5 Things Learned at the Tenbound Sales Development Conference 2019
12/6/2019
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It goes without saying that buyers today have a very different set of tools at their disposal versus just 10 or 20 years ago. There’s a tremendous amount of information online and on social networks that they can use in order to make a purchase decision.
Think of the last time that you purchased a product. You probably started with a Google search where you didn’t leave the first page of results, and you started to get a feeling for what was out there. You may have checked a few review sites to see what other people are saying and see who the top players are in the market. Once you narrow down your top three or four you probably went to their websites and started to look at what their content and thought leadership. Are they legit? At some point in this process, your phone probably rang with an unknown number that you either blocked or sent to voicemail. If you decided to take that call or listen to your voicemail, and it was someone describing a problem that you were trying to solve at the moment and how they may have helped you might have added that company to your list of ones that you were checking out, you may have then filled out their lead form or taking a demo. With the explosion of solutions in Sales Engagement on the Tenbound Market Map such as Salesloft, Outreach, Vanillasoft and many others, the Sales Engagement sector continues to explode.
But how do you make the best choice for this important system for your Sales Development team? Tenbound has teamed up with GZ Consulting to produce the latest guide, Evaluating Sales Engagement Platforms, now available in the Tenbound Research Center. Click here to access the report! What is cold email?
11/3/2019
There’s an old axiom in business that says “nothing happens until somebody sells something.”
No customer success can happen until there’s a customer. No money can be counted and no invoices sent without a transaction. No trade shows are funded, no salary payments made, no catered lunches. Until there’s a signed contract and next sales transaction is done, nothing happens. Each day we read about companies with massive funding and a great idea that quietly fold or are purchased for a hugely discounted price in what’s described in a myriad of ways but what it comes down is one thing: they didn’t sell enough. In an office somewhere around the globe there sits someone with an amazing product that can definitely change lives for the better that is slowly wilting under the hot glow of time. The product may be great and the team may be amazing but if nobody is selling anything the company is slowly dying. The Board wants to see an increase in revenue, fast. Your Sales team needs more pipeline. Your in-house Sales Development program seems to be going around in circles.
Even if you wanted to make changes, you don't have time to hire, train, equip and manage a group of all new SDRs. What should you do? These are the questions we hear a lot as we work with clients here at Tenbound. Companies need qualified Sales appointments and pipeline today in order to hit their aggressive revenue targets. However, simply relying on the production of marketing or the rolodex of current your Sales team doesn’t seem to be producing enough pipeline. Why Sales Development?
9/25/2019
A typical question seen when a company is contemplating a Sales Development program is basic, but very important… Why?
The answer to this varies in every scenario, but it really becomes a discussion of scaling, efficiency, growth and optimization. First… Should You Even Bother? There’s a standard reaction to dismiss the value of integrating Sales Development as an unnecessary layer in your organization. We get it… a fully ramped and producing sales team is a thing of beauty. When someone expresses an interest in your products/solution, your team is knowledgeable, helpful and motivated to turn that inquiry into a deal as soon as possible. Those same reps are also hitting the phones, networking and creatively getting in front of new prospects as well to generate pipeline and bust through their targets. If this is your situation, congratulations! Your team is firing on all ends, and hopefully being compensated accordingly. By Jeff Garon, Senior Researcher, Tenbound
Erin serves as the Senior Director of Revenue Operations for Lean Data (LeanData provides the Revenue Ops platform to manage all go-to-market motions to increase speed-to-revenue, improve the buyer experience, and better align sales and marketing ROI), and shared her insights to the growing field of Revenue Operations, crafted by her vast experience spanning sales development, management, operations and beyond. Interesting takeaways from our conversation:
For more information on Erin & Lean Data, please visit her LinkedIn profile or visit leandatainc.com. Podcast epidsode https://www.spreaker.com/user/9196584/episode-106-special-done And here https://tenbound.com/resources/ 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): The Sales Development Conference 2019 August 23rd in San Francisco.
TEAM PACKS available. Bring the whole team: Leadership, RevOps and SDRs. https://tenbound.com/conference/ |
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