The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

by Trish Bertuzzi

Raise your hand if your company needs more new customers. I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer. This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales. 1. Strategy offers a framework for aligning your sales development model with your specific market and buyer's journey. 2. Specialization presents stories of new thinking. You'll learn about segmenting your prospect universe, specializing roles, and how it all comes together. 3. Recruiting offers a roadmap for hiring with urgency. Tactics, compensation, and a bullet-proof hiring process are presented in great detail. 4. Retention goes deep on the stuff that never seems to get enough engaging, developing, and motivating people. 5. Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence. 6. And, finally, Leadership, gives actionable advice on what it takes to lead sales development today. There's a lot to learn about quota setting, measuring what matters, and acceleration technologies, so those are covered in depth. As Ken Krogue (President of InsideSales.com) writes in the Foreword, “This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry.”

Genres: Business, Professional Development, Startup, Audiobook, Unfinished, Buisness, Nonfiction

264 pages, Kindle Edition

Published January 14, 2016

Reviews

[Fabio Ismerim Ismerim · Rating 5 out of 5]

Esse tem um gostinho especial. Foi meu primeiro livro em inglês que consegui terminar :))))

Este é recomendado pro pessoal de SaaS e bem focado na área de inside sales, mais precisamente no SDR (Sales Development Representative).

Trish presta consultoria a diversas empresas de tecnologia na área de inside sales, desde startups do Vale, a gigantes já consolidadas. Aqui ela ensina o que é preciso para ser e obter o máximo de aproveitamento de um time de SDR (closers/ qualificadores/ prospecção). Fluxo de cadência, modelos de e-mail, metas, enfim...
Ela divide o livro em 6 partes:

1- Estratégia (como criar processo; alinhando seu modelo ao seu mercado)
2- Especialização (qualidade vs quantidade; inbound vs outbound, segmentando seus prospects)
3 - Recrutamento (Inovando processo de contratação, contratar certo; ferramentas para escalar)
4- Retenção (diferenças entre motivar e gerenciar; coaching, treinamentos; playbooks)
5 - Execução (aplicando seu modelo, frameworks de voicemails e e-mails)
6 - Liderança (lidere seu time, configurando metas; meça o que importa)

Segundo ela, é preciso dominar estes 6 conceitos para criar um time de inside sales vencedor.

Recomendo demais aos que atuam na área. Livro rápido, fácil e com dicas aplicáveis. Inclusive já estou aplicando.

[Jose Papo · Rating 5 out of 5]

This is the best book about Sales Development in the market! It also has chapters on how to execute sales development, but the most important part for me was how to build a team and a great process to have SDRs in your company. A must read if you have a B2B company!

[Arash Narchi · Rating 4 out of 5]

If you’re in the sales development world this is a pretty decent read. More directed at managers/directors/VPs but I got insight as an individual contributor with 4 years of experience in this domain

[Jim]

* Read this for work. *

A solid Sales 2.0 Book with philosophy on how to build, measure, manage, compensate and retain a Sales Development Team to drive exponential revenue growth . Over the years, Trish and her company, The Bridge Group, have become thought leaders in this space.

An interesting perspective that would be helpful for entrepreneurs, C-level executives, Marketing/Sales Managers and Sales Development Reps interested in the Big Picture.

[Amanda De Mendonça · Rating 5 out of 5]

Inside sales in a nutshell

A very simplified and engaging shell. Best technical book I’ve read in my entire life! I read it as a requirement to succeed at my new job and it became the best thing I fed for myself and my career.

[Hiep · Rating 5 out of 5]

This is an excellent manual for building sales organization based on Inbound + Outbound (Allbound).

[Mike McCann · Rating 4 out of 5]

Great for developing a sales team, but very focused on the technology side versus service sales (which is what I was looking for)

[Rebecca Gascoyne · Rating 5 out of 5]

Lots of insights and actionable takeaways from how to craft voicemails and emails to how to onboard reps. I highlighted a lot what she said and look forward to starting my role and using what I have learned from this book.

The 6 step framework works well and although it isn't specifically aimed at me (a sales development Representative) I have found it really useful as I start my new job I know what a good onboarding process looks like and therefore what I should expect as well as continued coaching and the benefit of this.

I also feel like I understand a lot more about the questions I need to ask to understand an ideal customer profile if this isn't outlined by the company I will work for.

I would recommend this books to sales leaders AND sales reps

[A · Rating 4 out of 5]

This is actually a really good playbook for sales development. I am by no means an expert... maybe one day... but after reading this book I got a really good idea of what sales development should or could look like. Easy read, I went through it in about 2 days, and want to read again in detail after starting a new job and getting some more insight into what sales development actually looks like on a day to day basis.

