Diese Präsentation wurde erfolgreich gemeldet.
Wir verwenden Ihre LinkedIn Profilangaben und Informationen zu Ihren Aktivitäten, um Anzeigen zu personalisieren und Ihnen relevantere Inhalte anzuzeigen. Sie können Ihre Anzeigeneinstellungen jederzeit ändern.

The Rise of Sales Development

Sales development is not new, but has exploded in the last few years due to the advancements in technology. This boom has lead to new rules, new roles and new resources.

-----------

by Brandon Redlinger
Brandon.Redlinger@gmail.com
Twitter.com/Brandon_Lee_09
LinkedIn.com/in/BrandonRedlinger
SlideShare.net/BrandonRedlinger

  • Als Erste(r) kommentieren

The Rise of Sales Development

  1. 1. The Rise of Sales Development @PersistIQ
  2. 2. @PersistIQ “The sales development team is the most important sales process innovation in the last 10 years.” -David Cummings (Click to Tweet)
  3. 3. 1. The 4 Critical Factors………………………………………………….4 2. Number of Touchpoints……………………………………………….. 12 3. Channel Diversity………………………………………………………. 16 4. Time Between Touches……………………………………………….. 22 5. Content of Touchpoints………………………………………………… 30 6. Re-emphasize Business Value………………………………………...37 1. The Rise of Sales Development…………………………………. 2. The Rise of the SDR…………………………………………...….. 3. Modern Outbound Sales...……………………………………..…. 4. Building a Great Sales Development Team ………………...….. 5. Onboarding and Training …….…………………………………… 6. Further Reading……………...…………………………………….. @PersistIQ Table of Contents
  4. 4. @PersistIQ The Rise of Sales Development
  5. 5. The process that entirely focuses on the front end of the sales cycle (or top of the sale funnel). @PersistIQ What is Sales Development?
  6. 6. @PersistIQ In the 1980s were lead by trend-setters such as Oracle, which was one of the fastest growing companies during that era. Other companies, like Salesforce (started by a former Oracle executive) quickly followed suit and put an emphasis on using technology to sell. Sales Development Pioneers
  7. 7. @PersistIQ Technology is transforming sales and a new way for prospecting and qualifying leads is emerging. It’s perfect marriage of technology, process and people and it’s known as “modern sales development.” A New Paradigm for Prospecting
  8. 8. @PersistIQ (Click to Tweet) “New sales technology means new roles, new rules & new resources.” -PersistIQ
  9. 9. @PersistIQ Ken Krogue, founder of InsideSales.com, says, “Companies realized that they could be more leveraged if they broke the sales roles into closers and appointment setters.” Taking this approach, they saw their close ratio jump from 10% to 17%. New Roles Emerge
  10. 10. The “appointment setters” are the SDRs and BDRs who are responsible for prospecting, initiating contact, and qualifying leads. The “closers” are the AEs who are responsible for giving demos or consultations and negotiating contracts. @PersistIQ Role Specialization
  11. 11. @PersistIQ (Click to Tweet) “Companies realized they could be more effective if they broke the sales roles into closers & appointment setters.” -Ken Krogue, InsideSales.com
  12. 12. @PersistIQ The Rise of the SDR
  13. 13. Google Trends shows that the term “sales development representative” broke into the scene no more than 2.5 years ago. @PersistIQ The Sales Development Rep
  14. 14. @PersistIQ The Rise of the SDR
  15. 15. Simply put, generate pipeline. How? Outbound sales. @PersistIQ The SDR’s Role
  16. 16. @PersistIQ Modern Outbound Sales
  17. 17. Outbound Sales is anything that involves the sales rep reaching out to a prospect. This could be done through manually searching for prospects to calling and emailing prospects to interacting with them on social media. @PersistIQ What is Outbound?
  18. 18. @PersistIQ (Click to Tweet) The use of prospecting tools & setting meetings has become a skill in and of itself; thus the role of the SDR was born. -PersistIQ
  19. 19. If you’re starting your first outbound campaign, we wrote an entire blog post on this, called The Quick Start Guide to Outbound Sales, which you can read here. @PersistIQ A Guide to Outbound
