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Being an SDR is tough. In most companies (not Sales Science) it’s an entry level position. A rep is given a territory or a list of prospect accounts and is told to “go book some meetings.”

You want to generate more revenue. You’re thinking about hiring another sales rep to help you do it.

In the book Impossible to Inevitable Aaron Ross and Jason Lemkin do a great job of outlining what it takes to scale a recurring revenue business from 0 to millions of dollars per year. At Sales Science we decided to deliver you the best takeaways from that book in a series of blog posts. This is the first in a series and centres on the three kinds of leads your business will need if it’s going to grow consistently and predictably.

Sales Development Reps can be a great way to fuel the growth of your business but the cost of running an SDR team internally can quickly add up.

Before you hit go on your outbound sales programme you’re going to want to nail your niche. That is, you’ll want to have a really clear understanding of the type of prospects you’re going to approach and how you can help them.

The sales development function has gained a lot of popularity amongst the fastest growing b2b companies in the world.

So you’re ready to take on the US Market. Before you push go on your sales efforts into the US here’s a few things for you to take into consideration.

Let me set the scene for you. We’re in the middle of December. This is the time of year that we review internal processes and operations. Part of that means evaluating new software solutions. We take a ton of product demos, talk to dozens of SDRs and Account Executives to try and find the tools we need to implement the process we envision.

Think back to the last sales call you made. Did it feel like a 2 way conversation? Do you think the prospect felt as though they were in control? Were you doing everything you could to keep them from hanging up for as long as possible. Chances are if you said yes to any of those it’s because you were trying to get a ‘Yes’ by any means necessary. And if you’re relying on this method it could be costing you sales. In this post we’ll define both ‘Yes’ and ‘No’ in the context of a sales call and give a few examples of how they’re being misused in most sales teams today.