Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
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Key Takeaways from The Sales Development Playbook, part 1 and part 2
33. MARKET MESSAGE FIT
you have enough knowledge about
your market and messaging so that
new reps can establish credibility
over the phone
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35. decide if the team
will sit within sales or
marketing; it usually
falls somewhere
between the two
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36. remember:
reps have more conversations
with your prospect than anyone
else in the organization
keep and analyze information
from every interaction
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44. ICP - IDEAL
CUSTOMER PROFILE
to gain clarity of your ICP
use the ABCDs
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45. A-LIST
your dream clients
They have a problem. You
have the solution.
don't usually come inbound;
need outbound work
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46. BREAD & BUTTER
your sweet spot
know 5 key traits these
prospects share
inbound usually works well,
use outbound for the largest
of these accounts
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48. DEAD ENDS
look like bread and butters and
probably want to work with you but
for some reason they can't or won't.
learn how to professionally
disengage from these accounts.
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54. HUMAN NATURE
reps in a blended role spend their
time where they’re most
comfortable, usually focusing on
inbound leads rather than
prospecting
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