podcast | December 24, 2016
Your Guide to a High-Performance Outbound SDR Team
Today’s topic is understanding 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 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Joining us is Heather Young, the Vice President of Sales Development 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.
In the first segment of the program Heather and I discuss creating a high-performance SDR team using the Rimini Street team as an illustration. Heather is responsible for leading the vision and strategy of the worldwide sales development organization for Rimini Street. Heather has implemented outbound marketing through a team of 20 sales development reps (SDRs).
Why this topic? For many B2B companies, inbound marketing is not producing enough leads for the sales team. As a result, 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.
In the first segment of today’s show we discuss these questions:
Listen as Heather describes how to hire, onboard and compensate the crucial SDR position in the second section. Of interest is the robust six-week onboarding program she implements to get new SDRs up and running.
In the final segment, Heather answers these insightful questions:
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: