Building a Career in Sales From Zero to Top BDR Manager – Ep. 16

[00:00:00] Speaker 1: ...started as an inside sales rep at the New York Mets and, uh, you know, I was pounding out 120 dials every single day, uh, you know, slinging season tickets. We were terrible, and that really helped me form my abilities as a salesperson because selling a very easy ticket where there's a lot of supply and not a lot of demand, on top of selling something that is not only not a have-to-have, it's not even a nice-to-have...

[00:00:29] Speaker 1: All manual. We had the phone, we had the the the headphones, you know, you got to punch nine to to get out of... It was actually punch nine-one to get out. And there were plenty of times where, you know, you would punch nine-one-one accidentally and then you'd have like internal freak out like, "No, I don't mean to call the police," and you'd have to hang up and do it all again.

[00:00:51] Speaker 1: What I didn't really think about was doing 20 dials extra per per day meant I was doing 100 extra per week and that I was going to get a lot better than them a lot faster, so I was going to learn faster than they would.

[00:01:04] Speaker 1: I'll pick up trash on the side of the street for a software company if they want. I just wanted a chance. And I kind of felt the same way that I did, you know, when I was making 120 calls every single day, like I would keep a little notepad, and every time I got rejected, I would just put a little, uh, strike on there.

[00:01:20] Speaker 1: I knew that, you know, each "no" got me closer to a "yes." I think a lot of people get caught up in what their title is, and title was just never important to me. Like, I didn't care. WalkMe could call me whatever they wanted, I just wanted the opportunity to learn.

[00:01:35] Speaker 1: I really wanted to be in a room where I was not the smartest person there. And I I really felt that at WalkMe, not only was I not the smartest person there, I wasn't close to the smartest person there.

[00:01:45] Speaker 1: There's some things that you just can't teach, and both of those fall into that. You know, I want to see somebody that is just willing to run through a wall because in in the SDR role, you kind of have to.

[00:01:57] Speaker 1: You are going to get hit with so many walls, and you are going to have to find a way to generate pipeline anyway. I have evaluated about 16 different AI tools in the last two months that would fall into the like AI SDR category.

[00:02:14] Speaker 1: I left all 16 of those demos with fairly strong conviction that each of those tools is not ready for high-utilization commercial use.

[00:02:25] Speaker 2: Welcome back to another episode of Prospecting Pros. Today on the show, we have Josh Roth. Welcome.

[00:02:31] Speaker 1: Thank you. I'm excited to be here.

[00:02:33] Speaker 2: All right, so what I like to do with every guest is just get a little bit of background. How did you make it to where you are today? Give us a rundown of how you got your your career started, some of the positions you've held, and where you currently are at in your career.

[00:02:45] Speaker 1: Sure. Uh, so I started as an inside sales rep at the New York Mets and, uh, you know, I was pounding out 120 dials every single day, uh, you know, slinging season tickets, and, uh, got really lucky that I had a lot of really great colleagues and leaders at the Mets that taught me how to sell at a high level, taught me how to prospect on my own at a really high level.

[00:03:07] Speaker 1: After the Mets, I wanted to shift into software and spent a few years in early-stage software, and, uh, 2020 went over to WalkMe as a BDR manager, uh, then at Lob I I led, um, the commercial sales team, uh, so how we defined that was under 100, excuse me, under 10 billion of revenue, uh, and then at Pipefy, uh, leading the global sales team, and have a a fun announcement coming in a couple of weeks on on where my next spot's going to be.

[00:03:34] Speaker 2: I want to jump back. First off, that's so cool you got to call for the like a sports team. I I grew up watching, I'm an A's fan, not the the the best franchise, but still grew up a big baseball fan and just I think out of college I thought, okay, what could I do that I would be passionate about? And I ended up working in, uh, tennis because that's what I I played. I played college tennis and was a coach. But I can imagine you must have been a baseball player and that somehow you landed there. Is that is that correct?

[Warning: Gemini stopped because this chunk reached the max token limit. This segment may be incomplete.]

