The Tenbound Sales Development Virtual Conference on March 23rd. Featuring the top minds in Sales Development, this Free event will focus on Sales Development Pipeline Leadership to help take your Sales Development team to the next level. Register today and get access to all Tenbound Virtual Conference Events for 2022! As the only conference dedicated 100% to Sales Development, The Tenbound Sales Development Conference provides a unique opportunity to learn, grow, connect and move our practice forward. Pipeline Leaders, VPs, Directors and Managers of Sales Development, along with SDRs, Marketers, C-Level Execs, and VC’s converge for a day of learning and networking 100% focused on Sales Development with the top minds in our industry. Register today!

1. Tenbound Conference
March 23rd 2022
Sales Development Leadership:
Building your Career as a Sales Dev Leader

2. www.tenbound.com
Agenda
Who I am
The Big 3
SDR Alignment
Breakdown the Function - Predictability Engine
Partnerships are Key
Thanks!

3. Metrics-driven architect of global inside
sales and sales development
departments with a “student” oriented
expertise in developing and
implementing successful process-driven
strategies for building top performing,
results-oriented and culture-based
teams.
With nearly 16 years experience, created
a reputation for creating strong and
dynamic sales strategies aligned with
organizational goals that result in
pipeline predictability or “Predictability
Engines”, successfully engaging
customers and improving market share.
James Barton
Venafi, Head of Sales
Development

4. RULE 1
“No Asshole Rule”
Culture is King/Queen - be sure everyone
knows this rule, as they poison culture

5. www.tenbound.com
3 Areas of focus & constantly learning has gotten me to where I am.
➔ People: Never stop investing, including in yourself!
➔ Problem Solving: Break it down & Reverse Engineer It
➔ Give everyone a Voice: you don’t know everything and DON’T TRY TO!
Invest in yourself,
but equally as
much:
Invest in people -
be the Manager
you never had
How do you
approach
problem solving -
Start with end
goal and work
backwards
If you treat people
professionally &
give them all a
voice, y’all will
have Self-
Awareness.
Learn from
everyone & vice
versa.
01 02 03
The Big 3

6. RULE 2
“Be the Manager you never had”
While it’s an unattainable goal, it commits you
to always be better than yesterday

7. SDR Alignment
3 Departments that SDRs can roll up to
➔ SALES Goals, Career Progression & Priority Alignment - lives in
mindset of Success Metrics & less so in Success Indicators
➔ Sales Ops Both SDRs & SOps serve as the “a bridge between
Sales & Marketing” - lives in mindset of Success Metrics
➔ Marketing Never a BAD idea, just less aligned/linked than the
other 2 Depts - speak a different language and focuses in
mindset of Leading/Success Indicators & less so in Success
Metrics

8. Rule 3
“I y’am what I y’am and that’s all that I y’am”
-Popeye
Be humble, be unselfish & recognize you work for
YOUR team, not the other way around.

9. Breakdown the Process - “Predictability Engine”
Closed Deals & Revenue
Why SDRs exist: find those eventual
Deals that close and bring in revenue
#1 Relationship: AE
They are your partner, the hand that
feeds you and the tighter the
alignment on strategy & Accounts, the
greater the success
Not just 1 & Done
Foot in the door is great, but there are 20+
people involved in a sales cycle…go get them
on your AEs calendar & comp on creating any
& all new relationships, new Opps & even
Appts after a formal sales cycle is identified
Relationship Building
SDRs are essentially relationship
builders/wing-people/Chewbacca to the Han
Solo. The more relationships/awareness
created -> RESULTS
Bookings
Support AE to
Advance Opps to
Late Stage
Follow Up/
“Expanded Appts”
w/in Early Stage
New Opportunity
Appointments
w/ICPs
SDR Sourced
Activity
(In & Out)
SDR:AE Alignment
on Strategy
Identify the
Commissionable
Milestones and use
those to set recurring
SDR Targets!

10. Your Partnerships are Key - like an SDR & their AE/AM
Partners, not Sidekicks

11. james.barton@venafi.com
linkedin.com/in/jbbarton
Thank you!
www.venafi.com
jbbarton23@gmail.com