Maven Sales Group Blog

How to Build a Sales Development Team

10/31/17 10:13 AM / by David Fletcher posted in Sales Development, SDR, crm, SDR recruiting, Sales Management, sales team success, sales rep turnover

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A strong sales development team is a great way to quickly increase revenue. These reps focus on taking unqualified leads and contacts, putting them through a qualification process and moving them through the sales funnel.

What can happen when you have a strong sales development team nurturing leads for your sales reps? Studies show these benefits:

  • Nurtured leads generate almost 50% more revenue than non-nurtured leads.
  • Nurtured leads generate this revenue at 33% less cost.
  • Overall, companies focused on qualifying leads see an increase in revenue of at least 10% within only six to nine months.
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Five Actionable Ways A CRM Can Increase Your Sales by Next Quarter

5/12/17 12:00 AM / by David Fletcher posted in Sales Development, Sales Enablement, sales process, Uncategorized, Hubspot, inbound marketing, pipeline management, sales and marketing alignment, SDR, cadence, crm, inbound leads, sales follow up, hubspot crm, quotas, sales, sales issues, Sales Management, sales team success, SQL

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No self-respecting sales development rep (SDR) has ever said, “I have enough business.” Even those crushing their sales goals crave more, and it would be nice if it came faster and easier than most deals do.

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CRM, the Possibilities Are Endless

2/18/17 12:00 AM / by David Fletcher posted in Sales Development, Sales Enablement, crm, hubspot crm, hubspot growth stack, hubspot sales, increasing sales

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First of all, what is a CRM? I had a new client recently ask me that question at which point I realized; maybe it’s not as commonly understood as I thought? Not only did I write this blog but we put together an Ebook, The Beginners Guide to CRM. Customer relationship management (CRM) is a term that refers to practices, strategies, and technologies that companies use to manage and analyze customer interactions and data throughout the customer lifecycle, with the goal of improving business relationships with customers, assisting in customer retention and driving sales growth. CRM systems are designed to compile information on customers across different channels — or points of contact between the customer and the company — which could include the company’s website, telephone, live chat, direct mail, marketing materials and social media. CRM systems can also give customer-facing staff detailed information on customers’ personal information, purchase history, buying preferences and concerns.

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Hubspot’s INBOUND16 isn’t just for Marketers Anymore!

11/12/16 12:00 AM / by David Fletcher posted in Sales Development, Sales Enablement, sales process, Hubspot, inbound marketing, pipeline management, Sales Process Design, crm, INBOUND Conference, INBOUND16, inbound leads, Lead Nurturing, sales follow up, Alignment, hubspot crm, Sales Management, INBOUND17

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I’ve been fortunate enough to attend Hubspots inbound conference for the last 4 years. There’s no doubt that hubspot has played a pivotal role in the way we look to generate leads. The entire inbound movement has really taken off and for us and our clients, it has proven to be a great way to generate leads as you can drive prospects to your business or website as a result of your content marketing efforts. So how does it really tie into sales? For starters, check out this video intro from last week at INBOUND…

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Using Sales Cadence to Optimize Your Efforts

9/22/16 12:00 AM / by David Fletcher posted in Sales Development, Sales Process Design, SDR, cadence, crm, sales follow up, hubspot crm, sales issues, salesloft, sales sequence

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One of the most important ways to keep your sales development reps (SDRs) focused on growing their pipeline is by using a sales cadence. Now, if you are not familiar with this term it simply means a defined schedule indicating when reps should reach out to the prospects that they are pursuing. Every sales organization has a slightly different approach depending on the tactics they are using but a typical cadence may include calls, emails, social media activities, webinars, or all of the above. The important thing is that a cadence exists. Defining your sales cadence and sharing it gives sales managers and executives a certain level of comfort knowing that the SDRs are taking the necessary steps to accelerate leads through the buying process.

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