September 20th, 2016 | by

Sales development is now the need-to-know skill set for growth and enterprise companies.

Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects. Success depends on their ability to communicate effectively with a variety of decision makers.

Companies with high-producing SDR teams are also ones with continued education paths and development. In a recent interview, David Hershenson of TOPO points out “Sales development reps demonstrate higher levels of success when provided with a training program or academy that seeks to develop their skill sets and grooms them for Account Executives roles.”

How to Grow Your Sales Development Performance

Our TiLT Sales and Marketing Certification Program is made up of ten modules that focus on techniques for boosting sales development performance by teaching front line reps how to engage more prospects, set more meetings, and schedule more demos. Below is a preview of the first three modules.

Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects.

Tailored Conviction & Authenticity: Make Them Believe Your Faith in the Product

For them, conviction is the foundation for all great sales development teams, and our first module highlights the art of speaking with purpose and passion.

We’re also firm believers in smart cold calling, and our second module provides a template for crafting an authentic semi-personal voicemail message.

Modern sales teams craft personas and use our business intelligence to increase engagement. To that end, our third challenge asks participants to consider their best accounts and create message maps to use in semi-personal email templates. The semi-personal email template, aka the 10 / 80 / 10 email, is one of the most efficient ways to get noticed in the decision-maker’s inbox.

The whole TILT experience gave us the exact jolt our team needed to think outside of the box. As an inside sales team we spend a lot of time focusing on the tactical process. TILT was able to approach the behavioral side of sales which isn’t the easiest to quantify, with the organization and efficiency to keep my team interested throughout the entire course! From improv to storytelling, TILT reminds you why we all got into sales in the first place. Colin Coggins SVP – Sales, Bitium

In this era of increasing sales and marketing automation, busy managers are abdicating their responsibilities as mentors and coaches, hoping to automate their way past hard work, study, and team building.

TiLT Sales Development Challenge is designed to unite prospecting activities with understanding and combine confidence with competence. TiLT complements sales development onboarding and is an excellent continuous training experience.

Lift SDR Conversion Rates with a Sales Development Program

TiLT GraduationTiLT lifts conversion rates for DiscoverOrg customers actively building and scaling sales development teams. Through increased response rates, decreased no-show rates, and higher quality conversations, we aim to tilt your revenue curve up and to the right.

It’s not just a good idea – it is necessary to keep up in today’s hyper-competitive B2B SaaS marketplace. Sales Development teams using TiLT have also exhibited positive behaviors that include increased motivation and desire to learn more.

Sales is tough, and we firmly believe that comfort is the enemy of success. TiLT promotes team-building and knowledge transfer via role playing and video uploads. Through the program, we provide training on 10 proven techniques that you can learn today and start using tomorrow.

We want you to enter the discomfort zone, because we know that’s it’s the first step towards getting into the sales zone. If you’re ready for the ice bucket challenge of sales development, join us….whatcha got?

Stay tuned for the next post on TiLT Challenges 4, 5, and 6 that speak to StoryTelling, Building Trust at the top of the sales funnel, and persistence.

Who can participate?

Tilt’s SDR Challenge is available at no additional charge to all paid, active licensees of DiscoverOrg. Endurance required. Racing Goggles optional. For details on how to begin the Tilt Sales Development Challenge, contact your DiscoverOrg Customer Success Manager today!

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About the author

Chris Ortolano

Chris Ortolano has developed, consulted, and delivered sales and success for publicly traded, privately held, and emerging companies.