The relationship between your sales development reps and account executives is absolutely crucial to your sales success. Without the two teams working in harmony, you risk missed opportunities and lost deals. The average sales team has 2.6 account executives for every SDR. That means that each sales development rep is stretched thin, as they must […]
How do you transition from a sales development role to an Account Executive role? This is likely the question of hundreds of SDRs or BDRs who are looking to move their career forward. Many likely have ambitions of becoming a sales leader, manager, or even starting their own business. But, at this stage of the […]
Inside sales research from ZS and Reality Works found that 40% of large technology companies plan to increase their inside sales headcount. However simply hiring new sales reps, even if they are all-stars, does not garuntee a significant growth in revenue for your sales organization. Rather, one of the most effective ways to motivate sales […]
Sales is known for using a variety of acronyms in their day-to-day communications. It can be quite confusing at times. Further complicating matters, there are abbreviations for different sales roles too. Struggling to know who’s who in sales organizations and what responsibilities each holds? Here’s a listing of inside sales role acronyms, grouped by actual […]
Sales development reps (SDRs) are an essential component of an inside sales team. They are hunters, navigating through uncharted territory, capturing leads with laser-targeted sales pitches. Great SDRs can open opportunities into new business that would have otherwise flown far under your company’s radar. But you’ve heard the phrase “Always Be Closing?” Make no mistake about it: SDRs should […]
I think every salesperson has had the experience of losing a deal to a competitor. It’s never a great feeling, but I try to see each lost deal as an opportunity to learn ways to better solve customers’ pain points. Tracking which competitors you’re losing deals to and why is one of the best ways to […]
Not all of your prospects are meant to be your customers! No matter what it is you’re selling, and how good you are at selling it, there are bound to be some prospects that just aren’t suitable to be customers. You might have the greatest product since sliced bread, but I guarantee that it’s not going to […]
I remember a time I was working at another company as an account executive (AE), when our sales development rep (SDR) transferred a call over to me out of the blue. There was no data about the prospect in in our CRM, so I didn’t know what solutions she was interested in buying, I didn’t […]