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How to Qualify More Leads with a Sales Development Team

Regardless of your organization or industry, marketers should always pay attention to “batons” that cross functions. That’s because whenever two or more departments share ownership and responsibility, conditions are ripest for problems.

This is especially true in the handoff between Marketing and Sales. So why not add a guiding step in between?

The secret to a truly high-performance revenue engine is the effective use of a Sales Development team. At Marketo, we hire Sales Development Representatives (SDRs), who have one exclusive focus: to review, contact and qualify Marketing generated leads and deliver them to Sales Account Execs.

Read this ebook to find out:

  • The most crucial best practices and pitfalls of putting together an SDR team
  • The distinctions between inbound, outbound, and targeted account SDRs
  • How SDRs drive revenue
  • The advantages of SDRs reporting to Marketing vs. Sales
  • How to staff your Sales Development team