  20. 20. Though not all are mutually exclusive, prospecting tools live at the very top of a company’s sales funnel, and include tools like the following: ● PersistIQ Chrome Extension ● LinkedIn Sales Navigator ● Rapportive @PersistIQ The Tools & Technology
  21. 21. Another option is to buy lists prospects from a list broker. This gives you the advantage of time and quantity, but it often comes with price. @PersistIQ Buying Lists
  22. 22. @PersistIQ Build a Great Sales Development Team
  23. 23. @PersistIQ (Click to Tweet) “World-class sales hiring is the biggest driver of sales success” -Mark Roberge CRO at Hubspot
  24. 24. Great-functioning teams attract more great talent, making it easier to hire in the future. Start by identifying defining your company and team culture. Don’t skip this step. Max Levchin said his biggest mistake at Slide was failing to define the company’s culture. @PersistIQ Hiring
  25. 25. An SDR will probably spend a lot of time on the phone and writing emails, so look for people with good phone and writing skills and a track record of success in roles that required those skills. @PersistIQ The Hard Skills
  26. 26. The ability to listen well is critical. Ask candidates to explain back a complicated point about your product that you walked them through. Or ask candidates to review a case study before the interview, then and have them explain it to you live. @PersistIQ The Soft Skills
  27. 27. At Hubspot, Mark Roberge looks for: 1. Coachability: the ability to absorb and apply coaching 2. Curiosity: the ability to understand a prospect’s context through effective questioning and listening 3. Prior Success: a history of top performance or remarkable achievements 4. Intelligence: the ability to learn complex concepts quickly and communicate them clearly 5. Work Ethic: proactively pursuing the company mission with a high@PersistIQ 5 Traits of a Good Sales Rep
  28. 28. We recently interviewed Jordan Wan, CEO of CloserIQ, and he offered his 5 Tips for Hiring the Right Sales Reps Without Getting “Sold” @PersistIQ 5 Tips for Hiring
  29. 29. @PersistIQ Advice from Ken Krogue of InsideSales Encourage employee referrals Profile candidates on LinkedIn Hire recent college graduates who are energetic and competitive Hire people who have recently finish professional accelerator programs
  30. 30. @PersistIQ Onboarding & Training
  31. 31. Spend the 1st week on company culture and processes, basic product training and getting comfortable with the sales process. By the end of the first week, reps should be able to take calls. @PersistIQ Onboarding - Week 1
  32. 32. The 2nd week should be heavy on role playing and taking calls every single day. Also consider peppering message and buyer personas. Reps should be comfortable with taking calls on their own at the end of the second week. @PersistIQ Onboarding - Week 2
  33. 33. Week 3 should consist of more specific process training, such as CRM and outbound platform. Reps should be able to launch an entire outbound campaign on their own. @PersistIQ Onboarding - Week 3
  34. 34. Week 4 should consist of more lead generation training as well as specific and more narrow topics, like call mapping and objection handling. By the end of the 1st month, reps should fully ramped. @PersistIQ Onboarding - Week 4
  35. 35. @PersistIQ (Click to Tweet) “Nine out of 10 sales training initiatives have no lasting impact beyond 120 days” -RAIN Group
  36. 36. Training doesn’t stop after onboarding. Exams and certifications add predictability to sales trainings. Establish this culture early on during your onboarding, and do not deviate from the plan. @PersistIQ Ongoing Training
  37. 37. ● How to Build the Perfect Sales Stack ● 4 Critical Factors For Sales Follow-Up Success ● 5 Steps to Personalizing Your Sales Emails at Scale @PersistIQ@clearbit Further Reading
  38. 38. @PersistIQ PersistIQ Want to see how PersistIQ can help you be more effective with outbound sales? Let us show you! PersistIQ.com/demo #MeasuringSalesMetrics@clearbit @PersistIQ

×