Strategic Prospecting Tips | Insider Advice From Redis


Strategic Prospecting Tips | Insider Advice From Redis

2020 has been full of challenges – especially when it comes to leading a sales prospecting team.

We got fifteen SDR leaders in the B2B SaaS industry to tell the stories behind their recent pivots. In each article in this Strategic Prospecting Tips series, you’ll find real, unfiltered advice from one Sales Development Leader that’s influencing the B2B SaaS industry worldwide. 

Today we’re hearing from Ryan Liubinskas, Senior SDR Manager EMEA at Redis. Let’s jump on in! 

Tell us a bit about yourself

I’ve spent the last 15 years working in sales at some of the biggest and most influential SAAS tech companies in the world – Salesforce, Elastic, and Cloud Sherpas.

How has COVID affected Redis?

COVID-19 forced us to rethink our go-to-market strategy and pay more attention to our employees’ mental health. Redis is crucial to delivering a fast, scalable, and reliable digital platform. This messaging really resonated with our customers when the world went into lockdown due to COVID.

For our Employees, however, it was appreciating the difficulties of juggling personal responsibilities with work, allowing flexible working hours that was vital. And providing fun and social events is what kept our teams positive and motivated through this difficult period.

How changed your sales development team in response?

After the initial uncertainty, we realized our prospects needed more guidance and expert advice on how to survive in a digital world than ever. We moved to 100% online targeting (aside from the phone) and offered our prospects and customers the platform to connect.

We helped bring teams together to solve real-world problems from our interactive online annual global conference, strategic workshops, and simple introduction webinars.

What’s the most significant pivot you’ve made?

Something instrumental to our growth through this period was communication. We knew that constant communication was essential to keep motivation high and stay connected while working remotely.

Initially, our calendars were filled with back-to-back video calls. Overall, this caused more stress, longer working days, and even health problems. Quickly figuring out a healthy balance using different tools, formal and informal messages, and awareness of successes and failures proved to be the most vital part of our progress.

Want all 15 actionable prospecting tips? Download our latest ebook featuring advice from some of the best SDR leaders in the game.

Sales Prospecting Tips Ebook | OppGen

Want to check out more concrete sales advice and insights? Check out more articles.