Summary of Trish Bertuzzi's The Sales Development Playbook

By IRB Media

Please note: This is a companion version & not the original book.

#1 The second wave is about the number and diversity of people involved in purchasing decisions. It is getting more and more difficult to draw clean lines between decision makers, influencers, and users.

#2 The sales development role is your company’s best response to the realities of prospecting outlined above. When performed well, sales development reps can be the best opportunity to spark curiosity and generate interest.

#3 Sales development is the most effective way to get in front of more prospects and drive more pipeline. However, it is a difficult task. There are six critical elements you must master to get the amazing results you deserve.

#4 Part 1: Strategy explains how to align your sales development model with your specific market dynamics and buyer’s journey. Part 2: Specialization shares stories of innovative companies that have applied new thinking and taken their groups to the next level.

• Language: English
• Publisher: IRB Media
• Release date: Apr 12, 2022
• ISBN: 9781669384540

IRB Media

With IRB books, you can get the key takeaways and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience.

Book preview

Insights on Trish Bertuzzi's The Sales Development Playbook

Contents

Insights from Chapter 1

Insights from Chapter 2

Insights from Chapter 3

Insights from Chapter 4

Insights from Chapter 5

Insights from Chapter 6

Insights from Chapter 7

Insights from Chapter 8

Insights from Chapter 9

Insights from Chapter 10

Insights from Chapter 11

Insights from Chapter 12

Insights from Chapter 13

Insights from Chapter 14

Insights from Chapter 15

Insights from Chapter 16

Insights from Chapter 17

Insights from Chapter 18

Insights from Chapter 19

Insights from Chapter 20

Insights from Chapter 21

Insights from Chapter 22

Insights from Chapter 23

Insights from Chapter 24

Insights from Chapter 25

Insights from Chapter 26

Insights from Chapter 27

Insights from Chapter 28

Insights from Chapter 29

Insights from Chapter 30

Insights from Chapter 31

Insights from Chapter 32

Insights from Chapter 33

Insights from Chapter 34

Insights from Chapter 35

Insights from Chapter 36

Insights from Chapter 37

Insights from Chapter 1

#1

The second wave is about the number and diversity of people involved in purchasing decisions. It is getting more and more difficult to draw clean lines between decision makers, influencers, and users.

#2

The sales development role is your company’s best response to the realities of prospecting outlined above. When performed well, sales development reps can be the best opportunity to spark curiosity and generate interest.

#3

Sales development is the most effective way to get in front of more prospects and drive more pipeline. However, it is a difficult task. There are six critical elements you must master to get the amazing results you deserve.

#4

Part 1: Strategy explains how to align your sales development model with your specific market dynamics and buyer’s journey. Part 2: Specialization shares stories of innovative companies that have applied new thinking and taken their groups to the next level.

#5

Some companies, like Acquia, start their reps as outbound prospectors and promote the top performers into the inbound team.

#6

It is important to note that the case studies presented in this book are not meant to be followed blindly. The strategies, stories, examples, and tools presented