The document contains tips from Steve Richard of Vorsight on improving sales development. It discusses focusing prospecting efforts on accounts most likely to buy, understanding company org charts, making direct contact with decision makers for faster connections, being informed on prospects before calls, emphasizing the value of meetings to prospects, active listening skills, truths about selling, and understanding the buying process. The tips are part of an immediate takeaway guide for boosting sales development.

1. Steve Richard
Founder
Vorsight & VorsightBP
#Rainmaker2015
in/saleskickoffspeaker
@srichardv
Immediate Takeaways to Boost
Your Sales Development

2. @srichardv #Rainmaker2015

3. @srichardv #Rainmaker2015
3%
40.5%
56.5%
Prospects
Ac+vely
Buying
3%
Poised
to
Begin
40.5%
Not
Ready
56.5%

4. @srichardv #Rainmaker2015

5. Right Account Profile#1
@srichardv #Rainmaker2015

6. @srichardv #Rainmaker2015

7. Know Org Chart#2
1. Business Unit
2. Functional Area
3. Level
@srichardv #Rainmaker2015

8. @srichardv #Rainmaker2015

9. Direct Lines#3
Dials to Connect: SB = 17 vs. DL = 12
Time to Dial: SB = 80 sec vs. DL = 45 sec
Time to Connect: SB = 22.2 min vs. DL = 5.5 min
DL vs. SB: Director = +46.15%; VP = +147.83%

10. @srichardv #Rainmaker2015

11. Informed Cowboy/girl#4
@srichardv #Rainmaker2015

12. SELLING!

13. Value of the Meeting#5
Value of
Meeting
Time it
Takes
@srichardv #Rainmaker2015

14. @srichardv #Rainmaker2015

15. #Rainmaker2015
Active Listening#6

16. @srichardv #Rainmaker2015

17. #Rainmaker2015
Truths#7

18. @srichardv #Rainmaker2015

19. The Buying Process#8
@srichardv #Rainmaker2015

20. Steve Richard
Founder
Vorsight & VorsightBP
in/saleskickoffspeaker
@srichardv
Talk to me Goose
Leaders: vorsight.com/DEPT