Based on discussions with ----, the proposal aims to improve pipeline and closed opportunities for the Wiser SDR team by focusing on three tenets: simplifying the SDR process by defining terms, building structure, and removing barriers; prioritizing SDR efforts by developing baseline metrics, managing outbound efforts based on those numbers, and learning from past performance; and unifying the team by developing career paths, leveraging strengths with specialized projects, and peer to peer coaching.
Up Your Lead Generation Game - Create a Rockstar SDR TeamAnastasia Valentine
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.
The right team structure can unlock additional revenue today, without more people, marketing spend, or additional leads. Whether you call it sales development (SDR), business development (BDR), or lead qualification (LQ), building the team can accelerate revenue from both your inbound and outbound efforts. In this webinar, you’ll learn: How you can turn your inbound marketing leads into revenue growths, How you can improve your outbound/self-sourced sales leads, Best practices for building, measuring, incenting and equipping an SDR team that can unlock sales growth.
Whether your looking to build a new SDR team or optimize the team you already have, join Mike Plante and Tom Pilkington for this must-see webinar.
Learn How to Make Email your New Favorite Sales ToolInsideSales.com
Despite reports to the contrary, email is not dead. Indeed, it’s still a critical communications tool for sales reps, especially in the later stages of closing deals. Join us as we discuss:
· Which communications methods are preferred – and most effective – to reach prospects
· How email can be used to know your prospects wants and when they want it
· How insights from Vision by InsideSales.com can help you accelerate your pipeline and close more business today
Sales Engagement solutions are quickly becoming the way sales teams manage their sales process to close more sales, generate more revenue, and improve customer relationships. While they aren’t replacing CRMs, many SDRs now operate out of Sales Engagement platforms as their primary System of Engagement. This vendor-neutral session discusses the benefits and value proposition of Sales Engagement Platforms, along with tips on evaluating and implementing these platforms.
SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
The Incredible Impact of Churn on the Value of Your CompanyGainsight
Did you know? A SaaS company with 5% annual revenue churn will be valued 200% higher than a similar company with 15% annual revenue churn.
It’s certainly no secret that churn hurts recurring revenue businesses, but just how much? Beyond simply reducing the revenue you generate, churn hurts the future value of your customers and, ultimately, the future value of your company as a whole.
Join Gainsight Customer Success Evangelist Lincoln Murphy and Todd Gardner, Founder and Managing Director of SaaS Capital, as they dig into the following key questions on why churn hurts and how focusing on Customer Success can have a dramatic impact on your company’s value. This webinar will specifically cover:
- Valuation Drivers of SaaS Companies
- The Impact of Churn through a Case Study
- Measuring, Comparing and Forecasting Churn
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Up Your Lead Generation Game - Create a Rockstar SDR TeamAnastasia Valentine
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.
The right team structure can unlock additional revenue today, without more people, marketing spend, or additional leads. Whether you call it sales development (SDR), business development (BDR), or lead qualification (LQ), building the team can accelerate revenue from both your inbound and outbound efforts. In this webinar, you’ll learn: How you can turn your inbound marketing leads into revenue growths, How you can improve your outbound/self-sourced sales leads, Best practices for building, measuring, incenting and equipping an SDR team that can unlock sales growth.
Whether your looking to build a new SDR team or optimize the team you already have, join Mike Plante and Tom Pilkington for this must-see webinar.
Learn How to Make Email your New Favorite Sales ToolInsideSales.com
Despite reports to the contrary, email is not dead. Indeed, it’s still a critical communications tool for sales reps, especially in the later stages of closing deals. Join us as we discuss:
· Which communications methods are preferred – and most effective – to reach prospects
· How email can be used to know your prospects wants and when they want it
· How insights from Vision by InsideSales.com can help you accelerate your pipeline and close more business today
Sales Engagement solutions are quickly becoming the way sales teams manage their sales process to close more sales, generate more revenue, and improve customer relationships. While they aren’t replacing CRMs, many SDRs now operate out of Sales Engagement platforms as their primary System of Engagement. This vendor-neutral session discusses the benefits and value proposition of Sales Engagement Platforms, along with tips on evaluating and implementing these platforms.
SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
The Incredible Impact of Churn on the Value of Your CompanyGainsight
Did you know? A SaaS company with 5% annual revenue churn will be valued 200% higher than a similar company with 15% annual revenue churn.
