Building Rainmakers Through The Sales Development Process

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Hacking Sales Development

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Building Rainmakers Through The Sales Development Process

  1. 1. BUILDING RAINMAKERS THROUGH THE SALES DEVELOPMENT PROCESS WITH SEAN KESTER
  2. 2. @TheSeanKester UGA GRAD SALES DEVELOPMENT TEAM LEAD
  3. 3. @TheSeanKester SALES DEVELOPMENT PROCESS THE APPLICATION OF RECORD FOR THE
  4. 4. @TheSeanKester WHAT IS SALES DEVELOPMENT?
  5. 5. @TheSeanKester The sales development team is the most important sales process innovation in 10 years. “ -David Cummings
  6. 6. @TheSeanKester SPECIALIZE YOUR SALES TEAM. THE SIMPLEST WAY USES 2 ROLES.
  7. 7. @TheSeanKester USES 14 SPECIFIC ROLES! INSIDESALES.COM
  8. 8. @TheSeanKester AT SALESLOFT, WE USE THREE…
  9. 9. @TheSeanKester INBOUND: MARKETING QUALIFIED APPTS OUTBOUND: SALES QUALIFIED APPTS CLOSERS: RUN DEMOS & CLOSE DEALS
  10. 10. @TheSeanKester SALES DEVELOPMENT DEPENDS ON HAVING A DEFINED PROCESS. OURS IS ADAPTED FROM WHATCOUNTS AND USES 7 TOUCHES OVER 7 DAYS.
  11. 11. @TheSeanKester
  12. 12. @TheSeanKester THERE ARE 6 WAYS TO BE A SALES DEVELOPMENT CHAMPION…
  13. 13. @TheSeanKester BE AN EXPERT IN YOUR CRAFT.
  14. 14. @TheSeanKester ASK THE HARD, OFF-THE-WALL QUESTIONS. Off-the-wall questions are the fastest way to "trusted-advisor" status. “ -Rick Roberge
  15. 15. @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
  16. 16. @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
  17. 17. @TheSeanKester TIMING IS EVERYTHING.
  18. 18. @TheSeanKester PROVIDE VALUE.
  19. 19. THANK YOU! QUESTIONS?

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