Content focused on tactical advice to help companies and management teams build a successful sales development program.
Hypothesis SDR-Ops is not a title you often see on Linkedin. There are a few high-profile individuals fulfilling this specific function, mostly at larger companies. For many organizations, the function is fulfilled by an internal committee, or by an SDR Manager. There are challenges with either situation. If fulfilled by RevOps, the data & …
Knowing what it takes to be a successful SDR takes time. Nobody picks up the phone on day 1 and knocks it out of the park. You need to spend a significant amount of time building your own experience in the role before you hit your stride. All that being said, there are definitely ways …
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 …
Training SDRs and BDRs is not an easy task. Sales development programs often hire reps that are newer to sales, bringing in professionals from a variety of different backgrounds and with a diverse array of experiences. For managers, this demographic for the SDR role usually implies 3 things: BDRs tend to be younger & more …
Even during this pandemic, events can be a great way to find warm, in-market leads looking for solutions like yours. But there’s a caveat. You need to have a team and process in place to capitalize on these new opportunities in order to take advantage of the platform. So what should that process look like? …
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 …
I’ve seen this question pop up on social a lot lately: “how do I use intent data?”. Then a hundred SDR’s trying to pitch their product will reply asking for meetings but never really answer the question. Well, I have no product to pitch but have used intent data for years, from several well-known data …
As sales leaders, we already know that we want our SDR teams to produce qualified opportunities for our Account Executives (AEs), but are we missing all the other benefits a well-oiled Sales Development organization brings? It’s easy to get engrossed in activity, pipeline, and other important metrics and we often don’t consider the impact inside …
At this point, any company looking to disrupt an established market and build their brand should be utilizing a Sales Development function in some capacity. With technology today, there are simply too many prospects and not enough time for your sales rep to cover every inbound lead, let alone go foraging for outbound prospects. This …
Avoiding the Early Pitfalls of a Sales Development Program Read More »