041: More Than Just a Cadence: Why Collibra’s Joe Bisagna Stresses Developing Business Acumen for SDRs

The Predictable Revenue Podcast

English - January 25, 2018 10:00 - 38 minutes - 35.5 MB - ★★★★★ - 33 ratings
Management Business Entrepreneurship outboundsales sales predictablerevenue saas salesrep sdr Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: 040: To Make Great Salespeople and Advance the Craft: Why Sales Leadership at SmartRecruiters Invests Heavily in Training and Developing its SDRs

Next Episode: 042: Nailing Your Proposals: Octiv’s Kelsey Brigg’s On How To Improve Those Critical Documents

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Joe Bisagna, the New York City-based Regional Sales Manager at Collibra, a leader in the field of data governance.

To say Joe is an active member of the New York sales community is an understatement. In addition to his leadership role at Collibra, Joe is the Founder and President of consultancy firm Brass Ring Sales, and the co-general manager of NYC’s Enterprise Sales Meetup group.

Throughout the pod, Collin and Joe focus on a particular skill set Joe stresses all SDRs should cultivate: business acumen (aka getting to know how your prospects’ business operates). Highlights include: Joe’s hiring best practices (11:59), how to train SDRS to develop business acumen (15:12), how to evolve business acumen when selling to SMBs (27:26), training mistakes (35:44), and some advice for those looking to add this skill to their SDRs’ toolbox (38:58).