kenji kuramoto rainmaker 2015

11
How To Build A Busted SDR Function Kenji Kuramoto @kenjikuramoto #Rainmaker2015

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Page 1: Kenji Kuramoto Rainmaker 2015

How To Build A Busted SDR Function

Kenji Kuramoto @kenjikuramoto

#Rainmaker2015  

Page 2: Kenji Kuramoto Rainmaker 2015

Kenji Kuramoto AcuityComplete

#Rainmaker2015  

Page 3: Kenji Kuramoto Rainmaker 2015

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

Page 4: Kenji Kuramoto Rainmaker 2015

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  

Page 5: Kenji Kuramoto Rainmaker 2015

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:

Page 6: Kenji Kuramoto Rainmaker 2015

2. AVOID MY MISTAKE BY…

•  Plagiarize (SalesLoft, WhatCounts, Acuity)

•  Customize with your processes, cadence, scripts, tools

#Rainmaker2015  

Page 7: Kenji Kuramoto Rainmaker 2015

3. ONLY FOCUS ON RESULTS

#Rainmaker2015  

•  “Scoreboard” (pipeline) mentality

•  Only appointments booked and deals closed matter

MY MISTAKES:

Page 8: Kenji Kuramoto Rainmaker 2015

3. AVOID MY MISTAKE BY…

•  Leading indicators > lagging •  Reward “consistent hustlers”

not just “winners”

•  SDRs as creators of momentum

#Rainmaker2015  

Page 9: Kenji Kuramoto Rainmaker 2015

4. FOUNDERS: PICK AN SDR LEADER

#Rainmaker2015  

•  “I’ll figure it out”

•  “How hard can prospecting be?”

MY MISTAKES:

Page 10: Kenji Kuramoto Rainmaker 2015

4. AVOID MY MISTAKE BY…

•  Hire someone to lead the SDR function

•  On-The-Field Coach

•  Grow salespeople, not sales

#Rainmaker2015  

NOT  YOU!!!!  

Page 11: Kenji Kuramoto Rainmaker 2015

Kenji Kuramoto, Founder [email protected] | 678.371.6214 | @kenjikuramoto

Whitney Maropis, Director of Sales

[email protected]

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