On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes James Buckley, an Account Executive with Cirrus Insight, a sales workflow tool increasing sales efficiency and acumen by integrating your inbox with your CRM.

Although James is currently in an Account Executive role, he’s done it all at Cirrus Insight. During his tenure, James has grown from a Client Engagement Specialist, to both a Manager and Director of Business Development. His excellent onboarding manual, written for new Sales Development Reps at Cirrus Insight, was eventually published as a book titled: Tip of The Spear: Blood Sweat and Sales. The man has insight.

Throughout the pod, Collin and James discuss, and attempt to improve, a critical piece of the sales cycle – the handoff from SDR to Account Executive. Highlights include: James’ book: Tip of The Spear: Blood Sweat and Sales ([3:28]), the transition point of a discovery call ([4:21]), roleplaying calls ([11:32]), the hand off ([21:34]), and being nimble as an SDR ([34:01]).