Sales development is growing quickly. But what exactly is it? Let's dive in and find out.

1. SALES DEVELOPMENT?
WHAT IS

2. SALES DEVELOPMENT IS ONE OF
THE MOST POPULAR TERMS AMONG
REVENUE LEADERS.

3. IN FACT, IT’S THE TOPIC OF
AARON ROSS’ AND JASON LEMKIN’S
NEW PREDICTABLE REVENUE GUIDE
TO TRIPLING YOUR SALES.

4. AND THE BRIDGE GROUP
OF SOFTWARE COMPANIES THEY SURVEYED
HAVE ADOPTED THE MODEL.
40%REPORTS THAT

5. EXACTLY
BUT WHAT
IS IT?

6. THE MOST PRACTICAL DEFINITION
IS SIMPLE- SALES DEVELOPMENT
TEAMS CAN BE DEFINED AS…

7. SPECIALIZED GROUPS THAT FOCUS
SETTING DEMOS AND QUALIFIED
APPOINTMENTS.
ENTIRELY ON THE FRONT-END OF SALES:

8. THEY HAVE MANY NAMES…

9. BUSINESS DEVELOPMENT REPRESENTATIVES,
SALES ASSOCIATES, LEAD DEVELOPMENT
REPS, ETC.

10. BUT THE PREMISE IS THE THE SAME FOR ALL OF THEM:
SPECIALIZE THE SALES TEAM.

11. (WHICH MEANS YOU NEED
TO HAVE AT LEAST
TWO SALES ROLES)

12. YOUR SALES DEVELOPMENT REPS
AND
YOUR CLOSERS

13. FOR INSTANCE,
YOUR SALES DEVELOPMENT REPS
SHOULD PROSPECT…

14. ALL THE TIME.

15. THEY SHOULDN’T GO IN DEPTH ABOUT
PRODUCT SPECIFICS OR
CLOSE A SINGLE DEAL.

16. IT’S DIFFERENT FROM TRADITIONAL
SALES, WHICH REVOLVES AROUND
CLOSERS…

17. THEY HAVE ALL THE BOOKS, WEBINARS,
AND RESOURCES THEY NEED.

18. WHILE THE RESOURCES FOR SALES
DEVELOPMENT ARE LIMITED, THERE
ARE FIVE YOU CAN’T MISS…

19. 1. CRAIG ROSENBERG’S
FUNNELHOLIC POST
THE SALES DEVELOPMENT
TEAM: A PROVEN FRAMEWORK
FOR SUCCESS

20. 2. SALESLOFT’S POST OUTLINING
THE SALES DEVELOPMENT REP
VS. THE ACCOUNT EXECUTIVE
SDRS VS. ACCOUNT EXECUTIVES

21. 3. THE BRIDGE GROUP’S INSIDE SALES
RESEARCH ON B2B INSIDE
SALES IMPLEMENTATIONS
METRICS AND COMPENSATION

22. 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

23. 5. SALESLOFT’S POST OUTLINING
THE 5 TOP LEADERS
HIGHLIGHTING THE TOP 5
SALES DEVELOPMENT LEADER

24. THESE RESOURCES WILL HELP
EXPLAIN THE SUBTLETIES OF SALES
DEVELOPMENT…

25. AND HELP YOU BUILD A PROCESS
BASED FOUNDATION TO ENSURE
THE SUCCESS OF YOUR TEAM.

26. SALESLOFT.COM
LISTS OF LEADS VISIT
IF YOU WANT MORE INFORMATION AND TOOLS TO
GENERATE TARGETED AND ACCURATE