The Mechanics of Sales Development
Download as PPTX, PDF1 like1,560 views
Ralph Barsi of Achievers presented how he designs and runs world class sales development teams. He focused on some of the key metrics required to manage the team. Ralph presented at the TOPO Sales Development Council Meeting held on May 18, 2014 at the Rosewood Hotel in Menlo Park, CA.
1 of 11
Downloaded 36 times
![Key facts about our company
Founded in 2002 (SNAP, I Love Rewards)
San Francisco | Toronto | London
B2B, Employee Success Platform (HR space)
FY Oct-Sep
Serve Fortune 500, Enterprise, 110 countries
Private, 230 Employees (15% Sales), 50% YoY Growth
Sequoia, Relay Ventures, [24]7, Grandbanks Capital
Craig Conway, Alfred Lin, Patrick Quirk, Greg Brown](https://image.slidesharecdn.com/toposalesdevcouncil-barsi-140519182453-phpapp01/85/The-Mechanics-of-Sales-Development-4-320.jpg)
Recommended
Five Barriers that Block Sales Reps from Hitting Quota
Five Barriers that Block Sales Reps from Hitting QuotaRalph Barsi
Ìý
If you're a sales rep or sales leader not hitting your number, perhaps improvement is needed in these areas. How To Precisely Define A Lead Before Marketing Begins
How To Precisely Define A Lead Before Marketing Beginstotalperception10k
Ìý
The document discusses the importance of precisely defining sales leads through alignment between marketing and sales. It provides tips for developing a universal lead definition, such as determining an ideal customer profile and grading leads. A precise lead definition ensures marketing provides qualified, sales-ready leads and allows for more accurate ROI metrics.Achieving big exits for SMB startups
Achieving big exits for SMB startupsMark MacLeod
Ìý
A talk I gave at the Small Business Web Summit on how to achieve big exits for startups that serve the SMB marketVernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...LinkedIn Sales Solutions
Ìý
The Sales profession is evolving.
In a world where personalization is rapidly becoming the standard, we’re quick to reject anything that feels generic or impersonal. Buyers no longer have patience for the tried and true sales tactics you’ve been using for years. For sales and marketing professionals, this presents a new set of challenges.
Discover how your peers are conquering these challenges in the new sales era and how social selling can become a competitive advantage for you and your company.How to Create a Billion$ Category - Mark Organ's Dreamforce 2013 keynote
How to Create a Billion$ Category - Mark Organ's Dreamforce 2013 keynoteMark Organ
Ìý
Why just a build a company when you can create an entire new category? Category creators grow revenue 4x faster and grow market cap 6x faster than category entrants.
In this Dreamforce keynote talk, serial entrepreneur discusses how he created the cloud marketing automation category with Eloqua, his new advocate marketing category creator Influitive, and some other great category creators like Salesforce.com, Tesla and Keurig. A new framework for category creation is proposed, featuring a transformational experience and revolutionary business model underpinned by disruptive technological change.Effective Communication at Scale - TOPO Summit 2017
Effective Communication at Scale - TOPO Summit 2017Ralph Barsi
Ìý
These slides include a framework for a communication plan. When each component of the plan is optimized, the simple framework becomes an effective launch pad for driving change in a large organization.