[00:04:01] Speaker 1: Yeah, that's right. I loved baseball, was a huge fan, always wanted to work in baseball, and wanted to work on the baseball operations side, which I think a lot of young kids want to do. And over time, you know, I was kind of encouraged, "Hey, like check out sales, you know, that can be a really great way to start."

[00:04:21] Speaker 1: And it was. You know, selling for the Mets, particularly in the first two years I was there, was really difficult. We were terrible. And that really helped me form my abilities as a salesperson because selling a very easy ticket where there's a lot of supply and not a lot of demand, on top of selling something that is not only not a have-to-have, it's not even a nice-to-have, it's like a super nice-to-have. I mean, it's discretionary.

[00:04:48] Speaker 1: And so, you know, that really required an ability and a willingness to perfect your craft as much as humanly possible day in and day out. And making that many cold calls will certainly help you to do that.

[00:05:03] Speaker 2: So were you calling businesses to try to sell them on packages, or was it actual individuals?

[00:05:08] Speaker 1: It was a little bit of both. You know, I think a lot of my colleagues probably felt more comfortable calling individuals because then you can talk about, you know, how much they love the Mets, and there's some familiarity there. You know, I felt that the money was, was, you know, 99% of the time going to be on the business side.

[00:05:24] Speaker 1: And so, you know, I started calling businesses pretty early on in my career. I was calling pretty much every type of business, like scrap metal companies, restaurants. You know, I was calling anybody I could until I started to more hone in on specific industries that were probably more within our ICP, had a little bit more, um, you know, entertainment they were doing, whether it was of their own employees or of their, you know, prospective or current customers.

[00:05:54] Speaker 1: And that's really where I, I learned the ropes and started to understand the, the language that they were speaking, and over time learned to speak it back to them.

[00:06:03] Speaker 2: So at that job, was it, was there any dialers at this point in time, or was it all manual dialing?

[00:06:08] Speaker 1: All manual. We had the phone, we had the, the, the headphones. You know, you got to punch nine to, to get out of, it was actually punch nine-one to get out. And there were plenty of times where, you know, you would punch nine-one-one accidentally, and then you'd have like, an internal freak out, like, "No, I don't mean to call the police!" and you'd have to hang up and do it all again.

[00:06:30] Speaker 1: So yeah, all, all manual.

[00:06:32] Speaker 2: And so what, you were saying you're knocking out a bunch of calls, what was that like, roughly a hundred? What was the quota?

[00:06:36] Speaker 1: So our quota was 80.

[00:08:00] Speaker 1: I started as an inside sales rep at the New York Mets and, you know, I was pounding out 120 dials every single day, you know, slinging season tickets. We were terrible, and that really helped me form my abilities as a salesperson because selling a very—

[00:08:18] Speaker 1: —easy ticket where there's a lot of supply and not a lot of demand, on top of selling something that is not only not a have-to-have, it's not even a nice-to-have. All manual. We had the phone, we had the headphones. You know, you got to punch nine to get out of—it was actually punch nine-one to get out.

[00:08:39] Speaker 1: And there were plenty of times where, you know, you would punch nine-one-one accidentally and then you'd have like an internal freak out like, "No, I don't mean to call the police," and you'd have to hang up and do it all over again.

[00:08:51] Speaker 1: What I didn't really think about was doing 20 dials extra per per day meant I was doing 100 extra per week and that I was going to get a lot better than them a lot faster, so I was going to learn faster than they would.

[00:09:04] Speaker 1: I'll pick up trash on the side of the street for a software company if they want. I just wanted a chance, and I kind of felt the same way that I did, you know, when I was making 120 calls every single day. Like, I would keep a little notepad, and every time I got rejected, I would just put a little strike on there.

[00:09:20] Speaker 1: I knew that, you know, each "no" got me closer to a "yes". I think a lot of people get caught up in what their title is, and title was just never important to me. Like, I didn't care. WalkMe could call me whatever they wanted. I just wanted the opportunity to learn.

[00:09:35] Speaker 1: I really wanted to be in a room where I was not the smartest person there. And I really felt that at WalkMe, not only was I not the smartest person there, I wasn't close to the smartest person there.

[00:09:45] Speaker 1: There's some things that you just can't teach, and both of those fall into that. You know, I want to see somebody that is just willing to run through a wall because in the SDR role, you kind of have to.

