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Data.com Connect Presents: Laurie Page - Strategic Sales Development Trends for 2017 & Beyond

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Data.com Connect Presents: Laurie Page - Strategic Sales Development Trends for 2017 & Beyond

  1. 1. Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! Visit Connect.Data.com Sign up (for free) today and get 2 free contacts! /ConnectMembers @ConnectMembers Data.com
  2. 2. Strategic Sales Development Trends for 2017 & Beyond Laurie Page Managing Partner The Bridge Group, Inc.
  3. 3. 2% 10% 25%
  4. 4. 2% 10% 25%
  5. 5. It’s up to you.
  6. 6. TREND #1 THE RETURN OF ROI
  7. 7. 2012 2017
  8. 8. 2012 2017
  9. 9. ROI Components ASP Quota Uplift (per AE) Ratio of 1 SDR : x AEs Average SDR Ramp & Tenure
  10. 10. Is this model ROI positive boosting AE productivity sustainable
  11. 11. TREND #2 IT’S A CANDIDATES’ MARKET
  12. 12. 15 370 4.2
  13. 13. A role elevator pitch
  14. 14. Mad Libs™ as a shortcut
  15. 15. Map the hiring process
  16. 16. 2 weeks from apply to offer STAGE DAY Receive Resume + Send & Review Survey 1-2 Phone Screen 3 Phone Interview 4 On-Site, Peer Interviews, Shadow/Mock Call 6–12 Extend Offer 14
  17. 17. Are we a magnet for top talent running a defined process closing appropriately fast
  18. 18. TREND #3 HIRING IS HARD, RETAINING IS HARDER
  19. 19. How many months should a top SDR remain in their role before seeking a promotion?
  20. 20. New skills & challenge New title & role
  21. 21. Micro-promotions
  22. 22. SalesLoft’s SDR Career Matrix
  23. 23. Do we have achievement/micro- promotions career paths sustainable SDR-to-AE tracks
  24. 24. TREND #4 TECH STACKS FIZZLE AND FLAIL
  25. 25. X • data • intelligence • cadence (phone & email)
  26. 26. Am I willing to raise my quota by one meeting to get this technology?
  27. 27. TREND #5 RISE OF ACCOUNT- BASED REVENUE
  28. 28. or
  29. 29. Account-Based Outreach Is Different Play: Orchestrated marketing & sales motions Team: SDR, AE, Designated Exec. Tactics: phone, email, advertising, events Channels: physical, social, in-person
  30. 30. Aligned SDR Metrics Orchestrated SDR Metrics Calls Conversations Email Replies Engagement Meetings Account Profiles Opportunities Research Briefings Account-Based Metrics Are Different
  31. 31. Are you prepared to orchestrate Account-Based ready updating your metrics
  32. 32. PARTING THOUGHTS
  33. 33. 2% 10% 25%

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