From Door Knocking to Six Figures: Mastering the SDR Role with Norman

In this episode of The Agile Coach Podcast, we sit down with Ashley Gross, CEO of AI Workforce Alliance and recognized by Forbes as the highest-paid AI consultant in the market. Ashley shares her remarkable journey from a decade-long career in marketing to becoming a leading AI educator and consultant, specializing in the implementation of AI agents and generative AI in business.Ashley discusses how her need to balance motherhood with a demanding career led her to explore AI tools, ultimately transforming her workflow and delivering outsized results for her organization. She breaks down the fundamentals of AI and AI agents in plain language, explains the difference between automation and agentic workflows, and highlights how businesses, especially project managers, business analysts, and enterprise leaders can leverage AI agents to drive efficiency, boost collaboration, and solve real business problems.We explore the cultural and operational challenges of AI adoption in enterprise settings, including data privacy, change management, and the importance of cross-functional enablement. Ashley also provides a behind-the-scenes look at her consulting process, from identifying bottlenecks in customer journeys to building and scaling agentic workflows that deliver measurable ROI. She shares practical advice for aspiring professionals looking to future-proof their careers in the age of AI, emphasizing experimentation, continuous learning, and the value of people skills.Key Takeaways:Ashley’s Journey: How a marketer condensed her workweek using AI, leading to a $25M pipeline overachievement in just three months1.AI vs. Automation: Understanding the distinction between rule-based automations and autonomous AI agents, and why it matters for business processes1.Real-World Impact: How AI agents can autonomously manage project workflows, from transcribing calls to creating actionable tasks in tools like Asana1.Enterprise Adoption: Insights into how even risk-averse industries like healthcare and government are embracing AI, and the cultural shifts required for successful implementation1.Data Security & Regulation: Best practices for vetting AI vendors, ensuring compliance, and using AI to audit privacy policies1.Implementation Blueprint: Ashley’s approach to identifying business problems, piloting agentic workflows, and scaling solutions across organizations with robust documentation and enablement plans1.Measuring ROI: A framework for tracking both quantitative and qualitative outcomes during AI pilot projects and organization-wide rollouts1.Future of AI Roles: Predictions about emerging roles like “marketing engineer” and the importance of domain expertise and adaptability in the evolving AI landscape1.Career Advice: Why curiosity, intentional tool optimization, and people skills are critical for anyone looking to build a resilient career in AI-driven business environments1.Connect with Ashley:LinkedIn - https://www.linkedin.com/in/theashleygross/Timestamps:00:00 – Introduction to Ashley Gross & her background02:00 – How Ashley condensed her workweek with AI05:00 – AI vs. automation: What’s the difference?10:00 – AI agents in project management: Real-world examples13:00 – Enterprise adoption: Culture, excitement, and barriers15:00 – Data privacy, regulation, and vendor selection18:00 – Ashley’s consulting process: From problem to agentic workflow21:00 – Case study: Accelerating sales cycles with AI agents24:00 – Scaling agentic workflows: Documentation & enablement27:00 – Measuring ROI: Quantitative and qualitative outcomes29:00 – The future of AI roles and skills30:00 – Career advice for aspiring AI professionals32:00 – Ashley’s educational programs and closing thoughtsIf you enjoyed this episode, please rate, review, and share it with your network!

In this episode, Vivek sat down with Marcelo, a product leader with over 25 years of experience in technology, including key roles at Microsoft and Amazon. Marcelo shares insights on building innovative products, the importance of product vision and strategy, and his PRFAQ framework, a method used at Amazon to align teams, validate ideas, and drive successful product development.They also discuss how new and aspiring product managers can think strategically, set meaningful OKRs, and develop the right mindset for success.  Whether you’re a startup founder or part of a large-scale enterprise, this conversation will leave you with actionable takeaways on how to structure your product thinking for impact. Key Takeaways:✅ The PRFAQ Framework: Amazon’s structured approach to idea validation and strategic product development.✅ How writing narratives instead of presentations fosters better decision-making.✅ The difference between product vision and strategy—and why both are essential.✅ The role of customer-centric thinking in creating successful products.✅ How new product managers can quickly ramp up and add value to their teams.✅ Best practices for setting OKRs and tracking meaningful product metrics.✅ Marcelo’s personal journey from engineering to product leadership and the lessons he learned along the way. Connect and learn more about Marcelo Calbucci. LinkedIn: https://www.linkedin.com/in/marcelocalbucci/Resources & Links:📖 Marcelo’s Book on the PRFAQ Framework: https://www.theprfaq.com/📄 Example PRFAQ Templates: https://www.theprfaq.com/examples📧 Marcelo’s Website: https://calbucci.com/

