045: Building Bridges and Maintaining Relationships: The Subtle Art of The Handoff With Cirrus Insights’ James Buckley

The Predictable Revenue Podcast

English - March 01, 2018 10:00 - 35 minutes - 33.4 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: 044: Building Your Storytelling Journey: Jamie Shanks on the Fundamentals of Account-Based Sales

Next Episode: 046: Close.io CEO Steli Efti on why your competitors’ follow-ups aren’t working and how you can stand out

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes James Buckley, an Account Executive with Cirrus Insight, a sales workflow tool increasing sales efficiency and acumen by integrating your inbox with your CRM.

Although James is currently in an Account Executive role, he’s done it all at Cirrus Insight. During his tenure, James has grown from a Client Engagement Specialist, to both a Manager and Director of Business Development. His excellent onboarding manual, written for new Sales Development Reps at Cirrus Insight, was eventually published as a book titled: Tip of The Spear: Blood Sweat and Sales. The man has insight.

Throughout the pod, Collin and James discuss, and attempt to improve, a critical piece of the sales cycle - the handoff from SDR to Account Executive. Highlights include: James’ book: Tip of The Spear: Blood Sweat and Sales (3:28), the transition point of a discovery call (4:21), roleplaying calls (11:32), the hand off (21:34), and being nimble as an SDR (34:01).