Maximizing BDR Success with Dave Kart

First published

05/10/2023

Genres:

business

Listen to this episode

0:00 / 0:00

Summary

In this episode, we interview Dave Kart, who shares insights into his successful BDR team, management approach, and Maxio's buyer persona. Dave highlights the importance of a supportive culture, clear expectations, and continuous training for BDR success. He emphasizes open communication, empowering team members, and maintaining work-life balance in his management style. Gain insights into Maxio's buyer persona and how tailoring messaging to address the pain points of mid-to-large technology enterprises, focusing on CTOs and IT Directors, can effectively engage your audience. Don't miss this opportunity to learn the secrets behind BDR success – tune in now! WHAT YOU’LL LEARN Building a High-Performing BDR Team Effective Management Approach Understanding Your Target Audience QUOTES “So it's very important, you know, especially on a phone call to establish that credibility to establish that trust and ask for permission that's one of the things that we talk a lot about is in terms of where we're interrupting, you know, whatever was going on in that person's world at that point in time,and, so we wanna be concise, we wanna get to the point we wanna have that crisp and clear message.” - Dave Kart [11:25] “It's more about like handling those objections, making sure people have, the knowledge, to go deep and ask the right questions.” - Dave Kart [13:14] “But the BDR role is a great place to just own like general sort of business acumen skills. And so we encourage BDR, to explore opportunities outside of just that traditional like BDR.” - Dave Kart [37:00] TIMESTAMPS [0:00] - Meet Dave Kart [4:50] - Dave’s experience managing BDR teams [8:45] - Changes in the sales development world [16:35] - Maxi’s persona and how he targets it [26:26] - How Maxi’s runs his BDR team [32:43] - Maxi recipe to success with BDR’s [42:16] - Connect with Dave CONNECT Dave’s LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

Duration

Parent Podcast

Enterprise Sales Development (CIENCE)

View Podcast

Share this episode

Similar Episodes

Enterprise Sales Development with Eric Quanstrom

Release Date: 08/25/2021

Description: Eric Quanstrom takes a break from hosting duties and sits in the guest seat in this episode of Enterprise Sales Development podcast. Eric is the CMO at CIENCE and talks about enterprise sales development from his perspective. He shares what makes hyperspecialization worthwhile and why CIENCE redirected itself around that idea. He also discusses how he manages a large group of SDRs and how he set up CIENCE to handle the constant turnover. Listen as he shares three important questions to ask in a sales pitch. WHAT YOU’LL LEARN What is CIENCE and what is unique about it What makes hyperspecialization worthwhile and why CIENCE has redirected itself around that idea What trends is Eric seeing across the industries and where he thinks things are going in the next three to five years What the LinkedIn channel brings to the table What Eric thinks of when he thinks enterprise sales development What type of considerations people don't think about with a large group of SDRs and how Eric has set up CIENCE to handle constant turnover at that position What he has done to boost CIENCE’s online presence and branding What it means to think like an enterprise What is a buying group and how it’s becoming more relevant these days Three important questions to ask in a pitch QUOTES “When you have brand familiarity, you have a lot. There’s a huge difference between, in preference and reciprocality that comes with familiarity.” -Eric Quanstrom [13:41] “Most prospects are, what I would argue and we teach and train this all day long at CIENCE, they’re self-interested above all else, and that’s not a bad thing. It’s not a pejorative concept. Self-interest is what drives most people to actions.” -Eric Quanstrom [14:22] “I would also say that we’ve worked our asses off to build a culture and a business that people want to be at.“ -Eric Quanstrom [27:51] “Every interaction that we have with our organization is first fronted by an SDR. Period. Full stop. End of story.” -Eric Quanstrom [31:09] “If I know what somebody is worried about, is concerned with, what their goals are, what they want to achieve, what bugs them, what their discomforts are, like that’s all persona level data that I can use to further my engagement cause with that individual.” -Eric Quanstrom [46:00] TIMESTAMPS [00:01] Intro [00:44] Meet Eric [01:46] What is CIENCE and what’s unique about it [04:11] Hyperspecialization [08:24] Trends in the industry [12:29] The LinkedIn channel is worth to pursue [16:31] What you’re selling is a meeting [19:50] Two ways to think of enterprise sales development [22:56] Managing a large group of SDRs [30:03] CIENCE’s online presence and branding [34:22] Thinking like an enterprise [39:12] Buying groups, personas and ICPs [48:59] Three important questions to ask in a pitch [50:56] The gap between sales, sales development and marketing [56:05] Eric’s next pet project RESOURCES Outliers: The Story of Success by Malcolm Gladwell Flow: The Psychology of Optimal Experience by Mihaly Csikszentmihalyi Fish With a Spear, Not a Net: Engagio's Jon Miller Talks Account-Based Marketing on Marketing Smarts Inc. 5000 Fastest Learn more about your ad choices. Visit megaphone.fm/adchoices