This deck supported my presentation at the 2017 TOPO Summit in San Francisco.LX Ventures November Investor Presentation
LX Ventures November Investor Presentationmmadvisory
Ìý
LX Ventures is a publicly traded technology accelerator that acquires, integrates and accelerates high growth technology companies. We are vertically integrated with internal best-in-class practice area teams in sales, marketing, engineering and finance that are leveraged to turn our portfolio companies into industry leading organizations, one by one. We are in the business of building businesses. For further information about LX Ventures, please visit: www.lxventures.comMSH Group
MSH Groupnilendumaity
Ìý
MSH Group is a global management consulting firm specializing in information technology and human resources. It employs experienced professionals from diverse industries. MSH provides consulting services across multiple verticals including security, energy, telecommunications, media, life sciences, consumer goods, public sector, transportation, and financial services. Its global talent acquisition and consulting services include executive search, staffing, recruitment process outsourcing, and technology, management, and HR consulting. MSH is committed to mutual success with its clients.Deep Dive in Silicon Valley
Deep Dive in Silicon Valleyris_ventures
Ìý
Deep Dive is a 2-week educational program in Silicon Valley that helps technology companies and investors establish partnerships and connections to extend their business operations globally. The program includes networking, case studies, company visits, presentations by serial entrepreneurs and investors. It aims to teach participants how Silicon Valley works for global companies seeking partnerships and international expansion. Past participants report forming US business partnerships, setting up US operations, and building products for the US market with high impact on their global business development and revenues over $1 million.Deep Dive in Silicon Valley 
Deep Dive in Silicon Valley Alex Kalenyuk
Ìý
Deep Dive is a 2-week educational program in Silicon Valley that helps technology companies and investors establish partnerships and connections to extend their business operations globally. The program includes networking, case studies, company visits, presentations by serial entrepreneurs and investors. It is organized by RIS Ventures with support from venture funds. Speakers include founders of companies like Evernote and professors from Stanford. Past participants report forming US partnerships, setting up US operations, and building products for the US market with high impact on their global business development and revenues over $1 million.Startup Funding Options - From Kickstarter to Venture Capital - Dreamforce 20...
Startup Funding Options - From Kickstarter to Venture Capital - Dreamforce 20...Salesforce Partners
Ìý
What if you could get the inside scoop on the key drivers that leading venture capital firms look for when funding a cloud startup? Join us to learn the tips and techniques used to attract VC funding for your company, including Force.com ISV success stories. This session is primarily for C-level, business development, and entrepreneursHow To Raise Venture Capital
How To Raise Venture CapitalMark Davis
Ìý
An overview of key considerations that entrepreneurs should understand when devising and executing their fundraising strategy.What You Need To Know About Raising Venture Capital (By Mark Davis, DFJ Gotham)
What You Need To Know About Raising Venture Capital (By Mark Davis, DFJ Gotham)Mark Davis
Ìý
A brief presentation on some of the key factors entrepreneurs should consider when seeking to raise venture capital. A detailed manual on raising venture capital can be found at www.markpeterdavis.com.Expanding into Asia Webinar
Expanding into Asia WebinarArman Rousta
Ìý
This webinar was conducted on Thursday November 11th by Blueliner CEO, Arman Rousta in where he which will explore the issues and challenges for brands looking to penetrate the Indian market, and on making your business more efficient and cost-effective.How to precisely define a lead before marketing begins
How to precisely define a lead before marketing beginsmwicka
Ìý
This document discusses the importance of precisely defining sales leads before marketing begins. It notes that only 10% of companies have consensus on an ideal customer profile. It then provides reasons why lead generation often fails and tips for improving lead qualification. The rest of the document offers advice on developing a shared vision between sales and marketing, defining an ideal customer profile, identifying trigger events, developing a contact database, and establishing a spectrum for classifying lead readiness. It emphasizes tracking ROI and ensuring effective handoffs from marketing to sales.SEAN_KARL_RESUME_141117
SEAN_KARL_RESUME_141117Sean Karl
Ìý
Sean Karl is an experienced senior leader with over 15 years of international experience in revenue operations, sales, and marketing. He has a track record of leading high-performing teams and is skilled in deploying sales and marketing strategies using a data-driven approach. Currently, he is the EMEA Director of Account Development at OpenText, where he manages a team that generates $250 million in marketing pipeline annually. Previously, he held senior sales and marketing roles at Sage, StreamServe, Oracle, Business Objects, and SAP.Growth Hacking SEO with Adlift
Growth Hacking SEO with AdliftAnton Shulke
Ìý
AdLift is a digital marketing company that provides SEO and paid search solutions. It was founded in 2009 and has offices in several cities with a team of over 100 employees. AdLift has helped Fortune 500 companies and startups grow their online business. The presentation outlines five SEO power hacks including leveraging synergies between paid and organic search, scaling internal linking on websites, content marketing and backlinking, using competitor insights for keyword research, and increasing page speed.Inbound Marketing for B2B and B2C Companies
Inbound Marketing for B2B and B2C CompaniesBarbara Fowler
Ìý
This document discusses inbound marketing strategies and how marketing has changed with the rise of the internet. It provides examples of how companies can use metrics like website traffic, conversion rates, and sales to measure the effectiveness of their inbound marketing programs. Specific strategies mentioned include search engine optimization, paid search advertising, content marketing, and remarketing. Case studies are also presented showing how one company achieved large increases in web traffic and search engine rankings through these inbound approaches.DSS Presentation Deck Feb 2022
DSS Presentation Deck Feb 2022RedChip Companies, Inc.
