Atlassian

Enterprise Sales Development Representative

Seamless.AI

Strategic Advisor

Maildoso

Sendspark

Orum 🥇

Building pipeline isn't just about numbers. 

It's about strategy.

Working alongside Account Executives, I drive growth in the Mid-Market space through a multi-threaded approach that gets results.

My playbook? 

↳ Master the art of cold calling
↳ Leverage personalized multi-channel outreach
↳ Build relationships that convert

I maximize every tool in my tech stack:

↳ Orum for high-impact calling
↳ Outreach for sequence automation 
↳ Sendspark for video messaging
↳ Salesforce for deal management
↳ LinkedIn Sales Navigator for targeted prospecting
↳ Clay & Crossbeam for research
↳ ZoomInfo & Apollo for accurate intel
↳ Zoom for impactful video meetings
↳ Slack for seamless collaboration
↳ Google Suite for efficient workflow

But my impact goes beyond personal success.

I've trained teams on prospecting effectiveness, sharing expertise across our full tech stack. 

Because when the team wins, we all win.

The results speak for themselves. 

Q3 2024: 33 meetings booked, 16 qualified

↳ 100% quota achievement
↳ $398K pipeline generated
↳ $30K ARR converted

Q4 2024 is already showing promise:

18 meetings booked, driving $143K in pipeline value.

My mission? 

Transform conversations into opportunities, and opportunities into partnerships.

Senior Sales Development Representative

Transect

At Transect, I bridged the gap between technology and renewable energy development, helping teams automate site selection and critical issues analysis.

My approach?

↳ Prospect and meet with Development Directors and Energy Consultants
↳ Deliver compelling demos that showcase automation power
↳ Transform complex data into actionable insights
↳ Drive decisions through BANT-qualified opportunities

Leveraging a powerful tech stack:

↳ Transect's platform for site analysis
↳ HubSpot for deal management
↳ ZoomInfo & Sales Navigator for targeted prospecting
↳ Zoom for impactful virtual demos
↳ Google Suite & Slack for seamless collaboration
↳ Custom GPTs for enhanced productivity

Beyond selling, I drove innovation:

↳ Created sales & marketing video content
↳ Developed AI tools for team efficiency
↳ Trained team members on ChatGPT integration
↳ Maintained pristine pipeline data

The impact?

↳ Set record as fastest new hire to close
↳ Streamlined operations with custom GPT solutions
↳ Built lasting partnerships in solar & battery storage
↳ Transformed site selection processes

My mission? 

Help developers accelerate renewable energy development through automation and innovation.

Account Executive, Content Specialist

Ryder System, Inc.

Conducted sales and prospecting training for new hires, teaching outreach strategies and tools to improve pipeline growth.

Developed custom ChatGPT workflows for sales research, prospecting automation, and outreach personalization.

Continued to drive pipeline by leveraging intent data and customer reports to identify and engage high-value accounts.

Sales Achievements:

2024 (Q1): 92% of meeting goal (11/12); $59.9M in new pipeline.

Senior Enterprise Account Development Manager

Consistently ranked as the Top ADM year-over-year for pipeline generation and meeting performance.

Prospected Top 50 CPG accounts and 100+ international prospects, supporting 7 Directors of Business Development.

Leveraged ZoomInfo and Sales Navigator for targeted prospecting research and identification of key stakeholders.

Met bi-weekly with DBDs to strategize, categorizing accounts into a tiered priority system (high to low) and collaborating to engage and advance opportunities.

Used intent data, customer quarterly reports, and 10-K filings to align messaging with business priorities and uncover new opportunities.

Executed outreach through cold calls, emails, and video messaging, driving engagement and building pipelines.

Sales Achievements:

2023: 111% of meeting goal (40/36); $57.8M in new pipeline.
2022: 196% of meeting goal (47/24); $112.2M in new pipeline. 

Awarded 2022 Quota Buster for generating $112.2M in new pipeline. 

Tools Used: Salesforce, Power BI, Seismic, Teams, RingCentral, ZoomInfo, Sales Navigator, and ChatGPT.

Enterprise Account Development Manager

Fusion Logistics Services

Excelled in identifying, engaging, and sustaining a robust pipeline of potential brokerage clients, exceeding established targets. Gained access to decision-makers and closed deals by utilizing a disciplined prospecting approach, including cold calling, networking, and social media, and by addressing customer pain points. Delivered outstanding service by prioritizing customer satisfaction, while managing existing accounts and collaborating with the team to enhance efficiency. Contributed to business growth and success by leveraging operational support, negotiating pricing and contracts, and devising strategic account plans.