Explicit: No

Details

Enterprise Sales Development with Ron Nelson

Release Date: 11/10/2021

Description: In this episode of Enterprise Sales Development podcast, we speak with Ron Nelson, Account Executive at Oracle and formally at Comparably. Ron shares his experience starting as an SDR and working his way up to leading a team of 27 SDRs at Information Builders. He also shares unique insight and management perspective from his previous roles to build different types of teams. Listen as he discusses his strategies on producing content and communicating tone in sales. WHAT YOU’LL LEARN How he started as an SDR and the transition to a manager role His process from what he’s learned to build his own team and how he coaches and trains once he finds people who have the skill sets or potential How he reincorporated what he learned being an SDR and SDR leader when he returned to sales His strategies for producing content and communicating tone, and how he took reins and partnered with marketing How he takes his experience as an SDR manager into the culture-building approach at Comparably What he would tell enterprise sales development leaders in regards to hiring and sourcing The biggest misses that he sees around culture and enterprise sales development and what he looks for in people who need help with this QUOTES “In sharing that knowledge, we’re all learning and growing and developing quicker. We’re learning from one another’s mistakes, and we’re learning from one another’s successes.” -Ron Nelson [05:25] “One of the main things that I see that’s problematic is managers rescheduling one-on-ones. And then that’s the message you send to the SDRs. That this is not important. It’s not a priority. You have to make that a priority.” -Ron Nelson [10:27] “This is really fun what we do. I enjoy what we do. And I want to hire people that have that same mindset.” -Ron Nelson [17:25] “If you’re sharp, if you’re polished, you got great tone, you sound like a professional, then you’re already going to stand out from half of the people that are picking up the phone.” -Ron Nelson [23:13] “It’s one thing to get the title. It’s another thing to actually be good at the role.” -Ron Nelson [38:48] TIMESTAMPS [00:01] Intro [00:28] Meet Ron Nelson [01:58] Entering Sales Development to Manager [06:52] His process with building his team and developing skill sets [11:33] Transitioning back to sales [16:04] His management approach [18:22] Strategies to produce content and communicate tone [26:59] Using what he’s learned at Comparably [31:45] What he tells enterprise sales development leaders with sourcing SDRs [34:42] Misses that he sees among culture and enterprise sales development [39:50] How to contact Ron CONNECT Ron Nelson on LinkedIn Oracle website Comparably website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

Explicit: No

Details

Crafting Success in SaaS: Insights and Strategies from Yesware's CEO Joel Stevenson

Maximizing BDR Success with Dave Kart

First published

Genres:

Listen to this episode

Summary

Duration

Parent Podcast

Share this episode

Similar Episodes

Enterprise Sales Development with Eric Quanstrom

Enterprise Sales Development with Ron Nelson

Crafting Success in SaaS: Insights and Strategies from Yesware's CEO Joel Stevenson

Empowering Sales Development with AI and Success Secrets: A Conversation with Nick Kennedy

Similar Podcasts

Startup Selling: Talking Sales with Scott Sambucci

Enterprise Sales Podcast

ThursdayThoughts in Account-Based Growth

Breaking Down Your Business Masterclass

BlockchainX Podcasts

Ask Udi Podcast – Udi Dahan – The Software Simplist

20X PODCAST

Sales Development

All Shows Archives — Chariot Solutions

Lost in the Clouds - Enterprise Tech Podcast

Enterprise Sales Show

Age Verification