[00:09:57] Speaker 1: You are going to get hit with so many walls, and you are going to have to find a way to generate pipeline anyway.

[00:10:04] Speaker 1: I have evaluated about 16 different AI tools in the last two months that would fall into the like AI SDR category. I left all 16 of those demos with fairly strong conviction that each of those tools is not ready for high-utilization commercial use.

[00:10:24] Speaker 2: Welcome back to another episode of Prospecting Pros. Today on the show we have Josh Roth. Welcome.

[00:10:31] Speaker 1: Thank you. I'm excited to be here.

[00:10:33] Speaker 2: All right, so what I like to do with every guest is just get a little bit of background. How did you make it to where you are today? Give us a rundown of how you got your career started, some of the positions you've held, and where you currently are at in your career.

[00:10:45] Speaker 1: Sure. So I started as an inside sales rep at the New York Mets and, you know, I was pounding out 120 dials every single day, you know, slinging season tickets, and got really lucky that I had a lot of really great colleagues and leaders at the Mets that taught me how to sell at a high level, taught me how to prospect on my own at a really high level.

[00:11:08] Speaker 1: After the Mets, I wanted to shift into software and spent a few years in early-stage software, and 2020 went over to WalkMe as a BDR manager, then at Lob I led the commercial sales team, so how we defined that was under 100—excuse me, under 10 million of revenue, and then at Pipefy leading the global sales team, and have a fun announcement coming in a couple of weeks on where my next spot's going to be.

[00:11:35] Speaker 2: I want to jump back. First off, that's so cool you got to call for a sports team. I grew up watching, I'm an A's fan, not the best franchise, but still grew up a big baseball fan and just think out of college I thought, okay, what could I do that I would be passionate about? And I ended up working in tennis because that's what I played, I played college tennis and was a coach.

[00:11:56] Speaker 2: But I can imagine you must have been a baseball player and that somehow you landed there. Is that correct?

[00:12:00] Speaker 1: Yeah, that's right. I loved baseball—

[00:12:00] Speaker 1: Welcome back to another episode of Prospecting Pros. Today on the show we have Josh Roth. Welcome.

[00:12:07] Speaker 2: Thank you, I'm excited to be here.

[00:12:09] Speaker 1: All right, so what I'd like to do with every guest is just get a little bit of background. How did you make it to where you are today? Give us a rundown of how you got your career started, some of the positions you've held, and where you currently are at in your career.

[00:12:21] Speaker 2: Sure. So I started as an inside sales rep at the New York Mets, and, you know, I was pounding out 120 dials every single day, you know, slinging season tickets, and got really lucky that I had a lot of really great colleagues and leaders at the Mets that taught me how to sell at a high level, taught me how to prospect on my own at a really high level.

[00:12:44] Speaker 2: After the Mets, I wanted to shift into software and spent a few years in early-stage software, and 2020 went over to WalkMe as a BDR manager, then at Lob I led the commercial sales team, so how we defined that was under 100, excuse me, under 10 million of revenue, and then at Pipefy leading the global sales team, and have a fun announcement coming in a couple of weeks on on where my next spot's going to be.

[00:13:10] Speaker 1: I want to jump back. First off, that's so cool you got to call for the like a sports team. I grew up watching, I'm an A's fan, not the the the best franchise, but still grew up a big baseball fan and just think out of college I thought, okay, what could I do that I would be passionate about? And I ended up working in tennis because that's what I I played, I played college tennis and was a coach. But I can imagine you must have been a baseball player and that somehow you landed there. Is that is that correct?

[00:13:36] Speaker 2: Yeah, that's right. I I loved baseball, was a huge fan, always wanted to work in baseball, and wanted to work on the baseball operations side, which I think a lot of, you know, young kids want to do, and over time, you know, I was kind of encouraged, "Hey, like check out sales, you know, that can be a really great way to start," and it was.

[00:13:56] Speaker 2: You know, selling for the Mets, particularly in the first two years I was there, was really difficult. We were terrible, and that really helped me form my abilities as a salesperson because selling a very easy ticket where there's a lot of supply and not a lot of demand, on top of selling something that is not only not a have-to-have, it's not even a nice-to-have, it's like a super nice-to-have, I mean, it's it's discretionary.

