In this episode of Enterprise Sales Development podcast, we speak with Sam Silverman, founder of Silverman Capital. Sam shares his approach and perspective at the SDR role as a job as well as a leveling opportunity for a career. He discusses how he manages his team, from his hiring practices to training in this rapid industry to tracking their progress. Listen as he also explains why it’s important to understand your buyer.
WHAT YOU’LL LEARN
How much Sam is able to leverage understanding business models, where the prospects are trying to go, equating that with SDR success and outperforming quota and how he developed this mindset
How he took the learnings from his previous work to manage a larger SDR team and how he teaches others in a rapid industry
His hiring strategies and how he tracks and monitors progress with his team members
What he does to help his team succeed by ensuring they know who they are selling to and preparing them for problems
How he trains his teams to communicate with and manage the sales teams they service and how transfer of knowledge works at the organization
How much of his day is spent learning vs selling both as an SDR and a leader
QUOTES
“Understanding in sales and life in general, where someone’s coming from I think allows you to humanize the interaction and level the playing field versus I’m an SDR reaching for someone 3-4-5 ranks above me in terms of totem pole. It allows you to really remove that barrier about it.” -Sam Silverman [05:14]
“I think a big thing which is focusing on who you’re selling to. Understanding why does this person care about anything you’re saying. I think the more you understand your buyer, the better off you’ll always are.” -Sam Silverman [08:40]
“I think something that people don’t realize is that different profiles and styles of work can both produce extremely solid results. I think a big issue that I’ve seen is people want to put everyone into one box and think that each person coming in can operate in that box and perform at a high level when you may have different people, 3-4-5 different profiles of people, who all perform that top tier of the group, but do it in entirely different ways.” -Sam Silverman [10:51]
“And then you have people who make a very, very good effort. They’re never going to be an A player, and there’s still a big value in those people.” -Sam Silverman [15:17]
“I’m a big advocate of done, not perfect.” -Sam Silverman [28:21]
TIMESTAMPS
[00:01] Intro
[00:32] Meet Sam
[03:13] Connect the dots, but still be relevant
[07:31] How Sam uses his learnings to manage his team
[12:12] His hiring strategies
[14:40] Managing his team members
[24:52] Sales development isn’t part of marketing or sales
[29:18] Extreme transparency is key
[31:43] Handling knowledge transfer
[34:16] How much of his day is spent learning vs selling
[36:??] What’s next for Sam and how to contact him
CONNECT
Silverman Capital’s website
Silverman Capital on LinkedIn
Sam Silverman on LinkedIn
CIENCE website
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
Learn more about your ad choices. Visit megaphone.fm/adchoices
Enterprise Sales Development with Sam Silverman | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
