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What timeline do you set for leads to start the nurture campaign, and how often are your touch points?

Katie Harkins

Glide VP of Sales • 1y

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...

171 Views

What is the future career path for sales development reps in an AI era?

Andrew Zinger

Ironclad Senior Global Director, Revenue Enablement • 5mo

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...

429 Views

How do you measure the effectiveness of your sales development process, and how do you iterate on it based on this data?

Tim Britt

Freshworks VP Partnerships • 3y

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...

2,234 Views

What does your desired team set up look? For what are you looking for when hiring?

Katie Harkins

Glide VP of Sales • 1y

I had to interview 15+ hours a week and I was the #1 hiring manager globally for an organization with 3,000+ sellers. The AEs I said yes to outperformed in their first ye...

156 Views

How do you incorporate your company values into sales

Katie Harkins

Glide VP of Sales • 1y

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...

155 Views

What are some of the fundamentals of building a strong sales development culture for your team?

Marleyna Mohler

Attentive Sr. Director of Inside Sales • 3y

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 calcula...

3,002 Views

How do you stay up-to-date on industry trends and best practices in sales development, given there is a lot of noise out there?

Marleyna Mohler

Attentive Sr. Director of Inside Sales • 3y

Staying up to date: It’s important to pick a medium that you like for content. Whether it is Linkedin, podcasts, email newsletter, or chat based slack groups, you want to...

2,557 Views

What do you define as a nurture campaign, and how do you nurture them through the funnel?

Fabio Maglieri

Voyado Country Manager DACH • 1y

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 ...

460 Views

How do you define SQL’s at your company, and what criteria do you use to vet an SQL?

Katie Harkins

Glide VP of Sales • 1y

SQLs are determined in a few different ways. I've seen points models where each asset gets a point value. Downloading a piece of content, attending a webinar, Director an...

154 Views

How often do you reevaluate how you prioritize your leads, and what questions do you ask yourself?

Katie Harkins

Glide VP of Sales • 1y

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,...

156 Views

What sort of training have you found to be most effective for your team? If you were going from little to no trainings and wanted to start implementing training, where would you start?

Fabio Maglieri

Voyado Country Manager DACH • 1y

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

454 Views

What experiences have you had in the past that have proven most beneficial to you now?

Fabio Maglieri

Voyado Country Manager DACH • 1y

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...

496 Views

How do you partner with other departments (e.g., marketing, sales) to generate sales qualified leads?

Tim Britt

Freshworks VP Partnerships • 3y

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 s...

2,027 Views

How do you prioritize which sales tools to use and when given there are so many tools?

Fabio Maglieri

Voyado Country Manager DACH • 1y

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 mu...

481 Views

How do you identify what’s working and not working in leading to sales qualified leads (SQL’s)?

Marleyna Mohler

Attentive Sr. Director of Inside Sales • 3y

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...

2,808 Views

How do you prioritize your accounts to determine the right leads to pursue when you have marketing leads, your AE wants you to focus on a set of accounts, and you have tiered accounts?

Tim Britt

Freshworks VP Partnerships • 3y

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...

2,215 Views

How do you incorporate differing account executive feedback and insights into sales development efforts?

Marleyna Mohler

Attentive Sr. Director of Inside Sales • 3y

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...

3,390 Views

What is your sales development strategy, and how do you measure success?

Tim Britt

Freshworks VP Partnerships • 3y

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...

3,204 Views

Sales Subteams · Sales Development