[00:14:26] Speaker 2: And so, you know, that really required an ability and a willingness to perfect your craft as much as humanly possible day in and day out, and making that many cold calls will will certainly help you to to do that.

[00:14:38] Speaker 1: So were you calling businesses to try to sell them on packages, or was it actual individuals?

[00:14:44] Speaker 2: It was a little bit of both. You know, I think a lot of my colleagues probably felt more comfortable calling individuals because then you can talk about, you know, how much they love the Mets and there's some familiarity there. You know, I felt that the money was was, you know, 99% of the time going to be on the business side. And so, you know, I started calling businesses pretty early on in my career.

[00:15:05] Speaker 2: I was calling pretty much every type of business, like scrap metal companies, restaurants, you know, I was calling anybody I could until I started to more hone in on specific industries that were probably more within our ICP, had a little bit more, um, you know, entertainment they were doing, whether it was of their own employees or of their, you know, prospective or current customers, and that's really where I I learned the ropes and started to understand the the language that they were speaking, and over time learned to speak it back to them.

[00:15:38] Speaker 1: So at that job, was it was there any dialers at this point in time, or was it all manual dialing?

[00:15:43] Speaker 2: All manual. We had the phone, we had the the the headphones, you know, you got to punch nine to to get out of, it was actually punch nine one to get out, and there were plenty of times where, you know, you would punch nine one one accidentally and then you'd have like internal freak out, like, "No, I don't mean to call the police," and you'd have to hang up and do it all again.

[Warning: Gemini stopped because this chunk reached the max token limit. This segment may be incomplete.]

[00:16:00] Speaker 1: I think both of those are spot on. I would add, I think people get concerned and get defensive sometimes when you offer coaching.

[00:16:15] Speaker 1: And sometimes, you know, just that, at least for me, what I try to do is help people understand like, "Hey, like, I'm not attacking you, I'm not saying you're bad, I'm just trying to raise your ability and raise our standard internally."

[00:16:30] Speaker 1: And a lot of times, I'll give coaching to people, and people may already be good. And sometimes, I'm just more interested in how they're going to react to when I give them coaching.

[00:16:45] Speaker 1: You know, sometimes it's super small things, but I just want to... I just want to kind of like test them and poke them to see if they're willing and able to learn from the coaching and dig into why I'm coaching them there.

[00:17:10] Speaker 2: Last question, and this is talked about a lot, I just wanted to get your take. So, a lot of people are talking about AI, there's AI SDRs, there's AI's built into a lot of these tools, such as some of the dialers.

[00:17:25] Speaker 2: How are you using AI with, specifically with SDRs, to make their job easier or make them more efficient? Is there any specific tools or any ways you're incorporating it?

[00:17:32] Speaker 1: Let me lead this answer off by saying that I have evaluated about 16 different AI tools in the last two months that would fall into the, like, AI SDR category.

[00:17:45] Speaker 1: I left all 16 of those demos with fairly strong conviction that each of those tools is not ready for high-utilization commercial use.

[00:18:00] Speaker 1: The way that I believe we can help SDRs, and I think the best tool on the market today is ZoomInfo's Copilot.

[00:18:15] Speaker 1: I think a way to help SDRs automate their prospecting, find the right people in the account immediately, and give a short blurb on why those people are potentially critical stakeholders...

[00:18:30] Speaker 1: ...is the best way that I see right now for us to help automate the SDR job.

[00:18:45] Speaker 1: A lot of the outreach today, whether it's AI-generated, it is AI-written and then human-edited, or it is AI-coached, all sounds pretty much the same.

[00:19:00] Speaker 1: And I don't know if you've kind of felt this way, but AI has kind of a certain way to write, and...

[00:19:15] Speaker 2: You can pick it up pretty easily.

[00:19:17] Speaker 1: Yeah, you really can. And it's just not for me. I'm sure other people would look at it and say like, "Oh, this applies to me," but I find when people use AI writing to try to sell to me, I often don't understand the value proposition...

