Key Takeaways from The Sales Development Playbook, part 1 and part 2
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Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth. In this takeaway: Part 1 - Strategy Part 2 - Specilaization • Introductory meetings and generating qualified opportunities, which one? • Pursuing qualified opportunities using the PACT method • When is to build an in-house sales development team? • Deciding between inbound and outbound marketing • Gaining clarity of your ICP (ideal customer profile) • When to separate inbound SDRs and outbound SDRs into separate roles • Why you should consider a research role
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Key Takeaways from The Sales Development Playbook, part 1 and part 2
- 1. THE SALES DEVELOPMENT PLAYBOOK PART 1 - STRATEGY PART 2 - SPECIALIZATION KEY TAKEAWAYS From:
- 3. YOUR PROSPECTS #1 CONCERN: how are you going to help their business? wheredatapp.com
- 4. 2 SALES MODELS 1 wheredatapp.com setting introductory meetings generating qualified opportunities 2
- 5. choose the right one for your organization wheredatapp.com
- 7. opportunities come after you've nailed your ideal prospect and message wheredatapp.com
- 10. introductory meetings new business issues reps need to arouse curiosity and set meetings wheredatapp.com
- 11. introductory meetings account executives need more at-bats wheredatapp.com
- 12. introductory meetings "empty calendar syndrome” wheredatapp.com
- 13. utilize introductory meetings for rapid learning with these 4 steps: introductory meetings wheredatapp.com
- 14. HYPOTHESIZE: which companies need your solution? develop baseline messaging and identify target prospects. introductory meetings wheredatapp.com
- 15. TEST schedule introductory meetings test your messaging before, during, and after the meetings introductory meetings wheredatapp.com
- 16. ITERATE iterate on both target profile and message introductory meetings wheredatapp.com
- 17. REPEAT learn more each time introductory meetings wheredatapp.com
- 19. a contact becomes an opportunity when: qualified opportunities wheredatapp.com
- 20. qualified opportunities wheredatapp.com a problem has been identified
- 21. a potential solution was introduced qualified opportunities wheredatapp.com
- 22. a prospect has committed to a next step qualified opportunities wheredatapp.com
- 23. pursue qualified opportunities using the PACT method wheredatapp.com
- 24. PAIN need to be solving a pressing business issue wheredatapp.com
- 25. AUTHORITY find the people who make organizations move wheredatapp.com
- 26. CONSEQUENCE what are the implications of not acting? wheredatapp.com
- 27. TARGET PROFILE don't waste time on opportunities with too many red flags wheredatapp.com
- 28. TIMING may be under contract for another 2 years (in mature markets) wheredatapp.com
- 30. THE RIGHT TIME TO BUILD AN IN HOUSE SALES DEVELOPMENT TEAM wheredatapp.com
- 31. when the following criteria has been met: wheredatapp.com
- 32. ALIGNMENT everyone in leadership, sales and marketing is ready to fully invest in order to make the team successful wheredatapp.com
- 33. MARKET MESSAGE FIT you have enough knowledge about your market and messaging so that new reps can establish credibility over the phone wheredatapp.com
- 34. SKILL OF CLOSERS you can close deals wheredatapp.com
- 35. decide if the team will sit within sales or marketing; it usually falls somewhere between the two wheredatapp.com
- 36. remember: reps have more conversations with your prospect than anyone else in the organization keep and analyze information from every interaction wheredatapp.com
- 38. INBOUND OR OUTBOUND? wheredatapp.com INBOUND prospects take actions in response to marketing OUTBOUND prospects whom your reps target with proactive outreach
- 40. inbound + outbound = ALLBOUND wheredatapp.com
- 41. most companies can’t source more than three- quarters of their pipeline from inbound marketing. wheredatapp.com
- 42. You may need to help fill your pipeline with outbound techniques. wheredatapp.com
- 43. target the most profitable accounts with outbound activity. wheredatapp.com
- 44. ICP - IDEAL CUSTOMER PROFILE to gain clarity of your ICP use the ABCDs wheredatapp.com
- 45. A-LIST your dream clients They have a problem. You have the solution. don't usually come inbound; need outbound work wheredatapp.com
- 46. BREAD & BUTTER your sweet spot know 5 key traits these prospects share inbound usually works well, use outbound for the largest of these accounts wheredatapp.com
- 47. COMPELLING EVENTS prospects don’t need your solution until they get a shock hit or miss for outbound efforts wheredatapp.com
- 48. DEAD ENDS look like bread and butters and probably want to work with you but for some reason they can't or won't. learn how to professionally disengage from these accounts. wheredatapp.com
- 50. break inbound SDRs* and outbound SDRs into separate roles wheredatapp.com *SDR = Sales Development Rep
- 52. FOCUS easier to optimize execution for a specialist than for a jack-of-all trades wheredatapp.com
- 53. ATTITUDE AND APTITUDE not every rep good in one area is good in another wheredatapp.com
- 54. HUMAN NATURE reps in a blended role spend their time where they’re most comfortable, usually focusing on inbound leads rather than prospecting wheredatapp.com
- 56. consider adding a lead researcher role if you have the following: wheredatapp.com
- 58. a dedicated outbound SDR team wheredatapp.com
- 59. your reps are juggling multiple tools to build account and contact lists wheredatapp.com
- 60. finding data separating the a-list from dead ends takes lots of time wheredatapp.com
- 61. reps are spending lots of time finding relevant research points wheredatapp.com
- 62. reps need research to stand out wheredatapp.com
- 63. 2 primary reasons to consider the lead researcher role wheredatapp.com
- 64. ACCESS providing reps with the correct titles, e-mails, and numbers they need for their calls wheredatapp.com
- 65. wheredatapp.com separate the people making the call from the people updating the data
- 66. CONTEXT provide the reps with talking points memos and attach them to accounts in SalesForce wheredatapp.com
- 67. ENABLE YOUR FIELD REP AND DIRECTOR TO CALL THE SAME FORECAST (NO EXCEL REQUIRED) WhereDatApp.com/salesforce