Synopsis
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.As Ken Krogue (President of InsideSales.com) writes in the Foreword, “This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry.”
Review
"People get hung up on the wrong questions around sales development: templates, tools, and tricks. The Sales Development Playbook asks and answers the right questions. If you're looking to increase qualified pipeline, read this book."
--Mark Roberge, Chief Revenue Officer, HubSpot author of The Sales Acceleration Formula
"If you want more revenue, read this book. Trish has managed to give away ALL of the secrets. If you're looking for research, examples, and bold thinking, look no further."
--Steve Richard, Chief Revenue Officer, ExecVision.io
"Sales development continues to be the winning strategy for opening new accounts,building pipeline, and driving growth. Anyone - CEOs, VPs, and Front-Line Managers - trying to master sales development needs this smart, detailed book."
--Natasha Sekkat, VP of Sales Development, VMTurbo
"Selling has changed dramatically over the past decade, and the biggest innovation has been in sales development. Nobody in the world has better distilled the critical, innovative, and engaging ways to accelerate revenue in your business than Trish Bertuzzi."
--Kyle Porter, CEO, SalesLoft
"There's a reason for the rocket on the cover of the book - do these six things right and your team's revenues will take off!"
--Lori Richardson, Founder and CEO, Score More Sales
"If you're serious about building new pipeline and growing your company, this is the most detailed, honest, and useful book ever written."
--Pete Gracey, CEO and Co-Founder,QuotaFactory
"The Sales Development Playbook just earned a spot on my book shelf of must-read sales books! Having a go-to book for Senior Leaders and Managers is a gift."
--Bridget Gleason, VP of Corporate Sales, Sumo Logic
"To build new pipeline and accelerate growth,master the six elements outlined in this book. Ittruly is the Sales Development bible."
--Jill Konrath, Author of Agile Selling, SNAP Selling and Selling to Big Companies
"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
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