SALES DEVELOPMENT?WHAT IS

SALES DEVELOPMENT IS ONE OF THE MOST POPULAR TERMS AMONG REVENUE LEADERS.

IN FACT, IT’S THE TOPIC OF AARON ROSS’ AND JASON LEMKIN’S NEW PREDICTABLE REVENUE GUIDE TO TRIPLING YOUR SALES.

AND THE BRIDGE GROUP

OF SOFTWARE COMPANIES THEY SURVEYED HAVE ADOPTED THE MODEL.

40%REPORTS THAT

EXACTLYBUT WHAT

IS IT?

THE MOST PRACTICAL DEFINITION IS SIMPLE- SALES DEVELOPMENT TEAMS CAN BE DEFINED AS…

SPECIALIZED GROUPS THAT FOCUS

SETTING DEMOS AND QUALIFIEDAPPOINTMENTS.

ENTIRELY ON THE FRONT-END OF SALES:

THEY HAVE MANY NAMES…

BUSINESS DEVELOPMENT REPRESENTATIVES, SALES ASSOCIATES, LEAD DEVELOPMENT REPS, ETC.

BUT THE PREMISE IS THE THE SAME FOR ALL OF THEM:

SPECIALIZE THE SALES TEAM.

(WHICH MEANS YOU NEEDTO HAVE AT LEAST TWO SALES ROLES)

YOUR SALES DEVELOPMENT REPSANDYOUR CLOSERS

FOR INSTANCE, YOUR SALES DEVELOPMENT REPS

SHOULD PROSPECT…

ALL THE TIME.

THEY SHOULDN’T GO IN DEPTH ABOUT PRODUCT SPECIFICS OR CLOSE A SINGLE DEAL.

IT’S DIFFERENT FROM TRADITIONAL SALES, WHICH REVOLVES AROUNDCLOSERS…

THEY HAVE ALL THE BOOKS, WEBINARS, AND RESOURCES THEY NEED.

WHILE THE RESOURCES FOR SALES DEVELOPMENT ARE LIMITED, THERE ARE FIVE YOU CAN’T MISS…

1. CRAIG ROSENBERG’SFUNNELHOLIC POST

THE SALES DEVELOPMENT TEAM: A PROVEN FRAMEWORK FOR SUCCESS

2. SALESLOFT’S POST OUTLINING

THE SALES DEVELOPMENT REP VS. THE ACCOUNT EXECUTIVE

SDRS VS. ACCOUNT EXECUTIVES

3. THE BRIDGE GROUP’S INSIDE SALES

RESEARCH ON B2B INSIDE SALES IMPLEMENTATIONS

METRICS AND COMPENSATION

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

5. SALESLOFT’S POST OUTLININGTHE 5 TOP LEADERS

HIGHLIGHTING THE TOP 5 SALES DEVELOPMENT LEADER

THESE RESOURCES WILL HELP EXPLAIN THE SUBTLETIES OF SALES DEVELOPMENT…

AND HELP YOU BUILD A PROCESS BASED FOUNDATION TO ENSURE THE SUCCESS OF YOUR TEAM.

SALESLOFT.COMLISTS OF LEADS VISIT

IF YOU WANT MORE INFORMATION AND TOOLS TOGENERATE TARGETED AND ACCURATE