Download PDF The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales, by Trish Bertuzzi
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The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales, by Trish Bertuzzi
Download PDF The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales, by Trish Bertuzzi
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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.
- Sales Rank: #45699 in Books
- Published on: 2016-01-15
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .60" w x 6.00" l,
- Binding: Paperback
- 262 pages
Review
"People get hung up on the wrong questions around sales development: templates, tools, and tricks. The Sales Development Playbook asks and answers the right questions. If you're looking to increase qualified pipeline, read this book."
--Mark Roberge, Chief Revenue Officer, HubSpot author of The Sales Acceleration Formula
"If you want more revenue, read this book. Trish has managed to give away ALL of the secrets. If you're looking for research, examples, and bold thinking, look no further."
--Steve Richard, Chief Revenue Officer, ExecVision.io
"Sales development continues to be the winning strategy for opening new accounts,building pipeline, and driving growth. Anyone - CEOs, VPs, and Front-Line Managers - trying to master sales development needs this smart, detailed book."
--Natasha Sekkat, VP of Sales Development, VMTurbo
"Selling has changed dramatically over the past decade, and the biggest innovation has been in sales development. Nobody in the world has better distilled the critical, innovative, and engaging ways to accelerate revenue in your business than Trish Bertuzzi."
--Kyle Porter, CEO, SalesLoft
"There's a reason for the rocket on the cover of the book - do these six things right and your team's revenues will take off!"
--Lori Richardson, Founder and CEO, Score More Sales
"If you're serious about building new pipeline and growing your company, this is the most detailed, honest, and useful book ever written."
--Pete Gracey, CEO and Co-Founder,QuotaFactory
"The Sales Development Playbook just earned a spot on my book shelf of must-read sales books! Having a go-to book for Senior Leaders and Managers is a gift."
--Bridget Gleason, VP of Corporate Sales, Sumo Logic
"To build new pipeline and accelerate growth,master the six elements outlined in this book. Ittruly is the Sales Development bible."
--Jill Konrath, Author of Agile Selling, SNAP Selling and Selling to Big Companies
"In The Sales Development Playbook, Trish Bertuzzi serves up, from soup to nuts, the critical components required to build and lead a winning sales development organization. It's a must-read and a must-reference work."
--Ralph Barsi, Senior Director, Global Demand Center, Service Now
Most helpful customer reviews
10 of 10 people found the following review helpful.
Clear, completely and actionable guide on building a Sales Development Team
By BrandonR
This book is undoubtedly one of the most useful guides I’ve read when it comes to building a sales team. The author guides you through step-by-step tactics and strategies for building, managing and leading a modern sales team. Unlike most “business books,” I walked away with tangible and actionable steps that I can apply immediately as well as long term strategies that will still be relevant decades from now. On top of that, Bertuzzi's personality comes thought in the writing, and she kept me engaged and entertained the entire time.
This book paves a clear path for the value of investing time and resources in a great sales development team. It expounds on the 6 elements that will lead your sales team to greater pipeline generated, increased won business per account executive and accelerated new customer acquisition. She provides key examples and engaging stories to further articulate each step.
The book is broken up into 6 sections, one chapter dedicated to every element of building an effective outbound sales team. The 6 sections are 1) Strategy: A framework for aligning your sales model with market dynamics 2) Specialization: How to segment your prospect universe 3) Recruiting: How to find, hire and compensate good sales talent 4) Retention: How to engage, develop and motivate reps 5) Execution: How to properly conduct outbound sales 6) Leadership: How to be a good sales team leader, from establishing quota to performance metrics to building out our sales stack.
This book is a must-read for anyone in sales development or inside sale.
9 of 10 people found the following review helpful.
An absolute "must consume" for anyone in the business of sales - play-by-play advice you can put to work today
By Chris Beall
I do most of my book reading using the Kindle app on my iPhone, and that's where I started with Trish Bertuzzi's "The Sales Development Playbook". Within 5 minutes I switched to reading on my MacBook because I couldn't just read this book - I had to immediately start putting it into action. During the course of today: I copied 67 passages into a Word doc to annotate, read and share later; sent 24 emails to 9 people quoting Trish; documented 7 new product and service ideas (yes, I'm in the business) and laughed out loud too often to count. My favorite: "As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote."
Sales books don't do this to me. This one did - and I'm grateful.
If you are in business, or just want to have a blast and learn a bunch of super-solid, get-it-done stuff about the real world of sales development, The Sales Development Playbook is not just a must read - it is a "must consume". And if you are a CEO, Sales VP or sales development leader, I strongly urge you to do more than read this book. Put Trish's plays into your playbook and get ready to put up some big numbers.
5 of 5 people found the following review helpful.
I have enjoyed Trish's blog for quite a while and have always ...
By Collin Chlarson
I have enjoyed Trish's blog for quite a while and have always found it very useful - in fact I even used one of her reports to get myself a raise. This book was just what I expected. Sales development has exploded in the past five years and there is a lot of stuff out there but so much of it is high level or trying to sell you on the value of sales dev. The Playbook contains lots of practical advice for sales dev as it currently is where buyers are inundated with emails and calls from SDR's. As an SDR leader, I found the advice around how to actually lead the team invaluable. I have already implemented a few of her ideas. This book is both tactical and strategic and I cannot recommend it strongly enough.
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