Senior Account Executive

Fusion Transport

Skillfully negotiated carrier and client collaborations to grow and sustain a prosperous book of business. Utilized industry expertise to build robust relationships with clients, operators, and agents to seize valuable freight opportunities. Mediated and resolved shipping issues, while streamlining transactions. Excelled under pressure. Strategically prioritized tasks and implemented focused lead campaigns to discover new sales prospects. Adopted a client-focused approach to empathetically address customer needs, providing customized solutions using in-depth knowledge of the transportation sector.

BlueGrace Logistics

Molded and developed 10-person sales team. Shifted focus from cost to customer relationships. Aligned supply strategy for increased sales and profitability. Managed shipments from shipper to consignee. Matched carriers with freight through expert carrier relations. Delivered customized solutions for each client's unique model. Specialized in cost/process management, technology, risk/change management, and supply chain optimization. Prospected, qualified, and generated new customers. Negotiated pricing with carriers and customers. Exceeded sales quotas consistently.
Nurtured lasting relationships with existing customers.

Senior Account Executive, Team Lead

Account Executive

Cold-called and closed new business, boosting revenue through strategic sales planning.
Trained clients on TMS, troubleshot and maintained accounts, and managed receivables.
Booked and tracked shipments, resolving customer issues for seamless delivery.
Qualified customer needs, uncovered growth opportunities, and consistently followed up.
Achieved 283% of revenue goal in first year, retaining over 50 accounts and preventing loss to competitors.

Account Development Representative

Harmonizing sales & marketing to compose winning strategies.

👋🏽 Thanks for stopping by! 

So, who's JR? 

A Baltimore native who made the Sunshine State home—and never looked back.

I grew up in an artistic household where my passion for music took center stage.

Picked up the saxophone in '06, and to this day, still play professionally.

But life had other plans.

I found my way into SaaS sales and discovered a new way to create impact.

Now, I’m an Enterprise SDR at Atlassian. 

Highlights from My Career

↳ Generated over $3M in profit across my sales career.
↳ Delivered $112.2M as a quota buster at Ryder.
↳ Created GPTs that enhanced sales efficiency at Transect.
↳ Won President's Club in 2017 at BlueGrace.

My Approach to Sales and Leadership

→ Adaptability: Staying ahead in a fast-changing landscape.
→ Authenticity: Building trust through transparency.
→ Accountability: Owning my results and leading by example.

What I Bring to the Table

Beyond SaaS sales, my expertise includes:

↳ Personal branding strategies that resonate.
↳ Video creation/editing for promotional & social content.
↳ Mentoring in AI, video, and sales strategies.
↳ Proficiency with tools like HubSpot, Outreach, Salesforce, and more.

Whether you want to explore sales strategies, AI, or personal branding—or just talk music

Send me a message or email me at jtbrichardson@icloud.com.  

I’d love to collaborate and help you achieve your goals
while always giving you my best and supporting the best in you.

Jordan Richardson 🎷

Most SMB founders and owners in the service trades hit the wall when scaling sales. 

- They’re tangled in day-to-day selling.
- They struggle to set up their new reps for success.
- Their sales team's performance is inconsistent and unpredictable.

That’s where I come in.

I’m Sean Lyden, founder and CEO of Systematic Selling, where we help SMB owners and their sales teams in the service trades scale their sales (without the chaos).

A little about me:
- Former U.S. Top 25 medium-duty truck sales rep (GMC, Chevrolet, Isuzu brands)
- 28 years in sales; the past 12 as a founder
- 1,200+ coaching sessions: founders, owners, and their sales teams
- Co-Author, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success (2024).

We help founders, owners, and their sales teams:
- Crush their close rates (without high-pressure tactics).
- Reduce sales team turnover (by setting up reps for success).
- Scale sales (with more intentionality and less stress).

Get started (For free):
📩 Subscribe to the Systematic Selling Newsletter for bite-sized, high-impact sales training straight to your inbox: https://www.systematicselling.co/
🎙️ Listen to the Systematic Selling Podcast for expert insights and real-world sales strategies: https://www.systematicselling.co/podcast

Beyond sales…
Outside of coaching, I’m a proud husband, dad, and granddad—and when I’m not helping founders scale, you might catch me at a Central Florida venue jamming a few sets on the sax 🎷 as my alter ego, TheSilverSax, blending blues, rock, and Latin grooves.

