AMA: Voyado Country Manager DACH, Fabio Maglieri on Sales Development

Sales legend Zig Ziglar said: "Your attitude, not your aptitude, will determine your altitude." Therefore it is about strengthening the winning culture, learn from failure and celebrate success. Here are the key fundamentals I focus on: 1. Clear Purpose and Mission Sales Development isn’t just about booking meetings — it’s about creating meaningful pipeline and being the first, trusted touchpoint in the customer journey. 2. Coaching Culture, Not Just Management A strong SDR culture is built thro ...Read More

"To understand what’s working and what’s not in generating Sales Qualified Leads (SQLs), I take a structured, data-informed, and iterative approach that combines performance tracking, qualitative feedback, and continuous refinement of our Ideal Customer Profile (ICP)." Here’s how I break it down: 1. Funnel Performance Monitoring We constantly track performance across the funnel – from lead capture to MQL to SQL – using key metrics like: MQL-to-SQL conversion rate Lead velocity (how fast a lead p ...Read More

It's not about the tools, it about what you want to achieve and who do you have to utilize the tools. I always begin by mapping our sales process end-to-end:Every tool must have a measurable purpose, such as: Increasing lead conversion Reducing manual admin Improving personalization at scale Delivering better pipeline insights If a tool doesn’t clearly support pipeline movement, it’s deprioritized or eliminated. We tailor tool use to where the rep is spending time and what helps them sell better ...Read More

Lead qualification should follow a structured path that ensures alignment across Marketing, Sales Development, and Sales. We use clear definitions and exit criteria to guide leads through the funnel and avoid misalignment. SAL (Sales Accepted Lead):“A lead accepted by Sales but not fully qualified yet. Meaning, it meets our ICP criteria but awaits full qualification.”At this stage, the lead fits our Ideal Customer Profile (industry, size, region, persona), and shows initial engagement — but the ...Read More

It takes a village... Enterprise Sales is a team effort and it needs all hands on deck to achieve great things. Partnering with departments like Marketing, Sales, Partner Management and even Customer Success is essential to generate high-quality leads that convert. 1. Align on the Ideal Customer Profile (ICP) and Qualification Criteria First, it needs to be ensured that everyone — Marketing, SDRs, AEs, Partner — agrees on what an SQL actually is. Who are we targeting (industry, size, title)? Wha ...Read More

What is a Nurture Campaign? A nurture campaign is a series of communications designed to build a relationship with leads over time, ideally guiding them from awareness to consideration and ultimately toward a purchase decision. It means stay relevant and valuable to leads who aren’t quite ready to buy yet – but could be, with the right guidance. So, it is not about just appearing in the inbox or on the mobile phone every now and then, there should be something you have to tell. Could you interes ...Read More

Great question — the most valuable experiences are often the ones that test you, shape your mindset, and reveal what really drives you. Looking back, the experiences that have shaped me the most weren’t always the smoothest — but they built two things I rely on every day: resilience and a strong sense of purpose. Working through challenges — whether performance-related, organizational, or market-driven — taught me how to stay focused, adapt quickly, and remain solution-oriented under pressure. T ...Read More

The most impactful training I’ve seen — and implemented — shares these traits: Tactical and scenario-based (Real talk tracks, objection handling, discovery questions) Interactive and ongoing (roleplays, feedback, and group problem-solving) Tied to performance metrics (Every training should have a “so what? and what is it good for?”): Delivered by both leaders and top performers (Peers often have the most credibility. A. Start With the Core Sales Process Build foundational training around: Your I ...Read More