It’s certainly no secret that churn hurts recurring revenue businesses, but just how much? Beyond simply reducing the revenue you generate, churn hurts the future value of your customers and, ultimately, the future value of your company as a whole.
Join Gainsight Customer Success Evangelist Lincoln Murphy and Todd Gardner, Founder and Managing Director of SaaS Capital, as they dig into the following key questions on why churn hurts and how focusing on Customer Success can have a dramatic impact on your company’s value. This webinar will specifically cover:
- Valuation Drivers of SaaS Companies
- The Impact of Churn through a Case Study
- Measuring, Comparing and Forecasting Churn
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
Webinar | Front Line Sales Managers: High Value, High RiskAltify
Learn the critical role of Front Line Sales Managers, the gaps that are costing selling organizations, and solutions for closing those gaps.
Our EVP of Solutions, Wendy Reed, is joined by special guest Pascal Yammine, Vice President, Go To Market Scale at salesforce.com and James Williams, Regional Vice President at Shaw Industries.
I gave a talk there recently for the earliest stage companies. This was specific to phone sales, known as "inside sales".
My talk was on:
- Is a) phone sales or b) eCommerce the best sales strategy for your specific company
- How to build out phone sales in a newly founded company
- How to manage long-term growth in an inside sales company
Sales and marketing strategy for 2018 is an overview of the different marketing coaching, consultancy and technical solutions on offer to help business owners with their small business marketing in planning their marketing strategy, in how to write a marketing plan, managing their lead generation system, and sales pipeline management with an integrated marketing solution and marketing webinar delivery platform to achieve their social media marketing plan objectives for 2018.
It also helps how to generate leads on linkedin and all aspects of your social media strategy in order to generate the results you want.
How To Transform Your Sales Process: From The #1 Global Sales Rep at HubSpotSales Hacker
Sales Hacker Conference London 2017
Sharen Murnaghan - Head of Hubspots Key Account Growth Programme, HubSpot
Visit SalesHacker.com for more actionable and educational sales content.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Hire and Compensate Your Customer Success Management Team - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from BllueJeans Network, Zendesk, Demandbase, SAP
There are usually 3 or 4 decision makers involved in the purchase of a managed service. These people can be CIO, CISO, Network manager, Operations managers, security architect, procurement and finance. How can you work out the titles of the people in existing large companies who were the decision makers / influencers so you sought out the right people to market to?
This presentation gives a brief overview of what a 100 day complex sales marketing consultancy plan would look like.
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelLeanData
Matt Heinz – President & Founder, Heinz Marketing
Learn the seven components of revenue operations success in B2B, including the strategy, alignment, process and technology components necessary to create a predictable, repeatable and scalable sales pipeline development engine. Matt Heinz will share results from his latest RevOps survey. You’ll walk away with a specific framework and maturity model to implement within your organization.
5 Reasons Your Paid Search (PPC) Account Is Not PerformingTMP Magnet
Is your PPC performance sub-standard? Do you need to drive more results from your budget? Most companies can improve their paid search ROI by 20%+ by reviewing these 5 key areas.
Marketing and Sales strategies for StartupsBryan Starbuck
For B2C and B2B companies. This pairs up the Marketing and Sales strategy. It covers both eCommerce and sales teams sales strategies, and the marketing needed for that sales strategy.
Keys to Building a Revenue Marketing PracticePedowitz Group
How does the Revenue Marketer develop a practice that is revenue focused? This presentation explains how new technologies are fueled by the right people and processes for revenue marketing.
How High Performance B2B Sales Teams Squeeze The Most Out Of Every LeadLeadGenius
Acquiring more leads is one way to build a strong pipeline. Maximizing the potential of each lead is another. High-performance sales teams do both.
In this webinar featuring Ryan Williams, VP of Sales at LeadGenius, Mike Plante, VP of Demand Generation at InsideSales.com, and Max Altschuler, CEO at Sales Hacker
You will learn how to:
-Enrich leads with custom data to decrease your sales cycle
-Prioritize and score leads for better tracking and forecasting
-Identify conversion-increasing data to turn leads into opportunities faster
Speed up your response time
How to Improve Your Sales & Marketing AlignmentHubSpot
Marketing complains that sales ignores incoming leads. Sales becomes frustrated with combing through dozens of unqualified leads to find one good one. Does this situation sound familiar to you?