If you’re ready to break the sales bottleneck and build a business you love, let’s connect. 👊

Sean Lyden

Today, I turn 53. As I reflect on my biggest wins in business and life, they all have one thing in common:

👉 I had to ask for something I wasn’t sure I’d get.

An ask that made me feel uncomfortable, but I did it anyway.

But the opposite is also true:

My biggest regrets aren’t from hearing “no.” They’re from never asking in the first place.

So here’s Lyden’s Life Lesson #53:
(See the full list of 53 👉 https://lnkd.in/g5W_zN3K)

Anytime you’re frustrated with where you are in life, remember: 

“You have not because you ask not.”

The context of this verse in James is about asking God for big things, through prayer, faith, and pure motives.

But the same principle also applies when asking other people.

Asking for the sale. 
Someone’s support. 
Help with a problem. 
For them to champion your idea.

But here’s what stops most people:

The fear of “no.”
So they don’t ask. And the opportunity passes them by.

The solution?

Learn to ask in a way that takes the sting out of rejection.

I call it the “Assume the No” technique.

How it works:
By acknowledging upfront that “no” is a possibility, you:

Lower their defenses - 
You’re not pressuring them

Lower your fear - 
You’ve already “survived” the potential rejection

Increase your odds of yes - 
Because you've made them feel safe to say no.

Here’s what this sounds like:
- “This may not work for you, but would you be open to...”

- “If you’re not opposed, the next step would be...Would that work for you?”

- “You’ve probably already considered this, but have you tried...”

- “How would you like to proceed...if at all?”

- “Would it kill the budget if we raised our rate to...”

- “Which of these options most resonates with you? Or do you have something completely different in mind?”

Here’s the truth most people miss:
When you assume the no, you stop rejecting yourself before the other person even has a chance to say yes.

Fortune favors the bold. 
But boldness doesn’t mean being pushy.

It means having the courage to ask.
And the skill to ask in a way that serves everyone’s interests.

So ask yourself:
What’s one thing I need to ask for today that I’ve been putting off?

Make the ask.
Now.

Sean M. Lyden

Founder & CEO, Systematic Selling | Helping Growth-Minded SMB Founders Scale Their Sales (Without the Chaos) |🎙️Host of the Systematic Selling Podcast

Jennifer Lyden and I celebrating our birthdays (3 days apart) this weekend at The Ritz-Carlton, Fort Lauderdale 🎉

No alternative text description for this image

Family all together for Thanksgiving in Austin, Tx. ❤️

How to sell on LinkedIn (without being salesy):

Treat LinkedIn like in-person networking… at scale.

That's the mindset.

Focus on connection, not the sale.
(And the sale will come.)

Because just like in networking, your job is NOT to try to sell the people you first meet.

Do that, and you push them away because you haven't earned their trust.

Instead:

Network on LinkedIn:

 • Show up daily
•  Meet new people
 • Share value
 • Be helpful
 • DM like a human
 • Set 1:1s
 • Meet offline

But here's where most people go wrong:

They skip all of that…
and go straight to the pitch.

Then wonder why they can't sell on this platform.

Elite sales teams focus on connection first.
Then earn the right to make the ask...
And the sale.

SystematicSelling.co

Elite sales teams in the service trades win by relentlessly strengthening their 3 Pillars👇

❌ Frame: Upselling is...
- Being greedy
- Being pushy
- Being annoying.

✅ Reframe: Upselling is...
- Being of service
- Protecting the customer's interests
- Respecting their 'Right of Refusal' (and to say Yes).

Ultimately, we owe it to our customers as our moral obligation to present them with the options we believe will best solve their problem...whether we think they'll "go for it" or not.

Sorry, but the best B2B prospects will never inbound you.

You’re invisible to them...
no matter how much you pour into marketing.

Why?

Because they don’t need to find you.

- They already have a provider.
- They’re swarmed daily by reps trying to unseat that provider.
- And they expect you to come to them, not the other way around.

So, if you want the best accounts in your ICP, stop waiting.
Start working the process:

- Call on them until they know your name.
- Cultivate the relationship over time.
- Convert when the opportunity strikes.

That’s the game.
Not hoping for magical inbound.

Sitting back, waiting for top-tier prospects to find you?
That isn’t a strategy.
It’s a fantasy.

Stop using sales tactics you hate being used on you.

