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Building Rainmakers Through The Sales Development Process

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Sales Hacker
Sales Hacker

This document discusses the sales development process as presented by Sean Kester. It defines sales development as using inbound marketing to generate marketing-qualified leads that are then passed to outbound sales reps to convert them into sales-qualified appointments. Closers then run demos and close deals. The sales development process depends on having a defined seven-touch process over seven days. It lists six ways to be a sales development champion, including being an expert, asking hard questions, listening well, testing processes, having good timing, and providing value.

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BUILDING RAINMAKERS THROUGH THE SALES DEVELOPMENT PROCESS WITH SEAN KESTER
@TheSeanKester UGA GRAD SALES DEVELOPMENT TEAM LEAD
@TheSeanKester SALES DEVELOPMENT PROCESS THE APPLICATION OF RECORD FOR THE
@TheSeanKester WHAT IS SALES DEVELOPMENT?
@TheSeanKester The sales development team is the most important sales process innovation in 10 years. “ -David Cummings
@TheSeanKester SPECIALIZE YOUR SALES TEAM. THE SIMPLEST WAY USES 2 ROLES.
@TheSeanKester USES 14 SPECIFIC ROLES! INSIDESALES.COM
@TheSeanKester AT SALESLOFT, WE USE THREE…
@TheSeanKester INBOUND: MARKETING QUALIFIED APPTS OUTBOUND: SALES QUALIFIED APPTS CLOSERS: RUN DEMOS & CLOSE DEALS
@TheSeanKester SALES DEVELOPMENT DEPENDS ON HAVING A DEFINED PROCESS. OURS IS ADAPTED FROM WHATCOUNTS AND USES 7 TOUCHES OVER 7 DAYS.
@TheSeanKester
@TheSeanKester THERE ARE 6 WAYS TO BE A SALES DEVELOPMENT CHAMPION…
@TheSeanKester BE AN EXPERT IN YOUR CRAFT.
@TheSeanKester ASK THE HARD, OFF-THE-WALL QUESTIONS. Off-the-wall questions are the fastest way to "trusted-advisor" status. “ -Rick Roberge
@TheSeanKester LISTEN. Exhaust a line of questing at noisome to get the prospect to open up until they essentially get to a point where they unlock the keys to the kingdom. They will tell you exactly what they need , their problems. and their pains. “ -Jordan Belfort
@TheSeanKester TEST IT UNTIL IT BREAKS. What do you need to start (succeed in) a business? Three simple things: know your product better than anyone. Know your customer, and have a burning desire to succeed. “ -Dave Thomas
@TheSeanKester TIMING IS EVERYTHING.
@TheSeanKester PROVIDE VALUE.
THANK YOU! QUESTIONS?

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