RALPH BARSISenior Director,

Sales Development

@rbarsiin/ralphbarsi

MECHANICS of SALES DEVELOPMENT

UnrecognizedDisengagedMisaligned

Problems our company solves

UnrecognizedDisengagedMisaligned

RecognizeEngageAlign

Problems our company solves

Key facts about our company

Founded in 2002 (SNAP, I Love Rewards)San Francisco | Toronto | LondonB2B, Employee Success Platform (HR space)FY Oct-SepServe Fortune 500, Enterprise, 110 countriesPrivate, 230 Employees (15% Sales), 50% YoY GrowthSequoia, Relay Ventures, [24]7, Grandbanks CapitalCraig Conway, Alfred Lin, Patrick Quirk, Greg Brown

Revenue PipelinePeople Pipeline

Problems our team solves

Key facts about our team

Today, 11 SDRs (Hybrid); 60% at quotaSDR:AE 1:2-3 ratio (Geo-driven, Enterprise & National)Inbound 60% (SLA), Outbound 40% (Playbook)ASP $500k+Challenger Selling, J. Barrows (Certified)Salesforce, MarketoLinkedIn, InsideView, RelSciSalesHood, Box2-year tenure (Avg per SDR)

LEADS

MQLs

MTGs

OPPs

Inbound: Waterfall

~5,000

~3,500

~180

~110

L2MQL ~70%

MQL2M ~5%

M2O ~61%

Takeaway: Implement an SLA

Outbound: Measure Results

Takeaway: Create individual (along with team) dashboards

You can’t win, if you don’t keep score

Outbound: Know the Audience

Takeaway: Provide a playbook

Target AccountsTier 1 = The Top 25 prospective accounts;

the cream of the crop (Top drawer)

Tier 2 = The 75-100 next best prospective accounts (2nd, 3rd drawer)

Ideal Customer ProfileTier 1 & 2 accounts must match

the ideal customer profile

Tier 1 & 2 accounts require 3-5 key contacts each

Outbound: Plan the work

Takeaway: Calendar your prospecting

RALPH BARSISenior Director,

Sales Development

@rbarsiin/ralphbarsi

THANK YOU!