to the Bdr thing like be as intentional as you possibly can about everything that you do show up with the idea that you're going to have this conversation. It's meaningful and be there because the more I was there early on. The more I like was able to kind of change change where I was at so that's probably a little confusing what I mean by that is when I when I was present in these meetings and I was like thinking about them and and thinking about with like almost the end in mind of like what I was looking to accomplish. I could accomplish far more in in that than just doing 10 meetings a day because going into the meeting I had a plan leaving the meeting I had a plan so that meeting wasn't just for waste. It wasn't just a meeting to have a meeting. It was a meeting with a purpose that had something to to go on you know afterwards.

14:52.10
Bobby Gleavy
So early in my career I just kind of did because doing worked but the more I grew the more I spent time thinking about how I could do it a little bit differently and more effectively so that was like the first few years and then we ended up hiring this guy Stefan. Who was their Svp or well he's the v he was the director of sales office and he he was kind of like the people manager that came in and helped us kind of think about our growth strategy as it related to people and that's when we actually started our inside sales team. Um, and that was like that's like. My passion too which is cool that we're on this because the people that have come out of our insides like I will work There's like people I will work for without a doubt that come out of that inside sales program period I'd say the most successful people are the ones that are intentional. The ones that show off that are like. Bobby. Why did you say that on that call or what did you like that. What that didn't make sense or like you know what? I mean like they come. They come with a purpose and they come to not just not to challenge like me or the call but to be there and think about what's actually happening and then ask like the questions afterwards so bit of a. Ah, way to get to my career but that was kind of the first portion of definitive and then in the second half I moved into like a people manager type role where I've like started our life science like almost like started a lot of like the how we went to.

16:06.20
maxpog
Um, of.

16:22.67
Bobby Gleavy
Market and life sciences if you will um which is a different set of because like because then in that world. We're working with inside salespeople but it was a very different approach. It was much more tailored and much more thoughtful and there's a lot more. Tools that we needed to use to kind of get an edge and you know separate ourselves from the other people who are trying book meetings. Um, but that's kind of the the first part of the the career and then I move into like a people more of like a people manager type of role.

16:53.85
maxpog
So if we look at current sales at the definity of how you can um, explain what are roles in sales. So how this structure works inside of organization. What is their role of Bdr. Ah do you have only local bdrs you do or you work with some remote people also and like what is the role of Bdr what is role I don't know do have accounts executives sounds like this.

17:23.89
Bobby Gleavy
Yeah, give you the structure like kind of how the like the it's like the motion of the sale like how it goes from start to finish almost so so are organizations like a little bit more complex today than it was previously but all.

17:28.53
maxpog
Um, yeah, after.

17:41.60
Bobby Gleavy
Talk about it from the perspective of predictable revenue so predictable revenue is the salesforce model and ah maybe it's not the salesforce model. But I think someone from salesforce had written the book and that was something that the guy Stefan had brought into definitive and the concept of it at the highest level which I don't hold me to this but is. Essentially to create as many meetings as you can create and a team you know, organically within the organization that is promotable and has the skill set to move into you know a seller type of role while equipping the sellers to sell more and their job becomes all right? We're gonna move meetings from. You know discovery to evaluation or evaluation to negotiation and we're going to spend you know our inside sales team or at definitive we called it inside sales but our Sdr team would be the ones that would go get ah you know the meetings and generate like the activity and then we'd have marketing as well. That would come over the top. Um, so pdr calls on the account and is the goal is to set up a meeting they set the meeting up it we've gone through a few different variations of this. My personal preference is that they stick with the meeting that they set up because they should have a. Should want to like pursue that or I mean they do what people do what they want but in my opinion I would want to pursue what occurred after I set up this beautiful meeting I don't want to make sure that it gets to where it needs to get to so they set up the meeting and then usually it depends on like the relationship with the bdr and the.

