Touch patterns matter. The job of a sales development rep (SDR) is to contact prospects with engaging, value-based messages so that the prospects will respond and ultimately schedule a meeting. The biggest challenge for an individual SDR is not having enough guidance from management for the touch pattern activities that make up their primary job function.
A world-class sales development organization starts with a plan. As the team on the front lines communicating the value of the company to prospects every day, they need to be prepared. TOPO’s framework helps define the necessary strategy and development of processes and procedures for company growth.
Sales Development Role is a Centerpiece for Account Based programs. And it’s really hard to pull off.
Sales Development role in account based programs is the biggest story in sales development today. The role SDR’s play is a critical piece of the account based movement but its really really hard to pull off. This story and more emerged in the 2019 TOPO Sales Development Benchmark.