Great sales people and effective sales processes are pivotal for any organization to make money. But for startups, it can be difficult to transition from founder-led sales to establishing a good sales team and putting the structure in place for effective sales processes. This can cause some serious disruption in an otherwise good business. Today’s guests understand this problem and know how to address it.

Rex Biberston and Kevin Hopp of help organizations build internal sales teams with their company, The Sales Developers. Although outsourcing is a small part of what they do, they built the company with the intent of giving companies the systems, and processes, and methodologies needed to improve their own sales companies. Listen to the episode to hear what Rex and Kevin have to say about what they do, tools that they use to improve efficiency and messaging, and what it’s like to be a millennial in sales. 

Episode Highlights:

• Kevin’s and Rex’s company, The Sales Developers, and how they got started
• How The Sales Developers help their clients by giving them the tools they need to build internal sales organizations
• The gap between the startup phase of a company and the time when the company is a fully-formed organization, and how that affects sales
• How Kevin’s background showed him the difficulty of scaling a sales team inside of a startup
• How The Sales Developers can make sales people more effective by improving the company’s sales processes
• Tools that can help companies handle both full and part-time prospecting
• Why the number of conversations is more important than the number of dials per day in sales
• How salespeople can focus on the things that are going to bring them closest to revenue
• The Sales Developers’ Message Builder tool and how it can improve sales messaging
• The book Rex co-authored, Outbound Sales, No Fluff
• How getting the messaging right affects the closing ratio
• Why Rex mentioned that he and co-author Ryan Reisert were millennials in their book

Resources:

The Sales Developers

Rex Biberston

Kevin Hopp