Last week Daniel Barber, Director of Sales Development & Operations at ToutApp, and I spoke on the panel at AA-ISP’s Silicon Valley Chapter meeting. The topic of discussion was on the relationship between sales executives and their top performing Sales Development Rep (SDR) or Inside Sales Rep (ISR).
The panel primarily focused on the structures, processes and outcomes designed by the sales executives and how their top rep executes on those processes to achieve and exceed their goals.
All three companies on the panel represented a wide spectrum of strategies, technologies stacks, activity metrics and quotas. There’s no perfect formula for running an SDR or Inside Sales team but collaboration among these teams is valuable to understanding how teams find success. Below I’ll touch on some areas of discussion and explain how the SDR team at ToutApp operates.
Outcome Focus: Daniel has structured ToutApp’s SDR team to be focused on outcomes rather than activities. Rather than high volume outreach we direct our team toward personalization at scale.
Tools: We’ve invested in several tools across our Sales Development team to make us successful, but we also use free tools and apps as well. With our tools in place, the entire SDR team is able to focus on productive prospecting and social selling.
Purchased by ToutApp:
o LinkedIn Sales Navigator
Structure of my day:
- Trigger events
- Load valuable content into Buffer
- Prioritize follow-up with most engaged prospects via ToutApp
- Salesforce tasks
- Structure my next day by planning an outreach strategy
Preparing for conversations: We try to reduce the amount of touches it takes to produce an opportunity and rely heavily on a consistent feed of trigger events to inform our conversations.
- Trigger Events
- LinkedIn Navigator: saved searches and account/lead updates
- Subscribe to CrunchBase Daily for funding announcements and acquisitions
- SEC filings
- CrunchBase and VentureBeat for companies news and updates
What makes an SDR team successful?
With more access to sales analytics, technology is helping align sales management and sales reps. While there’s no a secret sauce for running an SDR team, we are noticing a demand for collaboration among sales development leaders. Let’s continue to share best practices and success stories in this new era of Sales Development. Tweet at me @NicoletteToutIt