Instead:

Reverse engineer how YOU like to buy.
Then sell THAT way. 

The sales process will be a whole lot more enjoyable for the prospect...
and you👇

SystematicSelling.co

Mistakes will happen. You can't prevent all of them.

But what happens after the 💩 hits the fan is what separates the elite contractors (and their sales teams) from everyone else.

We’re in the middle of a full home renovation.

Yesterday, a subcontractor accidentally punctured a pipe in our upstairs bath.

Within seconds, water was pouring through ceiling fixtures downstairs onto our brand-new floors.

We shut off the main quickly. No floor damage. Still stressful.

But here’s what mattered most:

Our GC was at our house within 20 minutes.
Calm. In control. No excuses.
No blaming the installer.
Just ownership.

“I’m really sorry this happened. We’ve got this. And we’ll make it right.”

And they did.

For the next 90 minutes, the GC and installer worked together—focused, professional, no drama.

Water was restored that night. And the project stayed on track for today's tile installation.

The lesson:

We’re not defined by never making mistakes.
We’re defined by how fast — and how well — we respond when things go wrong.

And our GC hit it out of the park last night.

He exemplified the spirit of Systematic Selling:
Build your business on impeccable trust.

And when that trust is tested?
Protect it relentlessly.

The deals that have bitten me the hardest?

The ones where I got too creative or too accommodating just to get them over the finish line.

Every time I’ve compromised on my ICP…
Every time I’ve ignored the red flags…
Every time I’ve stretched my offer just a little to “make it work”…

It’s led to the same outcome:

High-maintenance.
High-drama.
Low-margin.

The kind of accounts that drain your time, your team, and your energy.

Here’s the reality:

If you have to bend yourself into a pretzel to win the deal...
you'll break yourself—and your team—trying to deliver on it.

This is why we teach an alignment-first approach at Systematic Selling.

Because without alignment:

- You chase bad-fit deals.
- You override your own instincts.
- You create problems you could’ve avoided.

But with alignment?

- The relationship feels natural.
- Expectations are clear.
- Delivering excellence becomes much easier.

Win-win.

The right clients won’t require contortions.
They respond to clarity, conviction, and boundaries.

Choose accordingly.

If you sell a service, you’re never selling "the same thing" as your competitors.

Because even if the service looks the same…
the *experience* never is.

That’s why elite sales teams don’t obsess over feature-level differentiation.

They differentiate in how they show up and how they deliver...

Consistently.
Credibly.
Confidently.

Because the best prospects — the ones you actually want —
aren’t comparing pricing.

They’re comparing people.

And they’ll pay more for the experience that gives them trust, confidence, and peace of mind.

SystematicSelling.co

Founders:
It's not a matter of if but when...

- an anchor client cancels their contract
- an unexpected cost crushes cash flow
- a new product launch fails to get traction
- that big deal you were certain was closing...doesn't
- a key employee leaves at the worst possible moment.

When you feel like you've been punched in the gut…
Hang in there.

Look for the lessons in the pain.

Then, resolve to do everything in your power to turn that setback into something good.

You *will* get through it. 
Even if you can’t see it right now.

Trust me. 
I’ve been there.

Here's the system I use to keep calm, cool, and clear-headed to solve the problem after the gut punch: P-A-U-S-E 👇

You may not like it but here's the cold-hard truth: 

Sales is a status game.

Prospects who don't respect you will rarely buy from you.

Here's why (and what you can do about it)👇

SystematicSelling.co

If I hadn’t chosen the saxophone in 8th grade, I never would’ve met my wife.

Crazy how one small decision at 13 years old
ended up shaping the rest of my life.

In this clip, I share the story behind WHY I picked up the 🎷…
(Spoiler Alert: The Big Man, Clarence Clemons)

and how that choice eventually led me to meeting Jennifer Lyden
eight years later in college.

It’s a reminder that the decisions that feel small in the moment
can create chain reactions that define everything that comes next.

Many thanks to my man Chonsten Jennings for the great conversation
on The Luminary Panel Podcast. 👇

Founders & sales leaders: 
As you prepare for this week, remember...

👉 That knot in your stomach about a "hard decision" won’t loosen by waiting.

Maybe you need to:
- Let go of that highly profitable, but abusive client. 
- Say no to a high-ticket, but bad-fit opportunity. 
- Fire that high-performing, but toxic sales rep.

Every day you delay:
- The problem festers. 
- Your team gets more overwhelmed. 
- They lose faith in believing you have their back.

