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.Read More