The document discusses the sales development representative (SDR) and sales operations (ops) team as the "ultimate dynamic duo" that can drive alignment and unlock revenue. It provides three ways this can be achieved: 1) optimizing lead conversion rates by improving lead quality and scoring, routing, and follow-up, 2) prioritizing outreach by focusing on accounts showing digital intent and reducing manual data entry by automating activity capture and forms. By implementing these strategies, one company increased their pipeline by 180% over a year.

1. The Ultimate Dynamic Duo
3 Ways Sales Development and Sales Ops Can Drive
Alignment to Unlock Revenue

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Who we are?
Joseph Lee, VP Growth Marketing @ People.ai
joe.lee@people.ai
Abbey Solnet, Field Operations Manager @
People.ai
abbey.solnet@people.ai

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Who is the Ultimate
Dynamic Duo?
(Two people paired together whose unique traits, when
combined, usually result in success)

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SDR
SALES
OPS

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3 Ways Sales Development and Sales
Ops Can Unlock Revenue

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3 Ways to
Unlock
Revenue
1. Optimize Lead Conversion

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How many of you are responsible for responding to inbound
leads? Or MQLs?
How many of you know the conversion rate (CVR) of your
MQLs to Opportunities?
(CVR = # MQLs You Receive / # Opps You Generate)
Is that good? Is that bad?
Are Your Leads Weak?

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25% to 35% of Your MQLs Should Convert to SQL

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1%
MQLs were converting to
Opportunities in Q3 2020

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Top 4
Reasons
Your MQLs
Are Not
Converting
1. Poor quality: MQLs are not actually
qualified
2. Poor scoring of leads: SDRs can’t tell
which leads are most valuable to prioritize
3. Inaccurate lead routing: SDRs waste time
researching and reassigning leads they
shouldn't work
4. Inconsistent follow up: SDRs complete
too few touches per lead

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How to communicate with an operator
Do’s
- Give feedback & highlight problems
you’re encountering
- Be specific & clear in your asks and
questions
- Bring an open mind and suggest ideas
on how to solve problems together
- Be patient, these improvements take
time to prioritize & execute
Dont’s
- Ignore problems & sweep them under
the rug
- Say “it’s broken” without examples
that can be used to investigate
- Be set in your ways on the solution
you want for a problem
- Expect ops to drop everything else
and make magic happen over night

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1% of Leads Were Converting to Opportunities in Q3 Last Year,
Now 31% of Leads Converting to Opportunities

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Quarterly Inbound Pipeline Trend

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3 Ways to
Unlock
Revenue
1. Optimize Lead Conversion
2. Prioritizing Outreach

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How do you prioritize your outreach?
Random AE Directed Data

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These accounts are scored highly by ABM
solution. They are showing digital intent and
buying signals.
But the sales team has low engagement
in these accounts. Either they don’t know
they are ABM activated or are spending
their time elsewhere.
My Accounts to Focus On

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Demo Requests
Contacts from
Sales Navigator
???
Uncover “Warm Leads”

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Two Ways To Uncover Warm Leads
Lead Scoring
Lead scoring is the process of
assigning values, often in the form
of numerical "points," to each lead
you generate for the business.
High Intent Engagements
Following up on a Lead that does a
defined “high intent” activity, like
downloading a specific ebook or
attending a webinar.
At People.ai, we mark these Leads
as Priority 2 MQLs.

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Warm MQLs enabled People.ai to Grow Lead Volume

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3 Ways to
Unlock
Revenue
1. Optimize Lead Conversion
2. Prioritizing Outreach
3. Reduce Manual Data Entry

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There are dozens of companies trying to solve the
automated activity capture problem

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Introducing the easiest way to do data entry

27. USE CASE
Overview of
contacts
View all the contacts
involved in an opportunity
or an account.

28. USE CASE
Create opptys
and contacts
Quickly create new opptys
or contacts using a sleek
custom form.

29. USE CASE
Private Columns
Take private notes that
don’t sync to Salesforce
and quickly polish and
move to synced fields.

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3 Ways to
Unlock
Revenue
1. Optimize Lead Conversion
2. Prioritizing Outreach
3. Reduce Manual Data Entry
180% More Pipeline in
Q2 2021 over Q3 2020

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What would you do with more
time and money?

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Enter to win a $1k trip on us
Try PeopleGlass for free and be entered to win a
$1,000 Airbnb gift card.
• Step 1: On your computer, visit
https://try.peopleglass.app/tenbound-2021/
• Step 2: Click the “Enter to Win” button
• Step 3: Create a PeopleGlass account using
your Salesforce login credentials
One lucky winner will be randomly selected next week,
and we’ll announce the winner through email.
Already on PeopleGlass? Email joe.lee@people.ai
with your work email address to enter before Friday.
Want to learn more about PeopleGlass? Come talk to
us at our virtual table after right after this talk.

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Questions?
Comments?
Joseph Lee, VP Growth Marketing @ People.ai
joe.lee@people.ai
Abbey Solnet, Field Operations Manager @
People.ai
abbey.solnet@people.ai

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