Category

Sales Industry

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  This happens most often due to lack of experience, or outdated ideas of what it takes to be successful today.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

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

Where There’s Quantification, There’s Gamification

By BDR Tips & Tricks, Sales Industry

Have you ever noticed that competition evolves naturally where there is quantification? Put up a fundraising goal and show the amount raised by each team, and they will likely compete to be the best.  Do the same for a weight loss goal, or consecutive days without an accident in the factory, or time to complete an obstacle course at the company picnic, and you will likely…

Read More

Fighting Fear & Building Pipeline – Part II

By Business, Sales Industry

In my last blog, I recommended that companies make sure that they continue to build pipeline during this Coronavirus hiatus, so that they are not caught flat-footed when this finally ends. But building new pipeline is hard work and it may seem to be a futile exercise when potential customers are understandably reluctant to make a purchase. Despite the reluctance, we’ve found our connect and…

Read More