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I’m excited to be speaking at Connect in San Francisco on June 30, on the topic of “Sales Development: 4 Innovative Ideas to Rock Your Team.” In this post, I’ll share a sneak peek into what I will be sharing.

Idea #1: The Five Whys

The Five Whys are questions that prospects ask themselves along the way in a B2B purchase. As we walk through The Five Whys, I will put you in your prospects’ shoes. Remember, every vendor is squawking and screeching, trying to gain prospect attention. To stay ahead of all those competitors, you have to take their reality into consideration. I’ll show you how.

Idea #2: Win at Recruiting

In the olden days (3 years ago), filling an open sales development seat was easy. Hiring managers were flooded with applications from both green and experienced candidates. Those days were the epitome of a buyer’s market (meaning the companies doing the hiring were in control). Those days are gone. Today, the quantity of open positions far outstrips the supply of qualified candidates actively searching for SDR roles. I’ll share tips and tricks that will put you ahead of the competition in the hiring war.

Idea #3: Career Paths

How many months should a top rep remain in a role before seeking a promotion or job change? That was a question we asked in a recent research survey we conducted. We asked the question to both individual contributors and sales leaders. Ready for the big reveal? Well, here it is:

Management thinking: twenty-one months

Rep thinking: fifteen months

That’s roughly the equivalent of you expecting your kids to move out by age twenty-two and them expecting to live rent free until their mid-thirties. Whoops! Clearly, there is an expectation gap here. I will share some unique ways to address this issue.

Idea #4: The Technology Stack

The technologies you implement for your team are critical. Great technology implemented well has the potential to accelerate excellence. The wrong technology, no matter how well implemented, has the potential to accelerate “suck.” I’ll share the key sales development technology stack and provide a framework for thinking about their impact.


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I hope you consider attending my session. Come prepared with your own set of questions about sales development as this session will be highly interactive with plenty of time for discussion. Oh, and as a bonus, the first 50 people in the room get a free copy of my book The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales. See you there!

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About Trish Bertuzzi

Novelist Jonathan Franzen said, "One-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales.

Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement.

Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.

Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world.

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