#85: David Ledgerwood, Managing Partner at Add1Zero, discusses gathering sales intelligence from the front lines in sales development including focusing on four key items from each sales call. He emphasizes the importance of providing prospects with the information they want, front and center, to streamline the sales process and build relationships with prospects.
Prior to starting Add1Zero, David Ledgerwood led Sales and Services for Gun.io, during which time he sold and managed more than 100,000 hours of development and 10x revenues to a mid-7-figure run rate.
Ledge’s 20-year business career began in professional services at PwC where he carved out a weird niche as a Bash developer and checked the Fortune 500 box with UPS, JPMorganChase, and Aetna. If you’ve received a package or deposited a check, there’s a pretty decent chance some piece of code he wrote was somehow involved.
He moved to a major publishing company right about when Web 2.0 started to eat newspapers and periodicals for lunch, giving him a front-row seat to disruption and honing his taste for entrepreneurial pursuits while learning how Sales and Operations must gel for customer success.
In 2007 he walked out of his stable job and moved from New Jersey to Nashville to start a company, which he grew to a $500K run rate before crashing and burning in the Great Recession. Without taking a day off, he joined an EdTech firm and ran efforts to drive $2M to $20M growth. Then he took a COO role while side hustling to coach, mentor, and build his network of founders and execs. Follow David on LinkedIn.