SaaStr

APRIL 20, 2024

AI in Sales and Marketing AI is disrupting sales and marketing, particularly in support and SDR /BDR functions, due to the shortage of skilled workers and the potential for increased efficiency and cost savings. Companies that are mainly outbound-driven should be cautious when hiring a head of sales with no outbound experience.

Drivers/motivators 105

Drivers/motivators Growth Product Technology 105

Sales Hacker

JUNE 7, 2023

Top performing AE’s self-source 25-40%+ of their pipeline from outbound prospecting efforts (Salesloft and the Bridge Group). So what exactly are these top performers doing differently? within your top accounts The post Account Executives: Steal this framework to self-source 30%+ of your pipeline appeared first on Sales Hacker.

Pipeline 80

Pipeline Prospecting Meeting Sales 80

SaaStr

MARCH 16, 2023

Sometimes, a CEO enjoys outbound (or at least is decent at it) and hires 1-2 or more SDRs themself and directly manages them. If the VP of Sales is good at outbound, they also start to build an SDR team here. You really can’t start too early if you are good at outbound. Outbound Always Works.

Quota 118

Quota Sales Closing Customers 118

Sales Hacker

SEPTEMBER 26, 2022

In Product-Led-Growth (PLG) circles, outbound has a spotty reputation. Outbound is becoming part of the normal progression of growth at product-led companies. Those larger enterprise deals and new target markets can all seem out of reach without an SDR team in place. That’s when many PLG businesses turn to outbound.

Growth 82

Growth Product Pitch Strategize 82

SaaStr

OCTOBER 1, 2022

Want to get outbound going, for the first time? What almost never works, somewhat surprisingly, is hiring a Director of Outbound as your first outbound hire. I see many startups want to add outbound, but not really have a lot of experience. They don’t know outbound, they haven’t done it, they don’t get it.

Niche 100

Niche Pipeline Gaming Start-ups 100

Sales Hacker

AUGUST 18, 2022

After implementing, onboarding and working with hundreds of clients on aligning their Outreach instances to drive revenue efficiency, the Outbound Funnel team is sitting down with SalesHacker to share key concepts on how to make sure your investment in Sales Engagement Platform delivers on its ROI. You’ll Learn.

Pipeline 81

Pipeline Clients Product Sales 81

Sales Hacker

SEPTEMBER 29, 2023

3 Outbound SDR: Outbound remains effective, serving as a steady pillar of growth. 4 core channels that are providing strong ROI: in person events, organic – content and SEO, outbound SDR, and partners. There is no one-size-fits-all!

GTM 100

GTM Growth B2C Territory 100

SaaStr

MAY 16, 2023

I’ve invested in 2 startups that micromanaged outsourced SDR teams to some success. But what I personally haven’t seen is an out-sourced SDR team replace an in-house one. It would be great if it could, especially given the high turn-over rate in SDRs. .” So really the question is; have SDRs worked for you?

Appointment 98

Appointment Territory B2B Product 98

Predictable Revenue

OCTOBER 17, 2022

Learn how to keep your outbound sales team motivated to reach quota with this step-by-step guide to building an effective SDR compensation plan. The post Quick Guide to SDR Compensation appeared first on Predictable Revenue.

Quota 59

Quota Drivers/motivators Sales 59

Partners in Excellence

OCTOBER 9, 2022

But for complex B2B, particularly outbound, the model is set up for failure. But, there is an argument for SDRs, even in very complex B2B solutions. Most organizations consider the SDR role as an entry level role. The SDR has to be capable of engaging the prospect in a business conversation. It might work better, though.

Cold Call 119

Cold Call B2B Prospecting Up-sell 119

SaaStr

AUGUST 16, 2022

So a number of folks including Mixmax to many others on LinkedIn picked up that SaaStr’s newest Partnership Manager (really an SDR with a different spin), Mike Wander, booked 90 meetings in his first 90 days. The post Uncharted and Electric: How SaaStr’s Latest SDR Booked $1m in Revenue in 90 Days appeared first on SaaStr.

Electricity 88

Electricity Meeting Follow-up Closing 88

Sales Hacker

MAY 29, 2023

Key takeaway: Account executive Varenya Penna uses wins and learnings from her BDR-to-AE journey to create the 90-day SDR-to-AE guide she wishes she’d had. Starting your journey from SDR to AE? There’s one major moment in my career graph I cherish: the transition from being an outbound SDR to an inbound AE.

