When implementing and launching an account-based sales development strategy, there are a variety of key metrics that will need to be reviewed and altered if you have previously been taking a contact-based selling approach. These metrics will cover total outbound dials, follow-ups, power dialing sessions, new contacts needed and fresh accounts to review.
Author Archives for Michaela Cheevers
About Michaela Cheevers
Michaela Cheevers is the Marketing Content Coordinator at QuotaFactory. She assists the Marketing Director in the management of the company’s social media accounts, content creation, and management of the Sales Wars blog. Always looking to help others, she looks forward to connecting the right people with the best business solutions. Connect with her on Twitter.
At this stage in the game, ever-changing trends, challenges, and strategies have made it absolutely critical for sales development teams to adopt a clearly defined technology stack. When your sales development process is aligned with the right technology, it frees up your reps’ time to focus on selling. Not only will the velocity of your sales process increase to grow sales, but the right technology can benefit your organization in more ways than just the obvious.
To develop a successful account-based sales development strategy, construct a variety of email and voicemail templates to supplement your messaging strategies when you are unable to reach a prospect live on the phone. By developing templates, you can begin to test what is resonating in your messaging and what isn’t, thus allowing you to effectively review and refine your outreach strategy.
If you didn’t send your salespeople to the 2016 TOPO Sales Summit, you missed 2 days, 4 tracks, and 20+ industry thought leaders speaking on the state and current trends of the sales development community.
Account-Based Sales Development (ABSD) is a hot topic in the sales leadership world today. In fact, at this month’s TOPO Sales Summit, a common theme that arose was “Account-Based Everything” (ABE). Adopting account-based strategies within your sales and/or marketing team is no longer enough. These account-based teams must find a way to adopt a tight, integrated, and dependent strategy through their organization as a whole in order to succeed.
Run Effective Mock Dialing and Call Shadow Sessions and Certify Your Sales Development Team [+ Printable Worksheets]February 29, 2016 9:00 am 1 Comment
Mock dialing and call shadow sessions are a critical aspect of sales development learning and puts your SDRs’ knowledge and newly learned skills to the test. The bottom line here is that practice makes perfect. SDRs have access to the latest best practices, methods, tips, and advice to incorporate into their outbound prospecting process.
Quick Start Guide for Implementing a Mentor Program for Sales Development Reps [+ Printable Worksheets]February 22, 2016 9:00 am 1 Comment
Unfortunately, sales managers don’t have endless amounts of time to monitor every dial or email the sales development team is sending out. The point is, we need to find a way to make sure SDRs are internalizing training, then putting that education into action.
No Valentine’s Date This Year? Why Your Friends in Sales Development Are The Best Wingmen/Wingwomen EverFebruary 12, 2016 9:00 am Leave your thoughts
We’ve all heard the negative stereotypes associated with sales professionals - aggressive, sleazy, greedy, disorganized, etc. But salespeople acquire a great skill set that can be applied to a broad spectrum of both their professional and personal lives. Same can be said for the cold calling sales development superstars that work hard every day to qualify leads and feed their closing sales teams with great opportunities. So what’s the connection between your friends in sales development and being a great wingman or woman?
Initial sales development rep (SDR) training should always include a written summary of responsibilities and metrics that management will be tracking in order to evaluate success. But how often is your team reminded of these responsibilities and key performance indicators (KPIs) throughout their tenure? Are you holding your SDRs accountable for their output and encouraging them to surpass their goals?
Can you relate? It’s 9 a.m. and you’re sitting at your desk in the morning with a cup of coffee. After booting up your computer, the first program you open is your email. A plethora of emails have arrived since yesterday, but you just want a clean inbox. Delete, delete, delete…
QuotaFactory’s Prospect Relationship Management (PRM) platform is the data management, prospecting plan, automated dialing, and sales development workflow technology that your sales development team needs. A PRM assists sales development professionals in the qualification or disqualification of your target accounts and/or MQLs to generate fully qualified leads for your sales team to close.
After working a few different jobs it became apparent to me that if you really want to succeed and professionally grow it pays to have a boss who you like, respect, and who will help mentor that growth. When you are looking for a job you tend to look at the job title, description, company, company benefits, and if you can find it somewhere, salary. Have you ever stopped to look up who else works at that company or what leaders are in the department that you would be working in? It's important that you evaluate the people with whom you'll be working alongside.
If you are overseeing a team of sales development representatives, you need to be able to manage their performance metrics, database, and overall prospecting plan to remain on track to reach quota and produce qualified leads for your closing reps. Full visibility into the sales development function translates to a higher level of SDR accountability and allows you to accurately measure performance and ensure consistent improvement.
“Welcome back to the B2B Sales Development Prospecting series. Just like last Friday, we will be sharing some tips, strategies, and insights gleaned directly from our staff here at QuotaFactory. We hope you find the series helpful and actionable. Join the conversation and let us know what you think in the comments below!”
There has been constant debate over the best method for generating fully qualified leads for sales teams. Some salespeople rely primarily on email, and we’ve noticed a corresponding trend in technology offerings that assist heavily in email functionality. But what about the telephone? At QuotaFactory, we promote picking up the phone rather than leaning solely on email.
Welcome to the B2B Sales Development Prospecting series. For the month of November, on Fridays, we will be sharing some tips, strategies, and insights provided by our team here at QuotaFactory. We hope you find the series helpful and the tips actionable.
Throughout the creation of our guide The Sales Development Messaging Toolkit we took a hard look at the sales development function and the type of email, voicemail, and social selling strategies that are necessary to succeed in sales. With over 14 years of experience managing teams of SDRs for various clients, we have found the best strategies to write emails, voicemails, and social messages.
Internal communication is paramount to every organization’s success model. In fact, improved communication raises employee engagement levels and results in a higher morale and increased productivity. If this is true the question that should be asked is, are you communicating effectively within your own organization? Everything is changing, all the time - customers, technologies, processes, strategies, etc. But how do we craft a process for something that is always evolving?
Learning how to overcome objection is a skill that we all, as human beings, must practice every day. No matter your profession, there will be others who object to your proposals, statements, decisions, etc. From an early age, we must learn ways to back up our own ideas and defeat objection in order to move forward.
Now that summer is in full swing, there are a host of new challenges that your sales team will face. Perfect beach weather and single-digit vacation countdowns are among some of the many distractions your team is up against.
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