Zoominfo

AUGUST 14, 2020

Today, we’re going to turn our focus to outbound GTM motion, but before we do, let’s talk about commitments. That comes from the 175+ outbound-sourced demos we book every day. Let’s talk about our outbound SDR motion. ZoomInfo Outbound GTM Motion. Investing in People. But what about the other 40% of business?

Hiring 200

Hiring Lead Rank Lead Scoring Outbound 200

Costello

SEPTEMBER 9, 2018

In this conversation, Dionne shared the lessons she’s learned from helping transition SDR teams from inbound to outbound. What advice do you have for an SDR team transitioning from inbound sales to outbound? Outbound sales is a quality numbers game. Dionne believes outbound sales needs a more delicate touch. “An

Outbound 40

Outbound Inbound Conversion Telemarketing 40

Sales Hacker

JUNE 7, 2023

Top performing AE’s self-source 25-40%+ of their pipeline from outbound prospecting efforts (Salesloft and the Bridge Group). So what exactly are these top performers doing differently? within your top accounts The post Account Executives: Steal this framework to self-source 30%+ of your pipeline appeared first on Sales Hacker.

Account 80

Account Pipeline Outbound Exact 80

Tenbound

AUGUST 21, 2023

by Lars Nilsson, Sales Development Legend My take on where SDR’s should absolutely report to… …That executive who understands AND respects the role the most. Depending on how long in the tooth some of your execs are, many have not seen a modern, outbound account-based Sales development.

Report 96

Report Outbound Marketing Account 96

Zoominfo

JUNE 10, 2021

This was true for duos such as Calvin and Hobbes, Bert and Ernie, and Frodo and Sam, and it’s true for sales development reps (SDRs) and account executives (AEs). Based on years of experience, ZoomInfo has built a world-class SDR team that fuels growth and provides an internal pipeline of talent. So, What Do SDRs and AEs Do?

Hiring 100

Hiring Inbound Lead Rank Outbound 100

SBI Growth

APRIL 10, 2017

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Outbound 120

Outbound Strategy Sales 120

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. An SDR team in transition. There’s a reason that the average lifespan of an SDR is two years. When a warm lead came in, an SDR would book a meeting with whoever happened to be available. And he didn’t stop there.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Funnel Clarity

OCTOBER 18, 2022

The SDR to AE handoff is one of the most critical parts of a sales cycle. There is the Sales Development Rep (SDR) that is responsible for getting meetings with prospects through inbound and/or outbound prospecting methods. Most B2B or B2G sales teams have two functions in their initial sales process.

B2G 81

B2G Top of Funnel Funnel Outbound 81

Predictable Revenue

OCTOBER 17, 2022

Learn how to keep your outbound sales team motivated to reach quota with this step-by-step guide to building an effective SDR compensation plan. The post Quick Guide to SDR Compensation appeared first on Predictable Revenue.

Compensation 71

Compensation Outbound Sales Team Outbound Quota 71

Sales Hacker

SEPTEMBER 26, 2022

In Product-Led-Growth (PLG) circles, outbound has a spotty reputation. Outbound is becoming part of the normal progression of growth at product-led companies. Those larger enterprise deals and new target markets can all seem out of reach without an SDR team in place. That’s when many PLG businesses turn to outbound.

Outbound 82

Outbound Ideal Customer Profile Company Lead Rank 82

Predictable Revenue

AUGUST 15, 2022

Learn why more and more B2B companies are choosing to outsource their sales development reps (SDRs) to grow outbound sales faster. The post Why Are B2B Companies Choosing SDR Outsourcing in 2022? appeared first on Predictable Revenue.

B2B 79

B2B Company Outbound Revenue 79

Predictable Revenue

DECEMBER 12, 2022

Learn how a dedicated SDR team can help free up your time, streamline your outbound sales process, and fill your sales pipeline with qualified leads. The post What are Sales Development Reps (SDRs)? appeared first on Predictable Revenue.

Outbound 71

Outbound Sales Qualified Lead Pipeline Revenue 71

Zoominfo

FEBRUARY 22, 2021

David is a great person to follow on Twitter, mostly because it gives you easy access to his Sales Development Podcast, where he has a really interesting take on the role of the SDR and how it can make the entire Sales Dev community better. Curious how this translates to LinkedIn [link] — David Dulany (@DKDINSF) February 5, 2021.

