EPISODE #103
In this episode, Neil interviews Josh Bruer, a Sales Development Leader and Coach -
They discuss his sales development background, passion for music, and the transferable skills he gained as a lead singer. Josh highlights the importance of meaningful conversations in sales and the value of learning from prospects. He shares his experience in the tech and SaaS industry and the lessons learned as an SDR team lead.
We also explore his journey from musician to sales coach, his dedication to helping others improve, and his approach to breaking down and enhancing the SDR role. Josh emphasises practice, coaching, and continuous learning, along with building relationships and understanding team motivations.
From a leadership perspective, Josh advises managers to advocate for their teams, remove obstacles, and maintain honesty. He encourages reps to seek feedback and be coachable. Finally, we discuss the importance of forming connections and having meaningful conversations in and out of work.
Find Josh on LinkedIn
The SDR DiscoCall Show is sponsored by Dealfront - Click for more info.
Listen to the podcast episode
..or watch the VidCast version of this episode on YouTube
Key Takeaways
- Sales development involves reaching out to customers to introduce software and generate leads.
- Meaningful conversations and asking questions help build rapport and uncover pain points.
- Transferable skills from music, such as confidence and tonality, are valuable in sales.
- Tele-sales and sales development share similarities in making phone calls and engaging with prospects.
- Data cleaning in tele-sales highlights the importance of maintaining clean and up-to-date databases.
- Speaking to C-level executives can be intimidating, but they are often more open and willing to help than lower-level employees.
- Asking prospects for help or advice can lead to more productive conversations and opportunities.
- Sales development leaders in the tech and SaaS industry focus on team management and driving results.
- Sales coaching involves helping sales professionals improve their skills and achieve their goals.
- Break down the sales role and focus on improving different aspects of it.
- Build relationships and understand the motivations of team members.
- Managers should advocate for their team and remove obstacles.
- Reps should be honest, ask for feedback, and be coachable.
- Form connections and have meaningful conversations both in and outside of work.
Timestamps
- 00:00 - Introduction
- 02:20 - Josh's Passions and Interests
- 04:03 - Josh's Journey in Sales and Sales Development
- 06:20 - Josh's Experience in Music and Lead Singing
- 10:25 - The Transition from Tele-Sales to Sales Development
- 12:26 - The Importance of Data Cleaning in Sales
- 22:59 - Josh's Experience as a Sales Development Leader
- 26:43 - The Role of Sales Coaching
- 29:16 - Learning from Experienced Individuals
- 33:51 - Tailored Coaching and Training
- 37:02 - Creating a Supportive Team Environment
- 43:36 - Building Relationships and Open Communication
- 50:03 - Embracing Failure and Continuous Learning
Ps - This episode is proudly sponsored by Dealfront - It's your all-in-one platform to target ideal leads and close deals - More info or get a free demo via this link.
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