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
If you increase lead conversion rates, but you aren’t closing more business, what’s the point? Similarly, if your account executives are having twice as many introductory meetings, but you aren’t gaining more new customers, you’re just spinning your wheels.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
It’s an integral part of your onboarding process as well as the gold standard your managers will coach against. Finally, it’s one hell of a recruiting tool.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
promote only those you would hire.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
He confessed to me that he budgets a 10 percent “never mind” rate (reps who accepted an offer and retract it before their first day). Such is the reality when hiring recent grads. Screening for passion is one way to mitigate this reality.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
You should deploy an introductory meeting model when the market for your product is immature and/or when your account executives need more at-bats.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Acquia chose to reverse that. Tom shared their thinking: “We found that our inbound leads are very familiar with our company, our products, and our competitors. Our mentality is to put the best leads in front of our best pipeline generators.” For Acquia, that meant starting reps as outbound prospectors and promoting top performers into the inbound
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There are three characteristics that are universal in the best sales development candidates: passion, competitiveness, and curiosity.
Trish Bertuzzi • 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
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’
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