sales development representatives

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Does Your Organization Need a Team of SDRs?

Before we even get started let’s align on the definition of Sales Development Reps (SDRs) are? The definition of a sales development rep (SDR) is a type of inside sales rep that solely focuses on outbound prospecting. Many companies have experienced massive revenue growth by separating sales organizations into specific roles. Unlike quota-carrying salespeople,

What’s Your ROT (Return on Trust)?

As leaders we are preprogrammed via our education and experience to constantly measure and manage activity results. Looks to make a new capital investment? Let’s perform a cost/benefit analysis. Need to assess the effectiveness of one of your business strategy? Calculate the ROI – Return on Investment. If your can’t measure it, it doesn’t

Why Businesses Should ‘Opt-In’ For Outsourcing Their Business Needs

2020 has been one crazy year and it’s only half way over at this point. In many ways it feels Apocalyptic. We’ve had extremely disruptive issues with the impacts of a pandemic, racial tensions, riots, solar flares, Sahara Dust and who knows what’s next. I think it’s either Locust or Frogs? When I see

10 Powerful Open-Ended Sales Questions To Get Prospects Talking

Do you remember your first sales presentation or call? I do! It was a call selling subscriptions to the Fort Worth Star Telegram. I remember the DOS system, the dialer, and my utter fear. I remember praying that no one would answer the phone. My first call, actually calls, were terrible. My idea of

2020’s Top 4 Sales Prospecting Tips

Most sales people are constantly searching for new ideas to take their prospecting game to the leading-edge in 2020. If that’s you then I have good news for you! I researched a ton of tips and techniques being used out there today and crafted you a list of the 4 top sales prospecting tips

3 Great Sales Lessons for Sales People

We’ve all seen how salespeople are portrayed in the movies. It’s usually unfavorably. Think Glengarry Glen Ross, Wolf of Wall Street, or even Boiler Room. Although these are plays on extreme personalities and extreme situations there is a lot of truth to it. Fortunately, if we as salespeople, follow a few simple lessons we

7 Good Reason To Outsource Sales Development

The most rapid way to close more ‘deals’ and increase your company’s revenue is to outsource where and when it matters most. There’s no denying this, and smart, leading edge companies are doing it more and more every day. Whether it’s outsourcing customer service, product fulfillment, sales, back office work or any role in-between

How to Build A Sales Process for Your Startup or SMB

At Leading Edge Connections, more affectionately called LEC, our team has been privileged to partner with numerous early stage startups, small businesses, and mid-size organizations to help them establish their own customized sales process. Most of them come to us when they arrive at the point to create their very first sales process, and

12 B2B Sales Tips & Tricks

Effective B2B selling requires more research and planning than traditional B2C selling. Typically, the sales cycle is longer and you frequently face the challenge of interacting with multiple stakeholders at the company until getting to a final decision maker. But, it’s also some of the most rewarding sales work one can do. Particularly when

7 Killer Traits to Look For in a Sales Development Representatives

Sales Development is your most important department in sales. Believe me? Take a quick glance at the Account Executives on your team that never hit quota. It’s probably because they don’t have the prospecting skills that SDRs excel at. Thankfully, you can get ahead of the curve by hiring great SDRs that can grow

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