The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
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The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
The second case for the introductory meeting model is when account executives are suffering from empty calendar syndrome. This one is easy. If your sales team is screaming for more “at-bats,” then break glass and set meetings. Conversion rates, qualification criteria, and cost per meeting all go out the window when your account executives’ calendar
... See moreTrish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Productive time in the role is just simple math: tenure minus ramp time. On average, that’s just eight to fourteen months.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
illness. You need to dig for the implications of not acting
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In these cases, setting introductory meetings is an effective mechanism for rapid learning. The process would follow these four steps: 1. HYPOTHESIZE: Build a hypothesis of which companies need your solution. Develop baseline messaging and identify target prospects. 2. TEST: Schedule as many introductory meetings as possible. SDRs and account execu
... See moreTrish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- How should my team tackle our market? (segmenting the prospect universe) 2. How should my group be structured? (role specialization)
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
me: “The key thing for leaders to remember is to get new reps on the phones ASAP. I’m not sure that there is a magic number, but I know that reps need hundreds of live connects before they are truly ramped. The faster they get there, the better.”
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
there are two main models in play: setting introductory meetings and generating qualified opportunities.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
The absolute bare minimum number of attempts to contact at least 50 percent of your leads is 6.