Take a guess: How many emails are sent and received each day worldwide? If you’re one of the many people dealing with a clogged inbox, then you won’t be surprised to hear the answer is 306 billion emails — a number that is only expected to rise. This means salespeople have the daunting task of … Continued
As the Director of Sales Development at Drift, I believe that half the value of my team comes from their potential as future sellers. Sales development reps (SDRs) are typically at the start of their careers. They’re excited to learn and heavily involved in your business. Still, being an SDR is tough, and it can … Continued
Today, B2B buyers expect companies to respond instantly: Buyer demand for immediacy has grown across all communication channels by an average of 64% year-over-year. This is hardly surprising. Picture this. Your ideal customer lands on your website — either because your marketing team spent many hours and dollars driving them there or because your sales … Continued
Working in sales can be like stumbling through a dark room. Now more than ever, B2B buyers want fast, easy, and personalized buying experiences. But putting that into practice is tough. According to McKinsey, more than 80% of buyer interactions now happen digitally, and sellers often don’t have any insight into them. So while sellers … Continued
As the Director of Sales Development at Drift, no two days are the same. I’m constantly adapting, solving problems, meetings with reps, forecasting, and planning. The pandemic and Drift’s transition to being a Digital First company have made my days even more interesting. The thing is, since March 2020, we’ve all had to change the … Continued
Those of us old enough to remember visiting Blockbuster on a Friday night knew to never rent a “straight to video” movie. Back in the day when you heard a movie was “straight to video,” you automatically knew it wasn’t going to be good. In fact, it was almost guaranteed to be a flop that … Continued
Every single component of your go-to-market strategy probably changed last year. Every. Single. One. Buyers, sellers, personas, ideal customer profile, messaging, value prop…the list goes on and on. Overwhelming, right? That’s why I spoke with Chad Nuss, Founder and Chief Revenue of InsideOut, to break down how to tackle a full-blown sales transformation so you … Continued
There’s less than a month left in 2020. Soon, your prospects will be setting up their out-of-office replies and turning off their notifications for the holidays. But don’t despair. This is actually the best time to take strategic action to hit your sales quota. After all, plenty of budget holders are looking to spend their … Continued
I used to joke that I was a great sales development rep (SDR) because I didn’t want to be an SDR. I wanted to be promoted – and I knew the fastest path to promotion was to be a great SDR. For any SDR, getting that promotion requires a lot of hard work. I’m not … Continued
You might assume that because SDRs don’t close deals themselves that they don’t need to be masters in Conversational Sales. Sure, SDRs don’t run sales calls. But they are a critical part of the customer experience. And that’s why they need to be great at Conversational Sales. Because Conversational Sales is all about the customer. … Continued
When you’re prospecting into target accounts, it’s no secret that personalization improves engagement rates. But in sales, you never have the time to completely personalize all of your messages at every stage. So, what’s the right amount of personalization? Where’s the line between effective personalization and an inefficient use of your time? Let me back … Continued
An SDR on my team can have an account list that is anywhere from 200 to 500 accounts. Maybe even more. Manually working through and prioritizing all of these accounts is not realistic or efficient. And, as an SDR, time is literally money 💸 I’m Julianne Thompson, Head of Sales Development at Drift, and I … Continued