Sales Development Consulting

  • After 10+ years leading Sales Development organizations in technology companies I know this to be true . . . .

  • 1) The complexity of Sales Development is wildly underestimated, even by closely adjacent teams and Sales leadership

  • 2) Sales Development sits squarely in the heart of a vibrant revenue org and must have tight alignment with Sales, Marketing, Operations and People teams

  • 3) While data can and should be used to inform, you will fail if you believe Sales Development (and SDR’s themselves) to be programmable machines, ignoring sales artistry in favor of science alone

  • 4) Companies with balanced, growth-minded and thriving SDR teams absolutely win the talent battles, retain and promote SDR’s for multiplication of impact, and always have their future leaders right now!!!

  • Talent Acquisition + Retention

    Hiring profile and talent acquisition process

    Onboarding programs and continued learning

    Career pathing within the revenue org

    Transparent compensation model for promotional path

    Team collaboration and culture building

  • The SDR Go-To-Market Process

    Target Addressable Market (TAM), ICP, and prospect ownership model

    Copywriting, cadence building, and personalization at scale

    Qualification, discovery and handoff to Sales

    Internal collaboration between DG, Field Marketing, Sales and RevOps.

  • Systems, Tools + Enablement

    CRM optimization, reporting of key performance indicators (KPI’s)

    Sales motions for marketing-found leads, and outbound account penetration

    Tool stack evaluation, negotiation and implementation, including sales engagement, contact sourcing, conversational insight and intent to buy

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