A high performing Sales Development function is essential if you want a world class integrated growth program. In fact, your sales development team can and should play central role in driving revenue growth at your company:
Across your go to market motions:
- One:One Account Based
- One:Few Account Based
- One:Many Demand Gen
- One:TAM Inbound Demand Gen
And across the stages of your end-to-end growth program:
- Acquisition of new customers
- New customer onboarding
- Retention and renewal of existing customers
- Upsell, cross-sell, and expansion with existing customers.
Whether your SDR team is performing targeted outbound outreach and engagement, qualifying inbound leads and accounts, or helping develop research and insights, they serve as “the essential middleware” between marketing and sales (for your prospects), or marketing and customer success (for your customers). Yes, we said it: your SDR team should not only drive revenue growth, but should also help you create better customer experiences across the end-to-end customer lifecycle.
ID’s Sales Development services are specifically designed for marketing and sales leaders who need to establish a new SDR/XDR function or improve the performance of an existing SDR/XDR team. We usually begin with a comprehensive SDR functional assessment that culminates in an insights and recommendations report. These insights and recommendations guide the next phase (or phases, as needed) where targeted improvements, playbooks and best practice frameworks are planned and executed.
ID uses a proven sales development framework that draws from expert sales development practitioners, leading industry analysts and XDR thought leaders. We’ll use it to help your SDR team deliver the performance you need to achieve your revenue goals.
Assess: SDR Program Assessment, Insights and Recommendations
Strategy: SDR Program Goals and Integrated Strategy
Alignment: SDR Stakeholder Alignment
Playbook: SDR Plays, Enablement, Scripts, Cadences and Campaigns
Messaging: SDR Messaging and Content
Process: SDR Process, Lead and Account Management
Technology: SDR Technology and Data Selection, Implementation, Integration, Consulting
Measurement: SDR Reporting and Analytics
Management: SDR Management Tools and Team Structure
Training: SDR Onboarding and Training
Ongoing Support: Consulting and Advisory for your SDR Managers
Check out this customer upsell success story using sales playbooks and 1:Few account based strategy that leveraged digital language.