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Greg Casale

Greg Casale
In Data-driven

Three Simple Scatter Plots to Uncover Hidden SDR Performance Breakthroughs

scatter plot on screen
Most SDR performance dashboards have the same KPIs.  Calls, Connects, Conversations, Meetings Scheduled and conversion rates for each over day, week and month. Nothing wrong with them.  We use them too for our outbound SDR teams and they are excellent for spotting ups and downs in trends over time to identify when something has changed.   But to find breakthroughs – really meaningful insights that point…
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Greg Casale
In Leadership & Strategy

The True Cost of an SDR

SDR logo
Building a small sales development team from scratch will cost your organization about $11K per SDR per month during the first year.  Most organizations underestimate the true cost of building this function, and overestimate productivity benchmarks and ramp time.  This happens most often due to lack of experience, or outdated ideas of what it takes to be successful today.   So, let’s look at the true…
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Greg Casale
In Leadership & Strategy

Why Pausing Your SDR Operation is a Terrible Way to Save Capital

$100 bill with mask on Ben Franklin's face
Most business leaders today, particularly those heading up venture-backed startups or bootstrapped businesses, are looking to preserve capital.  None of us is sure how long this environment will last, and we may need to extend our cash reserves to be able to bridge to a point when we have more clarity. If you spend any time scrolling Linkedin these days, you will likely come across…
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Greg Casale
In Leadership & Strategy

It’s Time to Start Thinking About Lead Generation as Insight Generation

male employee wearing headset talking while looking at his laptop
The number of leads generated every day, week, month by your sales development team is of course an important measure of the return you are getting for your investment in lead generation. But it's not the most important measure. Too often I have seen heads of sales, sometimes CEOs, and even boards of directors, come to the conclusion that their lead generation 'isn't working', and…
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Greg Casale
In Leadership & Strategy

Is This The End of Field Sales in Tech?

galaxy
“Houston, we have a problem.”   It’s a classic line delivered by Tom Hanks during a tense scene in the 1995 movie Apollo 13.  Astronaut Jim Lovell, played by Hanks, informs mission control that a cabin filter has failed.  The astronauts are breathing dangerous levels of CO2 and will die if nothing is done soon. Ed Harris’s character, in charge of the mission, pulls together the…
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Greg Casale
In Leadership & Strategy

Outbound Conversion Rates Before and During COVID-19

office desk with laptop, book, phone, and pen with empty chair and sofa
Over the past week, I’ve been asked quite a bit how COVID-19 has affected our ability to execute outbound B2B lead generation strategies on behalf of our customers, given that most of the companies we typically target have moved workers to the home.  We had some anecdotal evidence to suggest that, at least for some personas, the inability to travel might make them more accessible,…
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Greg Casale
In RevLife

Reveneer Looks Back on 2018

Reveneer Team Holiday Group Photo
This month, Reveneer celebrated the end of 2018, another record year helping our customers transform how they sell.  Last year, we checked off several major milestones - more than doubling in size, being recognized as a best workplace by Inc. Magazine and Boston Globe, signing a lease on our huge new office, and becoming an employee-owned company. To recap our successful year, we held the first annual…
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Greg Casale
In SDR Tips & Tricks

When Calling Outbound, Stop Asking for Permission!

man on laptop wearing earbuds
I see this advice frequently from sales trainers, seasoned cold callers, and LinkedIn posters: the first thing you should do when engaging your prospect over the phone, and after you introduce yourself, is to ask "Did I catch you at a bad time?", or, stated in the positive, "Is this a good time to talk?". Most common reason for this approach is that you must establish…
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Greg Casale
In SDR Tips & Tricks

Say This and Increase Your Close Rate by as Much as 70%

Calendar pins
The session went well.  You walked your prospect through the demo, using it as a tool for discovery, asking open-ended questions along the way.  Objections were raised.  You handled them perfectly. Together you discovered a need, and your prospect validated that your product could fill that need.  You quickly covered pricing, and qualified for budget.  The prospect said to give them a call next week…
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