In this episode of The Agile Coach Podcast, we sit down with Norman Rodriguez, a seasoned sales leader who shares his inspiring journey from political campaigns and B2C sales to thriving as an SDR (Sales Development Representative) at Google and eventually founding his own company. Norman breaks down the nuances of the SDR role, offering practical advice for anyone looking to transition into high-paying B2B sales positions.We explore the foundational skills needed to succeed in sales, the differences between B2C and B2B sales, and how resilience, energy, and coachability can set you apart in interviews. He also shares his insights on leveraging tools like LinkedIn Sales Navigator, crafting compelling cold emails, and building long-term relationships with clients.Key Takeaways:What is an SDR? Understanding the role and why it’s crucial for businesses.B2C vs. B2B Sales: Contrasting high-pressure commission-only roles with salaried SDR positions.Norman’s Journey: How he landed an SDR role at Google without a college degree and used grit to succeed.Prospecting Basics: Researching ideal client profiles (ICPs) and buyer personas effectively.Outreach Techniques: Writing cold emails that stand out and optimizing subject lines for mobile readability.Qualifying Leads: Asking the right questions to ensure meetings are valuable for both parties.Mindset for Success: Why energy, resilience, and a learner’s mindset are key for landing your first SDR job.Connect with Norman:LinkedIn: https://www.linkedin.com/in/norman-rodriguez/Timestamps:00:00 - Introduction to Norman & his background02:00 - What is an SDR? Breaking down the role05:00 - Transitioning from B2C to B2B sales10:00 - Norman’s experience as an SDR at Google15:00 - Prospecting basics: Ideal client profiles & buyer personas20:00 - Cold emailing tips: Subject lines & mobile optimization25:00 - Qualifying leads effectively30:00 - Mindset for success: Energy & coachability in interviews40:00 - Tools for SDRs: LinkedIn Sales Navigator, LeadIQ, ZoomInfo50:00 - Final thoughts & Norman’s advice for aspiring SDRsIf you enjoyed this episode, please rate, review, and share it with your network!

In this episode of The Agile Coach Podcast, we sit down with Darian Riley, a former Division I basketball coach turned agile leader, who shares his inspiring journey from the sports world to guiding teams in major organizations. Darian opens up about how his coaching background naturally translated into agile leadership, emphasizing servant leadership, team building, and fostering high-performing, self-organizing teams.They dive deep into topics like transitioning careers, empowering teams to deliver business value without feeling overwhelmed, and navigating the challenges of scaling agile practices across organizations. Darian also shares his insights on leveraging AI in agile workflows and how Scrum Masters can evolve their roles to contribute to product strategy and organizational innovation.Key Takeaways:Darian’s Transition from Coaching Basketball to Agile Leadership: How coaching skills like mentoring and team building naturally transferred to agile practices.Empowering Teams: Strategies for helping teams focus on business value while avoiding overwhelm.Upskilling Through Pair Programming: How senior team members can mentor others effectively.AI in Agile: Practical ways to integrate AI into agile workflows for efficiency and collaboration.Scrum Master Evolution: Moving beyond facilitation to contribute to product strategy and innovation.Creating Wins: Small shifts like transitioning from Scrum to Kanban for better team alignment.Advice for New Agile Leaders: Building relationships through one-on-ones and understanding the technical and human sides of teamwork. Connect with Darian:LinkedIn: https://www.linkedin.com/in/darian-riley-b1915349/ Timestamps:00:00 - Introduction to Darian & his background02:00 - Transitioning from coaching basketball to agile leadership05:00 - Empowering teams to focus on business value without overwhelm10:00 - Pair programming and strategies for upskilling teams15:00 - Coaching teams on ownership and continuous improvement20:00 - Leveraging AI in agile workflows for efficiency25:00 - Aligning with leadership goals as a Scrum Master30:00 - Evolving the Scrum Master role to influence product strategy40:00 - Creating wins through small shifts in team practices50:00 - Final thoughts & Darian’s reflections on his career journey If you enjoyed this episode, please rate, review, and share it with your network!

