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. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


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?


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job