Bryan Mulry Sales Coaching 

Some of the problems I've been solving:

- A new Irish start-up needed to set up their first founder-lead outbound sales process without a sales team 👨‍💻
- An SDR team needed some coaching sessions to find a new market messaging for one of the largest brands in the world
- Bath's most expensive Gym needed to refine their sales process and build a sales strategy for opening a new gym 💪
- A London startup needed help screening SDRs for interview and whittling 15 candidates down to 4 🗣️

If there's any way you think I can help you, no matter how big or small, please do reach out. I'd love to help!

Sales guy

Salesloft

As a Client Account Executive I helped Salesloft customers to get more value from their existing investments in Salesloft and expanded the use of the software across their entire revenue orgs.

Client Account Executive

As EMEA's newest account manager for Salesloft I look after the EMEA team's SMB segment of customers and make sure they're successful with the platform and have the right contract agreements in place.

After getting to 95% of my annual target in 7 months, I was then promoted to Client Account Exec

Account Manager

I was EMEA's 2nd highest performing SDR in this role (shout-out to Callum McKenzie for being no.1)

I sold to companies with less than 750 employees, targetting CROs, VPs of Sales and Sales Ops. 
Salesloft helps sellers book more meetings, have better sales conversations and shorten the deal cycle by doing 2 things:
1) Automatically logging everything to the CRM so they have full visibility into what they're doing on a day-to-day
2) Putting a process in place that helps them spend more time selling and less time planning

I got to help some of the coolest companies in the world to build some of the most innovative and effective sales processes I'd ever seen, while becoming an expert on SDR processes myself. 

Towards the end of my time in this role I started to give best practice sessions to customers on:
- Understanding your customers & personas
- Finding Tier-1 companies 
- Efficient account research 
- Crafting a high-quality, personalised message in 2-5 mins 
- Delivering that message over emails, calls & LinkedIn 
- Working with AEs to make sure you get paid for your opportunities

After 18 months as an SDR, I became Salesloft's youngest account manager.

Sales Development Rep

Life with a Y

"Life with a Y" is an interview series that I produce and host. I interview some successful guests and explore why they do what they do - their vulnerabilities, their goals and who they really are. Together, the guests discuss their personal and professional journeys, their core values and what motivates them to do what they do.  

I've had some truly profound conversations on this podcast, check out the link below for examples

Host and Producer

Gradguide

As a Gradguide Mentor I support irish graduates in finding Jobs. Particularly experienced in helping place my mentees in Junior Sales/ SDR positions.

Mentor

Google

After a few months in Google Cloud they set up a new team called the "Digital Natives" team. Instead of selling to massive organisations and convincing them to move to the cloud, this team would target high-growth, high tech companies that were already on the cloud, and convince them to move to Google's Cloud instead. 
Most of these companies had been set up on AWS or Azure, and our team was tasked with migrating them from those companies and over to GCP. 
As the top-performing rep on the enterprise team, I was asked to be the first SDR on this new team. 

This is where I fell in love with selling to high-tech, high growth SAAS companies. 
Sold to all industries, including Fintech, Cyber-security, e-Commerce and B2B SAAS. 

Quickly became the number 1 performer on the team, managed to hit my Q2 target 4 days into the quarter (ended the Q on 300%). 

This is where I learned that the more fun I have while selling, the better results I'm going to get. 

I also mentored new SDRs/ BDRs on the team. Showed them best practices and helped them understand which product knowledge was actually useful


I always get asked why I left Google and there's a simple reason: I didn't care about the cloud. 
I was working with some of the best sellers in the world, I saw the level of knowledge I would need around cloud-computing to be a top-seller and decided that I didn't want to be a cloud expert. 

I wanted to be an expert in sales. So I went looking for a job that let me sell sales tech to sales reps and become an expert in sales in the process.

Senior SDR - Digital Native team - Google Cloud (Ttec)

This was my first "big boy" SDR job. 
Worked as an SDR selling Google Cloud to CTOs/ CIOs in large corporations in the UK & Ireland. Sold primarily in the Financial services, Manufacturing, Retail, Professional Services & SAAS/ IT industries. 

