Workshop: Sales Development Methodology

We’ve come up with a collection of ideas and a series of steps that we believe to be important when building successful sales development teams to help create repeatable, scalable and predictable revenue.

One of our core missions is to inspire and educate the world on how to grow a company, so we want to take our Sales Development Methodology (as we call it) and share it with the world.

This 2-part methodology is designed to help companies build their go-to-market plan (The Principles), and then be able to execute it (The Playbook), aiming to achieve predictable revenue.

The core Principles of the Sales Development Methodology are three lenses through which to view the performance of your sales development team: Positioning, Pace, and Practice. These three elements form a chain-link system where overall performance is limited by its weakest link.

The Playbook is the tactical blueprint for building the outbound engine. It contains step by step instructions for Targeting, Tools, Prospecting, Qualification, and Follow-Through.

The methodology was built and battle-tested over the past 10 years as we helped thousands of companies build their sales development teams, booked thousands of meetings, and conducted hundreds of internal and external customer research interviews. We hope it serves you as well as it has served - and continues to serve - us.