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7 SALES DEVELOPMENT
HACKS TO JACK PIPELINE
TRISH BERTUZZI
President & Chief Strategist
The Bridge Group, Inc.
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1 REPS ARE PLAYING WHACK-
A-MOLE
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GROUP BY CAMPAIGN
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GROUP LIKE BUYER TYPES
CTO CFO CRO
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PLAN OUT THEIR DAY
http://blog.hubspot.com/sales/the-best-time-to-cold-call-more-data-driven-sales-secrets-infog...
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GROUP BY TIME ZONES
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2 INADVERTENTLY ANNOYING
PROSPECTS
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Who gets double tapped?
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RE-BALANCE THE VALUE
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LEVERAGE SEND LATER
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USE EMAIL PLUG-INS
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3 DECIDING WHAT TO SAY
NEXT
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WELL, BETTER DO SOME RESEARCH
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ontact
ompany
onversation
starter
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SAVE & ATTACH TO RECORD
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INBOUND1522
GOING OUTBOUND FOR DUNKIN’
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4 TOO MUCH REINVENTING
THE WHEEL
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NOW?
WAIT?
EMAIL?
PHONE?
ENOUGH?
TOO FEW?
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INBOUND1526
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SALES DEVELOPMENT SLA
• X touches over Y days
• Real lead status (in human English)
• Give a DQ reason
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5 NOT USING THE RIGHT TOOL
FOR THE JOB
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IF THIS IS
“WHISPER” LOUD
THEN THIS IS
“WHAT!??!!”
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DON’T TETHER THEM
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DUAL SCREENS: 10%+ BOOST
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6 SENDING TELEGRAMS IN AN
SMS WORLD
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http://marketingland.com/34-percent-email-opens-now-happen-pc-83277
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WOULD YOU RATHER READ…
A B
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SINGLE SWIPE
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EVERYONE TEXTS
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KEEP IT B2B
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WHEN TO USE
• Confirm a meeting
• As a thank you
• Confirm a quick fact
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7 DROWNING IN A SEA OF
CLICKS
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Who lets SDRs create Opportunities?
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A (SDR-SOURCED) PRE-OPPORTUNITY
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MAKE IT DROP-DEAD SIMPLE
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MAKE CRM, CRAMAZING!
• Remove extra clicks
• Build your process into CRM
• Automate email, chatter, notification...
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QUESTIONS?
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THE SALES
DEVELOPMENT
PLAYBOOK
@BRIDGEGROUPINC
COMING
JANUARY
2016
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Trish Bertuzzi - 7 Sales Development Hacks

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INBOUND 2015

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Trish Bertuzzi - 7 Sales Development Hacks

  1. 1. INBOUND15 7 SALES DEVELOPMENT HACKS TO JACK PIPELINE TRISH BERTUZZI President & Chief Strategist The Bridge Group, Inc.
  2. 2. INBOUND15
  3. 3. INBOUND15 1 REPS ARE PLAYING WHACK- A-MOLE
  4. 4. INBOUND15
  5. 5. INBOUND15
  6. 6. INBOUND15 GROUP BY CAMPAIGN
  7. 7. INBOUND15 GROUP LIKE BUYER TYPES CTO CFO CRO
  8. 8. INBOUND15 PLAN OUT THEIR DAY http://blog.hubspot.com/sales/the-best-time-to-cold-call-more-data-driven-sales-secrets-infographic
  9. 9. INBOUND15 GROUP BY TIME ZONES
  10. 10. INBOUND1510
  11. 11. INBOUND15 2 INADVERTENTLY ANNOYING PROSPECTS
  12. 12. INBOUND15
  13. 13. INBOUND15 Who gets double tapped?
  14. 14. INBOUND15 RE-BALANCE THE VALUE
  15. 15. INBOUND15 LEVERAGE SEND LATER
  16. 16. INBOUND15 USE EMAIL PLUG-INS
  17. 17. INBOUND15 3 DECIDING WHAT TO SAY NEXT
  18. 18. INBOUND15 WELL, BETTER DO SOME RESEARCH
  19. 19. INBOUND15 ontact ompany onversation starter
  20. 20. INBOUND15 SAVE & ATTACH TO RECORD
  21. 21. INBOUND15
  22. 22. INBOUND1522 GOING OUTBOUND FOR DUNKIN’
  23. 23. INBOUND15 4 TOO MUCH REINVENTING THE WHEEL
  24. 24. INBOUND15 NOW? WAIT? EMAIL? PHONE? ENOUGH? TOO FEW?
  25. 25. INBOUND15
  26. 26. INBOUND1526
  27. 27. INBOUND15 SALES DEVELOPMENT SLA • X touches over Y days • Real lead status (in human English) • Give a DQ reason
  28. 28. INBOUND15 5 NOT USING THE RIGHT TOOL FOR THE JOB
  29. 29. INBOUND15
  30. 30. INBOUND15 IF THIS IS “WHISPER” LOUD THEN THIS IS “WHAT!??!!”
  31. 31. INBOUND15 DON’T TETHER THEM
  32. 32. INBOUND15 DUAL SCREENS: 10%+ BOOST
  33. 33. INBOUND15
  34. 34. INBOUND15 6 SENDING TELEGRAMS IN AN SMS WORLD
  35. 35. INBOUND15 http://marketingland.com/34-percent-email-opens-now-happen-pc-83277
  36. 36. INBOUND15 WOULD YOU RATHER READ… A B
  37. 37. INBOUND15 SINGLE SWIPE
  38. 38. INBOUND15 EVERYONE TEXTS
  39. 39. INBOUND15 KEEP IT B2B
  40. 40. INBOUND15 WHEN TO USE • Confirm a meeting • As a thank you • Confirm a quick fact
  41. 41. INBOUND15 7 DROWNING IN A SEA OF CLICKS
  42. 42. INBOUND15 Who lets SDRs create Opportunities?
  43. 43. INBOUND15
  44. 44. INBOUND15 A (SDR-SOURCED) PRE-OPPORTUNITY
  45. 45. INBOUND15 MAKE IT DROP-DEAD SIMPLE
  46. 46. INBOUND15
  47. 47. INBOUND15
  48. 48. INBOUND15 MAKE CRM, CRAMAZING! • Remove extra clicks • Build your process into CRM • Automate email, chatter, notifications • Perfection for reporting!
  49. 49. INBOUND15 QUESTIONS?
  50. 50. INBOUND15 THE SALES DEVELOPMENT PLAYBOOK @BRIDGEGROUPINC COMING JANUARY 2016

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