The Marketing Book Podcast: "The Sales Development Playbook" by Trish Bertuzzi

Posted by Douglas Burdett

The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales by Trish Bertuzzi

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Today we’re joined by Trish Bertuzzi and we are going to talk about her new book, the #1 Amazon bestseller “The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales.”

Trish Bertuzzi is the founder, President & Chief Strategist of The Bridge Group, the largest inside consulting and implementation firm in North America. Her team at The Bridge Group works with B2B technology companies helping them to unleash the power of Inside Sales.  To date they have helped 240+ technology companies build repeatable pipeline and accelerate growth.

Her recognition and awards include:

Top 25 Sales Influencer by OpenView Labs (3X)

Top 25 Most Influential in Inside Sales by AA-ISP (3X)

Top 50 Sales & Marketing Influencers by Top Sales World (2X)

Top 50 Most Influential People in Sales Lead Management by SLMA (3X)

The Host's Perspective:

If you think marketing is struggling to keep up with the changes in the way people buy, so is sales. Sales development, as defined in this book is “a specialized role focused on the frontend of the sales process — qualifying inbound leads and/or conducting outbound prospecting — to generate sales.”

Trish Bertuzzi wrote this book because of a major problem she is seeing, which is a fundamental misunderstanding of how to “do” sales development. It’s been her experience that many executives view sales development as a sort of chemical reaction: hire a team, add one part CRM to two parts leads and list, and POOF! Instant revenue.

Sadly, it’s not quite that simple. A lot of the added complexity of sales development is because of two major waves that are colliding.

The first wave is the exponential growth in the number of ideas, options, and solutions available for (and marketed to) your prospects. And the second wave in play concerns the growing number and diversity of people involved in purchasing decisions.

The Sales Development Playbook walks you through six elements necessary for sales development success and is loaded with lots of really practical tips and tricks for modernizing, simplifying and improving your sales development. But be warned: Trish Bertuzzi does not hesitate to call BS on some popular yet misguided notions about modern marketing and sales. It’s very refreshing!

Listen to the Interview:


Show Notes: 

"The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales" by Trish Bertuzzi

Trish's Website (BridgeGroupingInc.com)

Resource Page (BridgeGroupingInc.com/inside-sales-resources)

Trish's Twitter (@BridgeGorupInc)

"New Sales. Simplified" by Mike Weinberg

"Fanatical Prospecting" by Jeb Blount

"Not Taught" by Jim Keenan

"Snap Selling" by Jill Konrath

"Disrupted" by Dan Lyons 

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