Ìý
DSS is a multi-national portfolio company that operates 10 business lines across high-growth sectors like direct selling, fintech, and healthcare. It acquires and operates entities, with a goal of strategically spinning them out through IPOs to deliver shareholder value. DSS has seen significant growth in recent years, with revenues increasing 30% and total assets growing over $127 million from 2020 to Q3 2021. It aims to continue expanding its market share and assets, achieve positive EBITDA, and establish objectives and metrics to increase shareholder value through future IPOs.This Is Your Year to Shine | Ralph Barsi
This Is Your Year to Shine | Ralph BarsiRalph Barsi
Ìý
This document provides talking points for a talk on succeeding in your career. It encourages the audience to [1] decide today to be hugely successful, [2] raise their standards of excellence, and [3] execute and deliver results through developing a plan on a page with priorities, goals, owners and status updates. The document suggests developing an attitude of gratitude as well as mental toughness through committing to a challenging 75-day program. It profiles examples of excellence from industries like hospitality, the military and Amazon that can be modeled. The overall message is that this is the audience's year to shine by committing to professional growth and high performance.Creating Meaningful Brands
Creating Meaningful BrandsKantar
Ìý
This document discusses how brands can create financial value through meaningful differentiation and resonance with consumers. It outlines five facets - findability, credibility, vitality, affordability, and extendability - that strong brands use to amplify their differentiation and drive financial growth. Examples are given of how brands like IKEA, Natura, Audi, Dove, and Tropicana have leveraged these facets. The document also summarizes the evolution of BrandDynamics' brand valuation methodology over time.SoSuite.co
SoSuite.coSteve Sue
Ìý
SoSuite intends to make social marketing easy for the "DIY" (do-it-yourself) social marketing practitioner. It's like a guided tour that masterfully integrates the art of social media with the science of social tools in a easy-to-use suite. Partial proof of concept is built on SaaS Springboard Platform and we're looking for $1.5M in funding to build with an eye toward an exit by sale.Save Locally Business Vision(R3)
Save Locally Business Vision(R3)bbestpitch
Ìý
SaveLocally is an online coupon service that enables local charities and businesses to raise funds and advertise. Through SaveLocally, charities can sell coupon subscriptions to raise over 50% more than traditional methods. Local businesses pay $175 for a six month subscription to post coupons and ads. Consumers pay $25 annually for online access to local coupons. SaveLocally is seeking $750,000 in investment to further develop the platform and drive growth in its fundraising and advertising business.The HRTech Sector Software HR Analytics Market 
The HRTech Sector Software HR Analytics Market Charles Bedard
Ìý
This document provides an overview of the HR technology analytics market landscape, including private company star performers and sponsored public companies in the space. Some of the key private company players highlighted include BI Worldwide, Beqom, BlackbookHR, Bullseye Engagement, and ZeroedIn. The document also discusses trends in the HR analytics field such as a focus on data-driven workforce spending decisions and migrating towards predictive analytics. Major acquisitions and funding rounds in the HR analytics space are also summarized.Build A Pipeline That Never Leaks From Sales Leader Series
Build A Pipeline That Never Leaks From Sales Leader SeriesMatthew Smith
Ìý
Filling your lead pipeline, for B2B sales leaders; how to segment targets, develop content strategies, lead nurturing and lead scoring models.Introducing lh technology
Introducing lh technologyLawrence Harvey Group
Ìý
The document provides an overview of Lawrence Harvey, a global technology recruitment firm. It lists their areas of expertise including SAP, Oracle, Microsoft, CRM solutions, BI/data warehousing, and web/digital/mobile. It provides details on Lawrence Harvey's global capabilities with offices in London, Munich, and New York. A brief history is given of the company's founding and growth. Reasons listed for partnering with Lawrence Harvey include their commitment to staff development and retention, providing vetted and committed candidates, and current market insights.KKR - NOAH14 London
KKR - NOAH14 LondonNOAH Advisors
Ìý
Keynote by Philipp Freise, Partner of KKR at the NOAH 2014 Conference in London, Old Billingsgate on the 13th of November 2014.Carl Capital Corporate Presentation
Carl Capital Corporate Presentationgregjo10
Ìý
Carl Capital provides information collection, storage and analytics solutions for data driven companies.
