The True Cost of an SDR

By Sales Industry No Comments

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  This happens most often due to lack of experience, or outdated ideas of what it takes to be successful today.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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The New Normal

By Sales Industry

We have heard a lot of talk about what the “new normal” is going to look like when the current pandemic ends. Restaurants and bars out of business, no live concerts, no sporting events with fans, no more movie theaters, businesses shedding office space with most employees working from home, airlines going out of business and airplanes less than half full, retail stores closing, and…

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Unblocking Your Cold Calling Potential

By BDR Tips & Tricks

Back in May 2015, I was brand new to sales and experiencing my first week in the business world. I had just transitioned into sales from a food service role at a grocery store that I had held through college and, as you could imagine, things were certainly different. On the second day of training our CEO, Greg, who ran the training at the time,…

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Why Outbound Sales?

By Sales Industry

One of the most basic truths of human behavior is that people take action to satisfy needs (thank you, Dr. Abraham Maslow). Whether or not a prospect chooses to take action to satisfy a need depends largely on the awareness they have of the need, and what relative priority that need has on their current list of needs to be satisfied.   When leads are generated…

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Reveneer Among Inc. Magazine’s Best Workplaces 2020

By Press Release

Reveneer is one of the highest-scoring businesses, with standout employee engagement for third year in a row [Lexington, MA] (May 6, 2020) – Reveneer has been named to Inc. magazine’s annual list of the Best Workplaces for 2020. Hitting newsstands May 12 in the May/June 2020 issue, and as part of a prominent Inc.com feature, the list is the result of a wide-ranging and comprehensive…

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

By Sales Industry

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

By Sales Industry

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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Secret Ingredient to Positive and Successful Teams

By BDR Tips & Tricks, Sales Industry

How do you get 150 SDRs out of the office, into their homes and producing at a high level? People often ask me what’s Reveneer’s secret? Or even more commonly what is Reveneer’s secret ingredient? Collaboration. Collaboration is what drives our reps to overcome the most complex challenges every day and weathering the virus is no different.  With our reps working 100% remote, we had…

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