If you followed the checklist from part one of this post, you now have a clear strategy for your sales and lead development efforts. You have decided on either SDRs or LDRs, or both; and you know what the objective of each is. You should have a clear understanding and agreement on who does what, and have determined what kind of people you are seeking to fill the roles. That’s a good start, but don’t let your efforts stall due to inattention. A common mistake is not actively managing these … [Read more...]