Have your Sales and Marketing departments aligned goals yet?
See the presentation of HubSpot's VP of Marketing and VP of Sales about how to achieve revenue growth and become industry leaders by bringing sales and marketing together for maximum business success.
Three Tips to Engage and Develop Employees in BPO Sector - a Look at Growth in Jamaica - While the industry is growing at a rapid rate, human resource professionals are challenged with attracting and retaining employees due to the image of BPO jobs offering limited mobility and growth as well as little, to no pre-job-training and development opportunities.
Webinar | Front Line Sales Managers: High Value, High RiskAltify
Learn the critical role of Front Line Sales Managers, the gaps that are costing selling organizations, and solutions for closing those gaps.
Our EVP of Solutions, Wendy Reed, is joined by special guest Pascal Yammine, Vice President, Go To Market Scale at salesforce.com and James Williams, Regional Vice President at Shaw Industries.
I gave a talk there recently for the earliest stage companies. This was specific to phone sales, known as "inside sales".
My talk was on:
- Is a) phone sales or b) eCommerce the best sales strategy for your specific company
- How to build out phone sales in a newly founded company
- How to manage long-term growth in an inside sales company
Sales and marketing strategy for 2018 is an overview of the different marketing coaching, consultancy and technical solutions on offer to help business owners with their small business marketing in planning their marketing strategy, in how to write a marketing plan, managing their lead generation system, and sales pipeline management with an integrated marketing solution and marketing webinar delivery platform to achieve their social media marketing plan objectives for 2018.
It also helps how to generate leads on linkedin and all aspects of your social media strategy in order to generate the results you want.
How To Transform Your Sales Process: From The #1 Global Sales Rep at HubSpotSales Hacker
Sales Hacker Conference London 2017
Sharen Murnaghan - Head of Hubspots Key Account Growth Programme, HubSpot
Visit SalesHacker.com for more actionable and educational sales content.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Hire and Compensate Your Customer Success Management Team - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from BllueJeans Network, Zendesk, Demandbase, SAP
There are usually 3 or 4 decision makers involved in the purchase of a managed service. These people can be CIO, CISO, Network manager, Operations managers, security architect, procurement and finance. How can you work out the titles of the people in existing large companies who were the decision makers / influencers so you sought out the right people to market to?
This presentation gives a brief overview of what a 100 day complex sales marketing consultancy plan would look like.
OpsStars NY Session | A B2B Revenue Ops Success Framework and Maturity ModelLeanData
Matt Heinz – President & Founder, Heinz Marketing
Learn the seven components of revenue operations success in B2B, including the strategy, alignment, process and technology components necessary to create a predictable, repeatable and scalable sales pipeline development engine. Matt Heinz will share results from his latest RevOps survey. You’ll walk away with a specific framework and maturity model to implement within your organization.
5 Reasons Your Paid Search (PPC) Account Is Not PerformingTMP Magnet
Is your PPC performance sub-standard? Do you need to drive more results from your budget? Most companies can improve their paid search ROI by 20%+ by reviewing these 5 key areas.
Marketing and Sales strategies for StartupsBryan Starbuck
For B2C and B2B companies. This pairs up the Marketing and Sales strategy. It covers both eCommerce and sales teams sales strategies, and the marketing needed for that sales strategy.
Keys to Building a Revenue Marketing PracticePedowitz Group
How does the Revenue Marketer develop a practice that is revenue focused? This presentation explains how new technologies are fueled by the right people and processes for revenue marketing.
How High Performance B2B Sales Teams Squeeze The Most Out Of Every LeadLeadGenius
Acquiring more leads is one way to build a strong pipeline. Maximizing the potential of each lead is another. High-performance sales teams do both.
In this webinar featuring Ryan Williams, VP of Sales at LeadGenius, Mike Plante, VP of Demand Generation at InsideSales.com, and Max Altschuler, CEO at Sales Hacker
You will learn how to:
-Enrich leads with custom data to decrease your sales cycle
-Prioritize and score leads for better tracking and forecasting
-Identify conversion-increasing data to turn leads into opportunities faster
Speed up your response time
How to Improve Your Sales & Marketing AlignmentHubSpot
Marketing complains that sales ignores incoming leads. Sales becomes frustrated with combing through dozens of unqualified leads to find one good one. Does this situation sound familiar to you?
Have your Sales and Marketing departments aligned goals yet?