Territory 84

Territory Objectives and Key Results CRM Pitch 84

Sales Hacker

FEBRUARY 9, 2022

I’m Jeff Swan (Sales Coach & Founder of Outbound SOS) and I’m here to do exactly that. I’m Jeff Swan (Sales Coach & Founder of Outbound SOS) and I’m here to do exactly that. The post Episode 8: How to Hit the Ground Running as an SDR appeared first on Sales Hacker. Team Management. Career Development. Tech Stacks.

A/B testing 85

A/B testing Conversion Sales 85

Predictable Revenue

AUGUST 15, 2022

Learn why more and more B2B companies are choosing to outsource their sales development reps (SDRs) to grow outbound sales faster. The post Why Are B2B Companies Choosing SDR Outsourcing in 2022? appeared first on Predictable Revenue.

B2B 66

B2B Sales 66

Predictable Revenue

DECEMBER 12, 2022

Learn how a dedicated SDR team can help free up your time, streamline your outbound sales process, and fill your sales pipeline with qualified leads. The post What are Sales Development Reps (SDRs)? appeared first on Predictable Revenue.

Pipeline 59

Pipeline Sales Process 59

Cience

APRIL 14, 2020

The mechanics of getting outbound to work are deceptively complex , and it turns out the economics are too: even at a relatively small scale, it can be a little daunting to understand the math of outbound. But, without properly looking at the numbers, it’s not possible to make a rational decision about spending on the outbound.

Appointment 73

Appointment Manufacturing Campaign Conversion 73

Sales Hacker

JUNE 1, 2021

Tito Bohrt has been building SDR teams for close to a decade. Highlights: How to maximize your chances of booking a meeting via outbound [0:56]. How do you respond to objections without getting flustered — or making your prospect frustrated? Come ready with your questions! Panelist: Tito Bohrt – CEO of AltiSales.

Objection handling 103

Objection handling Cold Call Prospecting Meeting 103

Predictable Revenue

JANUARY 10, 2022

The SDR to AE handoff is a crucial part of your outbound sales process. The post Best Practices for SDR to AE Handoff appeared first on Predictable Revenue. These tips will help you ensure a smooth transition from sales development reps to AE.

Process 59

Process Sales 59

Sales Hacker

JULY 1, 2021

Sam Nelson and Brooke Bachesta, both SDR managers at Outreach, have the answers. Panelists: Sam Nelson – SDR Leader at Outreach. Highlights: Cold outbound sequence #1 [2:56]. Cold outbound sequence #2 [37:46]. Do you send 3 emails or 7? How long should you wait until sending a follow-up? Brooke Bachesta – Sr.

Follow-up 65

Follow-up Sales 65

Predictable Revenue

APRIL 14, 2020

Getting started with outbound sales is an exciting time for a company, but over the past 10 years, we’ve noticed that companies beginning their outbound journey tend to all stumble in the same key areas: they don’t validate their target market, they try to manage outbound off the side of their desks, and they don’t budget for success.

Sales 85

Sales 85

Miller Heiman Group

JULY 24, 2019

A pioneer in the evolution of the sales development representative role, Ross started at Salesforce.com as an inbound SDR and then moved on to create their outbound SDR process, helping them grow from $5M to $100M. The Rise of the SDR Role. The Sales DNA of Top-Performing Inbound and Outbound SDRs.

Appointment 67

Appointment Represent Account management Up-sell 67

Predictable Revenue

JUNE 6, 2022

Learn why SDRs are so important to outbound sales and the unique skill set required to master this role. The post SDR is Not a Junior Role Anymore appeared first on Predictable Revenue. Think sales development representative is a junior position?

Represent 59

Represent Sales 59

Sales Hacker

MAY 19, 2021

SDRs work on the front lines of all sales engagement and hone their craft in outbound sales strategies. B2B businesses need to pivot their approach with a new metric to measure the success of outbound email sequences. It’s reaching out with the right content at the right time and leads to more success in outbound efforts.

Referrals 80

Referrals Growth Prospecting Meeting 80

Predictable Revenue

FEBRUARY 13, 2020

Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life. The post Is The SDR Model Broken? appeared first on Predictable Revenue.

