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David Kreiger created a company for outsourcing Sales Development Representatives—inside sales representatives who focus solely on sales prospecting—before SDR was even a term. His company, SalesRoads, has been around for 16 years and is a sales outsourcing and appointment setting firm that simplifies revenue operations and makes growth easy.

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Join Jim and David as they hash out the nitty gritty of creating a culture best suited for high-performing sales teams.

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3 Key Takeaways

Create Buyer Personas: Customize sales approaches based on buyer personas. Differentiating between various customer types and assigning the right SDRs to engage with them effectively ensures more productive engagement and communication, leading to higher success rates.‍
Don’t Cut Corners on Sales Hires: If you’re going to create a high-performing sales team, don’t hire cheap sales professionals. (And if you’re thinking of hiring free interns to run your sales, please stop reading now and click elsewhere.) High-performing sales teams are built with experienced professionals who know how to close deals and exceed targets.
‍Set Clear Expectations and Accountability: Set clear expectations for sales teams, define what success looks like and create a culture of accountability by implementing quotas and KPIs for guiding sales efforts and ensuring consistency.

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View This Episode's Summary

Show Notes

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Join Jim and David as they hash out the nitty gritty of creating a culture best suited for high-performing sales teams.

‍

3 Key Takeaways

Create Buyer Personas: Customize sales approaches based on buyer personas. Differentiating between various customer types and assigning the right SDRs to engage with them effectively ensures more productive engagement and communication, leading to higher success rates.‍
Don’t Cut Corners on Sales Hires: If you’re going to create a high-performing sales team, don’t hire cheap sales professionals. (And if you’re thinking of hiring free interns to run your sales, please stop reading now and click elsewhere.) High-performing sales teams are built with experienced professionals who know how to close deals and exceed targets.
‍Set Clear Expectations and Accountability: Set clear expectations for sales teams, define what success looks like and create a culture of accountability by implementing quotas and KPIs for guiding sales efforts and ensuring consistency.

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Resources

David Kreiger on LinkedIn: https://www.linkedin.com/in/davidkreiger/

SalesRoads: https://salesroads.com/

SalesRoads on LinkedIn: https://www.linkedin.com/company/salesroads/people/

SalesRoads article about how to build an inside sales development team: https://salesroads.com/leadership/inside-sales-team/

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About The Dirt Podcast

The Dirt is about getting real with businesses about the true state of their companies and going clear down to the dirt in solving their core needs as a business. Dive deep with your host Jim Barnish as we uncover The Dirt with some of the world's leading brands.

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If you love what you are getting out of our show please subscribe.

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For more information on how we dig into the dirt check out our other episodes here: https://www.orchid.black/podcast

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About Our Company

Orchid Black is a new kind of growth services firm. We partner with tech-forward companies to build smarter, better, game-changing businesses.

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Website: https://www.orchid.black

LinkedIn: https://www.linkedin.com/company/orchidblack/

YouTube: https://www.youtube.com/@OrchidBlack

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