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Trish Bertuzzi - 7 Sales Development Hacks
This document discusses 7 hacks for improving sales pipelines. It addresses issues like reps playing whack-a-mole by not being organized, annoying prospects by over-contacting them, not doing enough research before conversations, reinventing processes instead of standardizing them, using the wrong tools for tasks, outdated communication methods, and drowning in click data without using CRM effectively. The overall message is that sales teams can improve pipelines by getting more organized, balancing contact levels, leveraging technology properly, and standardizing best practices.
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Trish Bertuzzi - 7 Sales Development Hacks
- 1. INBOUND15 7 SALES DEVELOPMENT HACKSTO JACK PIPELINE TRISH BERTUZZI President & Chief Strategist The Bridge Group, Inc.
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- 3. INBOUND15 1 REPS AREPLAYING WHACK- A-MOLE
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- 7. INBOUND15 GROUP LIKE BUYERTYPES CTO CFO CRO
- 8. INBOUND15 PLAN OUT THEIRDAY http://blog.hubspot.com/sales/the-best-time-to-cold-call-more-data-driven-sales-secrets-infographic
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- 13. INBOUND15 Who gets doubletapped?
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- 17. INBOUND15 3 DECIDING WHATTO SAY NEXT
- 18. INBOUND15 WELL, BETTER DOSOME RESEARCH
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- 20. INBOUND15 SAVE & ATTACHTO RECORD
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- 23. INBOUND15 4 TOO MUCHREINVENTING THE WHEEL
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- 27. INBOUND15 SALES DEVELOPMENT SLA •X touches over Y days • Real lead status (in human English) • Give a DQ reason
- 28. INBOUND15 5 NOT USINGTHE RIGHT TOOL FOR THE JOB
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- 30. INBOUND15 IF THIS IS “WHISPER”LOUD THEN THIS IS “WHAT!??!!”
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- 34. INBOUND15 6 SENDING TELEGRAMSIN AN SMS WORLD
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- 36. INBOUND15 WOULD YOU RATHERREAD… A B
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- 40. INBOUND15 WHEN TO USE •Confirm a meeting • As a thank you • Confirm a quick fact
- 41. INBOUND15 7 DROWNING INA SEA OF CLICKS
- 42. INBOUND15 Who lets SDRscreate Opportunities?
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- 48. INBOUND15 MAKE CRM, CRAMAZING! •Remove extra clicks • Build your process into CRM • Automate email, chatter, notifications • Perfection for reporting!
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