So You’re Thinking of Outsourcing Sales Development?

So You’re Thinking of Outsourcing Sales Development?

I’ll be the first to admit it: as a founder, the idea of outsourcing anything is nerve-wracking.  It’s tough to give up control of a business function to someone off your payroll, and tougher still when that function involves being the first line of communication between your company and its important prospective customers.

But then uncertainty sets in: if you’re going to build a Sales Development team yourself, how do you do it?  You’ve never been a VP of Sales before, that wasn’t your career path.  Or maybe you have a VP Sales, but their focus was never heavy-duty prospecting.
Either way, you want professional help.  And you’re on a timeline: your burn rate is ticking, and that cash won’t last forever, even if it felt good to close that last round.  You need growth, and you can’t wait around to build pipeline.

How To Work Like No One's Watching

How To Work Like No One's Watching

Working from home sounds like a dream, doesn’t it? Your own french press coffee. Your favorite fuzzy slippers. Your perfect ambient music playlist.

Sounds lovely, right? That’s because it is. But remote work can also have its challenges. After all, independent work doesn’t mean there’s no accountability or support. It also doesn’t mean there are no expectations or goals set for you. So it’s your job to showcase your ability to complete tasks quickly and efficiently while still enjoying the awesomeness that is working from home.

Can You Build Culture Without Meeting In Person?

Can You Build Culture Without Meeting In Person?

You don’t find company culture in a building anyway. You find it by creating an experience of inclusion. You do it by carefully crafting a set of shared attitudes, values, goals & social practices. And by establishing this, you attract and retain the right talent.

This can be easier when your organization is under one roof, but is trickier when everyone works remotely. But there are many ways to cross over culture building initiatives from tangible workplace to remote work-space.

3 Things Great SDR Leaders Do

3 Things Great SDR Leaders Do

When I was halfway through my tenure as the Director of Sales @ inDinero, then a fast-growing Silicon Valley tech company on the Inc. 500, I was an AE Manager who stepped into an SDR team that was setting an average of 7 appointments per month per rep, to one that was setting 21 appointments per month per rep. Even while simultaneously increasing variable compensation, we were able to triple the overall ROI of the team in several weeks.

Here's how we did it!

Should You Build An SDR Team? -- Part 2

Should You Build An SDR Team? -- Part 2

In Part 1, we talked about how to use the ACV generated by an SDR to determine whether outbound SDRs are a good investment. But, for companies that sell a sticky product with a high Customer Lifetime Value, ACV alone doesn’t take this into account! Even so, future years’ cash is not as valuable as this year’s cash.

In Part 2, we'll talk about how to enrich our ROI analysis with Discounted Net Lifetime Value, or "LTV", to strengthen the business case for or against hiring for, or expanding, your SDR team.

Should You Build an SDR Team? -- Part 1

Should You Build an SDR Team?  -- Part 1

As someone who’s built or helped build multiple Sales Development teams, I wanted to pass along the formula that I use to estimate whether an SDR team will be a good investment for a company.

If you’re coming into this from outside of the SaaS world, SDR stands for Sales Development Representative: an inside salesperson focused solely on prospecting and setting up opportunities for an Account Executive to close business.

Here's the quick and dirty ROI analysis!