Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

What Is Sales Development?

1,750 views

Published on

Sales development is growing quickly. But what exactly is it? Let's dive in and find out.

Published in: Business
  • Be the first to comment

What Is Sales Development?

  1. 1. SALES DEVELOPMENT? WHAT IS
  2. 2. SALES DEVELOPMENT IS ONE OF THE MOST POPULAR TERMS AMONG 
 REVENUE LEADERS.
  3. 3. IN FACT, IT’S THE TOPIC OF AARON ROSS’ AND JASON LEMKIN’S NEW PREDICTABLE REVENUE GUIDE TO TRIPLING YOUR SALES.
  4. 4. AND THE BRIDGE GROUP OF SOFTWARE COMPANIES THEY SURVEYED HAVE ADOPTED THE MODEL. 40%REPORTS THAT
  5. 5. EXACTLY BUT WHAT IS IT?
  6. 6. THE MOST PRACTICAL DEFINITION IS SIMPLE- SALES DEVELOPMENT TEAMS CAN BE DEFINED AS…
  7. 7. SPECIALIZED GROUPS THAT FOCUS SETTING DEMOS AND QUALIFIED APPOINTMENTS. ENTIRELY ON THE FRONT-END OF SALES:
  8. 8. THEY HAVE MANY NAMES…
  9. 9. BUSINESS DEVELOPMENT REPRESENTATIVES, SALES ASSOCIATES, LEAD DEVELOPMENT REPS, ETC.
  10. 10. BUT THE PREMISE IS THE THE SAME FOR ALL OF THEM: SPECIALIZE THE SALES TEAM.
  11. 11. (WHICH MEANS YOU NEED TO HAVE AT LEAST TWO SALES ROLES)
  12. 12. YOUR SALES DEVELOPMENT REPS AND YOUR CLOSERS
  13. 13. FOR INSTANCE, YOUR SALES DEVELOPMENT REPS SHOULD PROSPECT…
  14. 14. ALL THE TIME.
  15. 15. THEY SHOULDN’T GO IN DEPTH ABOUT PRODUCT SPECIFICS OR CLOSE A SINGLE DEAL.
  16. 16. IT’S DIFFERENT FROM TRADITIONAL SALES, WHICH REVOLVES AROUND CLOSERS…
  17. 17. THEY HAVE ALL THE BOOKS, WEBINARS, AND RESOURCES THEY NEED.
  18. 18. WHILE THE RESOURCES FOR SALES DEVELOPMENT ARE LIMITED, THERE ARE FIVE YOU CAN’T MISS…
  19. 19. 1. CRAIG ROSENBERG’S FUNNELHOLIC POST THE SALES DEVELOPMENT TEAM: A PROVEN FRAMEWORK FOR SUCCESS
  20. 20. 2. SALESLOFT’S POST OUTLINING THE SALES DEVELOPMENT REP VS. THE ACCOUNT EXECUTIVE SDRS VS. ACCOUNT EXECUTIVES
  21. 21. 3. THE BRIDGE GROUP’S INSIDE SALES RESEARCH ON B2B INSIDE SALES IMPLEMENTATIONS METRICS AND COMPENSATION
  22. 22. 4. AARON ROSS’ POST ON THE PREDICTABLE REVENUE BLOG HOW EMAIL MARKETING COMPANY WHATCOUNTS ADDED AN EXTRA 26% TO THEIR NEW SALES GROWTH RATE IN ONE YEAR
  23. 23. 5. SALESLOFT’S POST OUTLINING THE 5 TOP LEADERS HIGHLIGHTING THE TOP 5 SALES DEVELOPMENT LEADER
  24. 24. THESE RESOURCES WILL HELP EXPLAIN THE SUBTLETIES OF SALES DEVELOPMENT…
  25. 25. AND HELP YOU BUILD A PROCESS BASED FOUNDATION TO ENSURE THE SUCCESS OF YOUR TEAM.
  26. 26. SALESLOFT.COM LISTS OF LEADS VISIT IF YOU WANT MORE INFORMATION AND TOOLS TO GENERATE TARGETED AND ACCURATE

×