Trish Bertuzzi - Sales Development

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SALES DEVELOPMENT

Trish Bertuzzi@bridgegroupinc

2017 & Beyond

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5% 15% 25%

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5% 15% 25%

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It’s up to you.

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IDEA #1 THE FIVE WHYS

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Passing qualified

opportunities

Setting introductory

meetings

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Is this model right for

this companythis marketthis buyerthis segmentthis AE team

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IDEA #2 WIN AT RECRUITING

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We

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Achieve excellence in

attractingconvertinginterviewinghiringleveraging

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IDEA #3 BUILD CAREER PATHS

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How many months should a top SDR remain in their role before seeking a promotion?

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New skills & challenge

New title & role

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Micro-promotions

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SalesLoft’s SDR Career Matrix

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Promote to not lose

them

Set them up to fail

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A better SDR-to-AE track

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Stay with Us > Leave Me

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Build

micro-promotionsachievement based stepscareer pathssustainable SDR-to-AE tracksoff-ramps out of sales

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IDEA #4 THINK DIFFERENTLY ABOUT TOOLS

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X• data• intel• dialer• email

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Am I willing to raise my quota by one meeting

to get this technology?

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PARTING THOUGHTS

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It’s up to you.

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5% 15% 25%

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