[00:19:30] Speaker 1: ...and I leave uninterested in further exploration. You know, typically I need to make quick decisions on whether or not something is worth my time, and unless I leave something saying, "Yes, this is absolutely worth my time," I'm going to default to "no," which is I think how most people operate.

[00:19:45] Speaker 1: And I find almost every single piece of AI outreach I get leaves me feeling like the outreach is vague, and if there's vague outreach, to me, I find it's just an attempt to get on my calendar, and therefore it's not worth my time.

[Warning: Gemini stopped because this chunk reached the max token limit. This segment may be incomplete.]

[00:20:00] Speaker 1: I started as an inside sales rep at the New York Mets, and, you know, I was pounding out 120 dials every single day, you know, slinging season tickets. We were terrible, and that really helped me form my abilities as a salesperson because selling a very...

[00:20:17] Speaker 1: ...easy ticket where there's a lot of supply and not a lot of demand, on top of selling something that is not only not a have-to-have, it's not even a nice-to-have, it's...

[00:20:29] Speaker 1: All manual. We had the phone, we had the the the headphones. You know, you got to punch nine to to get out of... It was actually punch nine-one to get out. And there were plenty of times where, you know, you would punch 911 accidentally, and then you'd have like internal freak out, like, "No, I don't mean to call the police," and you'd have to hang up and do it all again.

[00:20:51] Speaker 1: What I didn't really think about was doing 20 dials extra per per day meant I was doing 100 extra per week, and that I was going to get a lot better than them a lot faster, so I was going to learn faster than they would.

[00:21:04] Speaker 1: "I'll pick up trash on the side of the street for a software company if they want." I just wanted a chance. And I kind of felt the same way that I did, you know, when I was making 120 calls every single day. Like, I would keep a little notepad, and every time I got rejected, I would just put a little strike on there.

[00:21:20] Speaker 1: I knew that, you know, each "no" got me closer to a "yes." I think a lot of people get caught up in what their title is, and title was just never important to me. Like, I didn't care. WalkMe could call me whatever they wanted. I just wanted the opportunity to learn.

[00:21:35] Speaker 1: I really wanted to be in a room where I was not the smartest person there. And I I really felt that at WalkMe, not only was I not the smartest person there, I wasn't close to the smartest person there.

[00:21:45] Speaker 1: There are some things that you just can't teach, and both of those fall into that. You know, I want to see somebody that is just willing to run through a wall because in in the SDR role, you kind of have to.

[00:21:57] Speaker 1: You are going to get hit with so many walls, and you are going to have to find a way to generate pipeline anyway.

[00:22:04] Speaker 1: I have evaluated about 16 different AI tools in the last two months that would fall into the like AI SDR category. I left all 16 of those demos with fairly strong conviction that each of those tools is not ready for high-utilization commercial use.

[00:22:24] Speaker 2: Welcome back to another episode of Prospecting Pros. Today on the show, we have Josh Roth. Welcome.

[00:22:31] Speaker 1: Thank you. I'm excited to be here.

[00:22:33] Speaker 2: All right. So what I like to do with every guest is just get a little bit of background. How did you make it to where you are today? Give us a rundown of how you got your career started, some of the positions you've held, and where you currently are at in your career.

[00:22:45] Speaker 1: Sure. So I started as an inside sales rep at the New York Mets, and, you know, I was pounding out 120 dials every single day, you know, slinging season tickets. And got really lucky that I had a lot of really great colleagues and leaders at the Mets that taught me how to sell at a high level, taught me how to prospect on my own at a really high level.

[00:23:07] Speaker 1: After the Mets, I wanted to shift into software and spent a few years in early-stage software. And, 2020, went over to WalkMe as a BDR manager. Then at Lob, I I led the commercial sales team. So, how we defined that was under 100... excuse me, under 10 billion of revenue.

[00:23:27] Speaker 1: And then at Pipefy, leading the global sales team. And have a a fun announcement coming in a couple of weeks on on where my next spot's going to be.

[00:23:34] Speaker 2: I want to jump back. First off, that's so cool you got to call for the like a sports team. I I grew up watching... I'm an A's fan, not the the the best franchise, but still grew up a big baseball fan and just I think out of college, I thought, "Okay, what could I do that I would be passionate about?"

