August 7th, 2015 | by
< 1 min read

At DiscoverOrg, we love learning about new ways to stay sharp and do our jobs better. For us, this all starts with our Sales Development Rep (SDR) team. In fact, the first interaction most prospects have with our company is with our SDR team. And, as we all know, first impressions are often the most important in any B2B sales cycle.

We came across this interview that TopoHQ did with Daniel Barber, the Director of Sales Development and Operations at ToutApp, and we’re on the same page with what he has to say about Building a Sales Development Engine. (Our SDR team couldn’t live without ToutApp!)

In the article, Barber answers a series of questions about best practices, goals, challenges, technology, metrics, and the approach he’s taken to make his SDR team a high-functioning machine. Barber explains some of the decisions he’s had to make – including putting the SDR’s goals ahead of his own – that have had the biggest impact on his team’s success. He goes on to say that he follows a specific list when it comes to his mission as a leader:

  1. Choose people carefully
  2. Set expectations and vision
  3. Remove obstacles
  4. Inspire your people
  5. Work for your people
  6. Improve it next time

Check out the full post here.

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About the author

McKenzie Ingram

McKenzie has a background in communications and non-profit sector.