Is the Sales Development Process Still a Strong Strategy for Sales Growth?

Posted by Doug Davidoff

Feb 27, 2018 11:00:00 AM

imagine-blog-sales-strategyOver the last decade, the hottest trend for fast-growth sales organizations is the birth and dominant role of sales development teams to accelerate lead generation and the creation of qualified opportunities. Even as recently as five-years ago, sales development was still being adopted by only the most forward-leaning companies. Today, sales development is de rigueur. If you're a company that's committed to serious growth, a sales development function is pretty much table stakes.

In our own way, we've contributed to this reality. In 2015, I spoke at Inbound sharing how sales development was not only a complement to Inbound Marketing, it was necessary to successful execution. Back then (if two and a half years ago can be considered "back then") my topic was controversial with many people arguing against it. Today if I were to present such a topic I'd be lucky if anyone other than a member of my team was present for the session. 

I talk with executives every day about growth. I see how the strategy how gets implemented today. While there is a tremendous amount of content available on sales development (with more coming every day), one question doesn't seem to be asked: is it still a viable strategy?

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Topics: Sales Development, Playbooks, Sales Enablement

[Video] The 7 Reasons You Need a Playbook & 5 Reasons Why they Fail

Posted by Doug Davidoff

Feb 23, 2018 3:00:00 PM

sales-playbook-webinarEarlier this week we held a webinar highlighting both the importance of playbooks in generating predictable, sustainable and scalable results and the seven components that must be present in a sales playbook if it is going to be effective.

Over the last couple of years, we’ve seen more companies paying attention to the idea of playbooks, for good reason. Companies with effective playbooks see:
(source: Sales Enablement Study Conducted by The Aberdeen Group)

  • Higher velocity and quality of lead generation
  • Greater team and rep attainment of sales quotas
  • Higher win rates
  • Shorter shorter sales cycle times

Yet, despite their importance and the time (and money) companies invest in developing playbooks, most of them never lead to stronger results. In this excerpt from the webinar, we share the problems a sales playbook solves and the five reasons they fail.

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Topics: Performance, Playbooks