Sales Development Reps (SDRs) and Lead Development Reps (SDRs) are not new. But they are a hot topic right now, especially in the SaaS and Cloud marketing circles I frequent. With all the buzz, I’m surprised how few people truly understand proper strategy and structure for these roles. Quite often, these teams underperform because the up-front thinking has not been done. In this two part series, I present a checklist for doing it right. I’ve worked with and set up several SDR and LDR teams … [Read more...]
Startup Marketing Essentials: #10 Creating a Sales Playbook
You have released product and are selling it. You want to scale the sales team to really start taking off. How do you make sure all the new guys know how to sell your product. The answer is a sales playbook. A cookie-cutter approach to selling that will work every time. -- TM If you ask heads of sales what they desire most in their job, the answer will likely be a repeatable, predictable sales process. The more one deal can look like another, the better a sales manager, director, or vice … [Read more...]
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