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Sales Development Playbook by Trish Bertuzzi - Coggle Diagram
Sales Development Playbook by Trish Bertuzzi
Part 1: Strategy
Chapter 1- Selling in the 21st Century
Two major waves are colliding
Too much Marketing Noise
Various people involved in purchase decision making
Answer: Sales Development
Chapter 2 - Consider the Five Whys
Why Listen?
Crazy busy => Curious
Introductory meeting
Why Care?
Curious => Interested
Discovery call
Why Change?
Interested => Active
Pipeline opportunity
Why You?
Active => Committed to you
Forecast opportunity
Why Now?
Committed to you => Committed to now
A win
Chapter 3 - Let Requirements Guide Your Model
Chapter 4 - Build a Solid Foundation
Part 2: Specialization
Chapter 7 - Specialize to Accelerate
Chapter 8 - Consider the Research Role
Chapter 6 - Sell to Everyone; Close No One
Chapter 9 - Follow the Early Adopters
Chapter 5 - Go Allbound for Pipeline
Part 3: Recruiting
Chapter 14 - Build Attractive Compensation Plans
Chapter 15 - Source Candidates Effectively
Chapter 13 - Compensate at Market Rate
Chapter 16 - Glassdoor Like a Pro
Chapter 12 - Write Job Descriptions, Not Sleep Prescriptions
Chapter 17 - Treat Hiring Like a Sales Process
Chapter 11 - Spot Qualities of Qualified Candidates
Chapter 10 - Hire with Urgency
Part 4: Retention
Chapter 20 - Coach to Improve
Chapter 21 - Develop to Grow
Chapter 19 - Prioritize Coaching
Chapter 22 - Build Career Paths
Chapter 18 - lead Your People
Part 5: Execution
Chapter 26 - Architect Your Outreach
Chapter 27 - Normalize Your Cadence
Chapter 25 - Create Compelling Conversations
Chapter 28 - Instill a Love of Voicemail
Chapter 24 - Onboard by a Process, Not an Event
Chapter 29 - Engage with Email
Chapter 23 - Master Blocking & Tackling
Part 6: Leadership
Chapter 30 - Choose the Right Captain
Chapter 31 - Equip the Team
Chapter 32 - Set Appropriate Quotas
Chapter 33 - Build Your Process
Chapter 34 – Perfect the Handoff
Chapter 35 - Measure What Matters
Chapter 36 - Manage with Meaningful Metrics
Chapter 37 - Enable with Technologies
Introduction
Definition of Sales Development
A specialized role focused on the frontend of the sales process—qualifying inbound leads and/or conducting outbound prospecting—to generate sales pipeline
Defining our terms
Sales development reps (or SDRs)
Inbound sales development reps (often called BDRs, LDRs, or similar)
Outbound sales development reps (often called ADRs, MDRs, or similar)
Account executives