Download - Kenji Kuramoto Rainmaker 2015
How To Build A Busted SDR Function
Kenji Kuramoto @kenjikuramoto
#Rainmaker2015
Kenji Kuramoto AcuityComplete
#Rainmaker2015
1. CONFUSE PEOPLE WITH ROLES
• Believe SDR role is only for tech companies
• Assume specialization is same for everyone
#Rainmaker2015
MY MISTAKES:
“Predictable Revenue” – Aaron Ross
1. AVOID MY MISTAKE BY…
If you’re big enough… specialize by picking people for specific roles If you’re starting up… specialized by fractionalizing roles
#Rainmaker2015
2. HAVE NO PLAYBOOK
#Rainmaker2015
You, run a post route across the middle!
You, go deep!
You, go 5 yards and
turn around!
• “Experiment”, “Get Creative”
• Sales team does what works best for them
MY MISTAKES:
2. AVOID MY MISTAKE BY…
• Plagiarize (SalesLoft, WhatCounts, Acuity)
• Customize with your processes, cadence, scripts, tools
#Rainmaker2015
3. ONLY FOCUS ON RESULTS
#Rainmaker2015
• “Scoreboard” (pipeline) mentality
• Only appointments booked and deals closed matter
MY MISTAKES:
3. AVOID MY MISTAKE BY…
• Leading indicators > lagging • Reward “consistent hustlers”
not just “winners”
• SDRs as creators of momentum
#Rainmaker2015
4. FOUNDERS: PICK AN SDR LEADER
#Rainmaker2015
• “I’ll figure it out”
• “How hard can prospecting be?”
MY MISTAKES:
4. AVOID MY MISTAKE BY…
• Hire someone to lead the SDR function
• On-The-Field Coach
• Grow salespeople, not sales
#Rainmaker2015
NOT YOU!!!!
Kenji Kuramoto, Founder [email protected] | 678.371.6214 | @kenjikuramoto
Whitney Maropis, Director of Sales
Sales Squad: Lily Handley-Taylor | [email protected]
Maria Bunch | [email protected] Oscar Pope | [email protected]
Whitney Mork | [email protected] Mitchell Netzband | [email protected]
www.acuitycomplete.com @acuitycomplete
3rd Floor of Atlanta Tech Village 888.418.8410
#Rainmaker2015