Social Media 205

Social Media Influencer Media Hiring 205

Predictable Revenue

JANUARY 10, 2022

The SDR to AE handoff is a crucial part of your outbound sales process. The post Best Practices for SDR to AE Handoff appeared first on Predictable Revenue. These tips will help you ensure a smooth transition from sales development reps to AE.

Outbound 71

Outbound Revenue Sales Process Inbound 71

Sales Hacker

AUGUST 18, 2022

After implementing, onboarding and working with hundreds of clients on aligning their Outreach instances to drive revenue efficiency, the Outbound Funnel team is sitting down with SalesHacker to share key concepts on how to make sure your investment in Sales Engagement Platform delivers on its ROI. You’ll Learn.

Outbound 81

Outbound Top of Funnel Funnel ROI 81

Zoominfo

DECEMBER 6, 2022

Outbound lead generation can be a thing of beauty or a nagging disappointment. If you’re a sales leader, it’s crucial to master the elements of outbound for your team. Lucky for you and your SDRs, we’ve worked out a formula that balances effort and output to set better expectations for your sales team. No problem, right?

Outbound 130

Outbound Quota LinkedIn Follow-up 130

Predictable Revenue

APRIL 14, 2020

Getting started with outbound sales is an exciting time for a company, but over the past 10 years, we’ve noticed that companies beginning their outbound journey tend to all stumble in the same key areas: they don’t validate their target market, they try to manage outbound off the side of their desks, and they don’t budget for success.

Outbound 102

Outbound Revenue Company Marketing 102

Alice Heiman

MARCH 7, 2023

For the first movers, these strategies worked especially in combination with an SDR and AE funnel, where gated content is used to capture prospect contact data. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch. Outbound Referrals This means proactively asking for an introduction.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Predictable Revenue

JUNE 6, 2022

Learn why SDRs are so important to outbound sales and the unique skill set required to master this role. The post SDR is Not a Junior Role Anymore appeared first on Predictable Revenue. Think sales development representative is a junior position?

Outbound 71

Outbound Revenue Positioning Sales 71

Sales Hacker

FEBRUARY 9, 2022

I’m Jeff Swan (Sales Coach & Founder of Outbound SOS) and I’m here to do exactly that. I’m Jeff Swan (Sales Coach & Founder of Outbound SOS) and I’m here to do exactly that. The post Episode 8: How to Hit the Ground Running as an SDR appeared first on Sales Hacker. Team Management. Career Development. Tech Stacks.

Outbound 85

Outbound How To Top of Funnel Exact 85

DiscoverOrg Sales

AUGUST 1, 2019

Separate Inbound and Outbound sales development roles. Just like step one: Inbound and outbound are two very different sales skillsets as well! Forcing SDRs to do both roles compromises their ability to do a great job at either one. Create inbound-only and outbound-only sales development roles. Mid-market team.

Video 136

Video Outbound Inbound Hiring 136

Predictable Revenue

FEBRUARY 13, 2020

Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life. The post Is The SDR Model Broken? appeared first on Predictable Revenue.

Outbound 86

Outbound Webinar Metrics Industry Revenue 86

Hubspot Sales

SEPTEMBER 30, 2018

Here’s an interesting thought exercise: how many separate problems do you think you have to solve in order to get outbound sales to work? A “zero” or “unsolvable” on one could mean a zero result on outbound overall. In that setup, your chance of getting outbound sales right the first time around is a whopping 6.9% (.80^12).

Outbound 110

Outbound Ideal Customer Profile Scale Hiring 110

Cience

APRIL 14, 2020

The mechanics of getting outbound to work are deceptively complex , and it turns out the economics are too: even at a relatively small scale, it can be a little daunting to understand the math of outbound. But, without properly looking at the numbers, it’s not possible to make a rational decision about spending on the outbound.

Outbound 73

Outbound Sales Qualified Lead Channels Lead Rank 73

Sales Hacker

JULY 1, 2021

Sam Nelson and Brooke Bachesta, both SDR managers at Outreach, have the answers. Panelists: Sam Nelson – SDR Leader at Outreach. Highlights: Cold outbound sequence #1 [2:56]. Cold outbound sequence #2 [37:46]. Do you send 3 emails or 7? How long should you wait until sending a follow-up? Brooke Bachesta – Sr.