See the presentation of HubSpot's VP of Marketing and VP of Sales about how to achieve revenue growth and become industry leaders by bringing sales and marketing together for maximum business success.
Three Tips to Engage and Develop Employees in BPO Sector - a Look at Growth in Jamaica - While the industry is growing at a rapid rate, human resource professionals are challenged with attracting and retaining employees due to the image of BPO jobs offering limited mobility and growth as well as little, to no pre-job-training and development opportunities.
Learn how to go from traction to scale. The first stage is to understand your current team, your vision, and your long term goals. From there, you can start building and preparing your B2B SaaS team for growth.
Scott mc cormick float mobile learning_winningoverstakeholders_mlearncon2012Scott McCormick
A presentation given in a concurrent session at mLearnCon In San Jose on June 20, 2012 by Scott McCormick, Co-founder of Float Mobile Learning. The focus is on how to work with enterprise stakeholders to implement mobile learning.
Small businesses have been at a competitive disadvantage compared with larger companies when it comes to access to affordable and effective tools and resources. Thanks to improvements in HR technology and the resulting lower costs, as well as social media, small businesses now have access to peers as well as cost effective high functioning talent management systems.
Small business owners and HR leaders often recognize that employees are the most valuable asset but taking the first step towards identifying and executing an effective talent management strategy that can lead to engaged employees and small business success is often not top priority.
Systems and strategies are equally important when attempting to ensure results in small companies as they are in large organizations. Statics show that organizations that implement effective talent management solutions outperform like companies by in excess of 22%.
Creating a Strategic Plan for your firm to sustain competitive advantages to achieve short term profitability and survival and long term growth, to enhance "buy-in" and discretionary efforts for thriving and high performance firms.
3. STATUS QUO
• Executivebuy-in fora sales development team
• Tools, large investment
• In house, Outsourced, Outbound vs. Inbound
• Plan :
• Playbook in place
• Reps not hitting activity quota
• Not in chair on time
• Foreign counterparts outperforming in house team
• Reporting
• No Conversion Metrics
• Multiple systems of record
5. SUMMARY
Based on the discussions that I have had with ----- over the last several weeks, I
have developeda proposal to improve pipelineandclosedwon opportunities
for the WiserSDR team.
Three tenets of the plan are to :
-Simplify the current SDR process by definingterms, buildingstructure, and
removing barriers
-PrioritizeSDR efforts by developing baselinemetrics, managingoutbound
efforts basedon those numbers, andlearning from past performance
-Unify the team by developingcareerpaths, leveragingstrengths with
specializedprojects, andpeer to peercoaching
6. SIMPLIFY :
DEFINE, STRUCTURE, ENABLE
The current SDR process involves many tools and systems of record without a daily
sounding board who is listening, observing and coaching SDR performance.
Clearly defining terms, setting team expectations, and building a clear consistent sales
process will enable SDRs to spend less time logging activity and deciding whom to call
and more time generating quality pipeline/closed won opportunities. Removing
redundant tools, automating as much of the mechanics of being an SDR as is possible
and developing step by step guides is paramount to improving team performance.
Simplifying the sales process by defining terms and roles while developing a clear sales
structure will enable the team to succeed.
7. SIMPLIFY :
DEFINE
Terms for leadtypes, team contribution, meaningfulactivities, andwhen
hand-offs occurare necessary forclearcommunication between functions
(AEs to SDRs, Sales to Marketing, andSales Dev to Management)
• QualifiedLeadProcess(MQL, SQL, SAL, Sales Opportunity, Nurture)
• Handoff criteria : BANT or AN (Authority Needs) or ¾ of BANT
• Expectations :
• Working Hours
• Time management (calendaring next-day activities day prior)
• # of activities, closed won quota, # of active leads managed
• Project ownership
8. SIMPLIFY :
DEFINE IB VS. OB SDR
• InboundSDRs (IB) operate from the leads object in Salesforce
• 100% focused on leads coming into database
• Sole responsibility is to make contact with MQLs, overcome objections, make
sure they are a fit, and get them connected to an Account Executive
• Higher conversion rates vs. passing leads directly to sales (8x according to TOPO)
• OutboundSDR (OB) operate from the contacts/account object in Salesforce
• Focused on targeted accounts designated by sales team
• Segmented by industry vertical, size, AE directed criteria
• Why contacts? Leads object doesn’t allow for all conversations with different
people at a company to be aggregated
• Targeted accounts may involve multiple prospects
9. SIMPLIFY :
DEFINE
• Develop a qualifiedleaddefinition
• Sales and marketing commit to develop a qualified lead definition = improved
marketing and sales alignment + communication
• Develop buyerpersonas as a starting point
• Reference target buyer personas to develop definition
• Get feedback from sales
• What is a qualified lead for you?