19:17.18
Bobby Gleavy
Salesec. So if it's like a 1 to 2 or 1 to one then they're gonna be part of like the follow up and they're gonna be part of like how they get the next meeting set up. But if it's you know more of like someone that's just kind of setting meetings up for like a segment if you will they'll typically set the meeting up and then you know. Ideally, listen to the call and then that would be where you know the book stopped if you will unless they requested to continue you know listening into the the meetings which they of course could so bdr sets up the call and then it gets transitioned to a demo initial demos usually like a discovery have a conversation and then. Depending on again. What the customer's interested in buying the sale could be you know turned around in 24 hours or it could take like the sales that we do now take six months in some instances so it really depends on like what it is that the use cases and that you're selling but usually it goes from demo. Have a demo and then there's a follow-up that happens after the demo usually the initial demo is to just figure out what it is that they're looking to do how we might be a potential fit almost qualify if they have you know what we need to be a good customer just as much as they're qualifying us to be a good vendor and then. The isr kind of falls off or if it's a 1 to 1 relationship. They'll you know the way I did it I used to have like really good relationships with the inside sales because it's like the way I thought of it is like we're just I'm me, you're you and you know, no one's different than the other one we have our jobs and.

20:50.14
Bobby Gleavy
I do my job. Well you get paid. You do your job. Well I get paid and that's just how it works so what we would do is like we just had a system so they were like I'm you know I think good at selling organization might not be my. Perfect and first and foremost ah skill set so I had a lot of good relationships with isrs that would help in doing you know, not doing the like the fall but we would meet and we'd talk about it but like they'd help with like the cadence of making sure that we got to that next meeting so that is you know. If you have the opportunity to pursue beyond the first meeting I highly suggest that you try and stay in the mix if you will because that's where sales happen because one of the hardest things from an Fdr getting promoted to a bdr is that it's the oh what do I do now and it's not that.

21:44.53
maxpog
Um I have made it.

21:45.33
Bobby Gleavy
It's not oh what do I do now because you know what you do now. It's what do I do now and I haven't done that before. So it's more of like actually getting to that next step and like trying to like you know, have the conversation Beyond just setting up the initial demo.

21:49.82
maxpog
This is.

22:01.16
Bobby Gleavy
And then then obviously like usually it's like a couple of meetings and depending on the you know deal size. It'll close I mean I can go into the full sale cycle but from a Bdr perspective there and then I don't know how they're paid today and I don't even know if I really talk about it but usually from what I've heard in the past and. You know, not definitive but just generally speaking. There's some sort of tie to the meeting that was set up if a deal closes off of that and then like a flat rate for the the meeting that gets booked usually at least that's how I think how we've done in the past not I can't comment, especially as we're publicly traded I can't I don't think I comment anyways. But.

22:31.52
maxpog
Are um.

22:38.81
Bobby Gleavy
Um, ah that could be cut.

22:39.62
maxpog
And it's important to be to learn more about how the deal sexually close because like if they want to progress in their career if they visit this next meetings I think it is much easier to understand what is happening and after I said to meeting. And how how is it done really Like. Do you have online meetings or offline you you usually meet your customers maybe Covid somehow affected this process.

23:05.58
Bobby Gleavy
Yeah.

23:12.60
Bobby Gleavy
Yeah, no, that's a great great question. Um, so a lot of this is online and just to that point and generally speaking I think a lot of organizations are focused on digital now. Um software this is just my take but like software. Has been very much focused on a waterfall type sales approach where it's like looking at how many leads you're getting and converting the leads to pipeline and then converting the pipeline to close deals and over like covid when you know hospitals and stuff are shutting down like i. I personally thought I saw a lot more of that type of approach you know I guess more in like the life sciences space too where it was like all right? Let's measure how many meetings we're getting not that they like I don't know enough to say that they weren't doing that before but it just seemed like it was more on the forefront of like almost how much like a cost per lead type of. Approach. So how do we sell? It's for the I'd say 90% of its on Zoom and you know nowadays so like it's and then the process too like my ah my uncle has been is an enterprise seller. He's been selling for a long time and like I remember talking to him about this on-site meeting I was going to do and. What I did to prepare for it and he was like like that is not preparation. My friend that is not how you go visit a customer sir. So 1 thing I like to do is um, now spend a good amount of time preparing for the meeting and like.