The main goal was to teach these massive companies why moving to the cloud was a good idea. Not an easy job, especially when they had built their entire infrastructure on a different system. 

Imagine somebody cold called you and said that you needed to re-do the foundations of your house because if you don't, the house will crumble in 5-10 years. 
That's what I was doing to CTOs and CIOs all day

Learned a lot about tech and how to work with a massive global organisation. 
I also learned that SDR'ing can be fun, but I don't like selling to massive organisations

Enterprise SDR - Google Cloud (Ttec)

MediaHQ

MediaHQ is a SAAS based press release distribution platform and media contacts database for PR and communications professionals, based in Dublin. 

In my last few months at MediaHQ I redesigned the entire customer journey, from initial marketing engagement to renewing for the 10th time. 
I also got my hands dirty on the marketing side, leading fortnightly marketing sprints with the goal of generating MQLs (mostly using email marketing campaigns and LinkedIn ads as the marketing channels)

Started the process of implementing the new customer journey I had redesigned, but left in late December 2019. 
I was about to go into my final semester in college and just wanted to be a student for a few months and enjoy the end of my time in college. 
Covid had other plans for me...

Growth Marketer & Sales Process Developer

I did remote working before it was cool

MediaHQ asked me to stay on after my summer project, so I worked remotely whilst on an Erasmus year abroad in Germany

The main piece of work that I produced over this year was a plan that mapped out the first 12 months of the company's entry into the UK market. 
I looked at the Irish sales, marketing, onboarding, customer success and renewal processes and compared them to what UK customers were used to. 
I analysed and bought a new sales/ marketing tech stack and lead the project of changing CRMs. 

This is where I learned how to buy software, something that really did influence my life as a seller.

Marketing Strategy Advisor and Market Researcher

That was a pretty fancy title for a 20 year old! 

This job was my introduction to SAAS and when I joined MediaHQ I was only expecting to be there for 4-5 months before my year abroad in Germany (I was still in college at this time). 

They needed someone to do 2 things:
1) Market analysis of similar companies (press release distribution platforms) in the UK for funding proposals and VC conversations in Ireland. This was in preparation for a launch into the UK market. 
2) Analyse their existing customer base and find trends to create a defined ICP for the UK market. 

My main achievement in this short sting was a 30-40 page document that was a comprehensive analysis of competitor products in the UK. This found some competitive pitfalls of the MediaHQ product at the time and directly impacted the product roadmap. 

Tasks/ Responsibilities: 
- Fuelling the product development roadmap by completing 
- Analysing the demographics of current customers to inform future marketing efforts
- Researching possible future sources of funding 
- Ad hoc research to fuel a successful funding proposal to Enterprise Ireland

Business Analyst and Market Strategist

Eden Recruitment

I took on this part-time hospitality job to make ends meet during my time as a charity sales rep.
This is where I learned the importance of providing a 5-star experience to customers. 

I worked as an usher, waiter and barman in the "Bord Gais Energy Theatre", Ireland's largest musical theatre venue and as a waiter/ barman in various 5-star bars, restaurants and members clubs across Dublin. 

Most people came to these venues for a specific experience (a fancy dinner, a night at the theatre, a wedding, etc.) and my job was to provide them with that experience that exceeded expectations. Being "professionally thoughtful" was how I liked to think about it 

I really enjoyed these jobs and got an appreciation for customer service and event management from them. 


Venues worked at:
Bord Gais Energy Theatre / BGET member’s Club / 3 Arena public bars and members clubs / Seusey Street restaurant / 25 Fitzwilliam place wedding and conference centre / The Intercontinental Hotel

Hospitality Staff (Waiter/ Usher/ Bar Staff/ Host)

Independent Contractor to "Intense Communications"

This was my introduction to "hustle culture" and an unhealthy sales mindset. 
A 100% commission job selling charity subscriptions for "The Irish Cancer Society" and "The Mater Foundation" as a Face-to-Face Sales Rep. 

I was the annoying guy on the street that said "hey, can I have your bank account details for this charity?" - a lot of fun but very hard work over 12hr days. Good thing I was only 19 at the time! 