10. SIMPLIFY :
STRUCTURE
The sales process forSDRs shouldbe as simple as possiblewhile allowing forthe
granularreporting necessaryforconversion metrics andactive lead
management. This process is how coldleads become closedwon
opportunities.
OutreachCold Lead SDR QualifyConnect AE QualifyMeeting
AE Decides
if
Opportunity
Exists
Opportunity
11. SIMPLIFY :
ENABLE
Enable the SDR team with the resources they needfrom a coaching andtools
perspective. Achievedby developing a robust playbook in concert with
current sales team which includes quick referenceguides andbuildthis into
SFDC with Sales Coach module. Enablementmay involveconsolidating tools
or adding new tools. A daily operationaldashboardin SFDC for SDRs to direct
theirOB efforts basedon is also necessary.
Allow each SDR to manage theirterritory as theirown book of business which
they are solely responsible forthe production of. Providegoals, objectives
feedback, recommendedprocesses, but allow SDRs to executeas they see
best fit for their territory. Do not micromanage. Encourage, build, develop,
and nurture.
12. PRIORITIZE :
MEASURE, MANAGE, LEARN
You can’t manage what you don’t measure. Developinga baseline of SDR
team performance, understandingwhich levers to pull when, comparing
performanceto industry standards, and learning from past performance are
all necessary to create a best in breed team.
Measuringperformanceandbehaviorallows managementto prioritizedaily
SDR activity to be most effective. With a limitedamount of time in each day,
Managementand SDRs must know which tactics andstrategies work best to
help them achieve theirgoals. Prioritizing outboundeffortsbasedon real
measurements is neededto manage, learn, and improve.
13. PRIORITIZE :
MEASURE
Implementing a well-definedqualifiedleadprocess andinfrastructurein SFDC
will allow the team to develop a baselineforperformance.
Conversion metrics :
• General SDR performance on longitudinal basis is best trackedby qualified
leads into opportunities overtime
• Sales generatedleads à Sales acceptedleads à Sales qualifiedleads
Activity metrics :
• Touches/day, touches/lead, activitytype segmentation
• Dials : Conversations : Meaningful Conversations : Meeting: Oppty
14. PRIORITIZE :
MANAGE
People are specialized. Therewill be favorites. Just becausean employee
struggles with a skill doesn’t mean we shouldtry to make them better at it.
Focus, build, andinvest in what employeesexcel at once baselineskills are
developed. (Philosophyfrom Marcus Buckingham. First, Break All the Rules.)
Builda family. Team members are owners : task assignment forprojects based
on strengths. Be a player/coach : hit the phones, be in the chairwith the
team. Listen and observe : identify trends andareas of opportunity.
Communicate: clearand consistent messaging. Expectations : careerpath,
effort, commitment, match andlead.
Hire the right candidate. Do not rush a candidate who isn’t a fit.
15. PRIORITIZE :
MANAGE
A ship without a compass is lost. Lack of consistent clearmessaging will leadto
SDRs aiming forthe wrong target, and inevitably missing theirgoal.
-Daily stand-ups 15 minutes, SDR owns agenda
-Weeklyteam meetings : Agenda requests, marketing alignment update,
tactic review, deal ‘win’review (strategy, process, obstacles, persona,
objections, urgency, why),weekly lesson, individualcommits
-Calendaring of daily activitiesthe day prior
-Is what you are doing now going to help you achieveyourgoal today?
16. PRIORITIZE :
LEARN
By establishing a well definedsales process, a baseline, benchmarks, and
historicaldataset are built. This allows foridentifyingbest practices of top
performers andapplying them to lowerperformers.
This includesprojects likehistorical win/loss analysis fordeals, scoring leads,
and stratifying leads by buyerpersonas. Learning anditerating from the
activities the SDR team logs helps create a culture of continuous
improvement.
Learn from yourmistakes, but also from what works.