Find out more at www.carlsolutions.comTarget Account Marketing - Maria Pergolino (TOPO Demand Generation Council Ev...
Target Account Marketing - Maria Pergolino (TOPO Demand Generation Council Ev...TOPO
Ìý
The document provides guidance on developing a targeted account marketing strategy. It recommends identifying top accounts and key regions, building customer personas, and considering account scoring. It then discusses setting up systems to track success, running campaigns like display ads and direct mail targeted at specific accounts, and measuring results based on metrics like meetings with key contacts rather than generic leads. The overall strategy is to focus marketing efforts on the most important accounts through personalization, segmentation, and ensuring sales is engaged.Moving from Ecommerce to Lead Gen - Erich Ziegler (TOPO Demand Generation Cou...
Moving from Ecommerce to Lead Gen - Erich Ziegler (TOPO Demand Generation Cou...TOPO
Ìý
The document discusses RingCentral's transition from focusing on eCommerce to generating leads. It outlines the steps taken, including maintaining a metric-driven culture where channels are measured by leads and opportunities generated. RingCentral implemented the Sirius sales funnel model and developed infrastructure and content to support moving prospects through the funnel. It also opened up new lead generation channels and began segmenting leads. The funnel and lead generation strategies were aligned to better target prospects at different stages in the buyer's journey.More Related Content
Similar to The Mechanics of Sales Development (20)
Deep Dive in Silicon Valley
Deep Dive in Silicon Valleyris_ventures
Ìý
Deep Dive is a 2-week educational program in Silicon Valley that helps technology companies and investors establish partnerships and connections to extend their business operations globally. The program includes networking, case studies, company visits, presentations by serial entrepreneurs and investors. It aims to teach participants how Silicon Valley works for global companies seeking partnerships and international expansion. Past participants report forming US business partnerships, setting up US operations, and building products for the US market with high impact on their global business development and revenues over $1 million.Deep Dive in Silicon Valley
Deep Dive in Silicon Valley Alex Kalenyuk
Ìý
Deep Dive is a 2-week educational program in Silicon Valley that helps technology companies and investors establish partnerships and connections to extend their business operations globally. The program includes networking, case studies, company visits, presentations by serial entrepreneurs and investors. It is organized by RIS Ventures with support from venture funds. Speakers include founders of companies like Evernote and professors from Stanford. Past participants report forming US partnerships, setting up US operations, and building products for the US market with high impact on their global business development and revenues over $1 million.Startup Funding Options - From Kickstarter to Venture Capital - Dreamforce 20...