So make the hard call. ASAP.

Because the faster you act, the sooner you move through the fallout and get to the other side.

But the longer you wait?

The worse the outcome becomes...
for you and your team.

The bottom line: 
Hesitation signals weakness 
and erodes your team's trust in your leadership. 

But decisive action, even when imperfect...

Earns your team's trust and increases the odds that your decision is ultimately the right one. 

Even if things feel chaotic at first.

Most leaders focus on *getting* more from their team.

Servant Leaders focus on *giving* more to their team.

By leading with this attitude:
“How can I bring out the greatness in you?”

Give vs. get.
That’s the reframe.
That drives trust, loyalty, and elite performance.

Your seasonal reminder: Avoid the drama, my friends 👇

Most sales teams define their Ideal Customer Profile (ICP) only halfway.

They get the quantitative part right:
Industry, size, revenue, title, employee count.

But they miss the qualitative side:
The alignment, the values, the fit,
and the red flags that tell you who to avoid just as clearly as who to pursue. 

Because here’s the truth:
Some accounts check every quantitative box…
and still turn into high-maintenance, low-margin, toxic customers.

The kind that hammer you on price.
Argue invoices.
Drain your team.

That’s why your ICP isn’t just about who you want.
It’s also about who you’re willing to walk away from.

And your sales team needs the clarity
(and the permission) 
to do exactly that.

SystematicSelling.co

Founders & sales leaders who build elite, high-performance cultures never shy away from these 3 words:
 
“It’s my fault.”

It’s easy to blame the market.
Blame the rep.
Blame the circumstances.

Our brains are wired to protect our ego.
Admitting fault feels like admitting weakness.

But it’s not.
It’s strength.

It’s what Jocko Willink calls Extreme Ownership.

Here’s what it looks like:

1. A rep keeps missing targets.
 
Extreme Ownership:
“I hired them. 
I trained them. 
I set the expectations.
If they’re missing, that’s on me.”

2. A team member’s attitude is dragging down morale.

Extreme Ownership:
“I allowed it. 
I didn’t coach it. 
I didn’t correct it.
That’s on me.”

3. Your sales team seems disengaged and unmotivated.

Extreme Ownership:
“I haven’t clarified the mission.
I haven't celebrated wins,
I haven't created an environment worth leaning into.
That’s on me.”

Bottom line:

“It’s my fault” isn't self-blame.
It's self-responsibility.

It means:

“I’m responsible for the problem… 
and for the solution.”

That’s not weakness.
That’s power.

The power to fix what’s broken.
The power to elevate your team.
The power to create the outcomes you want.

SystematicSelling.co

Founders & sales leaders:
Before you head into this week, ask yourself:

“Am I building a culture of excellence worthy of top sales talent?”

Why?

Because culture isn’t what you *say* you value.
It's what you tolerate, reward, and reinforce every day.

If you want top talent, build a culture they’d be proud to join.

But what does that look like in practice?

1. High standards, clearly communicated

Top performers hate ambiguity.
They thrive when expectations are crisp, measurable, and consistent.

If your standards live in your head,
your best people will leave for a place with clarity.


2. Coaching, not command-and-control

A-players want to be developed, not micromanaged.

Ask questions.
Debrief deals.
Review their thinking.
Invest in their growth.

Coaching is how you build loyalty.


3. Accountability with empathy

Top talent respects accountability...
as long as it’s fair, consistent, and rooted in growth, not punishment.

Hold the line.
But do it with respect.


4. Recognition for excellence

A-players don’t need trophies.
But they do want to know their effort matters.

Catch them doing things right.
Celebrate progress, not just outcomes.

Because small moments of recognition → big performance shifts.


5. Zero tolerance for low standards

Nothing repels top talent faster than watching you:
- Keep low performers
- Excuse bad behavior
- Avoid tough conversations
- Reward mediocrity with inaction.

Culture erodes at the rate you tolerate weakness.


Bottom line:
If you want elite people, create an elite environment.

People don’t rise to the level of your goals.
They rise—or fall—to the level of your culture.

So ask yourself:
“Is my culture worthy of the talent I say I want?”

And if the answer isn’t “yes”…

You know exactly what your real work is this week.

SystematicSelling.co

taplio

The Battle

Jordan Richardson 🎷

Sean Lyden

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The Battle

Jordan Richardson 🎷

Sean Lyden

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Sean Lyden's LinkedIn Performance

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