Sid’s transition from aerospace engineering to product management and the pivotal moments that shaped his career.The challenges international students face in the job market and Sid’s strategies for overcoming them.The importance of networking, soft skills, and executive presence in breaking into product roles.How Sid learned to work with software engineers, stakeholders, and executives without a technical coding background.Key takeaways on job hunting, interview prep, and making an impact in the corporate world. Key Quotes from Sid Sachdeva:“Being proactive is key. You have to start six months before everyone else to get ahead.”“It’s not about how much you know—it’s about how you show up, engage, and collaborate.”“Networking is a numbers game—keep applying, keep connecting, and don’t take rejections personally.”“Product management is like being a mini-CEO—you have to balance engineering, design, and business.”

In this episode, we talk about the steps to getting hired as a Scrum Master or Agile Coach. Adam shares his personal story and gives easy-to-follow advice on how to do well in job interviews.Main Topics Covered:1. How to Get Started in Agile Roles: Adam shares how he went from working in finance to becoming a Scrum Master and later an Agile Coach. He explains how he discovered Agile and why it made sense to him.2. Tips for Scrum Master Interviews: Adam talks about the different stages of job interviews:First Interview: How to tell your story and connect with the recruiter.Second Interview: How to prepare for more detailed conversations.Third Interview: How to understand the team and company culture.3. Personal Growth as a Way to Stand Out: Adam explains how working on personal growth, like reading self-improvement books, can help you stand out in interviews. He encourages people to talk about their personal growth in job interviews to show they are always learning.4. Coaching During Interviews: Adam shares how you can add value during interviews by coaching the interviewer. He gives examples of how he explained Agile ideas to interviewers who didn’t fully understand them.5. Do You Need a College Degree to Be a Scrum Master? Adam answers the common question about whether a college degree is needed to work in Agile. His answer? No, you don’t need a degree. What matters more is your mindset and willingness to learn.Practical Interview Tips:Share Your Agile Story: Talk about how you got into Agile and what you’ve learned.Be Yourself: Show that you’re open to learning and can fit into the company’s culture.Focus on Personal Growth: Mention books or courses that helped you grow as a person.Ask Good Questions: Use the interview to learn more about the company and role.Book Recommendations:How to Win Friends and Influence People by Dale CarnegieThe 7 Habits of Highly Effective People by Stephen CoveyLeadership Gold by John MaxwellKey Quotes from the Episode:“If you talk about personal growth in your interviews, you will stand out from other candidates.” – Adam Miner“You don’t need a degree to succeed in Agile. It’s more about your mindset and learning.” – Adam Miner

Landing your dream job straight out of school sounds great, but there's a big hurdle to cross first: the interview. It's not just a quiz about what you know; it's more about how you're ready to grow and handle challenges. Confidence plays a big role here, but let's face it, interviews can be nerve-wracking. The key is to build up your interview confidence like you would a muscle, with the right approach and mindset. In this episode, we get into the nitty-gritty of job interviews with Neha, who's been through the wringer and come out on top. She's now a product manager and has some great insights on how to handle interviews, from the first handshake to the final questions. Neha's journey is pretty inspiring—starting off in business analytics, moving into the health tech industry, and now making waves at a company called Tree, where she's shaking up the influencer marketing world.

In this episode of The Agile Coach, host Vivek is joined back again with Adam Miner, an experienced Agile Coach with a background as a Scrum Master, to share his journey of breaking into his first Scrum Master role and transitioning into an Agile Coach role. He emphasizes the importance of personal growth and development outside of the nine-to-five job to set oneself apart in interviews. Adam also highlights the significance of understanding the company culture and team dynamics during the interview process. He advises candidates to focus on showcasing their unique experiences and perspectives to stand out from other candidates.HIGHLIGHT QUOTES"If you can speak to personal growth outside of your nine-to-five in leadership, communications, discipline, success habits, you will probably set yourself apart from eight or nine out of ten other candidates in the process.""It's very much about what you are saying that another candidate is not saying.""You do not need a degree to succeed in corporate or agile. You don't have to have a technical background."Get to know Adam and what she’s up to:LinkedIn: https://www.linkedin.com/in/adam-miner-77793129/Connect with Vivek and Pabitra to find out more about what they're up to:Vivek’s LinkedIn: https://www.linkedin.com/in/vivekkhattri/Pabitra’s LinkedIn: https://www.linkedin.com/in/pabitrakhanal/The Agile Coach LinkedIn Profile: https://www.linkedin.com/company/the-agile-coach-llc/Agile Coach Website: https://theagilecoach.com/If you enjoy The Agile Coach and are interested in learning more, you can check us out at our website https://theagilecoach.com/