Startup Funding Options - From Kickstarter to Venture Capital - Dreamforce 20...Salesforce Partners
Ìý
What if you could get the inside scoop on the key drivers that leading venture capital firms look for when funding a cloud startup? Join us to learn the tips and techniques used to attract VC funding for your company, including Force.com ISV success stories. This session is primarily for C-level, business development, and entrepreneursHow To Raise Venture Capital
How To Raise Venture CapitalMark Davis
Ìý
An overview of key considerations that entrepreneurs should understand when devising and executing their fundraising strategy.What You Need To Know About Raising Venture Capital (By Mark Davis, DFJ Gotham)
What You Need To Know About Raising Venture Capital (By Mark Davis, DFJ Gotham)Mark Davis
Ìý
A brief presentation on some of the key factors entrepreneurs should consider when seeking to raise venture capital. A detailed manual on raising venture capital can be found at www.markpeterdavis.com.Expanding into Asia Webinar
Expanding into Asia WebinarArman Rousta
Ìý
This webinar was conducted on Thursday November 11th by Blueliner CEO, Arman Rousta in where he which will explore the issues and challenges for brands looking to penetrate the Indian market, and on making your business more efficient and cost-effective.How to precisely define a lead before marketing begins
How to precisely define a lead before marketing beginsmwicka
Ìý
This document discusses the importance of precisely defining sales leads before marketing begins. It notes that only 10% of companies have consensus on an ideal customer profile. It then provides reasons why lead generation often fails and tips for improving lead qualification. The rest of the document offers advice on developing a shared vision between sales and marketing, defining an ideal customer profile, identifying trigger events, developing a contact database, and establishing a spectrum for classifying lead readiness. It emphasizes tracking ROI and ensuring effective handoffs from marketing to sales.SEAN_KARL_RESUME_141117
SEAN_KARL_RESUME_141117Sean Karl
Ìý
Sean Karl is an experienced senior leader with over 15 years of international experience in revenue operations, sales, and marketing. He has a track record of leading high-performing teams and is skilled in deploying sales and marketing strategies using a data-driven approach. Currently, he is the EMEA Director of Account Development at OpenText, where he manages a team that generates $250 million in marketing pipeline annually. Previously, he held senior sales and marketing roles at Sage, StreamServe, Oracle, Business Objects, and SAP.Growth Hacking SEO with Adlift
Growth Hacking SEO with AdliftAnton Shulke
Ìý
AdLift is a digital marketing company that provides SEO and paid search solutions. It was founded in 2009 and has offices in several cities with a team of over 100 employees. AdLift has helped Fortune 500 companies and startups grow their online business. The presentation outlines five SEO power hacks including leveraging synergies between paid and organic search, scaling internal linking on websites, content marketing and backlinking, using competitor insights for keyword research, and increasing page speed.Inbound Marketing for B2B and B2C Companies
Inbound Marketing for B2B and B2C CompaniesBarbara Fowler
Ìý
This document discusses inbound marketing strategies and how marketing has changed with the rise of the internet. It provides examples of how companies can use metrics like website traffic, conversion rates, and sales to measure the effectiveness of their inbound marketing programs. Specific strategies mentioned include search engine optimization, paid search advertising, content marketing, and remarketing. Case studies are also presented showing how one company achieved large increases in web traffic and search engine rankings through these inbound approaches.DSS Presentation Deck Feb 2022
DSS Presentation Deck Feb 2022RedChip Companies, Inc.
Ìý
DSS is a multi-national portfolio company that operates 10 business lines across high-growth sectors like direct selling, fintech, and healthcare. It acquires and operates entities, with a goal of strategically spinning them out through IPOs to deliver shareholder value. DSS has seen significant growth in recent years, with revenues increasing 30% and total assets growing over $127 million from 2020 to Q3 2021. It aims to continue expanding its market share and assets, achieve positive EBITDA, and establish objectives and metrics to increase shareholder value through future IPOs.This Is Your Year to Shine | Ralph Barsi
This Is Your Year to Shine | Ralph BarsiRalph Barsi
Ìý
This document provides talking points for a talk on succeeding in your career. It encourages the audience to [1] decide today to be hugely successful, [2] raise their standards of excellence, and [3] execute and deliver results through developing a plan on a page with priorities, goals, owners and status updates. The document suggests developing an attitude of gratitude as well as mental toughness through committing to a challenging 75-day program. It profiles examples of excellence from industries like hospitality, the military and Amazon that can be modeled. The overall message is that this is the audience's year to shine by committing to professional growth and high performance.Creating Meaningful Brands
