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Highlights from The Sales Development Playbook with Trish Bertuzzi

3 min read
Updated Aug. 24, 2020
Published Mar. 9, 2016

Day 2 of Rainmaker 2016 is well underway, and in case you missed it, we’ve been live blogging the keynotes, panels, and breakout sessions throughout the event. Yesterday, we had Kyle Porter and friends giving an overview of our history, what’s new, and what’s coming with Salesloft. The rise of the Sales Development Cloud is officially here.

Sales development is on fire. And Trish Bertuzzi of the Bridge Group just wrote a book called The Sales Development Playbook. She’s dropping some bombshells on why she wrote it, what inspired her, and how you can walk away today and build your own SDR team.

Everybody has a different way that they’re implementing sales development. But you need to focus on what your buyers think when you’re setting your strategy.”

Idea #1: The Five Whys

1. Why listen?

2. Why care?

3. Why change?

4. Why you?

5. Why now?

Idea #2: Build Career Paths

How many months should a top SDR remain in their role before seeking a promotion? There’s a variety of answers, but Trish and her team have discovered some data around the time period expectations for SDRs. The issue here is that there’s a communication gap. We always think we need to take a big leap forward, but what they really need is just smaller steps to build more skills. These are called micro-promotions:

Screen Shot 2016-03-09 at 8.46.07 AM

64% of SDRs that move from SDR-to-AE, don’t meet their quota. We need to set them up for success.”

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Idea #3: Think Differently About Tools

You need to think about what’s popular versus what’s effective. You need to dump the mutiny makers (i.e. the ones your reps absolutely hate). You need to alleviate the burdens around the necessary ones (i.e. CRM). You need to think about toys… and how you can really use them.

How many meetings am I willing to raise my quota by with this technology? If the answer is none, then don’t buy it. But if you’re willing to raise your quota for it, then you need it.

Parting Thoughts

How you lead your sales development strategy is up to you:

  • Strategy
  • Specialization
  • Recruiting
  • Retention
  • Execution
  • Leadership

If you want to hear more from Trish, check out her book on Amazon (or right here at Rainmaker) and get to know more about the secrets behind The Sales Development Playbook.

Stay tuned — we’re live blogging the entire Rainmaker experience — right here from your one stop shop for all things sales development. Comment below with your thoughts on the keynotes, sessions, and events throughout the event!