013: Trusting the process: Acquia's Mike Stankus on picking up the phone, learning to talk to executives and ensuring BDRs get 'results in the business world'
The Predictable Revenue Podcast · Collin Stewart
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Show Notes
In this edition of The Predictable Revenue Podcast, hosts Collin Stewart and Aaron Ross welcome a very special guest: Mike Stankus, Senior Vice President of Special Projects at Boston's Acquia software.
Mike, who leads Acquia's global BDR team, is a veteran technology sales executive with 30 years' experience growing large-scale sales and account management teams, as well as designing global go-to-market product strategies. Mike's done it all.
In this episode, Collin, Aaron and Mike have a wide-ranging talk about how Mike's team became early adopters of the Predictable Revenue methodology, having real conversations with prospects and the importance of establishing a solid sales foundation for BDRs.
Highlights include: Mike's belief in making phone calls for outbound sales teams (10:00), Acquia's KPIs and doubling BDR pipeline output in a year (13:00), the career arc for an Acquia BDR (18:40), the four pillars of Acquia's BDR program (24:26) and Mike's passion project "Linking Sales Leaders" (42:08).