Sales Development has evolved from a secret sauce of high growth companies to “table stakes” for B2B sales organizations. 15 years ago, I remember having to make impassioned pleas for executive teams to invest in sales development. Back then, there was only a 50% chance they would make that investment. Times have changed. Now, you would be hard pressed to find a successful, high growth technology company that doesn’t have a sales development team.
In 2014, TOPO benchmarked the sales development function at high growth companies to understand the processes, people, technologies, metrics, and plays they employ to drive revenue growth. The benchmark data reveals a handful of patterns shared by high-growth companies that are extraordinarily valuable for other companies to understand. In this post, we’ll focus on 11 key strategies identified in the data. There are many more in the actual report.
When you sign up for the on-demand version of our webinar “11 High Growth Sales Development Strategies”, you can watch a presentation on these 11 strategies and you will also receive a copy of the 2014 TOPO Sales Development Benchmark Report.