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
ACTIVITY FOCUS: Is your team qualifying inbound leads or conducting outbound prospecting? If inbound, how many leads will marketing generate? What is your historical conversion rate from lead to SDR qualified? If outbound, how well recognized is your brand in the market? This may seem like a strange question, but it matters. When your prospects hea
... See moreTrish 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
The key is gathering information from each and every interaction and analyzing it to make the organization as a whole smarter. As your reps ramp, they should be building prospect profiles, adding information about status quo solutions, testing messaging, and collecting a dozen other data points.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
A job description should sell the job. If you can’t capture attention and interest, who the hell cares about the fine print.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
about arousing curiosity and generating interest. Often, that requires getting at the answer behind the answer. Ask your candidates how they prepared for the interview. One might have done some reading on top blogs. Another might have viewed a recorded webinar on your prospects and your industry, while another might have downloaded every piece of c
... See moreTrish 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
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
As I see it, there are three main reasons: focus, attitude and aptitude, and human nature.
Trish Bertuzzi • The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
There are three characteristics that are universal in the best sales development candidates: passion, competitiveness, and curiosity.