24:37.12
maxpog
Um.

24:45.75
Bobby Gleavy
You know? so there isn't in like I like to have an internal meeting even if the isr is the 1 setting up the sdr is the 1 setting the call up like I want them to kick the thing off because like why not like if you're gonna be on the call I also have a firm belief that everyone should have a part because like why not. Like and it also makes it like more of a comfortable environment I think for everyone that's on the call anyway. So usually it's so it's an online meeting. We'll do some sort of prep meeting beforehand where we'll you know do the pre-call plan and then from there we'll get on the phone and again depending on the deal size for the most part it's going to be. You know over Zoom we like I've gone ons site like used to go on site I think more like leading into covid I think so I was ah I was leading a sales team at the time and it was it was I think we're going into the second quarter. Maybe I had been onsite like 4 times the previous quarter. So it wasn't like we were going to too often. But yeah, once a month I'd say we'd have like a big meeting where like ideally I'd love to go on site all as much as possible if our customers were open to to that but like the reality is is that not everyone's in the same place and it takes a lot. To to make that lift if you haven't done an onsite or an in-person meeting like you know there's a lot of planning that goes into it. There's a lot of stuff that is beyond just you know what happens in the meeting so seemingly some companies have you know, preferred to just.

26:15.19
Bobby Gleavy
Try and catch up on the phone and if need be we can you know deliver in person. But for the most part everything that we're doing is over the phone and you know delivered over email or not the phone but overall like Zoom or teams or whatever.

26:30.71
maxpog
Ah, if you know how the process of hiring bdrss is done in in your company. So Can you share what is important in bdrs. How do you look for them. Ah maybe. Also do work remotely or you work nerves.

26:49.45
Bobby Gleavy
Oh yes, I'll start with the remote because that was part of the prior question. So yes, we do work remotely. Um, there is an office and I think like a lot of the world. We're trying to find the right balance of. Getting back into the office. So. There's some initiatives around that but you know a good portion of the company's remote still and I think covid it it was covered in the growth too. But like the the cool thing about hire and remote is you get the pool of talent just opens up significantly. Um, so we do hire remote and we are a global company now. So with the acquisition of monocco which is one of our sister companies which is in Sweden we have a and then we also acquired analytical wizards as well. So now we have operations around the globe whereas we were. Primarily in the Us. So a lot of that has helped driven our ability to do that because there's also like all sorts of like I'm not an h r but my understanding and just working with employees that have traveled there are a lot of regulations around how employees are paid and like the taxes and like what requirements based on you know. Origin of country and like what the the country's you know rules and regulations are so there's more to hiring you know, globally you know than I guess I initially thought but we do we do hire remote and we hire globally. Um, so that was a.

28:19.20
Bobby Gleavy
Last question. What was the the the question before I answered the role I Yes to so how do we hire like who what do we like about a candidate so I can't speak for the the like our our recruiting team which actually like like our recruiting team I think is.

28:21.88
maxpog
Um, move the process. What was the process of choosing what is important in? yeah.

28:37.81
Bobby Gleavy
Spot on I think that they're like a really genuine which I think is important in recruiting is like you get someone? That's like actually answering your questions and like having a real conversation and trying to like you know, figure out if you're a fit and vice versa. So I appreciate the recruiting team that we have but the things we the things I look for are. What matters the most to me is are you going to do it like what's your motivation like what drives you? What gets you out of bed in the morning like I think what connected for me was the way I talked to Jason our Ceo about like I was like I'm here like. This is what I do this is what I'm going to do this is why I'm passionate about this and I think it was more of like I I'm betting on myself here now. Um, then I guess my educational background at the the time for the the sales role. So I think you're. Like you get in the door through your you know resume or your you know whatever the however I don't know you know what the average age of the isr is and say that this is probably first job oftentimes out of school so you get the interview but I think what's really important in the interview is being curious like. The best salespeople are just constantly curious and it's not a curiosity of I'm gonna write these 10 questions down to get to the bottom of it. It's just like the conversation we're having here like you're like oh that's interesting. So let me ask you about this. So I think that.

