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Sales Development
1 Answer
Jessica Holmes
Adobe Director, Adobe Sales Academy • January 18
The timeline for starting a nurture campaign and the frequency of touch points can vary based on factors such as your industry, sales cycle length, and the specific needs of your target audience. However, here are some general guidelines to consider: * Initiate immediate touch points with a wel......Read More
983 Views
2 Answers
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
Invest in data science to understand the type of customers that are purchasing your solution, look at why you are winning and more importantly where you are losing. Then start to apply this logic to your inbound leads, I ask my reps to have several leading indicators for success, for example, is ......Read More
1235 Views
1 Answer
Jessica Holmes
Adobe Director, Adobe Sales Academy • January 18
A strategic and automated nurture campaign aims to engage and educate prospects, guiding them towards a purchasing decision. A successful campaign will: * Understand your target audience and tailor your campaign to their buyer's journey * Provide personalized content, offer educational re......Read More
564 Views
3 Answers
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
It's extremely important to build a network across the sales industry either by joining user groups or reaching out to your peers at other companies and asking for a " coffee chat " to understand how they are tackling the challenges and where they see opportunity. I also belief in asking new star......Read More
1131 Views
2 Answers
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
My advice is to keep it simple, leadership has a habit of introducing multiple tools, and worksheets ( excel or google ) try and have a single source of the truth that everybody use's, I think its key to have a structured CRM solution with the correct data and workflows/gates in place to manage t......Read More
1328 Views
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 16
If an account executive is sharing feedback (positive or negative!), here are a few questions you can ask to decide how to incorporate it. 1. Is the feedback specific? To act on feedback, we have to have enough information to properly diagnose the cause. If an AE shares that an account ......Read More
1462 Views
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 16
Be transparent and share the “why”: Each SDR should be able to articulate the purpose of their role, the rationale behind their goals, and the methodology used to calculate key performance indicators (KPIs). While many teams have robust processes to determine these factors, they often fail to pro......Read More
960 Views
1 Answer
Marleyna Mohler
Attentive Sr. Director of Inside Sales • May 16
SDR leaders have a plethora of data to work with, but sometimes it is hard to know where to look. A good starting point is to map out your funnel and ensure you have a metric that measures both quantity and quality to determine which steps of the action are below expectations. Take cold callin......Read More
951 Views
2 Answers
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
First of all have a clear strategy that people can understand and make relevant to their own business unit, try and set clear goals and KPIs you are focusing on for the short term plus the long term outlook over the next 3 years. The next step is to spend time discussing this and answering any qu......Read More
1085 Views
1 Answer
Tim Britt
Freshworks Senior Director of Channels Europe • February 14
Working closely with field marketing and product marketing teams to evaluate whether we are currently relevant to the market conditions plus are we using the correct sales plays to support your messaging. To be effective you need to review monthly / quarterly so you can understand the success of ......Read More
1274 Views