trish bertuzzi - sales development
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SALES DEVELOPMENT
Trish Bertuzzi@bridgegroupinc
2017 & Beyond
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It’s up to you.
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IDEA #1 THE FIVE WHYS
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Passing qualified
opportunities
Setting introductory
meetings
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Is this model right for
this companythis marketthis buyerthis segmentthis AE team
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IDEA #2 WIN AT RECRUITING
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We
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Achieve excellence in
attractingconvertinginterviewinghiringleveraging
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IDEA #3 BUILD CAREER PATHS
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How many months should a top SDR remain in their role before seeking a promotion?
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New skills & challenge
New title & role
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Micro-promotions
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SalesLoft’s SDR Career Matrix
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Promote to not lose
them
Set them up to fail
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A better SDR-to-AE track
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Stay with Us > Leave Me
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Build
micro-promotionsachievement based stepscareer pathssustainable SDR-to-AE tracksoff-ramps out of sales
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IDEA #4 THINK DIFFERENTLY ABOUT TOOLS
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X• data• intel• dialer• email
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Am I willing to raise my quota by one meeting
to get this technology?
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PARTING THOUGHTS
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It’s up to you.
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5% 15% 25%
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gettalk.at/inbound