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7 SALES DEVELOPMENT HACKS TO JACK PIPELINE

TRISH BERTUZZIPresident & Chief StrategistThe Bridge Group, Inc.

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1 REPS ARE PLAYING WHACK-A-MOLE

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GROUP BY CAMPAIGN

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GROUP LIKE BUYER TYPES

CTO CFO CRO

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PLAN OUT THEIR DAY

http://blog.hubspot.com/sales/the-best-time-to-cold-call-more-data-driven-sales-secrets-infographic

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GROUP BY TIME ZONES

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2 INADVERTENTLY ANNOYING PROSPECTS

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Who gets double tapped?

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RE-BALANCE THE VALUE

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LEVERAGE SEND LATER

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USE EMAIL PLUG-INS

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3 DECIDING WHAT TO SAY NEXT

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WELL, BETTER DO SOME RESEARCH

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ontact

ompany

onversationstarter

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SAVE & ATTACH TO RECORD

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GOING OUTBOUND FOR DUNKIN’

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4 TOO MUCH REINVENTING THE WHEEL

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NOW?WAIT?EMAIL?PHONE?ENOUGH?TOO FEW?

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SALES DEVELOPMENT SLA

• X touches over Y days• Real lead status (in human English)• Give a DQ reason

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5 NOT USING THE RIGHT TOOL FOR THE JOB

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IF THIS IS “WHISPER” LOUD

THEN THIS IS “WHAT!??!!”

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DON’T TETHER THEM

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DUAL SCREENS: 10%+ BOOST

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6 SENDING TELEGRAMS IN AN SMS WORLD

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http://marketingland.com/34-percent-email-opens-now-happen-pc-83277

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WOULD YOU RATHER READ…

A B

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SINGLE SWIPE

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EVERYONE TEXTS

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KEEP IT B2B

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WHEN TO USE

• Confirm a meeting

• As a thank you

• Confirm a quick fact

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7 DROWNING IN A SEA OF CLICKS

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Who lets SDRs create Opportunities?

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A (SDR-SOURCED) PRE-OPPORTUNITY

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MAKE IT DROP-DEAD SIMPLE

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MAKE CRM, CRAMAZING!

• Remove extra clicks

• Build your process into CRM

• Automate email, chatter, notifications

• Perfection for reporting!

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QUESTIONS?

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THE SALES DEVELOPMENT PLAYBOOK@BRIDGEGROUPINC

COMING JANUARY2016