SALES DEVELOPMENT? WHAT IS
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SALES DEVELOPMENT?WHAT IS
SALES DEVELOPMENT IS ONE OF THE MOST POPULAR TERMS AMONG REVENUE LEADERS.
IN FACT, IT’S THE TOPIC OF AARON ROSS’ AND JASON LEMKIN’S NEW PREDICTABLE REVENUE GUIDE TO TRIPLING YOUR SALES.
AND THE BRIDGE GROUP
OF SOFTWARE COMPANIES THEY SURVEYED HAVE ADOPTED THE MODEL.
40%REPORTS THAT
EXACTLYBUT WHAT
IS IT?
THE MOST PRACTICAL DEFINITION IS SIMPLE- SALES DEVELOPMENT TEAMS CAN BE DEFINED AS…
SPECIALIZED GROUPS THAT FOCUS
SETTING DEMOS AND QUALIFIEDAPPOINTMENTS.
ENTIRELY ON THE FRONT-END OF SALES:
THEY HAVE MANY NAMES…
BUSINESS DEVELOPMENT REPRESENTATIVES, SALES ASSOCIATES, LEAD DEVELOPMENT REPS, ETC.
BUT THE PREMISE IS THE THE SAME FOR ALL OF THEM:
SPECIALIZE THE SALES TEAM.
(WHICH MEANS YOU NEEDTO HAVE AT LEAST TWO SALES ROLES)
YOUR SALES DEVELOPMENT REPSANDYOUR CLOSERS
FOR INSTANCE, YOUR SALES DEVELOPMENT REPS
SHOULD PROSPECT…
ALL THE TIME.
THEY SHOULDN’T GO IN DEPTH ABOUT PRODUCT SPECIFICS OR CLOSE A SINGLE DEAL.
IT’S DIFFERENT FROM TRADITIONAL SALES, WHICH REVOLVES AROUNDCLOSERS…
THEY HAVE ALL THE BOOKS, WEBINARS, AND RESOURCES THEY NEED.
WHILE THE RESOURCES FOR SALES DEVELOPMENT ARE LIMITED, THERE ARE FIVE YOU CAN’T MISS…
1. CRAIG ROSENBERG’SFUNNELHOLIC POST
THE SALES DEVELOPMENT TEAM: A PROVEN FRAMEWORK FOR SUCCESS
2. SALESLOFT’S POST OUTLINING
THE SALES DEVELOPMENT REP VS. THE ACCOUNT EXECUTIVE
SDRS VS. ACCOUNT EXECUTIVES
3. THE BRIDGE GROUP’S INSIDE SALES
RESEARCH ON B2B INSIDE SALES IMPLEMENTATIONS
METRICS AND COMPENSATION
4. AARON ROSS’ POST ON THE PREDICTABLE REVENUE BLOG
HOW EMAIL MARKETING COMPANY WHATCOUNTS ADDED AN EXTRA 26% TO THEIR NEW SALES GROWTH RATE IN ONE YEAR
5. SALESLOFT’S POST OUTLININGTHE 5 TOP LEADERS
HIGHLIGHTING THE TOP 5 SALES DEVELOPMENT LEADER
THESE RESOURCES WILL HELP EXPLAIN THE SUBTLETIES OF SALES DEVELOPMENT…
AND HELP YOU BUILD A PROCESS BASED FOUNDATION TO ENSURE THE SUCCESS OF YOUR TEAM.
SALESLOFT.COMLISTS OF LEADS VISIT
IF YOU WANT MORE INFORMATION AND TOOLS TOGENERATE TARGETED AND ACCURATE
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