The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

Raise your hand if your company needs more new customers.

I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space.

The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.

This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales.

1. Strategy offers a framework for aligning your sales development model with your specific market and buyer’s journey.
2. Specialization presents stories of new thinking. You’ll learn about segmenting your prospect universe, specializing roles, and how it all comes together.
3. Recruiting offers a roadmap for hiring with urgency. Tactics, compensation, and a bullet-proof hiring process are presented in great detail.
4. Retention goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people.
5. Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence.
6. And, finally, Leadership, gives actionable advice on what it takes to lead sales development today. There’s a lot to learn about quota setting, measuring what matters, and acceleration technologies, so those are covered in depth.

As Ken Krogue (President of InsideSales.com) writes in the Foreword, “This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry.”

Table of Contents

PART 1: STRATEGY
Chapter 1- Selling in the 21st Century
Chapter 2 – Consider the Five Whys
Chapter 3 – Let Requirements Guide Your Model
Chapter 4 – Build a Solid Foundation
 
PART 2: SPECIALIZATION
Chapter 5 – Go Allbound for Pipeline
Chapter 6 – Sell to Everyone; Close No One
Chapter 7 – Specialize to Accelerate
Chapter 8 – Consider the Research Role
Chapter 9 – Follow the Early Adopters
 
PART 3: RECRUITING
Chapter 10 – Hire with Urgency
Chapter 11 – Spot Qualities of Qualified Candidates
Chapter 12 – Write Job Descriptions, Not Sleep Prescriptions
Chapter 13 – Compensate at Market Rate
Chapter 14 – Build Attractive Compensation Plans
Chapter 15 – Source Candidates Effectively
Chapter 16 – Glassdoor Like a Pro
Chapter 17 – Treat Hiring Like a Sales Process
 
PART 4: RETENTION
Chapter 18 – lead Your People
Chapter 19 – Prioritize Coaching
Chapter 20 – Coach to Improve
Chapter 21 – Develop to Grow
Chapter 22 – Build Career Paths
 
PART 5: EXECUTION
Chapter 23 – Master Blocking & Tackling
Chapter 24 – Onboard by a Process, Not an Event
Chapter 25 – Create Compelling Conversations
Chapter 26 – Architect Your Outreach
Chapter 27 – Normalize Your Cadence
Chapter 28 – Instill a Love of Voicemail
Chapter 29 – Engage with Email
 
PART 6: LEADERSHIP
Chapter 30 – Choose the Right Captain
Chapter 31 – Equip the Team
Chapter 32 – Set Appropriate Quotas
Chapter 33 – Build Your Process
Chapter 34 – Perfect the Handoff
Chapter 35 – Measure What Matters
Chapter 36 – Manage with Meaningful Metrics
Chapter 37 – Enable with Technologies