<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=1590190821203336&amp;ev=PageView&amp;noscript=1">


metrics, trends, and analysis

Sales Development: The Sensation and (Now) the Book

Posted by Trish Bertuzzi on Tue, Jan 26, 2016

My first job in B2B technology was as a . . . get ready for it . . . telemarketing rep.

My job was to book appointments for my field reps. I had a phone, a list of names, and the #1 best-selling CRM of the late 80s and early 90s: a spiral-bound notebook.

I have to tell you I did a hell of a job with just those few resources. Fast forward to today. Telemarketing has evolved into Sales Development. No longer the red-headed stepchild, it’s now the launch pad for outstanding companies and amazing careers.

As Sales Development has grown in stature, so has it grown in complexity. If you want high growth, explosive growth, the kind of growth that weather satellites can see from space then you need to build this role into your strategy (and not bolt it on as an afterthought).

Enter the playbook

I'm extremely excited to announce the official release of The Sales Development Playbook. The book is available now on Amazon and the initial reviews are unbelievably gratifying.

I was compelled to write this book because of a major problem I’m seeing. There’s a fundamental misunderstanding of how to “do” sales development. Again and again, I see

Read More

Topics: inside sales management

How Do You Read Business Books?

Posted by Trish Bertuzzi on Thu, Jan 14, 2016

As you may know, my book, The Sales Development Playbook, is coming out later this month. (Side note: This is my first and last book so enjoy!)

The publisher is releasing the book in ebook, physical, and audiobook formats. But I'm interested in how you read business books. 

I'm hoping you can spare 30 seconds for the poll below. You can also sign up to be notified when the book is released.

Thank you!

Read More

How LogMeIn Uses Personalized Sales Formulas

Posted by Trish Bertuzzi on Wed, Dec 02, 2015

Josh Allen is a sales leadership veteran. From inside sales rep to manager to EMEA sales director to current VP of Sales at LogMeIn, Josh has a track record of leading successful teams. We recently sat down to discuss how he thinks about and measures KPIs for his sales reps.

(Note: LogMeIn is a remote access software/SaaS company with a higher-volume, lower-ASP model.)

Josh and LogMeIn have departed from traditional (one-size-fits-all) sales KPIs in favor of customized metrics for each and every sales rep.

"We've tried cookie cutter KPIs – for example, everybody has to make 60 dials a day, create 5 new opportunities a week, etc.  But when you apply KPIs broadly across different sales teams, and try to graph it, you're going to have people who are on the high end and the low end. And very few people who are actually meeting the target."

Rather than apply uniform metrics, they decided to build a formula that would be as customized as possible to the individual sales rep. Using historical sales performance, they isolate that specific individual’s metrics.

Read More

Topics: inside sales management, metrics

New Thinking for a New Wave of Sales Candidates

Posted by Sally Duby on Wed, Nov 04, 2015

It’s a tough hiring market -- especially for SDR and AE roles. In some locations (San Francisco, New York, and Boston), it has become almost impossible.

I know from speaking with Sales Leaders (and from our research) that companies are being forced to hire younger and less experienced reps. It seems “straight out of college” has become the new “1-2 years of experience” and that “minimum of 1 year of selling” has replaced “3+ years in a sales capacity.”

By this point, if you don’t have a healthy number of “Millennials” on your team, you’re in the minority. Despite the stereotypes (social media-obsessed, marriage-delaying, selfie-addicts), Millennials actually stay longer with their employers than the previous generation.

Read More

Topics: inside sales management, inside sales hiring, inside sales motivation


Sharing insight & ideas on Inside Sales best practices for pipeline generation & quota attainment - trends, tips, models & metrics.

Sales Development (SDR) Metrics and Comp