30:11.24
Bobby Gleavy
Just being curious about the company and the person that you're interviewing with is going to help you um and then also having some self worth too so making sure that you ask questions about the role as it relates to your skill set and you know just better understanding. You know if you're fit for them. So you're interviewing them just as much as they're interviewing you? Um, so those are just some pointers to the interview and then like the things that I look for are just I I love stories about where people just had to have had face some adversity I guess like adversity to me is a huge. Now. You don't have to go through adversity to be successful by any means. But when I look at my life I'd say one of my hated quotes but favorite is it builds character Bob my dad used to say that all the time builds character. You know you just got. You know you just lost the game.

31:02.23
maxpog
Music.

31:07.60
Bobby Gleavy
But it's character. So I'd say that like people that have like a good amount of experience. You know in life I tend to like gravitate towards intend to do you know? well cause they're showing up for the job and they're like it's almost like they're showing up for themselves too. That's another thing that I've learned is.

31:08.84
maxpog
Um.

31:25.58
Bobby Gleavy
1 of these guys I worked with last year he he was a manager for a long time and became back to individual contributor just you know it's what fit him and he's like Bobby we work together my friend but I show up to hit my pipeline if I don't have my pipeline I can't get paid. So my job is to get paid. So those are the people the the people that are back into their number and they're like all right and this is how I'm gonna approach this. So if you've never done it before a suggestion could be like how do people typically do it. They now I want to learn from everyone else I'm gonna come in the I'm gonna come in there and work hard. Um, and. Do my best and and just kind of be like honest like don't oversell yourself just be like like if this is who you are just be hungry. Um and make sure you follow up because that follow up is so important because like if you don't get the fall. It's like I know you're busy man but like follow up. So.

32:14.40
maxpog
Um, sis is growth.

32:22.20
Bobby Gleavy
I Know that that didn't necessarily answer the question but hopefully was a helpful answer itself.

32:26.49
maxpog
Yeah, yeah, this is already like a philosophy and psychology how to be a great Bdr So you have to overcome so nothing is impossible for Bdr Then what? Also you said that's try to learn more and be curious. Ah. How to how to say be curiosity.

32:46.60
Bobby Gleavy
Yeah curiosity curiosity. So one of the ah things that my brother and so my but I work with my brother and he's in sales and the chief marketinging officer at 1 of his company said to him the quality of the questions that you ask will determine and this is when he was an inside sales. He said the quality are. Sorry Sdr the quality of the questions you asked will determine the quality of your life was like that that hit that so think about now if anyone leaves here today. Think about that one because like but that always.

33:09.35
maxpog
Um, yeah, yeah, this is great. So ah yeah I used to is to meditate regularly like ah every morning and every evening doing meditation. And the same approach like how I meditate today the same quality of life I have so it was like big motivation to to do you? Yeah yeah.

33:31.13
Bobby Gleavy
Yeah, like on like we could. That's like a whole another philosophical conversation in itself like you said you meditate and but yeah, that's that we don't have to get into that. But there's so much of that like the more you can look at yourself in the mirror and the more you can.

33:46.64
maxpog
Um, now.

33:50.90
Bobby Gleavy
Hold yourself accountable for your success. The better off you are and the worst things that have happened to me is like sometimes you have success like I put baseball and like every level I went up I was like oh I stink again, you know, but like once I hit to that level like got to that level I was like oh I'm Great. You just need to remember that you're great, but you can always be better. That's the way to think of it is like don't put yourself down because you're not going to be able to grow so you just want to remind yourself of the things that you're good at and then focus on those and you know try and brush off the things that aren't going to like that you can't control and aren't going to impact you like.

34:24.50
maxpog
Um, who.

