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Leading Sales Development: The Art and Science of Building Exceptional Teams
Leading Sales Development provides a detailed framework for sales organizations seeking to build and scale high-performance sales development teams. In the book, you will learn the art and science of:• Hiring and developing top talent• Building motivational compensation plans• Crafting the multi-touch, multi-channel sales engagement cadences scientifically proven to drive replies• Defining, managing, and optimizing sales development performance metrics• Creating a sales development organizational structure that is right for your team
192 pages, Paperback
Published February 13, 2020
47 people are currently reading
52 people want to read
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Displaying 1 - 6 of 6 reviews
January 2, 2021
This book is AMAZING. Data driven and a brilliant blueprint, especially for hiring. I’ve been a Sales Dev leader for several years now, and found good, new information in this book. Highly recommended!
This book needs a copy editor. The punctuation mistakes, misspellings (she’s Becc Holland, not Becc Hoffman, it’s trial not trail), and several points in the book where connections aren’t made or sentences trail off make this feel like it was mass-produced prior to the editing process being completed. Still, the excellence of the information and the accessible tone warrant 5 stars!
This book needs a copy editor. The punctuation mistakes, misspellings (she’s Becc Holland, not Becc Hoffman, it’s trial not trail), and several points in the book where connections aren’t made or sentences trail off make this feel like it was mass-produced prior to the editing process being completed. Still, the excellence of the information and the accessible tone warrant 5 stars!
March 3, 2021
I'm using this book forever. Absolutely loved it.
September 2, 2022
Overall - well organised and had some nice takeaways. It felt like a good starter manual for someone that’s never worked in Sales Development before though.
I would have liked a bit more coverage on the EMEA/APAC markets (this was far too US focused), an assessment/recommendation on current technologies that can help enable the SD function, more on leadership/management styles and finally more on collaboration between AE leadership (to build out the promotion pathway).
Getting granular here but: in the first chapter where they discuss recruiting talent, I found their sample size not generalisable and super specific.
They focused specifically on Salesforce SDRs in the US and they identified success as being promoted to AEs.
- Focusing only on one company in one specific geography at a specific time, is really limiting. Ideally they’d look at SDRs/AEs from more than one company and get some data sets from other regions too.
- Lots of really top performing SDRs (from my experience) like being SDRs (and don’t choose to transition) or go into Account Management or want to be in Sales Dev. Leadership or sometimes go into marketing and CS. As such, defining success are a mere AE promotion is also really limiting.
As such, took everything in that chapter and their general deduction with a grain of salt.
I would have liked a bit more coverage on the EMEA/APAC markets (this was far too US focused), an assessment/recommendation on current technologies that can help enable the SD function, more on leadership/management styles and finally more on collaboration between AE leadership (to build out the promotion pathway).
Getting granular here but: in the first chapter where they discuss recruiting talent, I found their sample size not generalisable and super specific.
They focused specifically on Salesforce SDRs in the US and they identified success as being promoted to AEs.
- Focusing only on one company in one specific geography at a specific time, is really limiting. Ideally they’d look at SDRs/AEs from more than one company and get some data sets from other regions too.
- Lots of really top performing SDRs (from my experience) like being SDRs (and don’t choose to transition) or go into Account Management or want to be in Sales Dev. Leadership or sometimes go into marketing and CS. As such, defining success are a mere AE promotion is also really limiting.
As such, took everything in that chapter and their general deduction with a grain of salt.
This entire review has been hidden because of spoilers.
January 19, 2022
The topic is interesting but the content is just full of sentences which trail off like badly written SEO optimised pages. Punctuation mistakes and misspellings make it appear like the book was never reviewed. I would not recommend this book to anyone.
February 13, 2022
good info for anybody entering the world of leadership in sales dev
May 1, 2022
If you are in sales, you'll love this book. If you aren't, you'll probably hate it.
Displaying 1 - 6 of 6 reviews