[00:23:51] Speaker 2: And I ended up working in, uh, tennis because that's what I I played. I played college tennis and was a coach. But I can imagine you must have been a baseball player and that somehow you landed there. Is that is that correct?

[00:24:00] Speaker 1: Welcome back to another episode of Prospecting Pros. Today on the show we have Josh Roth. Welcome.

[00:24:07] Speaker 2: Thank you, I'm excited to be here.

[00:24:09] Speaker 1: All right, so what I like to do with every guest is just get a little bit of background. How did you make it to where you are today? Give us a rundown of how you got your career started, some of the positions you've held, and where you currently are at in your career.

[00:24:21] Speaker 2: Sure. So, I started as an inside sales rep at the New York Mets, and, you know, I was pounding out 120 dials every single day, you know, slinging season tickets. And got really lucky that I had a lot of really great colleagues and leaders at the Mets that taught me how to sell at a high level, taught me how to prospect on my own at a really high level.

[00:24:43] Speaker 2: After the Mets, I wanted to shift into software and spent a few years in early-stage software. And, 2020, went over to WalkMe as a BDR manager. Then at Lob, I led the commercial sales team, so how we defined that was under 100, excuse me, under 10 million of revenue. And then at Pipefy, leading the global sales team. And have a fun announcement coming in a couple of weeks on on where my next spot's going to be.

[00:25:10] Speaker 1: I want to jump back. First off, that's so cool you got to call for the, like, a sports team. I grew up watching, I'm an A's fan, not the, the, the best franchise, but still grew up a big baseball fan and just, I think out of college I thought, okay, what could I do that I would be passionate about? And I ended up working in, uh, tennis, because that's what I, I played, I played college tennis and was a coach. But I can imagine you must have been a baseball player and that somehow you landed there. Is that, is that correct?

[00:25:37] Speaker 2: Yeah, that's right. I loved baseball, um, you know, was a huge fan, always wanted to work in baseball and wanted to work on the baseball operations side, which I, I think a lot of, you know, young kids want to do. And over time, you know, I was kind of encouraged, "Hey, like, check out sales, you know, that can be a really great way to start." And it was. You know, selling for the Mets, particularly in the first two years I was there, was really difficult. We were terrible.

[00:26:02] Speaker 2: And that really helped me form my abilities as a salesperson because selling a very easy ticket where there's a lot of supply and not a lot of demand, on top of selling something that is not only not a have-to-have, it's not even a nice-to-have, it's like a super nice-to-have. I mean, it's, it's discretionary.

[00:26:24] Speaker 2: And so, you know, that really required an ability and a willingness to perfect your craft as much as humanly possible day in and day out. And making that many cold calls will, will certainly help you to, to do that.

[00:26:38] Speaker 1: So, were you calling businesses to try to sell them on packages, or was it actually individuals?

[00:26:44] Speaker 2: It was a little bit of both. You know, I think a lot of my colleagues probably felt more comfortable calling individuals because then you can talk about, you know, how much they love the Mets and there's some familiarity there. You know, I felt that the money was, was, you know, 99% of the time going to be on the business side.

[00:26:59] Speaker 2: And so, you know, I started calling businesses pretty early on in my career. I was calling pretty much every type of business, like scrap metal companies, restaurants. You know, I was calling anybody I could until I started to more hone in on specific industries that were probably more within our ICP, had a little bit more, um, you know, entertainment they were doing,

[00:27:20] Speaker 2: whether it was of their own employees or of their, you know, prospective or current customers. And that's really where I, I learned the ropes and started to understand the, the language that they were speaking, and over time learned to speak it back to them.

[00:27:38] Speaker 1: So, at that job, was it, was there any dialers at this point in time, or was it all manual dialing?

[00:27:43] Speaker 2: All manual. We had the phone, we had the, the, the headphones. You know, you got to punch nine to, to get out of, it was actually punch nine-one to get out. And there were plenty of times where, you know, you would punch nine-one-one accidentally, and then you'd have like...

