The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

Raise your hand if your company needs more new customers.<br /><br />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.<br /><br />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.<br /><br />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.<br /><br />1. Strategy offers a framework for aligning your sales development model with your specific market and buyer's journey.<br /><br />2. Specialization presents stories of new thinking. You'll learn about segmenting your prospect universe, specializing roles, and how it all comes together.<br /><br />3. Recruiting offers a roadmap for hiring with urgency. Tactics, compensation, and a bullet-proof hiring process are presented in great detail.<br /><br />4. Retention goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people. <br /><br />5. Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence.<br /><br />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.<br /><br />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.”