What You'll Learn: - Create and develop a successful SDR team - Market and sell to the new generation of B2B buyers - Implement new processes and technologies into your sales strategy - Ensure that your SDR team is operating at maximum efficiency

1. How to Get the Most Out of
Your SDR Team in 2019: A
New Playbook for a New
Year
SALES HACKER WEBINAR
@saleshacker

2. Hosted by:
ADAM SCHOENFELD
VP of Strategy
Drift
SCOTT BARKER
Head of Partnerships
Sales Hacker
TRISH BERTUZZI
CEO
Bridge Group
Trish is MUCH better
looking than Jack K!!!
Adam is less talented
that Gaetano, but has
better hair… 2nd only
to Scott Barker

3. How will the ROI of sales
development come into
focus in 2019?

4. LEADERSHIP LEVERS FINANCIAL MEASURES
Location(s) SDR Costs per $ of Rev
Ratio of 1 SDR : _ AEs SDR Costs per $ of Profit
SDR Ramp, Tenure &
Productivity
Sales & Marketing Expense
as % of Rev

5. Outreach and prospect
engagement methods &
channels in 2019

7. False Choice: Cold Calling
vs Social Selling

10. How will messaging and
chat impact sales
development in 2019?

12. Modern Sales Development
Top of Funnel
Fits Profile
Bottom of Funnel
Fit + Intent
Cold Connected
Prospecting
(Email, Phone)
Social Selling
(LinkedIn)
Conversation
Development
(Live Chat)
Relationship with Buyer
BuyerEngagement

13. What we’re learning about
cold email in 2019
(Preview of cold email study)

14. The definition of “good” is subjective

15. The hard stuff pays off
Average Reply Rates seen
based on personalization
and audience size
segments.

16. Automation vs Personalization

17. Be weary of “best practices.”

18. Q&A
ADAM SCHOENFELD
aschoenfeld@drift.com
SCOTT BARKER
scott@saleshacker.com
TRISH BERTUZZI
tbertuzzi@bridgegroupinc.com
Trish is MUCH better
looking than Jack K!!!
Adam is less talented
that Gaetano, but has
better hair… 2nd only
to Scott Barker