Keepin’ it 100 with Brooke Bachesta, Outreach.io

Keepin’ It 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners.

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The hosts:
Trinity Nguyen
Christian Kletzl

Our guest for this episode is Brooke Bachesta, Senior SDR Manager at Outreach.io.

“Asking for help is not a bad thing. I used to think that if you did, it was because you hadn't figured it out and it's a sign of weakness. But that's not the case at all.”

Brooke tackled the biggest challenge in her new role and had to learn to ask the right questions in order to find the answers.

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‍Brooke is a SaaS sales professional with experience as an individual contributor, people manager and process builder. She's currently focused on expanding Outreach.io's collegiate recruiting and internship pipeline programs. She frequently shares content around SaaS sales development space and has been featured in publications like Forbes, Apple News, and Sales Hacker.

Read Transcript

Nelson Gilliat: I'm Nelson Gilliat with Usergems. And today I'm keeping it 100 with Brooke Chester, senior SDR manager@outreach.io. For insight, for revenue leaders that are newly hired is to prioritize. I'm looking under the hood to go beyond the reporting, to truly understand what the day-to-day looks like for your people, the boots on the ground, so that you can ask the right questions, the why behind everything, and get to the right answers.

Brooke Bachesta: There were a couple of things that I took away from that experience that has been helpful. Every time that we faced change look under the hood was my biggest like I had to figure out what was going on. So by that, I mean, like familiarize myself with all the reports that all the other managers. We're looking at.

And then of course put me in the shoes of the rep. So like, what does their day look like every day? How am I going to, um, find opportunities to build trust with them, and build credibility? You have to be able to ask questions. And without any context, you won't have good questions to ask. So questions are, you know, just always asking the why, like, well, why did we do it that way?

And like, why do we measure things this way? And how come the numbers look like this? Before you can make any kind of informed. Decision-making. The biggest thing that I remind myself of is that, uh, asking for help is not a bad thing. Uh, and I used to think that if you did, so it was because he hadn't figured it out and now it's like a sign of weakness of like, you couldn't do it.

So now you got to extend the lifeline somebody's sense of help, but that's not the case. At all. And I wish I would've figured that out sooner of, um, it's perfectly acceptable. If not encouraged to say, Hey, I don't know what's going on here. I can need some help. As long as you've got some context, I troubleshot these areas.

It still didn't work. Here's where I need some help to get going. Cause it actually demonstrates, I think a lot of self-awareness of, you know, I'm struggling in this area. I could use some guidance. And it, it just, it saves you a lot of time. Cause there's nothing worse. This is how I learned this lesson because there's nothing worse than assuming that you'll figure it out.

And then on a really long project, weeks and weeks go by and everyone thinks like, Oh yeah, Brooke's got it in the bag. And then you come to present and it's not up to that. Person's standards in horrifying. Just save yourself the heart. I can just ask early on. Like the worlds can be very small if you make it a and LinkedIn is like right at your fingertips.

And I know. The SCR manager community is always down to talk, shop, and share ideas because it is kind of new. Right. We're all figuring it out. So yeah, I would say don't hesitate to just reach out to somebody on LinkedIn and ask for virtual calls. 

Nelson Gilliat: Do you have a note of encouragement or insights to share email me and we'll get you on the show at podcast@usergems.com.