Summit US Case Studies Televerde Case Study 1

The Next-Generation Sales Development Team: A Force for Stronger B2B Relationships and Revenue

Sponsor Name: Televerde

Speaker: Tracy Eiler, Chief Marketing Officer, InsideView

InsideView targets large enterprise accounts that rely on accurate data to meet revenue goals. With a longer sales cycle and need to develop relationships with buyer groups throughout accounts, they moved to a nurture and upsell model that included Sales Development Reps. The SDR team includes both internal and outsourced members who report into the marketing organization. Join Tracy Eiler, Chief Marketing Officer (CMO) of InsideView, to discuss: how to use SDRs in the more complex enterprise sales cycles, how SDRs can make a critical difference in account-based engagement, and how to recruit and manage your SDR team for high performance.

Key takeaways:

  1. Our challenge: how to best design the use of SDRs in our complex enterprise deal
  2. What best practices has InsideView developed for team structure, process, and technology?
  3. Where should the SDR team report -- sales or marketing?
  4. Metrics -- how do you prove your SDR program is delivering value to the business?