34:29.35
Bobby Gleavy
Some real psychology in sales like your success as a seller Beyond being an inside sales is how you approach it how you prepare and you know how good you are to yourself and how you believe in yourself and get yourself prepared to have these conversations because you can say I'm not good at it. But what did you do to prepare for that conversation and are you asking yourself that question So That's the other thing that's been great about like having all these new people come in is if you let if you let them in and you let them offer their perspective. You can learn a lot and it's not that you stink because you didn't know.

34:59.54
maxpog
Um, is.

35:08.79
Bobby Gleavy
It's now you have something new and you know something new that you didn't know before that's the way to think of it.

35:14.38
maxpog
Yeah, so now now I want you um to share what we do and get your feedback like is opro working or not so how how would they think about it. So we we create five months online course for aspirant pdrsrs.

35:18.47
Bobby Gleavy
Um, yeah, of course absolutely.

35:29.80
maxpog
Go to become world-class bdrs. So it is not just like a person who is first time in sales and go in a somewhere go into making application to job job pushings and but it is really prepared five months guy who did all about like predictable sales. How the decision I made in b two b like how to conduct a product resource and and understand the value chain I see what is idea customer profile of so a lot of a lot of end. It's only like the.

35:59.79
Bobby Gleavy
Dio.

36:06.36
maxpog
Maybe 10 percent or what we will teach you and the unique part of our program is that the same skills you'd develop as bdr for your work so when you for example, like outreach and write email or Linkedin message to someone. The same skills is needed to find an employer and what we want to do in our program is to show how but Bds work and then apply this to find in a job. So our students will create a network of their future employers. Potential employers they will like find. For example, they decided oh yeah I want to focus on biotech so I want to become a great bdr in the bio. Pharma um biotech and like life sciences so he will um.

36:50.64
Bobby Gleavy
Yep.

37:00.44
maxpog
Dig into this here. He will learn like what startups are there? What is what is what what they sell. How is this work. How can I outreach to my future employers so he creates like a connection on Linkedin with future employers post something about Biotech News

37:11.82
Bobby Gleavy
And hit.

37:20.15
maxpog
Or like what? Ah maybe maybe even doing some manual research in some sphere like oh I I found like there are ah 25 companies which are doing on this specific niche ah buyjack. So and then was that.

37:31.74
Bobby Gleavy
You I Um I love I'm loving everything his hey so far and I'll tell you why? but I'll let you finish obviously.

37:39.46
maxpog
And then in five months so they already have like five hundred maybe one thousand connections of potential employers who knows them that they study how to become bdrs and specialize they choose a niche so I want to do bdr for all spheres. Of course it is like. You can be. You can be bdr for everything but see you develop your knowledge in some specific niche create a network in this niche and then you show like oh I am open for for work as a pdr for a biotech company.

38:15.17
Bobby Gleavy
God Do you want you want to send us those resumes right now. Ma do you have anyone in biotech. Do you order to just pass them straight to it like that is the gold right? there those people that you're talking about at the end of that program is worth lots of money to people.

38:15.96
maxpog
So how many applications we.

38:29.57
maxpog
Um, yeah, you yeah yeah, yeah, and people so imagines that like we are doing our program. We sell this course and we guarantee that people will get at least.

38:34.95
Bobby Gleavy
Like me.

38:46.20
maxpog
Hahaha $2000 a month. So is this for for them. It's really like big opportunity in their career because someone is making like $1000 a month and they and when we say that oh in the us company. You can so. Thousand is very very very starting so small position actually like average bd sale salary in the us is 60000 a year. So. It's five thousand a month and um, so yeah and we ah we create this trust do these interviews.

39:06.41
Bobby Gleavy
Yeah.

39:13.50
Bobby Gleavy
E up.

39:23.13
maxpog
Podcast to understand that. Yeah, it's really really the rock companies who are eager to to find prepared bdrsrs.