17. UNIFY :
DEVELOP, LEVERAGE, COLLABORATE
Let’s builda badass team. Building a team trustworthy andtransparent team
starts with hiring the right people, leading by example, anddeveloping those
individuals. A transparent, dedicatedteam is necessary to avoidthe churn
and burn nature of many SDR teams.
Unifying the team by developingtheircareers, leveragingstrengths, and
collaborating on projectsenablesa team culture of collective support and
intrinsic motivation.
18. UNIFY :
DEVELOP
SDRs have demanding jobs andhustle because they want to advance their
sales career. Without clearlydefinedexamples of careerpaths within Wiser
and a coach/playerdevelopedcareerplan SDRs can easily lose focus on
what they are working towards.
Setting expectationsforthe duration of the role, understanding SDR goals
on an individual level, anddevelopingbenchmarks forthe path to the next
promotion are necessary forteam members to be activelyengagedafter
logging thousands of activities. Dailystand-up meetings andindividual
weeklycheck-ins along with ad-hoc coaching anda minimum six hours
coaching permonth will develop a dedicatedteam.
19. UNIFY :
LEVERAGE
Identifying strengths, nurturing them, andleveraging those skillson specific
team projects develops a sense of ownershipand team unity.
Team members will be encouragedto activelysuggest andtake ownership of
industry conferences to attend, team initiatives (call blitzes, outings), best
practice guides, andmarketing initiatives (emaildrips, content requests). As
SDRs take ownership in leading projectsthat are suitedto theirskills those skills
are enhancedandthe team benefitswith new initiatives.
20. UNIFY :
COLLABORATE
Training, onboarding, andcoachingpresent an opportunity to builda sense of
kinship among the team. Collectively building the playbook componentsfrom
objection handling, messaging talk tracks, communications best practices,
tools, and closingtechniques draws upon institutional knowledgeand
sharpens the teams’ skills.
The best way to learn is to teach. Ourteam will do this and develop a mindset
of always doing better.
21. UNIFY :
COLLABORATE
It’s not hard to make decisions once you know what your values are.
– Roy E. Disney
Goal : Operate according to a set of clearly-defined values, aligned with an inspiring
vision that drives our behaviors and decisions everyday.
Values :
Challenge the status quo – ”Why?” is your friend
Curiosity – Don’t make assumptions
Judgment – Focus on the 20% of things that create 80% of value
Customer Wow – Do your best
Responsible – Be impeccable with your word
Joy – Don’t take anything personally
22. VISION
Create an industry-leading SDR team through best-in-breedprocesses,
tracking, and coaching to generate the most pipelineandclosedwon
opportunities in the field.
• Streamlineprocesses andclearly defineobjectives, which will increase
productivity
• Prioritizeprospectingefforts basedon real data
• Unify team with leadership presence, collaborative training, andteam
events
23. THE SIZE OF THE PRIZE
Sales Team Opportunity
-5% increasein selling time can yielda 20% increase in revenue
-1% increasein pipeline valuecan yielda 25% increase in revenue
-15% decrease in length of sales cycle can yield30% increasein revenue
With these numbers in mind, the gap you see in activity performanceand
effectivenessbetween outsourcedSDRs and in-house SDRs representsa
large opportunity. Activemanagement presence, managing by metrics,
and eventually increasing the AE:SDR ratio will help close this gap and grow
revenues.
*Statistics from Marketo – “The Definitive Guide to Sales Lead Qualification and Sales Development”
24. SALES, MARKETING, AND SALES DEVELOPMENT :
WINNING TOGETHER
• Trust
• Transparency
• Collaboration
• Communication
25. SEQUENCING STRAW MAN
Stage 1 – “Watch and Listen”
January
• Observe performance, tactics, and strategy
• Conduct stakeholder interviews
Stage 2 - “Define and Deploy”
January, February
• Define sales process, toolkit, and terms
• Develop playbook
Stage 3 – “Feedback and Iterate”
February, March, and on going
• Monitor performance, receive feedback, and improve
• Implement recurring team events
26. REQUIREMENTS DISCOVERY
1. Process Today
- Salesforce instance
- Tools
- Qualified lead procedure
- Forecasting
2. Product Understanding
- Marketing
- Collateral
- Value proposition
3. Team
- Culture
- Players
- Operations
27. NEXT STEPS
• Confirm mutualvision
• Define workingplan and timeline
• Assign resources andowners