Creating Meaningful BrandsKantar
Ìý
This document discusses how brands can create financial value through meaningful differentiation and resonance with consumers. It outlines five facets - findability, credibility, vitality, affordability, and extendability - that strong brands use to amplify their differentiation and drive financial growth. Examples are given of how brands like IKEA, Natura, Audi, Dove, and Tropicana have leveraged these facets. The document also summarizes the evolution of BrandDynamics' brand valuation methodology over time.SoSuite.co
SoSuite.coSteve Sue
Ìý
SoSuite intends to make social marketing easy for the "DIY" (do-it-yourself) social marketing practitioner. It's like a guided tour that masterfully integrates the art of social media with the science of social tools in a easy-to-use suite. Partial proof of concept is built on SaaS Springboard Platform and we're looking for $1.5M in funding to build with an eye toward an exit by sale.Save Locally Business Vision(R3)
Save Locally Business Vision(R3)bbestpitch
Ìý
SaveLocally is an online coupon service that enables local charities and businesses to raise funds and advertise. Through SaveLocally, charities can sell coupon subscriptions to raise over 50% more than traditional methods. Local businesses pay $175 for a six month subscription to post coupons and ads. Consumers pay $25 annually for online access to local coupons. SaveLocally is seeking $750,000 in investment to further develop the platform and drive growth in its fundraising and advertising business.The HRTech Sector Software HR Analytics Market
The HRTech Sector Software HR Analytics Market Charles Bedard
Ìý
This document provides an overview of the HR technology analytics market landscape, including private company star performers and sponsored public companies in the space. Some of the key private company players highlighted include BI Worldwide, Beqom, BlackbookHR, Bullseye Engagement, and ZeroedIn. The document also discusses trends in the HR analytics field such as a focus on data-driven workforce spending decisions and migrating towards predictive analytics. Major acquisitions and funding rounds in the HR analytics space are also summarized.Build A Pipeline That Never Leaks From Sales Leader Series
Build A Pipeline That Never Leaks From Sales Leader SeriesMatthew Smith
Ìý
Filling your lead pipeline, for B2B sales leaders; how to segment targets, develop content strategies, lead nurturing and lead scoring models.Introducing lh technology
Introducing lh technologyLawrence Harvey Group
Ìý
The document provides an overview of Lawrence Harvey, a global technology recruitment firm. It lists their areas of expertise including SAP, Oracle, Microsoft, CRM solutions, BI/data warehousing, and web/digital/mobile. It provides details on Lawrence Harvey's global capabilities with offices in London, Munich, and New York. A brief history is given of the company's founding and growth. Reasons listed for partnering with Lawrence Harvey include their commitment to staff development and retention, providing vetted and committed candidates, and current market insights.KKR - NOAH14 London
KKR - NOAH14 LondonNOAH Advisors
Ìý
Keynote by Philipp Freise, Partner of KKR at the NOAH 2014 Conference in London, Old Billingsgate on the 13th of November 2014.Carl Capital Corporate Presentation
Carl Capital Corporate Presentationgregjo10
Ìý
Carl Capital provides information collection, storage and analytics solutions for data driven companies.
Find out more at www.carlsolutions.comStartup Funding Options - From Kickstarter to Venture Capital - Dreamforce 20...
Startup Funding Options - From Kickstarter to Venture Capital - Dreamforce 20...Salesforce Partners
Ìý
More from TOPO (6)
Target Account Marketing - Maria Pergolino (TOPO Demand Generation Council Ev...
Target Account Marketing - Maria Pergolino (TOPO Demand Generation Council Ev...TOPO
Ìý
The document provides guidance on developing a targeted account marketing strategy. It recommends identifying top accounts and key regions, building customer personas, and considering account scoring. It then discusses setting up systems to track success, running campaigns like display ads and direct mail targeted at specific accounts, and measuring results based on metrics like meetings with key contacts rather than generic leads. The overall strategy is to focus marketing efforts on the most important accounts through personalization, segmentation, and ensuring sales is engaged.Moving from Ecommerce to Lead Gen - Erich Ziegler (TOPO Demand Generation Cou...
Moving from Ecommerce to Lead Gen - Erich Ziegler (TOPO Demand Generation Cou...TOPO
Ìý
The document discusses RingCentral's transition from focusing on eCommerce to generating leads. It outlines the steps taken, including maintaining a metric-driven culture where channels are measured by leads and opportunities generated. RingCentral implemented the Sirius sales funnel model and developed infrastructure and content to support moving prospects through the funnel. It also opened up new lead generation channels and began segmenting leads. The funnel and lead generation strategies were aligned to better target prospects at different stages in the buyer's journey.Principles of Modern Marketing at NetSuite - Rob Israch (TOPO Demand Generati...
