In this highly interactive session, long-time Inside Sales veteran and expert, Trish Bertuzzi will share 4 innovative ideas from her newly released book, The Sales Development Playbook, that will take your team from ho hum to kickass. Come prepared with any and all questions you have regarding Sales Development!

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SALES
DEVELOPMENT
Trish Bertuzzi
@bridgegroupinc
2017 & Beyond

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5% 15% 25%

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5% 15% 25%

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It’s up to you.

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IDEA #1 THE FIVE WHYS

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Passing
qualified
opportunities
Setting
introductory
meetings

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Is this model right for
this company
this market
this buyer
this segment
this AE team

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IDEA #2 WIN AT RECRUITING

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We

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Achieve excellence in
attracting
converting
interviewing
hiring
leveraging

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IDEA #3 BUILD CAREER PATHS

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How many months should a
top SDR remain in their role
before seeking a promotion?

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New skills
& challenge
New title
& role

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Micro-promotions

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SalesLoft’s SDR Career Matrix

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Promote
to not lose
them
Set them
up to fail

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A better SDR-to-AE track

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Stay with Us > Leave Me

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Build
micro-promotions
achievement based steps
career paths
sustainable SDR-to-AE tracks
off-ramps out of sales

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IDEA #4
THINK DIFFERENTLY
ABOUT TOOLS

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X
• data
• intel
• dialer
• email

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Am I willing to
raise my quota by one meeting
to get this technology?

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PARTING THOUGHTS

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It’s up to you.

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5% 15% 25%

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gettalk.at/inbound