Content focused on tactical advice to help sales development managers thrive and level up as leaders within their organization.
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 …
The Problem Are cadence tools killing Salespeople? Every onboarding plan for an SDR team involves sessions around technology. How to use Salesforce, Marketo, Refract, LeadIQ, Salesloft, Outreach, Vanillasoft, etc etc etc. Often these sessions are of a similar length to the sessions provided on ICP, learning how to cold call or what the marketing …
What SDRs Need to Learn Before Getting Started with Cadence Tools Read More »
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 …
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 …
Business development and sales development managers are often former reps, which means they’re well-trained on the technologies and processes needed for the role. However, sales development is a unique function to manage: it’s a fast-paced, competitive environment usually filled by entry-level sales professionals. With so many different new personalities, generations, and motivations emerging in the …