The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Trish Bertuzziamazon.com
The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Hiring an individual contributor with one foot in management and one foot as a rep can be a recipe for failure. If you’ve identified someone with the potential to be a fabulous leader, promote him or her. Asking someone to have one foot in the SDR world and one in the management realm is unfair and counterproductive.
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.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
“Hire and promote first on the basis of integrity; second, motivation; third, capacity; fourth, understanding; fifth, knowledge; and last and least, experience. Without integrity, motivation is dangerous; without motivation, capacity is impotent; without capacity, understanding is limited; without understanding, knowledge is meaningless; without kn
... See moreTrish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Make sure your onboarding and training leave reps fluent in your prospects’ language, thinking, professional goals, etc.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- ONBOARDING IS SIMPLIFIED: Think about the people whose time and attention you will need to effectively ramp your new reps (product, marketing, sales enablement, etc.). Training for one single rep tends to be informal, ad hoc, and (too often) sloppy, but training a “class” demands more attention and quality preparation. 2. YOUR TIME IS PROTECTED: Ra
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
it answers why work here before addressing what you’ll be doing here day to day
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
It follows that a rep’s job is twofold. One, schedule the meeting. And two, make sure the meeting is held.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
shared, “We may tell a candidate the story about the person who got promoted in six months, but we tell them that they could just as well expect to spend two years in the role. Doing a good job of setting expectations upfront prevents disconnects and the inevitable disappointments.”
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
IMMEDIATE RESPONSE Inbound sales call “Contact Us” form Demo request New free trial Stopped by booth at tradeshow Attended a webinar Downloaded e-book Registered for webinar Attended a tradeshow Subscribed to blog Followed the company on Twitter NO RESPONSE