Alignment &amp; Accountability: Being The Broker Between Marketing &amp; Sales

Steady sales are essential for the growth and sustainability of every company. As a marketing or sales leader, you need to ensure the leads your team generates are handled properly through a top-notch process, resulting in happy customers and recurring revenue. What are the best practices for building, scaling, and maintaining an efficient SDR (Sales Development Rep) team? How do you stay human while scaling your marketing and sales department? What is the balance to ensure quality over quantity? All these questions and more are answered in the Up Your Lead Gen Game, Create a Rockstar SDR Team presentation.

Created by Kent Venook

Sales

• Kent Venook
• University of Arizona
• Degree in Finance
• CRE – 10 years as a broker/AVP
• Became a BDR at age 30
• Grew Apttus team from 4 to 100+
• Growing the Talkdesk team from 6 to 50+
About KV

“I don’t even know what the
BDRs do.”
- Vice President, Sales

“The BDRs don’t follow up and
can’t convert.”
- Director, Demand Gen

•Promoted to manager (YAY!!!)
•Director leaves Apttus
•Kill the BDR team (Boooo!)
•No alignment or accountability
•1 month to turn it around
Quick Recap

Talkdesk Proprietary & Confidential
Call Your Own BS!
• How often do your SDRs/AE meet?
• What is the average per week?
Talkdesk Proprietary & Confidential

Talkdesk Proprietary & Confidential
Call Your Own BS!
• Teams that meet once a week attain
20% higher quota
• There’s a principle here; When you
meet more often with your peers it
creates success
• How often do you meet with your
sales/marketing leaders?
Talkdesk Proprietary & Confidential
Source: ISDC State of Sales Development Report

RVP Report
• Areas of focus
• Pipeline by stage
• Opportunities to improve
• Quality of opportunities
• Feedback

VP of DG Report
• Speed to lead
• Touches per lead
• Lead status distribution
• Opportunities to improve
• Feedback

WE’RE LOW ON PIPE AND YOU’RE TO BLAME
YOU GIVE SALES A BAD NAME

Stop The Blame Game
The 90
•Identify the issues
•Come up with a plan
•Present your solution
•Is there anything that you think I am missing?
The 10
•What can your team do to help support this
plan?

Get An Arbitrator
• 1000+ sales, marketing & ops leaders
Polled my network
• How many sales development leaders
involve ops when creating and
communicating SLAs?
Question

Stage 2 SLA
• Qualification requirements
• AE days to flip
• Responsibilities of the AE
• Responsibilities of the SDR

Marketing SLA
• Speed to lead
• Touches per lead
• Call/Email distribution
• Hours of operation

3 Takeaways
Call your own BS 90/10 Rule Get an arbitrator

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