RIP or ROI? Is In-House Sales Development A Revenue Generator or Cost Center?
Description: What’s the ROI on my sales development team as a function? Should I put more resources into inbound or outbound sales? These are common questions that revenue leaders ask. With the introduction of automation and machine learning to the sales world, a whole new playing field has emerged. A new form of XDR has evolved. Machine learning will never replace the human behind sales. But by using meaningful data, sales teams can finally take back control of their pipeline and drive predictable, stable revenue growth. Timestamps: 1:20 Introductions 5:20 Where do you see the sales development function sitting? 11:28 What should we specifically be looking at when analyzing the performance of a sales development team? 18:38 Pros & Cons of In-House vs. Outsourced SDR Team 29:50 What’s your take on machine learning/automation influencing and changing the XDR role? 45:08 How have you seen cold calling change with this shift to automation?
Description: What’s the ROI on my sales development team as a function? Should I put more resources into inbound or outbound sales? These are common questions that revenue leaders ask. With the introduction of automation and machine learning to the sales world, a whole new playing field has emerged. A new form of XDR has evolved. Machine learning will never replace the human behind sales. But by using meaningful data, sales teams can finally take back control of their pipeline and drive predictable, stable revenue growth. Timestamps: 1:20 Introductions 5:20 Where do you see the sales development function sitting? 11:28 What should we specifically be looking at when analyzing the performance of a sales development team? 18:38 Pros & Cons of In-House vs. Outsourced SDR Team 29:50 What’s your take on machine learning/automation influencing and changing the XDR role? 45:08 How have you seen cold calling change with this shift to automation?