In this episode of ‘The Recruitment Roundup’ our hosts are joined with David Bentham, VP, GTM at DinMo. DinMo is a Customer Data Platform (CDP) designed to help businesses better utilise their first-party data to drive marketing and sales efforts. By centralising and activating customer data, DinMo enables teams to create personalised, data-driven marketing campaigns and enhance customer engagement.

Our hosts dive deep into the strategies David used to scale a sales team from 5 to 100 reps. The conversation delves into how to effectively onboard new hires for success, and tackles the biggest challenges of recruiting at scale. David shares key insights into identifying top performers during the interview process and the attributes that lead to high performance. Discussions around the importance of building and maintaining a strong sales culture, and how to incentivise reps for consistent growth is a key topic in this episode.

The episode covers actionable tips on outreach methods, tonality, personalised vs. high-volume prospecting, and pipeline nurturing. Plus, David gives his take on the mindset difference between top-performing new business professionals and the rest. Whether you’re growing a sales team or refining your own process, this episode is packed with valuable insights!

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Mike LeatherĀ 

Sam Musiyarira

David Bentham

Key Takeaways:

Effective onboarding: Learn about the crucial elements of onboarding new hires to set them up for success, including training, mentorship, and integration into the company culture.

Recruiting challenges: The episode addresses the biggest challenges faced when recruiting at scale, providing insights on how to navigate these obstacles effectively.

Identifying top performers: David highlights key attributes to look for during the interview process that indicate a candidate will excel in sales, helping recruiters refine their selection criteria.

Building a strong sales culture: Understand the importance of building a positive and motivating sales culture, including how it contributes to team morale and overall performance.

Mindset of top performers: David provides insights into the mindset that differentiates top-performing sales professionals from their peers, offering a valuable perspective for aspiring sales leaders.

Outreach techniques: David offers actionable tips on various outreach methods, tonality, and the differences between personalised versus high-volume prospecting.

Pipeline nurturing: The discussion includes best practices for nurturing your sales pipeline to maintain engagement and drive conversions effectively.

Incentivising growth: Strategies for incentivising sales reps for consistent growth and performance are explored, ensuring teams remain motivated and productive.

David’s top interview question: Stay tuned to the end of the podcast to listen to David’s top interview question that helps him identify high achieving salespeople during the interview process.

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