The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
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Anyone whose company needs more customers will recognise the problem. This guide looks past ordinary growth to the kind that changes a business's trajectory. Drawing on three decades of hands-on experience, the author sets out a six-part method for building a steady flow of new sales pipeline through inside sales. The first part covers strategy: fitting a sales development model to a particular market and the path buyers take. Next comes specialisation, including how to divide prospects into segments and shape roles around them. Recruiting follows, with a hiring process designed to move quickly, plus notes on pay and tactics. Retention turns to engaging, developing and motivating staff. Execution covers onboarding, writing messages tailored to buyers and building an effective outreach rhythm. The final part considers leadership, including quota setting, measuring what matters and the technology that speeds the work.
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