In TOPO’s 2019 Sales Development Benchmark Report, 88% of respondents cited SDRs as an important channel in their outbound strategy. Combined with an increasing emphasis on the importance of live call execution and conversational skills, it’s clear that the role of a sales development rep has changed. This change necessitates a shift in the skillset […]

As a sales manager, you may be glad to put the days of handling rejection behind you. Let’s be frank: selling is a hard job. Getting hung up on, losing a deal, and being told no sucks. This is why having some empathy for your team is critical. “Salespeople are burning out faster than ever […]

If you’re new to sales management, and you’ve seen your peers discussing things like auto dialers and intelligent dialers for sales reps, you’re probably wondering what all the fuss is about. What’s wrong with a regular VoIP system, you might say?  All your employees already use it. That’s a little like suggesting that your accountants do their […]

A dedicated team of sales development reps (SDRs) might be the quickest way to scale your business. An SDR (also known as a sales prospector) is a rep that focuses solely on searching for new sales leads. An SDR’s only mission is to find new leads  and convert them into sales opportunities. They don’t follow […]