trics art 12 Q&A P ABSD me Steven Broudy, Head of Account Why is it so important that Marketing and Sales Why is some degree of automation important in Development, Americas, MuleSoft Development work together throughout the outbound sales development? buying process? At MuleSoft, we’ve made a massive investment Are there any important metrics that are As a sales development leader, it's important in building a team of A-players who inspire each overlooked by ABSD teams? to recognize that your organization serves as a other to win. The metric that often gets overlooked is the critical lynchpin between Sales and Marketing. success of a SDR at proactively going outbound Given our dedication to keeping that team to create and close qualified opportunities within It’s therefore of the utmost importance to happy, challenged and engaged, it’s critical to a list of named priority accounts. have visibility looking both backwards, into eliminate as much of the repetitive work Marketing's demand generation efforts, typically associated with daily sales To do this you need a high level of process and forward, into the entire sales pipeline. development tasks as possible. orchestration across functions, such as: Conversion rates at every stage of the sales Some degree of automation, while still • Collaboration with the broader account team in and marketing funnel need to be proactively enabling a high level of personalization (at order to decide on which accounts an SDR will monitored to detect issues with the pipeline. scale), empowers an SDR to focus not on the prioritize menial work often associated with the role, but • Having fields in your CRM that track which Above all, it’s critical to ensure that a reciprocal instead on driving highly-qualified named accounts an SDR owns, and which he or feedback loop exists across Marketing, Sales opportunities. she is prioritizing Development and Sales. • Reporting out on SDR activity, pipeline creation, Those are the opportunities that help drive and opportunity win rates within these accounts business transformation for our prospects and customers – and they’re more rewarding for the Most importantly you need to create and foster Sales teams to work on. It’s a win-win situation. a culture of accountability – one that aligns the entire account team in the effort to drive revenue within this account base. 126126