Enterprise Sales Development with Jason Prindle

In this episode of Enterprise Sales Development podcast, Eric Quanstrom and Harry Evans, from CIENCE Technologies speak with Jason Prindle, Director of Inside Sales & Global Sales Development at BigID, about enterprise sales development. Jason shares what type of services BigID provides and their sales approach in working with their customers and clients. He also talks about how he works with the sales development reps (SDRs) to provide the most efficient communication with the clients as well as the sales reps. WHAT YOU’LL LEARN What is BigID Jason’s ideal customer/client profile and how he built that How they determine the groups and internal landscapes of their target accounts How they have the sales territories lined up How SDRs communicate with sales reps How he determines how much SDRs need to know to do their job right Where he sees sales trends going in 12 months QUOTES “A lot of times, the connection that we have helps drive that conversation.” -Jason Prindle [17:29] “I think that level of personalization honestly is kind of played out, I don’t know that it really works that well. Me personally, I get annoyed if someone says something about a school I went to or you know, I’ve got a quote from Yoda on my LinkedIn profile. Sometimes, I kinda appreciate the effort, but it’s like eh, it’s not really moving the needle. I want to know what you’re doing for me in my role to make my life easier, and I think that’s really important.” -Jason Prindle [19:47] “I’ve never been a guy who looks at those daily KPIs unless it’s the root cause of a problem or a success.” -Jason Prindle [29:17] “I encourage them to take it as far down the road as they can, because it’s a good training ground for that next step. The hand off from SDR to AE is a discovery call. It’s further discovery, and the first thing you have to learn as a good sales rep is discovery and how to continue to do more discovery.” -Jason Prindle [40:25] TIMESTAMPS [00:01] Intro [01:59] Meet Jason and his team at BigID [03:12] What is BigID and Jason’s ideal client profile [07:01] Defining the groups and internal landscape of the targets [09:02] How sales territories are lined up [14:41] How SDRs communicate with sales reps [18:48] Personalizing their messaging [28:20] Jason’s key KPIs in the multi-channel strategy [34:40] Normalizing cohort norms [38:17] Educating SDRs [42:02] Where he sees trends going in 12 months [46:30] A quick pitch of BigID CONNECT Jason Prindle on LinkedIn BigID website BigID on Linkedin BigID on Facebook BigID on Twitter BigID on on Youtube CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices