Account-Based Sales Development has become the smart strategy for businesses to start conversations with key prospects. Two dozen thought-leaders explain why ABSD accelerates sales velocity, increases pipeline and results in more deals.
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Deciding What Metrics to Track for Sales Development Reps
There’s no shortage of information available when it comes to analyzing the productivity of Sales Development Reps. But which benchmarks matter the most?
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Just think if a four-way intersection was missing the traffic light. What would happen? Nothing good, said Jonathon J. Leon Guerrero. “Everyone would wonder, ‘Do I have the right of way?’” said...
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Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. Then he quickly worked his way to Account Executive. These days, as a manager, he’ll still...
Pioneering ABSD with Lars Nilsson of Cloudera
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For the longest time, Jonathon J. Leon Guerrero had trouble figuring out just the right analogy to help explain what he did in his job. After all, who really understands what you mean when you...
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Sales Development Best Practices for Targeting IT: An Interview with Lars Nilsson
TOPO: TOPO is committed to bringing the sales development community the latest trends, data, and best practices from the fastest-growing companies in the world. Today, we continue our sales...
How to Build a Successful Sales Development Team
The Importance of Casting a Wide Net for SDR Talent
A talented Sales Development Representative can be found anywhere. Take, for instance, the car wash. That’s where Brian Birkett once came across a good SDR. “The people who work at car washes make...
Automation: The Secret Sauce of Account-Based Sales Development