71

71

Outreach

JANUARY 10, 2019

If you’ve been Googling “how to do outbound sales,” you're in the right place! As the leading Sales Engagement Platform, we've also learned from our thousands of customers about what works for them as they implement or expand their outbound sales processes. This is your outbound sales crash course! Hiring SDRs.

Quota 69

Quota Sales Lead generation Represent 69

Heinz Marketing

OCTOBER 12, 2020

This week’s show is called “Is Outbound the New Normal? We talk all about outbound and how to make outbound work. We first talk about why outbound is still working and then differentiate between good outbound and all the bad outbound that we still see.

Pipeline 132

Pipeline Cold Call Sales Clients 132

Cience

APRIL 14, 2020

The mechanics of getting outbound to work are deceptively complex , and it turns out the economics are too: even at a relatively small scale, it can be a little daunting to understand the math of outbound. But, without properly looking at the numbers, it’s not possible to make a rational decision about spending on the outbound.

Appointment 52

Appointment Manufacturing Campaign Conversion 52

Highspot

DECEMBER 19, 2023

Tips on Building the Content for Your Sales Development Playbook Turbocharge Your SDR Team with Highspot What Is a Sales Development Playbook? The sales development playbook combines proven strategies, tips, and best practices to help new and experienced sales development reps (SDRs) increase sales and grow pipeline.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

PandaDoc

AUGUST 25, 2019

Software-defined radio (SDR) technology empowers sales teams to drive communications forward. Here’s how you can leverage SDR metrics to track your sales team. Overview of SDR metrics. The key to effectively tracking sales teams with SDR metrics is knowing how to measure SDRs. Budget for SDR expenses.

Quota 53

Quota Pipeline Sales Drivers/motivators 53

Sales Hacker

DECEMBER 1, 2022

I’ve been an SDR , an SDR director, and now run a sales team at a startup. I’ve been in the SDR trenches. Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. This happened to me when I was leading 5 SDR managers, each with 8 reps on their team.

Territory 77

Territory Education Contact CRM 77

Hubspot

MAY 2, 2022

BDRs try to capture outbound leads — prospects who show interest in a product or service but haven't made a purchase yet. BDR vs. SDR. Business Development Representatives (BDRs) are often confused with Sales Development Representatives (SDRs). Perform cold outreach.

Represent 56

Represent Cold Call Territory Networking 56

SaaStr

JUNE 24, 2022

The best SDR leaders aim for 15-20 qualified meetings per month and generate $2M in pipeline per year. Hire 2 or 3 quality SDRs, dial in your process, and outbound will always work. More here: Outbound Always Works. If you don’t have SDRs yet, start that recruiting process and get your AEs some help.

Price 87

Price Up-sell Start-ups Pipeline 87

PandaDoc

AUGUST 16, 2022

Getting his start at 17, Jed has worked his way from Lead Development Rep to Head of Outbound Sales in just three years. He often speaks about building repeatable outbound playbooks and sequences for SDRs on LinkedIn. The former SDR is known for sharing valuable insights vital to successful prospecting. Belal Batrawy.

Cold Call 52

Cold Call B2C Sales Follow-up 52

Sales Hacker

AUGUST 3, 2020

Most companies are intrigued by the potential of SDRs, but cautious when investing the necessary resources to build a proper team. Setting up an SDR team is, after all, more expensive than an AE team. So, let’s dive in and analyze the costs to set up these teams, and why, despite the cost, I believe an SDR team is worth it.

Pipeline 91

Pipeline X-functional Commission Clients 91

Outreach

AUGUST 30, 2018

I recently spoke with an SDR leader who knew she needed additional headcount to hit upcoming goals, but had no idea how to justify it to her executive team. She knew instinctively that her current team of about a dozen SDRs wouldn’t be able to hit the next quarter’s pipeline goal, but she just couldn’t justify it using hard metrics.

Contact 71

Contact Sales Pipeline Strategize 71

Openview

OCTOBER 13, 2017

It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. I drove them to that event.

SQL 74

SQL Management Consulting Sales Territory 74

Sales Hacker

AUGUST 25, 2021

We increased the average number of qualified opportunities per SDR by 92% that year. Step 1: ‘Templatize’ Emails to Balance Standardization with SDR Autonomy. Each SDR already had their own emails, phone scripts and LinkedIn messages that they liked to use. links to relevant case studies) to save even more SDR time.

Strategize 99

Strategize Referrals Territory Objection handling 99