[Gerard Berndsen · Rating 4 out of 5]

Quite good book.

Nice to really take apart the whole process for SDRs. Some helpful tips and frameworks. Especially some metrics where specific, and it is good that the author explains both cons and pros of the metrics. A bit too many internet resources in the book but probably that enables the book to stay relevant for a longer period.

I read the book in 3 weeks and wasn't bored during any of it.

[Robison Souza · Rating 4 out of 5]

Livro bem interessante que desperta a consciência para analisar com profundidade seis aspectos importantes da área de Sales Development: Estratégia, Especialização, Recrutamento,Retenção, Execução e Liderança. O que eu mais gostei foi o foco nas pessoas e na preparação das mesmas com treinamentos e coaching.

[Jose Restrepo · Rating 5 out of 5]

Great book that provides tangible and different ways to get to excellent sales development. Loved the focus in training coaching and management which I think is the part I was taking for granted. Also, I was able to identify with many rookie errors she mentioned here. Trish knows what she's talking about and I'm excited to put things into action.

[Stephen Gonzalez · Rating 1 out of 5]

I really wanted to like this book, but it was so incredibly shallow that I just couldn’t find it in myself to give it anything higher than 1 stars. After the 15th reference to someone else’s LinkedIn post, I just couldn’t take the author seriously anymore.

Overall, I would compare this book to an organized collection of hubspot blog posts.

[Luis Soares · Rating 3 out of 5]

The book is nearly strictly focused on the basics and operational tasks like hiring people (from CV screening to offer and everything in between), setting up dialing infrastructure, CRM systems including details on calendarizing and emailing.

I missed strategy, influence, persuasion, and actually growth-building strategies. The chapters’ structure (37 chapters over 240 pages) make it distracting/fragmented.

Anyways, somehow helpful.

[Alex Otanez · Rating 5 out of 5]

Incredible book for people looking to build an Inside Sales Team, SD Tem or a combo of both. Recommended this for small and mid-size companies looking to create growth through sales, once growth and customer satisfaction plans have been set for existing customers

[Andrew Hood · Rating 5 out of 5]

A great resource for "how-to's" and informative steps to take action within your own organization. Clearly defines the "why" of why your business needs a sales "development" process to help fill the funnel.

[Joshua Harrell · Rating 5 out of 5]

Phenomenal Information

I think I was expecting a typical sales book, but I am typing this after I just texted my CEO with a link to buy this book ASAP. This is going to change the trajectory of several companies in our portfolio. Thank you!

[David West · Rating 4 out of 5]

Parts of this book were very helpful as I think through revenue growth for me own team of reps. Some of it seemed to apply to industries quite different from mine, but many of the ideas will be useful to me once adapted to for me industry. I recommend it to sales leaders.

[Nathan Gillingham · Rating 5 out of 5]

Fantastic

Many sales books are too general.This is like the tip of the spear. A deep dive into the nitty gritty life of SD. I'm not a SD leader but one day hope to be one and this is the bible around which to build my church

[Yannick · Rating 4 out of 5]

Love the style and language : authentic, quick witted, fast. I can leverage some into my daily professional life. Some of it on the other hand is very much typical to the north American market and hardly a reality in Europe.

[Scott Wozniak · Rating 3 out of 5]

This was mostly just him summarizing what other people wrote in their books, literally referencing other people every chapter. And he didn't say it as well as they did. So, it wasn't wrong or bad--but I'd recommend reading the original versions first.

[Silvio Pellas · Rating 5 out of 5]

Solid

This is a very solid Book on sales development especially the latter half. Well worth the read if you are at all interested in sales development.

[Anna · Rating 5 out of 5]

Fast read, practical advice

The best book on sale development. Easy to read, clear, and concise. Convinced meet to completely retool our sales development process.

[Nataliya Stelmakh]

One of the strongest business books I've read in some months. Breaks down the B2B / large ticket sales process into clear strategic steps. Great growth hacking book!

[John Jennings · Rating 4 out of 5]

Good but nothing groundbreaking.

[George Davidson · Rating 4 out of 5]

Good book for running SDR sales teams

[Todd Benschneider · Rating 5 out of 5]

Quality book on understanding and designing a sales distribution strategy. A bit academic at times, the book is full of quality scientific insight.

[Dmitry · Rating 5 out of 5]

Step-by-step guide for sales development setup

Great book with many absolutely practical tips. No point of making the bookmarks - every page discovers something new and useful!

[Mike Smith · Rating 5 out of 5]

This is my go to reference for anyone who wants to lead sales, sales development, and building a pipeline. It is full of actionable tips and not just floofy "hustle harder" stuf.

[Shahar · Rating 4 out of 5]

Improve your existing sales team

Great for those who have passed the startup phase already or looking for ways to improve their existing sales team