Over the last handful of years sales development has transformed from a quantity-based approach to a quality-based one. Today, SDRs are better off sending fewer, more targeted messages to a prospect or account. But what exactly does that mean? Personalization can take many shapes, and every SDR and prospect is different; embrace that. It’s all …
There are a lot of myths in the world of sales development, and most of them revolve around activity and its relation to success. We hear it all the time. Managers telling their reps to “hammer the phones, more dials equals more leads.” Incentivizing their reps by “paying double for any lead you pass between …
A lot of strategies have come and gone in the world of sales development. What we thought worked a decade ago could now be considered archaic, while some practices have withstood the test of time. We’ve come a long way from the boiler room call centers to present-day Account-Based models — but there was a …
Cold calling is always a hot topic. Some say it’s dead. Others claim cold calling is better than ever. In reality, the truth lies somewhere in between. While traditional cold calling strategies of the past are long gone (or should be), today’s SDRs still find a ton of value in cold outreach and phone conversations …