In this episode of Enterprise Sales Development podcast, we speak with Mark Harnish, Director of Sales Development at Feedonomics. Mark shares how to run your own sales development team more effectively, speaking from his experience from starting as an SDR to working his way up to his current role of leading SDR teams. He talks about strategies and tools that are needed to be a successful leader and what he brings to his new role. He also discusses how he trains his SDR team to have more success on connected calls.
WHAT YOU’LL LEARN
What tools are needed to be successful in a leadership role
What Mark needs to have in a tech stack
The two main messages for the Doer and the Decision Maker
Ways to organize split test to help marksmanship improve
Things Mark brought to the table when developing sales playbooks
Ways Mark teaches, trains and coaches on what callers should have for more success on connected calls
QUOTES
“In my old world, something that made me successful was doing a lot in Salesforce myself as far as not necessarily relying on an Ops team. I was pretty advanced in anything from reporting to building dashboards and things like that, which really helped me.” -Mark Harnish [08:33]
“I like to adapt to what’s working, what’s not working. I’m sure others have different experiences but in my experience, six years of being an SDR leader, if something’s working and you’re just going to sit and ride it out, you’re going to have a few bad months pretty quickly. ‘Cause what was working last month is probably not going to work this month.” -Mark Harnish [17:43]
“The multi-channel is going to be more effective than just trying one touch point.” -Mark Harnish [21:40]
“Content is arguably one of the most important things for a successful SDR team.” -Mark Harnish [33:31]
“So many things are out of our control. We just try to control the things that we can.” -Mark Harnish [41:53]
TIMESTAMPS
[00:01] Intro
[00:25] This week’s guest: Mark Harnish
[01:54] What led Mark to Feedonomics
[03:37] Most important to create swim lanes
[05:54] Number of SDRs then and now
[06:31] What tools are needed to lead
[12:17] Two main messages
[15:32] Ways to organize split test
[18:56] Why multi-channel is always better
[25:53] For more successful calls
[32:38] The importance of content
[37:24] Mark’s role as therapist
[39:08] Changing the status quo
[43:57] Change in sales development
[48:12] How to contact Mark
RESOURCES
Swim Lanes for Marketing, Sales Development, and Sales
HubSpot
Salesforce AppExchange
Salesloft
Outreach
Ambition
ZoomInfo
LinkedIn Sales Navigator
Gong Revenue Intelligence
Enterprise Sales Development with Morgan Ingram
Enterprise Sales Development with John Barrows
CONNECT
Mark Harnish on LinkedIn
Email Mark
Feedonomics 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
