the Reasoning for my “Hybrid” SDR Incentive Plan

Most Incentive Plans that I’ve seen for SDRs typically promote quantity over quality (and manipulation). I’ve seen: Low base pay with no incentive plan, so nobody cares Low base pay plus $3 per lead, which promotes manipulation Low base pay with ranges, like: 20 – 25 Qualified leads per month = $250 26 – 35 […]

Two Stage Sales Operation

After a while, when a sales organization’s workload gets high enough, it makes sense to implement a two-stage sales operation. The sales development reps handle the initial interactions (top of the funnel activities) during stage one, and the account executives handle the discovery calls, presenting demos and closing deals (mid to bottom of the funnel […]

a good example of why you should discuss budgets early on

So, you know how I mentioned how it creates a massive, uphill battle if you ask about budgets upfront on an initial call? Well, it’s even worse if you completely avoid it altogether. Long story short, my wife and I recently had a pool built. It’s awesome! We went through the purchasing process with four […]

The First :28 Seconds – Modern (and primitive) Revenue Operations

Here’s the business problem that all this helps to solve: for a lot of organizations, marketing generates leads, passes them to sales, and for a lot of them, no one really knows what happens. Some of them will go on to purchase, yes, but for a rather large percentage of them, no one really knows […]