Sales Development can help your business. Here are eight reasons you should consider using a sales dev team for higher revenue

1. Inspired by a TOPO post
Sales Development
8 Reasons
Is Your Key To Higher Revenue

2. At SalesLoft, we read just about
everything we can find that has anything
to do with sales development…

3. Mostly because we believe…

4. The Sales Development Team is the
biggest innovation to happen to the
sales process over the last decade.
“
-David Cummings
Founder, Pardot

5. So when we stumbled upon Craig
Rosenberg's masterpiece article on TOPO,
we had to share his 8 reasons why
you should consider adopting an
SDR strategy.

6. Are you ready for them?

7. Connecting With Prospects
Requires Time And Resources,
Therefore It Takes A
Specialized Role
Number 1:

8. Our friends at Vorsight have proven this
with their research…

9. It takes 12.73 dials
to connect with a prospect,
even with a direct number.
#1

10. It also takes (on average)
22.5 dials to get to a
meaningful conversation.
#2

11. And 3 meaningful
conversations to get
an appointment.
#3

12. Combined, those stats tell us that
it takes a whopping 60-90 dials to
schedule a single appointment…

13. Combined, those stats tell us that it takes a
whopping 60-90 dials to schedule a single appointment.
That’s simply not good use of a
quota-carrying salesperson’s time.

14. Combined, those stats tell us that it takes a
whopping 60-90 dials to schedule a single appointment.
You ready for the next one?

15. A Fast, Standardized Lead
Follow-Up Process Is
Unmanageable for Your
Closing Reps, But Is The Key
To Conversion
Number 2:

16. Velocify did some great research that paints a
clear picture of the importance of having reps
readily available to respond to leads…

17. 391%
160%
98% 62% 36% 24% 17%
1 min. 2 mins. 30 mins. 1 hr. 5 hrs. 24 hrs.3 mins.
TIME ELAPSED
IMPROVEMENTONLEADCONVERSIONRATE IMPACT OF SPEED TO CALL ON LEAD CONVERSION RATE

18. Combined, those stats tell us that it takes a
whopping 60-90 dials to schedule a single appointment.
This highlights another reason why you need
SDRs…closing reps are preoccupied and
unavailable to respond to every lead.

19. Converting A Lead To An
Opportunity Requires Its Own
Playbook And Subsequent
Training And Coaching
Number 3:

20. Sales Development is a different
mindset from traditional sales.

21. Plain and simple, people
can’t be great at two things.

22. Sales Development Means A
Higher Lead To Opportunity
Conversion
Number 4:

23. With a Sales Development
Team, converted 40% of
their leads
!
Leads from the exact same
source going directly to the
sales team, converted only
5% of their leads.
!
Situation 2:Situation 1:
Craig shared the story of two technology vendors
with competitive solutions in the same market…

24. When all criteria were relatively even, the sales
development team helped convert 35%
more leads.

25. Which is
substantial from a revenue standpoint
over the course of a month…or a year.
HUGELY

26. Marketing And Contact Data
Is Vastly Improved With
Sales Development
Number 5:

27. Let’s admit it. Most sales reps aren’t as good
as they could be about keeping clean data.
!
!
!
!
!
With a Sales Development Team, the gap
is filled.

28. It’s an SDR’s job to live in CRM and document
their activities, which leaves marketing with
exponentially cleaner data.

29. Having SDRs Aligns Your
Sales And Marketing Teams
Number 6:

30. Marketing complains that Sales
doesn’t use their leads.
!
And sales complains that
Marketing’s leads suck.

31. The truth:
Even a good lead conversion rate
is around 30%.
You don’t want to have your quota-
carrying reps wasting time on the
70% of leads that won’t become
opportunities.

32. Having SDRs Increases the
Efficiency Of Your Quota-
Carrying Reps
Number 7:

33. With Sales Development in place,
your closers only talk to prospects
who are qualified and ready to learn
about the product.

34. That means they don’t have to spend
any time scheduling, prospecting,
negotiating, etc.

35. Still not convinced?

36. Well Marketo published some data
showing the benefit of SDRs, including…

37. A 5% increase in selling time that
can yield a 20% increase in revenue
A 1% increase in pipeline value that
can yield a 25% increase in revenue
And a 15% decrease in sales cycle length that
can yield a 30% increase in revenue

38. Your Buyer Wants You
To Follow Up. Frequently.
Number 8:

39. Buyers are as busy as you and I.
!
While they don’t respond to every
email or call, they still might be
interested in your product.

40. Well articulated but persistent follow-up
is the best way to get through to buyers
and get a clear yes or no.
The truth:

41. While your Account Executives are closing
deals, your SDRs are focused entirely on getting
a definitive answer
!
!
!
!
so that a prospect can either move to a demo
or be disqualified.

42. Simply put, it’s
more efficient.

43. If you were skeptical about Sales
Development, we hope this post helped
you understand how helpful it can be.

44. Up your Sales
Development game
with…

45. SALESLOFT
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INTERNET TO BUILD TARGETED
AND ACCURATE LISTS OF PROSPECTS
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