In this episode of The Agile Coach, host Vivek is joined back again by Adam Miner, an experienced Agile Coach with a background as a Scrum Master. He has worked in various roles in the Agile space, including coaching and mentoring teams in Agile practices. Adam has a deep understanding of the Agile mindset and values and is skilled in facilitating change and driving organizational agility.Adam shares his experience transitioning from a Scrum Master role to an Agile Coach role. He emphasizes the importance of developing the skill of influencing people through organic trust and respect. Adam believes that the ability to influence is crucial for both Scrum Masters and Agile Coaches. He also highlights the value of understanding the Agile mindset and principles, rather than focusing solely on specific frameworks or certifications. Adam discusses the challenges of working with leadership and management teams, particularly in overcoming resistance to change. He emphasizes the need for Agile Coaches to balance their knowledge of Agile practices with strong interpersonal and leadership skills. Adam encourages new Agilists to be opportunistic and step out of their comfort zones to gain experience. He also advises seeking guidance from experienced professionals in the desired role.HIGHLIGHT QUOTES"The most effective skill in an Agile environment is the ability to influence people through organic trust and respect.""If you understand the mindset of agility and take the values and principles to heart, you can apply them to any process or situation.""It's difficult to convince leadership that changing the way they think is necessary to achieve different results.""The best coaches have a delicate balance of training and coaching, combining Agile knowledge with strong interpersonal skills.""The goal for any coach should be to scale Agile leadership and create self-organizing teams."Get to know Adam and what he’s up to:LinkedIn: https://www.linkedin.com/in/adam-miner-77793129/Connect with Vivek and Pabitra to find out more about what they're up to:Vivek’s LinkedIn: https://www.linkedin.com/in/vivekkhattri/Pabitra’s LinkedIn: https://www.linkedin.com/in/pabitrakhanal/The Agile Coach LinkedIn Profile: https://www.linkedin.com/company/the-agile-coach-llc/Agile Coach Website: https://theagilecoach.com/If you enjoy The Agile Coach and are interested in learning more, you can check us out at our website https://theagilecoach.com/

In this episode of The Agile Coach, Vivek is joined by Abbie DeMartino, a development manager at Meijer, to share her journey from a sports coaching background to becoming a scrum master and eventually a development manager. She discusses the transferable skills she gained from her previous roles and how she applied them in the tech world. Abbie emphasizes the importance of being competitive, continuously learning, and building relationships with team members. She also provides insights into the challenges and rewards of her current role, including the need to keep up with ever-changing technology and the satisfaction of driving change and coaching others.HIGHLIGHT QUOTESWhat is it like being a scrum master and product owner - Abbie: “I think the scrum master and the product owner roles are tough. Like they're, it's a unique personality that you need. You need someone who's driven. You need someone who can handle conflict. You need someone who's able to have difficult conversations”Scrum Master vs. Leadership Role - Abbie: “As a scrum master, I always felt like I could see pain points at the team level and I didn't have any power to do anything about it per se. Now being in a leadership role, I think I can drive change here. What's impacted my team? And I don't know what other word to say besides authority, but I don't mean authority but the ability to implement some of that change has been really exciting and just seeing wins in my team, right? So they're getting out a big body of work to production that they've spent, you know, multiple sprints on and to see it through and celebrate that with them.”Get to know Abbie and what she’s up to:LinkedIn: https://www.linkedin.com/in/abbie-gortsema123/Connect with Vivek and Pabitra to find out more about what they're up to:Vivek’s LinkedIn: https://www.linkedin.com/in/vivekkhattri/Pabitra’s LinkedIn: https://www.linkedin.com/in/pabitrakhanal/The Agile Coach LinkedIn Profile: https://www.linkedin.com/company/the-agile-coach-llc/Agile Coach Website: https://theagilecoach.com/If you enjoy The Agile Coach and are interested in learning more, you can check us out at our website https://theagilecoach.com/