David Dulany's Blog

A key piece of intel that should be on the shelf of all Sales Development leaders is "The Sales Development Playbook" by Trish Bertuzzi.  

If you’re a Sales Development professional, or have a Sales Development function at your company you’re seeking to better understand, "The Sales Development Playbook" is a must read. 

The book lays out the foundation for the most important aspects of creating a high-performing Sales Development function, including Strategy, Specialization, Recruiting, Retention and Execution, in a logical and easy to follow format.

After being involved in Sales Development function for several years, I was very impressed with the way the book is laid out, and I see it as an excellent overall framework you can use to implement a winning program, all the while putting your own signature on it.  

Every company and market is different, but Trish does a great job in laying out the framework to follow. ​

​Have you gotten a good beat-down recently?

If not, maybe you’re not trying hard enough. 

Any time you try something new, try to build something, try to improve yourself, try to leave the herd and blaze your own trail, you’re going to get beat-downs.

The bigger risk you're taking, the bigger beat-downs you're going to receive. 

What do I mean by beat-down? It’s anytime you’re physically, emotionally or psychologically beaten-down. It could be by negativity, hostility, rejection or expulsion.