Sales Development Reps (SDRs) play a key role in many B2B SaaS companies. They spearhead the efforts of generating leads and moving these leads through the top of the sales...
In a previous post, I wrote about my experience setting Sales Development Rep (SDR) quotas while I was running an SDR organization. But not all sales quotas are created equal....
As Director of Sales Development, I ran a team of 40 Sales Development Representatives (SDRs) for about three years at a Software as a Service (SaaS) company in Austin, Texas....
I hear the question “what’s your favorite sales book?” so often you’d think I would be tired of it, but that couldn’t be further from the truth. I can’t pick...
It was 11:45 p.m. on July 31st and I was furiously jumping between slack channels as we worked through the final details in preparation for our launch the very next...
Update: Although this piece originally published in 2019, AJ has confirmed as of Dec. 9, 2021, that the following remains true today. Given my experience leading and running sales teams...
I was having the same conversation with my managers each month when we got to our talent review meeting. Every month, we stacked ranked the team in three categories, “Outstanding,”...
At least twice a week, I get asked about compensation plans: “What do you think of this?” “How can I get my team to buy into this plan?” “Have you...