Five New Rules for a Modern Sales Leader

Five New Rules for a Modern Sales Leader

There's a set of new rules for the modern sales leader. The B2B market has evolved considerably over the past five to 10 years, marking a new era of dealmaking. In order to maximize the capacity of your sales team and maximize your revenue, consider these five new laws towards growth, which were articulated at the Revenue Summit 2018 in San Francisco by the team of Jacco vanderKooij of Winning By Design and Rob Jeppsen of Xvoyant

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Integrating Sales Development Representatives Into an Account Based Sales Program

Integrating Sales Development Representatives Into an Account Based Sales Program

It can be tempting to focus on account executives as the stars of your sales team; after all, they're the ones who close deals and bring in revenue. But in an account based sales approach, every part of the sales pipeline is critical to your success — especially the folks who first speak to potential buyers, your SDRs.

Defining the SDR Role

Ultimately, it's the SDR's job to find the right contacts and keep them moving along the sales pipeline, setting account executives up for meetings and demos. However, that looks a little different in an account based sales program than in a traditional sales program. In traditional sales, the role tends to be a free-for-all, with each SDR working in isolation on any lead that comes their way.

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