[00:28:00] Speaker 1: I started as an inside sales rep at the New York Mets and, you know, I was pounding out 120 dials every single day, uh, you know, slinging season tickets. We were terrible, and that really helped me form my abilities as a salesperson because selling a very easy ticket where there's a lot of supply and not a lot of demand, on top of selling something that is not only not a have-to-have, it's not even a nice-to-have...

[00:28:30] Speaker 1: All manual. We had the phone, we had the the headphones, you know, you got to punch 9 to get out of... It was actually punch 9 1 to get out. And there were plenty of times where, you know, you would punch 9 1 1 accidentally and then you'd have like an internal freak out like, "No, I don't mean to call the police," and you'd have to hang up and do it all again.

[00:28:51] Speaker 1: What I didn't really think about was doing 20 dials extra per day meant I was doing 100 extra per week, and that I was going to get a lot better than them a lot faster, so I was going to learn faster than they would.

[00:29:04] Speaker 1: I'll pick up trash on the side of the street for a software company if they want. I just wanted a chance. And I kind of felt the same way that I did, you know, when I was making 120 calls every single day, like, I would keep a little notepad, and every time I got rejected, I would just put a little strike on there.

[00:29:20] Speaker 1: I knew that, you know, each "no" got me closer to a "yes." I think a lot of people get caught up in what their title is, and title was just never important to me. Like, I didn't care what WalkMe could call me, whatever they wanted. I just wanted the opportunity to learn.

[00:29:35] Speaker 1: I really wanted to be in a room where I was not the smartest person there. And I really felt that at WalkMe, not only was I not the smartest person there, I wasn't close to the smartest person there.

[00:29:45] Speaker 1: There's some things that you just can't teach, and both of those fall into that. You know, I want to see somebody that is just willing to run through a wall because in the SDR role, you kind of have to. You are going to get hit with so many walls, and you are going to have to find a way to generate pipeline anyway.

[00:30:04] Speaker 1: I have evaluated about 16 different AI tools in the last 2 months that would fall into the like AI SDR category. I left all 16 of those demos with fairly strong conviction that each of those tools is not ready for high utilization commercial use.

[00:30:25] Speaker 2: Welcome back to another episode of Prospecting Pros. Today on the show we have Josh Roth. Welcome.

[00:30:31] Speaker 1: Thank you. I'm excited to be here.

[00:30:33] Speaker 2: All right. So what I like to do with every guest is just get a little bit of background. How did you make it to where you are today? Give us a rundown of how you got your career started, some of the positions you've held, and where you currently are at in your career.

[00:30:45] Speaker 1: Sure. Uh, so I started as an inside sales rep at the New York Mets and, uh, you know, I was pounding out 120 dials every single day, uh, you know, slinging season tickets, and got really lucky that I had a lot of really great colleagues and leaders at the Mets that taught me how to sell at a high level, taught me how to prospect on my own at a really high level.

[00:31:07] Speaker 1: After the Mets, I wanted to shift into software and spent a few years in early-stage software, and, uh, 2020 went over to WalkMe as a BDR manager, uh, then at Lob I led, um, the commercial sales team, uh, so how we defined that was under 100, excuse me, under 10 million of revenue, uh, and then at Pipefy, uh, leading the global sales team, and have a fun announcement coming in a couple of weeks on on where my next spot's going to be.

[00:31:35] Speaker 2: I want to jump back. First off, that's so cool. You got to call for the like a sports team? I grew up watching... I'm an A's fan, not the the the best franchise, but still grew up a big baseball fan and just think out of college I thought, "Okay, what could I do that I would be passionate about?" and I ended up working in, uh, tennis because that's what I I played. I played college tennis and was a coach. But I can imagine you must have been a baseball player and that somehow you landed there. Is that is that correct?

[00:32:00]

[00:32:00] Speaker 1: Welcome back to another episode of Prospecting Pros. Today on the show we have Josh Roth. Welcome.

[00:32:06] Speaker 2: Thank you, I'm excited to be here.

[00:32:09] Speaker 1: All right, so what I like to do with every guest is just get a little bit of background. How did you make it to where you are today? Give us a rundown of how you got your career started, some of the positions you've held, and where you currently are at in your career.

