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b'Steve Richard, SVP, Value Realization at Mediafly sits down with Susan to talk about sales and sales training in a recession. He says, "Really good demand gen marketers that are super targeted with what they do and have very little scrap rate have never been higher demand. That\'s one thing I\'m definitely seeing that\'s critically important right now. And everyone\'s going outbound."\\nKey points in this episode:\\nSDRs, SBRs, are you in the top third, mid-range third, or bottom third?\\nTime to start self-sourcing opportunities\\nHow many times do you need to repeat training materials, three, seven, 50, or 100 times?\\xa0\\nThe sins that steady renewals can cover.\\nIs this current market downturn isolated to tech to tech, or is it across the board?\\nSteve\'s advice to take from this episode:\\n"If you\'re good at generating opportunities, you\'re always going to be fine.\\xa0 That\'s it. It\'s simple. So learn how to generate opportunities no matter what customer-facing role you\'re in."\\n----more----\\nAbout our guest:\\nSteve Richard is SVP of Sales Excellence at Mediafly following their acquisition of ExecVision,\\xa0the company he founded, in 2022.\\xa0\\xa0Steve\\xa0also founded Vorsight which he sold in 2021.\\nSteve\\u2019s mission and life\'s work is to help as many sales teams as possible become wildly successful.\\xa0 He has been featured in numerous publications, including\\xa0The Harvard Business Review,\\xa0The Washington Business Journal, and\\xa0The Washington Post.\\xa0 Outside of work,\\xa0Steve\\xa0enjoys scuba diving, skiing, running, and watching lots of football.\\xa0 He lives in Arlington, VA with his wife Ellen and their four kids ages 6, 9, 11, and 13.\\nFollow\\xa0Steve\\u2019s one-minute sales tips of the day on LinkedIn.'