Sales Development

Marketing usually has a massive say on timeline and nurture campaigns. It's important to co-build with the sales and marketing team to make sure the touch points relevant...

This is how I see the real career path for Sales Development reps in an AI era...especially in a modern SaaS environments: SDRs won’t disappear. Low-judgment SDR work wil...

Results should be the main measurement but also listen to your reps and internal employee surveys. Have a dedicated sales development team or leader that's sole job is to...

I started my sales career as a BDR way back when, so I have always had a soft spot for this role, and have put a lot of thought into what a great org structure would look...

My first job in tech the company values were the following: Authenticity, Be Tenacious, Be Unboring, Play Well with Others, and Protect the SourceWe use to highlight at e...

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...

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 " co...

A strategic and automated nurture campaign aims to engage and educate prospects, guiding them towards a purchasing decision. A successful campaign will: Understand your t...

Lead qualification should follow a structured path that ensures alignment across Marketing, Sales Development, and Sales. We use clear definitions and exit criteria to gu...

I love looking at your last quarter's deals and sharing source, industry, use case, PQL score, Titles, Tenure, number of employees, etc. As soon as a net new logo closes,...

The most impactful training I’ve seen — and implemented — shares these traits:Tactical and scenario-based (Real talk tracks, objection handling, discovery questions)Inter...

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...

SDR teams can work with marketing to optimize web content to generate interest, run ABM campaigns, strategize events, and develop content to accelerate deal cycles. Other...

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 ev...

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 me...

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...

If an account executive is sharing feedback (positive or negative!), here are a few questions you can ask to decide how to incorporate it. Is the feedback specific? To ac...

The key to success is having the correct building blocks in place starting with a company-wide sales methodology that is followed from rep level through to management and...