They’re More Alike Than You Think Note: Apologies in advance if you’re not a sports fan! What do the 2008 Celtics, 2012 Heat, and 2017 Warriors have in common? They all won an NBA championship behind a ‘big three.” It meant dedicating a large portion of their salary cap to a few bonafide superstars that …
The SDR Model is Broken. Let’s Fix it. I recently watched Aaron Ross and Collin Cadmus talk about issues within the sales development world. They drop a lot of hard truths in that hour – the most important of which is this: The SDR Model is Broken (But you could probably tell that was …
In collaboration with RevenueZen we’ve created a two-part series detailing the importance of why SDRs should create content and what it could look like. In part one, RevenueZen dives into the importance of SDR-created content and the process behind creating impactful assets. Check it out here! In part two below, we dive into the detailed …
SDRound-Up As an SDR, time and workflow management is an incredibly valuable skill to develop. The BEST way to consistently hit quota is to have a solid day-to-day schedule. Morgan Ingram said it best in our first video series: “If an SDR’s schedule is organized, they’re going to have organized results. If their schedule is …
Your marketing team works hard to generate leads (and I’m not just saying that because I’m in marketing). Whether it be through web capture technology, intent data sources, content promotion, events, lead generation efforts…they put in a lot of work on the front end to fill the top of the funnel. The last thing you …
Pro-Tip: Don’t Do It. Lee Baker, one of the Sr SDRs at demandDrive, put together this email recently. With the current state of the world I don’t think it could have come at a more appropriate time: Here’s the thing – while this email was sent out during a tumultuous time, it’s applicable ALL THE …
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 …