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’
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).
