The O'Leary Review - Developing a Mindset: Sales coaching and prospecting on behalf of tech startups - Episode 19 - Raphael Juarez
The O’Leary Review Podcast
Guest: Raphael Juarez
Show notes available: https://briandoleary.substack.com/p/developing-a-mindset-sales-coaching?sd=pf
I had the pleasure of welcoming sales development specialist Rafe Juarez on the show. Rafe specializes in cold-calling on behalf of clients in the “B2B” realm.
Rafe Juarez – Quick bio
Raphael Juarez has spent years at every level of the sales cycle.
With OnDemand Pipeline, he has been the Chief Conversation Starter for a variety of tech companies such as LivePerson, BDR.ai, Bridgepointe Technologies, PIXO VR, MaxOne, and Herff Jones.
Specializing in tech startups, Raphael has engaged with a variety of stakeholders from executives in Fortune 500 companies to athletic directors and trainers at major universities to Major League Sports.
In addition to his expertise in prospecting, Raphael is an experienced sales coach and trainer specializing in working with BDRs on cold-call script creation and one-on-one cold call role-playing.
In the past, he has held positions as Head of Sales, Sales Development Director, and Channel Manager.
Raphael is a graduate of Michigan State University and has his Sandler Sales Training certification.
Rafe’s Links
On Demand Pipeline
https://www.linkedin.com/in/raphaeljuarez/
Tom Woods School of Life
Tom Woods 100
One of the goals of this program is to get at least 100 people within the Tom Woods orbit on the podcast. “Tom’s orbit” is loosely defined, but we have less than 90 to go now!
WhoIsInTheTomWoodsWorld.com — A page with all my #TomWoods100 conversations.
School mentionedSales Training Mentioned
Dunning-Kruger Effect
A cognitive bias whereby people with low ability, expertise, or experience regarding a certain type of task or area of knowledge tend to overestimate their ability or knowledge. Some researchers also include the opposite effect for high performers: their tendency to underestimate their skills. In popular culture, the Dunning–Kruger effect is often misunderstood as a claim about general overconfidence of people with low intelligence instead of specific overconfidence of people unskilled at a particular task. (Wikipedia)
https://en.wikipedia.org/wiki/Dunning%E2%80%93Kruger_effect
Books Mentioned
Robert Kiyosaki - Robert Kiyosaki books
Elmer Wheeler - How to sell yourself to others
Quarterbacks Mentioned Joe Burrow
'He's as tough as it comes': Why the Bengals' Joe Burrow plays QB like a linebacker
Tom BradyBrady’s career from Pro Football Reference
Of course, I referenced two former Big Ten quarterbacks that DID NOT attend Rafe's alma mater, Michigan State, and, in fact, went to fierce rivals of the Spartans.
Burrow attended Ohio State (but in two seasons at LSU, he led the Tigers to the National Championship in Heisman Trophy-winning 2019 campaign).
Brady went to U of Michigan. He won 7 Super Bowls and is widely considered the greatest pro quarterback in history.
Perhaps, instead, I should have mentioned the great Earl Morrall, Brian Hoyer, Tony Banks, or Kirk Cousins. For this I apologize to Spartan Nation.
Defending the Faith and Public Speaking
https://sophiainstituteforteachers.org/shop/product/speak-the-faith-student-workbook
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