Principles of Modern Marketing at NetSuite - Rob Israch (TOPO Demand Generati...TOPO
Ìý
1) The document discusses principles of a modern marketing team at NetSuite, a cloud ERP software company. It outlines how NetSuite marketing focuses on sales-marketing alignment, a science-based approach, intent-based marketing, speed and agility.
2) Key aspects of NetSuite's marketing include generating over 50% of new sales leads, optimizing programs based on ROI data, focusing efforts on top performing channels, and identifying new growth opportunities from analytics.
3) The marketing team operates with speed and agility, constantly testing, optimizing, and changing course based on data, with a focus on repeatable and scalable processes.Gigya Lead Gen Success Presentation
Gigya Lead Gen Success PresentationTOPO
Ìý
Kyle Morris of Gigya presented how his company designs and runs sales development at scale. He focused on building and retaining a world class team. Kyle presented at the TOPO Sales Development Council Meeting held on May 18, 2014 at the Rosewood Hotel in Menlo Park, CA.Sales and the Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and the Buyer: Why You Should Let the Buyer Design Your Sales OrganizationTOPO
Ìý
The document discusses how companies should design their sales organizations and processes around their buyers' preferred buying experiences. It argues that most sales questions are best answered by understanding the buyer's perspective. Mapping the buying experience reveals how buyers want to purchase and allows tailoring sales and marketing accordingly. Rather than imposing standard sales models, companies should craft processes that facilitate each buyer's unique journey. Organizing sales teams to support buyers leads to more successful outcomes than relying solely on a sales leader's past experiences.The Buying Experience: The Most Important Thing in Sales and Marketing
The Buying Experience: The Most Important Thing in Sales and MarketingTOPO
Ìý
Companies that deliver great buying experiences grow 2X faster than their peers. If you work in sales, check out how you can create and deliver remarkable experiences for your buyers.The Mechanics of Sales Development
- 1. RALPH BARSI Senior Director, Sales Development @rbarsi in/ralphbarsi MECHANICS of SALES DEVELOPMENT
- 4. Key facts about our company Founded in 2002 (SNAP, I Love Rewards) San Francisco | Toronto | London B2B, Employee Success Platform (HR space) FY Oct-Sep Serve Fortune 500, Enterprise, 110 countries Private, 230 Employees (15% Sales), 50% YoY Growth Sequoia, Relay Ventures, [24]7, Grandbanks Capital Craig Conway, Alfred Lin, Patrick Quirk, Greg Brown
- 5. Revenue Pipeline People Pipeline Problems our team solves
- 6. Key facts about our team Today, 11 SDRs (Hybrid); 60% at quota SDR:AE 1:2-3 ratio (Geo-driven, Enterprise & National) Inbound 60% (SLA), Outbound 40% (Playbook) ASP $500k+ Challenger Selling, J. Barrows (Certified) Salesforce, Marketo LinkedIn, InsideView, RelSci SalesHood, Box 2-year tenure (Avg per SDR)
- 7. LEADS MQLs MTGs OPPs Inbound: Waterfall ~5,000 ~3,500 ~180 ~110 L2MQL ~70% MQL2M ~5% M2O ~61% Takeaway: Implement an SLA
- 8. Outbound: Measure Results Takeaway: Create individual (along with team) dashboards You can’t win, if you don’t keep score
- 9. Outbound: Know the Audience Takeaway: Provide a playbook Target Accounts Tier 1 = The Top 25 prospective accounts; the cream of the crop (Top drawer) Tier 2 = The 75-100 next best prospective accounts (2nd, 3rd drawer) Ideal Customer Profile Tier 1 & 2 accounts must match the ideal customer profile Tier 1 & 2 accounts require 3-5 key contacts each
- 10. Outbound: Plan the work Takeaway: Calendar your prospecting
- 11. RALPH BARSI Senior Director, Sales Development @rbarsi in/ralphbarsi THANK YOU!