39:29.59
Bobby Gleavy
It just like what you said just for the like my own personal like experience until I do something I don't know how to do it What you just described was a lot of work to figure Out. You know what? I mean Like. Have the ability to have that knowledge before walking into like you're gonna elevate yourself like significantly over the pack like just just knowing a little bit something about the industry is a huge bonus and then. Like you mentioned an icp like to be able to just talk about an and you know ideal customer profile like that like a big part of prospecting and being successful is identifying like low hanging fruit and being able to message that low hanging fruit the right way. And also follow up that messaging. So my guess in your Bdr Academy is that if they're picking a niche. You probably give some high-level stuff on the the niche itself. But you also give them you know a plan to like all right. This is this is what a drip campaign might look like and this is how you you do it and this is the type of content that it starts with and. Is the follow up and like just being able to know that because I feel like that's where a big part of like my time I think was spent early on was just helping finetune that stuff because the more you invest in that the easier it is going forward because then you don't have to you know.

40:56.50
Bobby Gleavy
Spend all the time doing it yourself because you can trust that someone else is doing it so those are the things that I think are and like invaluable like as I look to you know, be another a leader in the next like the next level right? So I'm a people leader of a first line manager is becoming a people leader and second line like to second line is like. You have to have experience to do it or you have to be able to like talk about it or have a program that maybe you've done or a story that you can tell this is just like that before your career starts in my opinion to or maybe not because you'd said that these are some folks that have been doing it for like a year or 2 but like yeah. I think that this is a great I don't know like I don't know the financials and investment stuff. But like if feasible this isn't absolutely because it's it's sometimes it's hard to invest in yourself too. That's the other thing that I've learned is sometimes it's hard to invest in yourself, but it tends to pay dividends.

41:47.71
maxpog
Um.

41:51.33
Bobby Gleavy
And the people that I see investing in themselves like really investing in themselves are usually the more successful people that I work with ideally.

41:59.25
maxpog
All right. It's interesting to to ask a question so you are one of the first employees right is coming and the company like Ipo so is ah had I more ah less than two years ago ah and

42:02.26
Bobby Gleavy
Yeah, yeah. Yes, dead.

42:15.75
maxpog
Was valued like $4000000000 wow and did you have shares and pull stock options when it started but.

42:23.92
Bobby Gleavy
Yeah, Well I'd say so sit on an interview Now. It's all seriousness I think the company did a really nice job of you know, make sure everyone could participate in its success if you will and I also like. You know for those of you that are at startups and stuff like but like this is just a lesson too is there's the there's different perspectives of how a business is created and there's different. Value that you know there's value that you bring by being a strong seller and bringing revenue in the door but there's also like different value when you're thinking about the capital that's being invested in the products For example, so you know.

43:08.84
maxpog
I Must love.

43:13.10
Bobby Gleavy
What I learned and I am grateful for definitive and I'm grateful for you know the the way that I was able to participate in the Ipo. Um I Think as a younger person I thought I was entitled to more to be honest, um, now that's just I think everyone should feel the way they feel and you know. Pursue What it is that you know is passionate to them or of you know the greatest interest but it is also helpful to you know, get more perspective in the full 360 view of you know so say if you're at a company that is about to ipo just try and Learn. You know. What typically happens in an ipo and how like vesting works and like just stuff like that because at the end of the day the more you know the better off you are because like for me at least there was a lot of learning. So Yes I did get to participate in it and it was awesome, but it was almost like I didn't understand enough. So every step of the way there was like another piece that I was like oh I didn't know what that was like so I Just highly recommend like if you don't know what an rsu is or ah am I like whatever it is that you've got go ask a friend. You don't have to tell him what you got but like just talk about it. So that you have the right expectations on your end is the way I'd I'd put it. Um.

44:27.77
maxpog
Yeah, and do can you can you recommend to be ther go to established company like definitive or to go to a new startup with 10 people. So what? what is your choice of how do you think about it.

