sales t A new kind of f kind o w elopmen art 1 ne v sales development P A de In some form or another, sales development “Thr oughout history, specialization “F or many companies, sales has been around for a long time. In fact, some has been the breakthrough development reps are the first line of the world’s most famous companies (like Salesforce.com) were built on it. to better techniques. It allows of human contact with prospects.” people to excel at a few The idea of breaking out a specialized sales specific tasks.” Trish Bertuzzi development role from the Sales department The Sales Development, is based on unassailable logic: Ken Krogue Playbook • It focuses Account Executives on what they President and Founder, do best: closing deals InsideSales.com • It professionalizes the process of opportunity creation and qualification – giving the job to people who are especially suited to it • It boosts sales productivity, accelerates growth and lowers costs at the same time At the start, the sales development role combined both inbound opportunity qualification and outbound prospecting efforts. It was a big step and the companies that pioneered it grew at impressive rates. But it was only the beginning. 5