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Tech Stacks: How much is too much to spend?

There is no shortage of apps to choose from when it comes to arming your Sales Development Reps with tools. There are over 3,000 apps in the Salesforce AppExchange, and at least half of those are subscription-based tools that claim to make the SDR’s job faster, more efficient, or higher producing. How Much Should You Spend? Not surprisingly, there is no one answer. Based on…
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Transforming Your Outbound Strategy With GenAI

Section 1: Informing the AI to get the Process Started The first step in using GenAI to create a new outbound sales strategy is to inform the AI about your business. This includes providing the AI with information about your company, such as its industry, size, location, average deal size, and sales cycle. You want to provide the AI with a brief, one-line piece of…
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9 Steps to Building a Scalable Sales Engine

The Journey to Success Building a small sales development team from scratch will cost your organization about $11K per Sales Development Representatives (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 This happens most often due to lack of experience, or outdated ideas of what it takes to be successful…
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When Is the Best Time to Cold Call?

woman at workstation on headset
Cold Calling Cold calling is instrumental to any outbound sales development operation. Each of our SDRs make an average of 350 dials a week to actively build their sales pipeline.  Through constant work on perfecting gambits, objection handling and closing approaches, SDRs transform calls into conversations. Improving your craft is one way to help get a meeting scheduled, but what about fine-tuning your daily cadence…
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