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sales development
Your sales development reps should be precision shooters. Snipers of prospects. Marksmen in finding and reaching your buyer persona. This means they are experts at identifying, contacting and communicating value to your ideal customer profile. A great way for SDR leaders to coach around this is with team targeted call-out sessions, where you gather your...
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This piece is part of our series on sales development, by sales development reps. Sales is everything. Everything is sales. I thought of that line and was disgusted with myself at how corny I’ve become. But that doesn’t mean I’m not right. A job in selling truly exposes you to a little bit of everything....
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This piece is part of our series on sales development, by sales development reps. Well another Saturday morning has rolled around here in Detroit, which means I have another chance to crack open my laptop and type away into the sales-related ether. But this morning, I ask myself the world’s most dangerous question: Why? Why...
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This piece is part of our series on modern sales reps, by sales reps.  In our world of predictable revenue, many college grads wanting a career in tech sales start as a sales development rep. The SDR role provides a crash course in prospecting skills, the buying process and the general ups and downs of...
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2015 was the year of sales development. And yet, many sales leaders ask themselves if a sales development function is right for their team. Trish Bertuzzi, author of The Sales Development Playbook and founder of The Bridge Group, answered that exact question for sales leaders at this year’s Sales Acceleration Summit. Here’s what she said....
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This piece is part of our series on modern sales reps, by sales reps. Harry Houdini. Criss Angel. David Copperfield. David Blaine. Teller. Remember these names. A deck of 52 rests in my clammy, trembling hands. I stand anxiously behind a heavy curtain — only thing separating myself and my future. Feeling vulnerable due to...
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