In the latest episode, we interviewed James Barton, who underscored the value of relationships in sales development. He stressed that fostering trust with clients through strong relationships directly impacts sales. Barton also discussed managing successful Sales Development Representative (SDR) teams, highlighting the importance of a supportive culture, open communication, and clear expectations. Lastly, he shared insights into understanding different Ideal Customer Profiles (ICPs), emphasizing the need for continuous learning, adaptability, and a tailored approach.
WHAT YOU’LL LEARN
SDR team management tips
Importance of building relationships in sales development
How to learn about different ICP’s
QUOTES
“That's truly the role of a sales development rep is find new relationships, nurture them, deliver them, support them. And it's not just, okay. I'm out here, you know, kind of thing is like you are the name, the voice, the first point of contact that any of these people have in their experience with your company.” - James Barton [5:06]
“But it starts with relationships and setting the experience off on a good foot with the prospect or customer.” - James Barton [9:06]
“So we figured out if you incentivize and you measure on the right activities, which turns the right behaviors which turn at the right results, you can bring that forecast ability of the SDR team back to like the initial stages of what we're doing.” - James Barton [14:58]
TIMESTAMPS
[0:00] - Meet James Barton
[6:29] - James on the importance relationships as SDR
[12:22] - Jame’s experience as a sales development leader throughout the years
[14:50] - Jame’s success model
[21:44] - Factors why of SDR underperfomance
[31:56] - James on leadership
[40:06] - How James learns about different ICP’s
[47:49] - Connect with James
CONNECT
James’ LinkedIn
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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Sales Success Through Relationships and Adaptability: A Chat with James Barton | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