[00:32:21] Speaker 2: Sure. So, I started as an inside sales rep at the New York Mets, and, you know, I was pounding out 120 dials every single day, you know, slinging season tickets, and got really lucky that I had a lot of really great colleagues and leaders at the Mets that taught me how to sell at a high level, taught me how to prospect on my own at a really high level.

[00:32:44] Speaker 2: After the Mets, I wanted to shift into software and spent a few years in early-stage software, and, 2020, went over to WalkMe as a BDR manager, then at Lob, I led the commercial sales team. So, how we defined that was under 100, excuse me, under 10 million of revenue. And then at Pipefy, leading the global sales team, and have a fun announcement coming in a couple of weeks on where my next spot's going to be.

[00:33:11] Speaker 1: I want to jump back. First off, that's so cool you got to call for the, like, a sports team. I grew up watching, I'm an A's fan, not the, the, the best franchise, but still grew up a big baseball fan, and just, I think out of college, I thought, okay, what could I do that I would be passionate about? And I ended up working in, uh, tennis, because that's what I, I played, I played college tennis and was a coach. But I can imagine you must have been a baseball player and that somehow you landed there. Is that, is that correct?

[00:33:37] Speaker 2: Yeah, that, that's right. I, I loved baseball, um, you know, was a huge fan, always wanted to work in baseball, and wanted to work on the baseball operations side, which I, I think a lot of, you know, young kids want to do. And over time, you know, I was kind of encouraged, "Hey, like, check out sales, you know, that can be a really great way to start." And it was. You know, selling for the Mets, particularly in the first two years I was there, was really difficult. We were terrible.

[00:34:03] Speaker 2: And that really helped me form my abilities as a salesperson because selling a very easy ticket where there's a lot of supply and not a lot of demand, on top of selling something that is not only not a have-to-have, it's not even a nice-to-have, it's like a super nice-to-have, I mean, it's, it's discretionary. And so, you know, that really required an ability and a willingness to perfect your craft as much as humanly possible, day in and day out, and making that many cold calls will, will certainly help you to, to do that.

[00:34:39] Speaker 1: So, were you calling businesses to try to sell them on packages, or was it actually individuals?

[00:34:44] Speaker 2: It was a little bit of both. You know, I think a lot of my colleagues probably felt more comfortable calling individuals because then you can talk about, you know, how much they love the Mets and there's some familiarity there. You know, I felt that the money was, was, you know, 99% of the time going to be on the business side. And so, you know, I started calling businesses pretty early on in my career.

[00:35:05] Speaker 2: I was calling pretty much every type of business, like scrap metal companies, restaurants. You know, I was calling anybody I could until I started to more hone in on specific industries that were probably more within our ICP, had a little bit more, um, you know, entertainment they were doing, whether it was of their own employees or of their, you know, prospective or current customers. And that's really where I, I learned the ropes and started to understand the, the language that they were speaking, and over time learned to speak it back to them.

[00:35:39] Speaker 1: So, at that job, was it, was there any dialers at this point in time, or was it all manual dialing?

[00:35:44] Speaker 2: All manual. We had the phone, we had the, the, the headphones, you know, you got to punch nine to, to get out of, it was actually punch nine-one to get out. And there were plenty of times where, you know, you would punch 911 accidentally, and then you'd have like...

thought

Thinking Process:

1. **Analyze the Request:**

* User wants a transcript of "Segment 10 of 10" from a YouTube video.

* Start: 00:36:00

* End: 00:37:00

* Strict rules: Return only the transcript lines, do not summarize, preserve original language, use actual video timestamps in `[HH:MM:SS]` format, add a new timestamp at least every 15 to 30 seconds, label speakers (Speaker 1, Speaker 2, etc.), use `[inaudible]` for unclear words, no Markdown tables, no title.

2. **Examine the Video File:**

* The video file is provided in the environment. Let's check its actual duration and properties using Python.

* Wait, let's write a Python script to inspect the video file, extract the audio from 36:00 to 37:00, and transcribe it if possible, or check if we have a transcription library (like Whisper) or if we can use a pre-existing transcription tool.