This document discusses 7 hacks for improving sales pipelines. It addresses issues like reps playing whack-a-mole by not being organized, annoying prospects by over-contacting them, not doing enough research before conversations, reinventing processes instead of standardizing them, using the wrong tools for tasks, outdated communication methods, and drowning in click data without using CRM effectively. The overall message is that sales teams can improve pipelines by getting more organized, balancing contact levels, leveraging technology properly, and standardizing best practices.

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7 SALES DEVELOPMENT
HACKS TO JACK PIPELINE
TRISH BERTUZZI
President & Chief Strategist
The Bridge Group, Inc.

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1 REPS ARE PLAYING WHACK-
A-MOLE

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GROUP BY CAMPAIGN

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GROUP LIKE BUYER TYPES
CTO CFO CRO

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PLAN OUT THEIR DAY
http://blog.hubspot.com/sales/the-best-time-to-cold-call-more-data-driven-sales-secrets-infographic

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GROUP BY TIME ZONES

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2 INADVERTENTLY ANNOYING
PROSPECTS

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Who gets double tapped?

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RE-BALANCE THE VALUE

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LEVERAGE SEND LATER

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USE EMAIL PLUG-INS

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3 DECIDING WHAT TO SAY
NEXT

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WELL, BETTER DO SOME RESEARCH

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ontact
ompany
onversation
starter

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SAVE & ATTACH TO RECORD

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GOING OUTBOUND FOR DUNKIN’

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4 TOO MUCH REINVENTING
THE WHEEL

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NOW?
WAIT?
EMAIL?
PHONE?
ENOUGH?
TOO FEW?

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SALES DEVELOPMENT SLA
• X touches over Y days
• Real lead status (in human English)
• Give a DQ reason

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5 NOT USING THE RIGHT TOOL
FOR THE JOB

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IF THIS IS
“WHISPER” LOUD
THEN THIS IS
“WHAT!??!!”

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DON’T TETHER THEM

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DUAL SCREENS: 10%+ BOOST

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6 SENDING TELEGRAMS IN AN
SMS WORLD

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http://marketingland.com/34-percent-email-opens-now-happen-pc-83277

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WOULD YOU RATHER READ…
A B

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SINGLE SWIPE

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EVERYONE TEXTS

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KEEP IT B2B

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WHEN TO USE
• Confirm a meeting
• As a thank you
• Confirm a quick fact

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7 DROWNING IN A SEA OF
CLICKS

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Who lets SDRs create Opportunities?

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A (SDR-SOURCED) PRE-OPPORTUNITY

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MAKE IT DROP-DEAD SIMPLE

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MAKE CRM, CRAMAZING!
• Remove extra clicks
• Build your process into CRM
• Automate email, chatter, notifications
• Perfection for reporting!

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QUESTIONS?

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THE SALES
DEVELOPMENT
PLAYBOOK
@BRIDGEGROUPINC
COMING
JANUARY
2016