Outbound 65

Outbound Comparison Follow-up Video 65

Sales Hacker

JUNE 1, 2021

Tito Bohrt has been building SDR teams for close to a decade. Highlights: How to maximize your chances of booking a meeting via outbound [0:56]. How do you respond to objections without getting flustered — or making your prospect frustrated? Come ready with your questions! Panelist: Tito Bohrt – CEO of AltiSales.

Objections 103

Objections Cold Calling Comparison Outbound 103

Sales Hacker

SEPTEMBER 29, 2023

3 Outbound SDR: Outbound remains effective, serving as a steady pillar of growth. 4 core channels that are providing strong ROI: in person events, organic – content and SEO, outbound SDR, and partners. There is no one-size-fits-all!

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Tenbound

OCTOBER 12, 2022

Most software companies have a Sales-Led SDR team, and most of the teams are broken out into outbound prospectors and inbound lead qualification specialists. Interested in seeing how Sales Development must evolve, attend the Tenbound Conference on November 4th in Austin Texas!

Lead Qualification 59

Lead Qualification Lead Rank Outbound Inbound 59

Miller Heiman Group

JULY 24, 2019

A pioneer in the evolution of the sales development representative role, Ross started at Salesforce.com as an inbound SDR and then moved on to create their outbound SDR process, helping them grow from $5M to $100M. The Rise of the SDR Role. The Sales DNA of Top-Performing Inbound and Outbound SDRs.

Revenue 67

Revenue Hiring Outbound Inbound 67

Sales Hacker

MAY 29, 2023

Key takeaway: Account executive Varenya Penna uses wins and learnings from her BDR-to-AE journey to create the 90-day SDR-to-AE guide she wishes she’d had. Starting your journey from SDR to AE? There’s one major moment in my career graph I cherish: the transition from being an outbound SDR to an inbound AE.

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

OutboundView

JANUARY 19, 2024

SDR teams are expensive and tough to manage. In this article, we’ll walk through the changing landscape of how to organize SDR teams when selling to HR to get better results. We’ll also go over how a leadership development client of ours went from spending $70K/month on their SDR team to spending $25K/month for the same results.

Case Study 36

Case Study Marketing Qualified Lead Outsourcing Services Study 36

Partners in Excellence

OCTOBER 9, 2022

But for complex B2B, particularly outbound, the model is set up for failure. But, there is an argument for SDRs, even in very complex B2B solutions. Most organizations consider the SDR role as an entry level role. The SDR has to be capable of engaging the prospect in a business conversation. It might work better, though.

Hiring 119

Hiring Face-to-face B2B Cold Calling 119

Hubspot Sales

MAY 2, 2022

BDRs try to capture outbound leads — prospects who show interest in a product or service but haven't made a purchase yet. BDR vs. SDR. Business Development Representatives (BDRs) are often confused with Sales Development Representatives (SDRs). Perform cold outreach.

Sales Qualified Lead 77

Sales Qualified Lead Lead Rank Lead Scoring Outbound 77

John Barrows

MARCH 5, 2020

What’s going to happen to SDRs and prospecting teams in the future? We spoke to Josh Roth to hear how he thinks prospecting teams and the role of an SDR is going to change. Here’s a hint, it’s an exciting time to be an SDR right now. The sales development function is always changing.

Prospecting 140

Prospecting Top of Funnel Compensation Decision Maker 140

Drift

DECEMBER 18, 2018

1 year ago I did a weird thing… I spent two months going from CEO to SDR. I was CEO of Siftrock at the time and wanted to learn about outbound sales development. So I made myself “interim SDR” for two months and immersed myself into the world of prospecting. My favorite channel: Cold email.

Outbound 95

Outbound Marketing Channels Sales 95

DiscoverOrg Sales

NOVEMBER 9, 2016

Keep in mind a good story doesn’t require length to move through the phases as demonstrated in this limerick: There once was an SDR, Who didn’t want to live in his car, He learned from TiLT. Our sixth module, Persistence, asks inside sales teams to compare their outbound sequence with ones proven to get results. Who can participate?

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

PandaDoc

AUGUST 25, 2019

Software-defined radio (SDR) technology empowers sales teams to drive communications forward. Here’s how you can leverage SDR metrics to track your sales team. Overview of SDR metrics. The key to effectively tracking sales teams with SDR metrics is knowing how to measure SDRs. Budget for SDR expenses.

Hiring 53

Hiring Outbound Sales Qualified Lead Inbound 53