3. #Rainmaker2015
1 to 12 SDRs (graduated 1)
January 2014 – January 2015
$196,368 to $4.6 MM ARR
87 to 760+ customers
2,276 demos completed
4. #Rainmaker2015
You finally convinced your CEO to buy into the Sales
Development process and you have been granted to
opportunity to build a team.
Great! Now what…
8. Define Your Ideal Customer Profile
• Who are your target companies? (size, revenue,
location, etc.)
• Who is your target prospect?
#Rainmaker2015
9. Begin Prospecting
• Find the most efficient way to quickly and
efficiently identify contact information
(LinkedIn, Facebook, Twitter)
#Rainmaker2015
10. Create Outreach (Email)
• Use an email system that will log directly into you
CRM so reps can live where they work
• Create dynamic email templates (volume +
personalization)
• No Marketing Automation!
#Rainmaker2015
11. Create Outreach (Phone)
• Use a dialer that logs with your CRM
• Use a power dialer to semi-automate calls
• Learn to navigate gate keepers
#Rainmaker2015
12. Getting A Prospect On The Phone
• Create a script for phone calls
• Ask questions
#Rainmaker2015
13. Handing Off Demos
• SDRs should have access to AE’s calendars
• Define ownership (exactly when is handoff
made?)
#Rainmaker2015
14. Define A Qualification Process
• Decide which qualification process to use:
• BANT (Budget, Authority, Need, Timing)
• ANUM (Authority, Need, Urgency, Money)
• AN (Authority, Need)
#Rainmaker2015
15. Create A Daily Schedule
• How many touches need to be completed
• Set time blocks for:
• Prospecting
• Calling
• Emailing
• Social touches
#Rainmaker2015
16. Define A Career Path
• Transparency is king (from the interview forward)
• Create a path that can be visualized, understood,
and attained
#Rainmaker2015
17. Share Compensation
• Have full transparency (quota &
compensation)
• Reward on things the SDR can control (i.e.
demos completed vs. deal closed)
• Weight variable compensation high and
base low
#Rainmaker2015
