#Rainmaker2015
1 to 12 SDRs (graduated 1)
January 2014 – January 2015
$196,368 to $4.6 MM ARR 87 to 760+ customers
2,276 demos completed
#Rainmaker2015
You finally convinced your CEO to buy into the Sales Development process and you have been granted to opportunity to build a team.
Great! Now what…
Define Your Ideal Customer Profile
• Who are your target companies? (size, revenue, location, etc.)
• Who is your target prospect?
#Rainmaker2015
Begin Prospecting
• Find the most efficient way to quickly and efficiently identify contact information (LinkedIn, Facebook, Twitter)
#Rainmaker2015
Create Outreach (Email)
• Use an email system that will log directly into you CRM so reps can live where they work
• Create dynamic email templates (volume + personalization)
• No Marketing Automation!
#Rainmaker2015
Create Outreach (Phone)
• Use a dialer that logs with your CRM • Use a power dialer to semi-automate calls • Learn to navigate gate keepers
#Rainmaker2015
Handing Off Demos
• SDRs should have access to AE’s calendars • Define ownership (exactly when is handoff
made?)
#Rainmaker2015
Define A Qualification Process
• Decide which qualification process to use: • BANT (Budget, Authority, Need, Timing) • ANUM (Authority, Need, Urgency, Money) • AN (Authority, Need)
#Rainmaker2015
Create A Daily Schedule
• How many touches need to be completed • Set time blocks for:
• Prospecting • Calling • Emailing • Social touches
#Rainmaker2015
Define A Career Path
• Transparency is king (from the interview forward) • Create a path that can be visualized, understood,
and attained
#Rainmaker2015
Share Compensation
• Have full transparency (quota & compensation)
• Reward on things the SDR can control (i.e. demos completed vs. deal closed)
• Weight variable compensation high and base low
#Rainmaker2015
Always Be Testing
• Your playbook is never done • Constantly test everything:
• templates • scripts • tools • processes
#Rainmaker2015
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