Heather Young, Vice President of Sales Development for Rimini Street demonstates how to leverage Sales Development Reps to generate leads for the sales team

Today’s topic demonstrates how to leverage Sales Development Reps to generate leads for the sales team. If you would like to implement an outbound marketing program with a team of SDRs, consider having one of our experts spend some time with you in workshop. To get a feel for what’s covered in that workshop, download our 10th annual workbook that we use in these workshops.


Our guest today is Heather Young, the Vice President of Sales Development for Rimini Street. Heather is responsible for leading the vision and strategy of the worldwide sales development organization for Rimini Street. Rimini Street is a leading global provider for a third-party enterprise support. This includes maintenance and support for SAP and Oracle E-Business Suite, Siebel, PeopleSoft, JD Edwards, Hyperion and RETEK software.


Watch as Heather and I discuss the topic of inbound versus outbound callers. Should SDRs be a replacement of or an addition to Inbound Marketing? Inbound marketing is critical in how B2B companies respond quickly to the interests of those engaging early.  But outbound allows that proactive outreach to those who aren’t engaged with your brand today. Heather demonstrates the ideal combination of both that allows for a full spectrum strategy to reach out to as many prospective clients as possible.


Why this topic? For many B2B companies, inbound marketing is not producing enough leads for the sales team.  Thus, many marketers have added a team of SDRs, sales development reps, to drive outbound marketing efforts in an attempt to meet the never-ending need for more leads.


Heather has implemented outbound marketing through a team of 20 sales development reps (SDRs).  Watch as we discuss the following questions.


  • You have a team of 20 SDRs, which is a sizable investment. What expectations are there for this team and how did you secure the funding for this team, i.e. what was the business case?
  • Did you consider outsourcing this function and why did you decide to do it in house?
  • What types of tools do you provide this team of sales development reps?
  • What does the future hold for outbound marketing and the sales development rep position?


If you need help replicating Heather’s success at Rimini Street, consider downloading our 10th annual workbook, How to Make Your Number in 2017. It’s your guide to achieving revenue contribution.

how to make your number


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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