This is where I learned about building rapport quickly, manually tracking KPIs, building a sales team and crafting a compelling pitch. 
Everyone has to go through a hard time in sales to see if they can withstand the pressures of this job - this was my hard time. 

Raised €21k for the Irish Cancer Society and €10.5k for the Mater Foundation over 4 months.

Sales Rep. / Brand Ambassador

Utah Department Store

My very first sales job when I was just 15. 
This is where I learned that sales should just be a conversation between 2 people, and at some point in that conversation money changes hands. 

Working part time, I ran the Menswear floor, while also selling Womenswear, footwear and outdoor wear. 
I sold a LOT of suits in this job!

Retail Sales Assistant

I'm the guy at the party who talks about sales... 

Currently taking clients for sales consultancy projects. 

I used to sell sales software to sales leaders who needed their sellers to sell better... 
After years of doing that, I now coach businesses on how to get more from their sellers, and I coach sales reps on how to get more from themselves. 

I spent 2 and a half years as a top-performing SDR with Google and Salesloft, before being promoted to an account director in Salesloft. I looked after hundreds of customers, making sure they got the most from their relationship with Salesloft. 

I also spend a lot of time coaching reps on SDR processes and trigger templates. 

I try to be funny on LinkedIn, it very rarely works out... 

Things you should know about me: 
- I'm a massive musical theatre fan (if you want to get my attention, just mention Jason Robert Brown)
- I set up a musical theatre society in Dublin, from my Laptop in London to help young Irish talent have a home post-pandemic
- I love nothing more than helping new people join the sales community (especially young graduates). If you want help navigating the world of B2B software sales, just reach out, I'll always help 
- I've done a LOT of travelling, but don't worry, I'll probably bring it up in conversation... 
- Brownies are a weakness of mine

So, if you want to have a conversation about anything related to Sales, Coaching, Musical Theatre or anything else then give me a shout! 
bryan@bryanmulry.com / +44 78 988 56531

Bit of life news - I'm accidentally self employed! 😂

Since leaving Salesloft in January, the plan was: 
- Spend February relaxing
- Spend March looking for work in an exciting new company

Turns out that exciting new company is "Bryan Mulry Ltd." 😃

While I wasn't working a few people reached out saying "Hey Bryan, now that you're free, can you help me with X, Y or Z?" 

And it has now snowballed!!! 

Here's some problems that I'm solving: 
1) Bath's most expensive Gym needed to refine their sales process and build a sales strategy for opening a new gym 💪
2) A new Irish start-up needed to set up their first outbound sales process without a sales team 👨‍💻
3) A London startup needed help screening SDRs for interview and to whittle 15 candidates down to 4 🗣️
4) An SDR team needed some coaching sessions to find a new market messaging

I'm having a lot of fun exploring this self-employed life - let's see how it goes 😃

If I can help, gimme a shout 🙂



Bryan Mulry

I really wish Sales Managers would teach their reps to SLOW DOWN! 


Almost every time I do cold-call/ pitch practice with sales reps, they blast through their pitches, trying to get the words out at 100 miles per hour. 
They're so focussed on getting the right words out that they almost forget there's another human being on the other end of the phone. 🙃

The energy and "vibe" you bring to a cold call is so important - if you sound anxious the prospect will be anxious. If you sound relaxed, the prospect will relax. 

Here's how we fix it: 
1) BREATHE.💨
Keep breathing deeply and slowly into your belly. 
Shallow breathing = anxious sounding. If you can keep your breathing deep and slow, you'll naturally sound more confident and speak more slowly on the phone
2) Pretend that you're bored. 😴
Trust me, if you can slow it down and bring the tone down from "super excited" to "5% bored" your prospects will engage a lot more 
3) Tap along. 🕰️
Have a little beat that you try to keep yourself to. I used to tap my finger along with the ticking of a clock. It really helps to ground you in the moment 

Don't forget, your worst cold call could be the best cold call they've ever heard! Don't let perfection get in the way of doing your best 

If you're having trouble with the tone/ speed of your pitches, send me a voice message on LinkedIn and i'll respond with some tips  

#sales #salescoaching

Guess who got schooled on AI call recording tools publicly on LinkedIn? Yep, me! 🤦‍♂️
Turns out my LinkedIn connections had to reeducate me on what tech can currently do...

