Category: Podcast Show Notes

Conference and trade show attendance – companies of all shapes and sizes do it. In fact, it’s a yearly fixture for many organizations. It makes perfect sense, of course. When the industry you sell to is gathered in the same room, you should want to be there.

Every now and then, you have to take a step outside your comfort zone. As loyal listeners of our podcast and followers of The Predictable Revenue methodology know, we’re lovers of all things sales development. Died-in-the-wool sales professionals.

It’s a well-worn sales trope, but one that isn’t done nearly as much as it’s repeated: sales development and marketing are truly intertwined business processes and should work closely together.

Everyone wants to know how to best scale their sales team. Going from one or two people to a full fledged team of salespeople is surely a good sign of the health of the company but it comes with some growing pains.

As a junior sales manager, at a company heavily invested in activity metrics, sales development leader Jake Biskar figured the key to prospecting was sending as many emails as possible. The more contact you attempt to make, the more contact you will, eventually, make. Right? Not so fast.

Attending a conference (or two or three) is one of the highlights of a salesperson’s year. You get out of the office, often to a cool city, and get some face time with with customers and other sales professionals. What’s not to love?

You have a sales development rep, and they’re consistently booking qualified meetings. Qualified meetings are a critical component of the growth of any company, so hiring more SDRs will bring the company more qualified meetings. Simple, right? Well, not exactly.

Here at Predictable Revenue, we know a thing or two about, well, Predictable Revenue. We know it so well, in fact, we built our company on its principles and tactics to help organizations and sales teams increase revenue and scale their outbound operations.

Behind every good salesperson, whether they be an Account Executive or a Sales Development Rep, there’s a high-functioning marketing team. Sales reps love being armed with persuasive content, automation software and, of course, a never-ending flow of leads to work.

It’s completely understandable. You’ve built a product that you’re extremely proud of. Hour after hour of development work, coding at all hours of the night – finally, you have something that works. It’s time to share it with the world, right? Well, almost. You just need to start selling it.

Let’s face it: making calls, day after day, month after month, quarter after quarter can be a grind for any sales development rep. Even when things are going well – you’re crushing your numbers, prospects are happy to chat, and the leads you’re passing are closing – sometimes it can be challenging to pick up the phone and dial another number.