The Sales Development Playbook

[asvc_call_to_action style=”2″ button_show=”kc-is-button” button_text=”Buy now” button_link=”|||” title_f_size=”18″ desc_f_size=”14″ line_height=”1″]”In The Sales Development Playbook, Trish Bertuzzi serves up, from soup to nuts, the critical components required to build and lead a winning sales development organization. It’s a must-read and a must-reference work.”
Ralph Barsi, Senior Director, Global Demand Center, Service Now[/asvc_call_to_action]

Raise your hand if your company needs more new customers.

I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space.

The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.

This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales.

  1. Strategy offers a framework for aligning your sales development model with your specific market and buyer’s journey.
  2. Specialization presents stories of new thinking. You’ll learn about segmenting your prospect universe, specializing roles, and how it all comes together.
  3. Recruiting offers a roadmap for hiring with urgency. Tactics, compensation, and a bullet-proof hiring process are presented in great detail.
  4. Retention goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people.
  5. Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence.
  6. And, finally, Leadership, gives actionable advice on what it takes to lead sales development today. There’s a lot to learn about quota setting, measuring what matters, and acceleration technologies, so those are covered in depth.

This book defines how sales development teams should operate.

If you are a Sales Development leader in a company, this book will outline not only what your role is but how to build your team to scale into a growing revenue machine.