I started the week thinking AI call recording tools (like Gong and Salesloft) just gave call summaries and pulled out next steps for sellers. 
Cool stuff but basic.

I put up a poll asking what tools people used and Pedro Marzagão from tl;dv reached out to explain that the tech had moved far beyond the basic AI capabilities I thought I needed. 

He painted a picture in my DMs: 

"Imagine you're a sales leader and training a new sales rep. 
Instead of going through the AI notes of all of their calls, or watching playbacks, you can now ask tools like tl;dv 'Every 2 weeks give me a report with examples on: 
✅ How did this rep handle objections? 
✅ Are they doing enough qualification? 
✅ Did they follow MEDDICC? 
✅ How many times did they offer a discount without being asked?"

I HATE AI-lead coaching (where AI tells the seller what to do), but tools like this can really help the HUMAN find really these golden coaching moments, which I love! 🌟

I'm trying it out myself with tl;dv - AI Meeting Assistant, I've been using their free version for a week and I really was underestimating what modern tech can do! 
They kindly gave me a discount for when I want to sign up for the Pro version, which I'm assuming they'll also do for you... 😉

Comment "TLDV" below or send me a DM with your email address and I'll introduce you to the guys


Clearly I was living in the past, so what do you guys think the future is for AI & call recording? 
What's your take on where this tech is headed next? 🔮

#sales #salescoaching #ai 

Never forget the true meaning of life.... 

I was at an event for Tech Founders last night and discovered that there's one big taboo subject that nobody wants to be seen talking about... 

"Sales" 


For a lot of technical founders, "sales" is a dirty word. They don't want to be seen "selling" or be described as "salesy". 

One said to me "I try to dial it back and not get excited about my tech with new people - I don't want them to think I'm trying to sell to them". 

What a pity! Technical founders are natural born sales people!
They understand the problems intimately, they know the competitive landscape, and they know exactly who they can/ can't help. 
Who better to help somebody buy than the person building the product? 

But this idea of being "salesy" terrifies a lot of them. 

My definition of sales: The transfer of enthusiasm from one person to another. Who better to do that than the people who are the most enthusiatic about the business? 

Why do you guys think technical founders think that "sales" is such a taboo subject? 

#sales 

You know what's funny? I always thought that businesses had 2 roles post-sales:
- CSMs for boosting adoption 
- AMs for cross/ upselling 

Being a host of the Retention Seekers has really opened my eyes to how many businesses expect CSMs to do both and the different kinds of training that people need form these roles! 

Really helped me appreciate how tough this role is and how many different things we have to juggle at the same time! 
A sales personality is very different from a CS personality, but they're expected to do the same work? 

Why is it you think that businesses have very clearly defined roles for finding new business, and then in post-sales everyone has to wear different hats? 


Wiser Elite #sales 

Quick question! 
Anyone in my network know a lot about web development agencies? 

I'm looking to chat with people who know the world of website development agencies really well 

Bit of a long shot with my LinkedIn network mostly being made of sellers & recruiters, but does anyone have a connection I can chat with for 15mins? 


You know, I'm noticing that a lot of companies are putting "access to official training budget" as part of the perks/ benefits in their job descriptions... 

Thing is, when I chat to sellers in those companies either they don't know they have one, or they straight-up say the company is lying 😂

It's wild that in an age of mass-layoffs in tech, companies also expect their employees to find their own coaches and do their own external-training... 
It's like asking a brick-layer to learn how to build a house by watching YouTube videos! 🧱

There's nothing more valuable to a seller than in-the-moment coaching with live practice. Something that overworked sales managers definitely try to facilitate, but usually falls by the way-side when EOQ comes around. 

Out of interest, do you guys have access to official training budgets? And if so, who actually controls that money? 

I'd be interested to see if my gut is right on this, or if I'm totally blind to what's actually happening. 

#sales

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