#INBOUND16

SALES DEVELOPMENT

Trish Bertuzzi@bridgegroupinc

2017 & Beyond

#INBOUND16

#INBOUND16

5% 15% 25%

#INBOUND16

5% 15% 25%

#INBOUND16

It’s up to you.

#INBOUND16

IDEA #1 THE FIVE WHYS

#INBOUND16

Passing qualified

opportunities

Setting introductory

meetings

#INBOUND16

#INBOUND16

#INBOUND16

#INBOUND16

Is this model right for

this companythis marketthis buyerthis segmentthis AE team

#INBOUND16

IDEA #2 WIN AT RECRUITING

#INBOUND16

We

#INBOUND16

#INBOUND16

#INBOUND16

#INBOUND16

Achieve excellence in

attractingconvertinginterviewinghiringleveraging

#INBOUND16

IDEA #3 BUILD CAREER PATHS

#INBOUND16

How many months should a top SDR remain in their role before seeking a promotion?

#INBOUND16

#INBOUND16

New skills & challenge

New title & role

#INBOUND16

Micro-promotions

#INBOUND16

SalesLoft’s SDR Career Matrix

#INBOUND16

Promote to not lose

them

Set them up to fail

#INBOUND16

A better SDR-to-AE track

#INBOUND16

Stay with Us > Leave Me

#INBOUND16

Build

micro-promotionsachievement based stepscareer pathssustainable SDR-to-AE tracksoff-ramps out of sales

#INBOUND16

IDEA #4 THINK DIFFERENTLY ABOUT TOOLS

#INBOUND16

#INBOUND16

X• data• intel• dialer• email

#INBOUND16

Am I willing to raise my quota by one meeting

to get this technology?

#INBOUND16

PARTING THOUGHTS

#INBOUND16

It’s up to you.

#INBOUND16

5% 15% 25%

#INBOUND16

gettalk.at/inbound