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7 SALES DEVELOPMENT HACKS TO JACK PIPELINE
TRISH BERTUZZIPresident & Chief StrategistThe Bridge Group, Inc.
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1 REPS ARE PLAYING WHACK-A-MOLE
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GROUP BY CAMPAIGN
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GROUP LIKE BUYER TYPES
CTO CFO CRO
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PLAN OUT THEIR DAY
http://blog.hubspot.com/sales/the-best-time-to-cold-call-more-data-driven-sales-secrets-infographic
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GROUP BY TIME ZONES
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2 INADVERTENTLY ANNOYING PROSPECTS
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Who gets double tapped?
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RE-BALANCE THE VALUE
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LEVERAGE SEND LATER
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USE EMAIL PLUG-INS
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3 DECIDING WHAT TO SAY NEXT
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WELL, BETTER DO SOME RESEARCH
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ontact
ompany
onversationstarter
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SAVE & ATTACH TO RECORD
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GOING OUTBOUND FOR DUNKIN’
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4 TOO MUCH REINVENTING THE WHEEL
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NOW?WAIT?EMAIL?PHONE?ENOUGH?TOO FEW?
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SALES DEVELOPMENT SLA
• X touches over Y days• Real lead status (in human English)• Give a DQ reason
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5 NOT USING THE RIGHT TOOL FOR THE JOB
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IF THIS IS “WHISPER” LOUD
THEN THIS IS “WHAT!??!!”
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DON’T TETHER THEM
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DUAL SCREENS: 10%+ BOOST
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6 SENDING TELEGRAMS IN AN SMS WORLD
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http://marketingland.com/34-percent-email-opens-now-happen-pc-83277
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WOULD YOU RATHER READ…
A B
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SINGLE SWIPE
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EVERYONE TEXTS
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KEEP IT B2B
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WHEN TO USE
• Confirm a meeting
• As a thank you
• Confirm a quick fact
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7 DROWNING IN A SEA OF CLICKS
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Who lets SDRs create Opportunities?
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A (SDR-SOURCED) PRE-OPPORTUNITY
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MAKE IT DROP-DEAD SIMPLE
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MAKE CRM, CRAMAZING!
• Remove extra clicks
• Build your process into CRM
• Automate email, chatter, notifications
• Perfection for reporting!
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QUESTIONS?
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THE SALES DEVELOPMENT PLAYBOOK@BRIDGEGROUPINC
COMING JANUARY2016