Whether they’re looking to supplement their internal teams or build pipeline, many executives are considering outsourcing their Sales Development team. There’s a tremendous amount of demand, and the industry is growing exponentially (something we’ve seen with the latest update of our Market Map).
However, outsourcing comes with challenges. Anybody with an internet connection and a telephone can set themselves up as a sales prospecting organization, but that doesn't guarantee success. In our recent study, we found that only 32% of respondents would outsource to the same firm again.
The idea of getting ahead of pipeline is top of mind, trying to win more deals early in the year to crush their numbers and hit accelerators as they cruise into Q4. And the role of creating pipeline falls heavily on the shoulders of Sales Development Teams. No pressure!
Then March came around and the world changed. Businesses closed, everyone began to work from home, budgets went dry, and a new reality set in.
But guess what, many businesses, while adjusting forecasts for the year and quarter, still have to create pipeline to hit any adjusted goal. And guess what, that responsibility still falls squarely on the shoulders of Sales Development Teams. No pressure! Except now you’ve got double the pressure as you adapt to new realities: Buyers are distracted by things at home, and those valuable office direct dials are worthless.
The Tenbound Virtual Sales Development Conference is the only full day live Virtual conference 100% dedicated and focused Sales Development!
Taking place on June 18th 2020 from 8:00am - 2:00pm PT, all sessions are led by the real Sales Development practitioners and the Tenbound team, who will share the most recent strategies, tactics and playbooks you use today to hit your Sales Development goals in this new reality.
This is a must attend virtual event.
All sessions are streamed live and will be recorded for registered attendees to watch after the event ends via tenbound.com.
This one day event is focused on the latest trends in Sales Development. Register now as session rooms are limited to the first 500 attendees who join the broadcast. If you are unable to join the session you will still be able to access the slide deck and session recording post-event.
The Tenbound Virtual Conference experience also includes amazing networking and learning opportunities. When you register you will be automatically added to the event community and able to connect 1:1 directly with other attendees, Tenbound Market Map tool providers and the Tenbound team!
None of our SDRs were making quota....
Rewind the clock a few years, I was at a Unicorn, everything should have been going great.
But our 25 SDRs were struggling. Each week we gave them over 3,000 fresh MQLs, but none of them made quota. We just fired our 2nd CMO and 3rd SVP of Sales, both of whom were successful at previous companies.
I was asked to step in and “fix” it.
What the hell was happening? We were a billion-dollar SaaS unicorn, the movie wasn’t supposed to end this way.
The problem it turns out was simple. Most of the prospects filling our funnel were not prospects at all.
The 3,000 MQLs had been ‘qualified’ using basic Ideal Customer Profile (ICP) criteria like # of employees, industry, and annual revenue. While helpful for sizing, this ICP told us nothing about what our prospects actually wanted or needed.
From her first retail sales job to building and leading a global Sales Development team, Karlie Morien has had plenty of experience at all levels of Sales Development. In her interview with Tenbound, she shared her process for closing more retail sales, the lessons learned over nine years in Sales Development, and why she wants to redefine the SDR role.
Getting to the third NoKarlie learned a lot from her time in retail sales. When you're standing in front of someone who is either going to buy something or not, right there, there’s very little time to help them. That’s when Karlie came up with her process of ‘Getting to the third No.’
If you ask someone if they want to try on a pair of jeans and they say they’re not interested, our default reaction is to leave it at that. Sometimes, though, you just have to talk to them and dig a little deeper to figure out what's going on. Taking that interaction a couple of steps further—past that initial no—and learning a little bit more about them can often get us a better result.
by Jeff Garon & Melanie Sovann
Want to get the best candidate pool possible to build your Sales Development team? Of course you do… unfortunately, so does every other company out there, meaning you’ll have to compete for their time, attention and interest just as you would in a bake-off against competing products and services with a potential buyer.
You could get lucky finding great talent through a basic job listing, recruiters, referrals and other methods, but it’s a safe bet to assume you’ll need a compelling job description to capture interest from the best potential talent out there.
This leaves you with essentially two options:
1. Put out a basic, boring job description to save yourself some time and effort, and filter through whatever resumes come your way.
2. Treat this as your sales pitch to your future team, getting them excited about your company and their potential career trajectory.
So, ask yourself who do you really want on your team… whoever you can get, or the best you can get.
Assuming you want the best, read on for some tips and tricks to craft your job description like a shiny lure to catch the best fish (talent):
On this edition of The Sales Development Mastermind Series, join us as we explore a data driven approach to hiring Sales Development Reps!
There's a hunger in the market for high quality information about Sales Development.
However, why does a one sentence brain f#rt on Linkedin get 100,000 views and a well researched article which took hours to write get 34 views?
These are mysteries only known to God and the Algorithms.
In the meantime, we were curious about what you're most interested in on the Tenbound Youtube channel, and have collected the most viewed video/audios right here for your enjoyment and education.
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All Book Boost Sales Career Coaching Cold Calling Communities Conference COVID-19 Infographic Job Leaders Leads Management Market Outsourcing Pandemic Podcast Psychographics Sales Development SDR Seminar Social Media Team Technology Trade Shows Training Trends