Partners in Excellence

OCTOBER 9, 2022

I’ve always had a contrarian opinion about the roles of SDRs and AEs. While these roles can be very important, often, I think we have our ideas about these roles backwards. As a result, we set both up for failure. Why do we charge our least experienced people with this responsibility?

Cold Call 119

Cold Call B2B Prospecting Up-sell 119

SaaStr

JANUARY 5, 2024

For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR. People with connections to the company also downloaded white papers and other things more likely to work than blasting the universe. Her first assignment was hiring SDRS.

Quota 111

Quota Commission Networking Drivers/motivators 111

Hubspot

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? Did you know that most SDRs require 4.1 Not to state the obvious, but your SDR training should have a clear plan. Brian Bennett, a sales manager at HubSpot, says, "Plan where you want to go and what you want to achieve, and then work backward.

Education 84

Education Prospecting Cold Call Start-ups 84

SaaStr

OCTOBER 28, 2020

We caught up briefly, and I asked if there was any way I could help. Hopefully, you’ll have one or two great VPs that do stay forever, and go the distance. People that have done it before, end up not wanting to do it again. And things are a bit more fragile in SaaS and B2B. Ok so what should you do?

Start-ups 101

Start-ups Price B2B Engineering 101

Sales Hacker

FEBRUARY 18, 2019

This week on the Sales Hacker podcast , we talk to Brian Birkett , the SVP of sales at LeanData. How to manage an SDR team and working with a 1:1 ratio between SDRs and AEs. How Do You Set Up a Salesperson for Success? [18:06]. How Do You Set Sales Quotas: Psychologically or Financially? [22:00].

Quota 70

Quota Sales Promote Up-sell 70

Sales Hacker

NOVEMBER 24, 2020

Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. Finally, she’s going to discuss work fatigue and Zoom fatigue, how we deal with the ups and downs of morale when we’re all working from home. We have a new sponsor, Six Sense.

Sell 80

Sell Territory Quota Up-sell 80

Hubspot

JANUARY 16, 2018

Right now, they’re probably SDRs and AEs -- with a few ambitious ones holding management or even director roles. These professionals have grown up with constant access to information. And they get bored doing the same things over and over. Finally, we have an unprecedented amount of data.

Objectives and Key Results 83

Objectives and Key Results CRM Sales Quota 83