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sales development
By Stephen J. Molen, Viewpoint Senior Vice President of Sales When LevelEleven reached out to me to ask me to present my ideas and advice during their How to Build & Manage a Successful SDR Team webinar, I thought it was an exciting opportunity. However, I was unsure if I could fit all I wanted to...
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Expectations for new sales hires are extremely high, especially in the SaaS industry. Most companies have a pre-screening and interview process that is so demanding and thorough, hiring managers hesitate to pinpoint red flags in their candidates –  an error which can lead to bad hires. What’s really scary is that the average cost of...
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If you’ve been a reader of LevelEleven’s blog for a while now, I don’t need to convince you of the importance of measuring your sales metrics. However, in this new account based sales development (ABSD) movement, the metrics have slightly shifted. If you continue to track the traditional lead-based metrics when you’re executing ABSD, you...
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Daily activities for sales development reps can get noisy. You’ve seen it: They’re researching prospects, making phone calls, sending emails, qualifying leads, setting up appointments, scheduling demos, fielding qualified opportunities…the list goes on. That’s where sales KPIs can help. Not only do they improve decision making for reps on where to spend their time, but...
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Are you a sales development leader running a data-driven organization? Are you attempting to be? If so, I have a question for you: Can you accurately report your sales metrics and predict what’s going to happen in the future based on what’s in your sales funnel right now? That’s what I’m here to talk to...
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This piece is part of our series on sales development, by sales development reps. I read a quote yesterday that deeply resonated with me and incited a relatable emotion. It took me back to the impact that sports have had on my career and personal life over the past 26 years. Ultimately, it led to...
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