44:46.46
Bobby Gleavy
I It depends I mean if you're if you I'd recommend going to a place that's probably little like if you want to map out your career going to a place that's a little bit more established is likely to get you a much cleaner. Path to to the knowledge that you need now I'm I'm different than like all the people that I like work with that like came up in a company like that that has like the sandla training and stuff but like you know I have a lot of different value that is just From. You know the school of the hard knocks if you will and being placed in the fire and having to think about it and think differently and not have like a playbook but I would write like there's a lot of success that happens with people that have come from like they go to like a bigger company cause like just even like some of the sellers that I work with now it's like you can't unteach that process. Sometimes Um, so you know I Love my time at definitive and I think that there's a ton of opportunity and startups and like being a generalist is good too cause like I had to do I did like I was doing like marketing stuff as a Bdr like you know what? I mean like so I did I got.

45:45.37
maxpog
Um.

46:01.10
maxpog
Um, is.

46:02.77
Bobby Gleavy
My hand like I was negotiating a m and a contracts with like the cfo of these massive comfo companies like you know what? I mean you get that opportunity like redlining contracts in legal terms. You know what I mean and like doing the redlines. So like those are the things that like I'm grateful to have learned but you know. If you asked me like it took me my management time to actually learn how to do a really good. You know call campaign. You know what? I mean like I didn't learn how to execute on that at the definitor of early days it was hey you have a team you have these numbers to hit. This is a qbr I need to know what your initiatives and priorities are I was like what is an initiative and priority. So like you get like 2 different versions is like I always did it and it was always successful and I think I have like a lot to offer and I can work very agile like I'm super flexible. Um.

46:47.20
maxpog
Um, to.

47:00.19
Bobby Gleavy
But you know there's some tools in the toolkit that I think you pick up when you go to a company. That's a little bit more established and people know those companies too. Um, so it's like it's like you know oh you came from Ibm Cool then I know they trained you.

47:07.38
maxpog
Um, you.

47:16.68
Bobby Gleavy
You know you spent a year there so I know at least whether you were successful or not I at least know that you got a year's worth of training so I can put that under my belt. So I don't know it doesn't give you a perfect answer for that. But hopefully it you know is kind of close.

47:23.80
maxpog
Ah, home. Yeah.

47:29.26
maxpog
Yeah, cool Bobby can you give final advice to future aspiring videos.

47:37.90
Bobby Gleavy
Yes, the quality of the questions you ask of the determine. The quality of your life. Um I be curious like as curious as you possibly can and what I mean by that is not I'm gonna write these 3 questions down and ask these 3 questions.

47:41.86
maxpog
Um, so.

47:53.73
Bobby Gleavy
Just ask more questions about the kind like what you're getting back in the conversation because you're interested so Curiosity curiosity like genuine curiosity curiosity is like really important and believe in yourself because you have to you have to believe in yourself and if you're not believing in yourself then. Reach out to a colleague find a friend make a list of the things that you've done Well um because it's too hard out there. Not to yeah, give yourself a little love So Those would be the points that I'd Ah I'd leave you all with.

48:21.50
maxpog
Know Cool. Yeah great. Thank you Very much board be is This was very nice conversation. Oh.

48:31.87
Bobby Gleavy
Yeah I Really appreciate it. Max Um, yeah, let me know if you ever want to connect again and you know any of the bdrs that are listening like I'm all I Love when people reach out to me because this why like I you cold call me I'm and I pick up I'm probably gonna book that meeting because I have so much respect.

48:47.74
maxpog
Yeah Wow If if you put this part if he puts this part in the podcast you will get hundreds of messages on videos. Um.

48:49.58
Bobby Gleavy
For the work that goes into it but you have to make it all.

48:56.54
Bobby Gleavy
Well, you know? Yeah, then then then then I need to figure out what to do with those messages.

49:03.40
maxpog
Yeah, yeah, you'll have an army of bids for any your purposes in life.

49:07.87
Bobby Gleavy
The funny thing is that always like like someone whether it's the right way or wrong way like someone asked me like hey I'm doing an interview I'll always spend the time and I just hope that like other people do that too. You know what I mean like pay it forward because I had it paid forward for me so much. So I hope I pay for it. But if it's hundreds of messages. Maybe not.

49:29.43
maxpog
Ah, okay, okay, okay, thank you very much. Okay I stop but please stay here.

49:34.60
Bobby Gleavy
This.