INSIDE SALES EXPERTS BLOG

metrics, trends, and analysis

Inside Sales Experts Blog

Inside Sales Experts Blog

by

Trish Bertuzzi

Author Jonathan Franzen said "one-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about Inside Sales. Trish often remarks on how lucky she is to work with an amazing team at The Bridge Group, helping Sales & Marketing leaders make the big decisions: on implementation strategy, process to improve performance, supporting technology, metrics & measurement. Over the last two decades, Trish has promoted Inside Sales as a community, profession and engine for revenue growth. In the process, The Bridge Group has worked with over 220 B2B technology clients to build, expand and optimize their inside sales efforts.

Recent Posts

What's in a Name? The Differences Between Account-Centric and Account-Based Selling

Posted by Trish Bertuzzi on Wed, Oct 26, 2016

I think we can all agree that “account-based” is a leading contender for 2016’s phrase of the year. If you watched a webinar, read a blog post, or attended a conference and had account-based as your drinking word, you’d have a frequent flyer number at your local ER.

Beneath the buzz, however, this one has some there there.

There are two tides propelling the account-based movement. One, the number and diversity of people involved in purchasing decisions has changed. The “buyer” has become the “buying unit” and is quickly growing into the “buying battalion.” Just about any single sale process seems to require dozens of yeses and risks running aground in the face of a single no.

Two, it is getting harder and harder to scale what worked in the past. Killed it at that BigCon tradeshow last year? Great! But doubling your spend next year won’t net you double the new logos. Same goes for PPC, social advertising, PR, etc.

Death, taxes, and diminishing returns are the immutable laws of our world.

I was working with a client recently charting their $10M to $100M trajectory. (They were kind enough to let me share these numbers with their name removed.) The path that got them to $10M looked like this:

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How One SDR Built a Sales Journal to Take Control of His Day

Posted by Trish Bertuzzi on Thu, Aug 25, 2016

Our featured author today is Manny Alamwala, Business Development Associate at Vision Critical. He joins us for the latest in our Inside Sales Practioner Series.

 
As an SDR, I’ve become more aware of the reality behind the saying “time is money.” Not being time-wise leads to fewer meetings booked, fewer opps generated,  lower income, and (at worst) being moved out of the role.

I've observed that high achievers are disciplined with their time and focus on what's most important at any given moment. They know what they have to do and when they have to do it before they start their days.

Recently, I went to a bookstore to find a journal to help me focus. As I looked at the different types available, I came up with an idea of a role-specific journal to be used for inside sales. At the heart of it, all inside sales professionals are doing the same type of tasks: research, prospecting, calling, emailing, social media, qualifying, etc.

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How One Head of Sales Tackled Building a Sales Playbook

Posted by Trish Bertuzzi on Wed, Jun 22, 2016

Kevin Dorsey is a fantastic sales leader. As Head of Sales for SnackNation, he leads a team of 12 Sales Development Reps and 30 Account Executives. SnackNation offers office delivery of healthy snacks that create happier and more productive teams.

In just one year, Kevin grew the teams from a handful of reps to over 40. Along the way, he decided that the best avenue for reinforcing and scaling critical sales competencies was to build a Sales Playbook.

And over the next 3.5 months, he did just that.

Lesson #1: He immersed himself in his SDRs' process

"I knew that if I wrote the Playbook from behind my desk exclusively, it probably wouldn't be very good."

Kevin got his hands dirty, getting in the seat with the SDRs and really seeing what that day-to-day felt and sounded like. He was looking to combine emergent best practices (identified by his team) with industry and thought leaders learnings.

 The playbook is broken into three sections:

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The Five Whys of Sales Development

Posted by Trish Bertuzzi on Wed, May 25, 2016

Recently, I had a conversation with the CRO of an exciting SaaS startup. He had just built a sales development team and was frustrated with the results to date. Prior to his current role, he was Director of Sales for a well-established, big name company. Now at a startup, he faced no name recognition and next-to-no inbound marketing support.

I asked him about the specifics of his SDR strategy and he replied, “I replicated what we had in place at BigCo. It worked extremely well there, so why not here?”

And therein lies the problem.

Sales development is not one size fits all. That conversation is far from unique—I have them all too frequently. So much so, that I created a framework to help companies think through their implementations. Let me set the stage a bit.

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Topics: sales development

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