The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
amazon.com
The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
An account shouldn’t be marked “no contact” until at least two prospects have said no (or not responded).
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
A word to the wise: there can be a big disparity between how excited a candidate is about getting an offer and how excited a new hire is to do the job.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
For groups generating qualified opportunities, developing an incentive plan that motivates the right behavior and pays on both quantity and quality is easier said than done. I recommend the 50/40/10 approach. This plan works best with sales cycles under ninety days
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In terms of qualification for introductory meetings, you can’t get much beyond right profile, right person, and right high-level pain.
Trish Bertuzzi • 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’
... See moreTrish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In terms of a general rule, base salary should be roughly 60–70 percent of total compensation for sales development reps. Also, whenever possible, pay incentive compensation monthly.
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
If you’re selling a disruptive solution, asking BANT (budget, authority, need, and timing) types of questions makes no sense. There isn’t going to be a budget set aside for problems that prospects don’t know they have.