Inside Sales Experts Blog

Inside Sales Experts blog provides metrics, best practices, and emerging trends for inside sales SDR and AE roles. From The Bridge Group, Inc.

  • Participate in CRO / (S)VP of Sales Research

    Participate in CRO / (S)VP of Sales Research

    Fall is upon us. The days after getting shorter. Football (both proper and American) is back on the TV. And we at The Bridge Group are kicking off a new research project. This time...

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  • The 2018 SDR Metrics Report is Here

    The 2018 SDR Metrics Report is Here

    In the Sales Development world, metrics can be finicky beasts. What works at Google, LogMeIn, or Okta might not be transferable from one to the other, let alone work for you. Questions...

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  • How One Company Integrates SDRs into their Account-Based Strategies

    How One Company Integrates SDRs into their Account-Based Strategies

    We all know account-based (ABx) strategies are hot. Search for “account-based technology” on Google, and before you know it, targeted display ads will fill your browser, vendor branded...

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  • GDPR and The Future of Cold Outreach into Europe

    GDPR and The Future of Cold Outreach into Europe

    If your company markets to, sells, or otherwise engages prospects in Europe, GDPR should be on your radar.  I know these conversations are taking place in legal and IT departments, but...

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  • New ebook: PTO and the Sales Team

    New ebook: PTO and the Sales Team

    Last July, I posted a survey on this blog. My aim was to learn how most sales organizations are handing vacation for their selling reps. When a rep takes a vacation, are they offered...

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  • Participate in 2018 SDR Research

    Participate in 2018 SDR Research

    BDRs, LDRs, SDRs - whatever you call them, the metrics that drive the SDR role are always in demand. Today, I'm excited to launch our latest research focused on Sales Development...

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  • Bridging the SDR-to-AE Promotion Gap (Two Leaders' Perspectives)

    Bridging the SDR-to-AE Promotion Gap (Two Leaders' Perspectives)

    A few weeks ago, I shared my research on the failure rate of SDR-to-AE promotions. (Executive Summary: 26% of SDRs who take on an AE role fail. The shorter the SDR tenure, the higher...

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  • The Failure Rate of SDR-to-AE Promotions

    The Failure Rate of SDR-to-AE Promotions

    The head of Sales Development for a $50M SaaS company recently shared some interesting team data with me. Excluding recent hires and the team currently in place, the group had 55...

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  • The Failure Rate of SDR-to-AE Promotions

    The Failure Rate of SDR-to-AE Promotions

    The head of Sales Development for a $50M SaaS company recently shared some interesting team data with me. Excluding recent hires and the team currently in place, the group had 55...

    Read Article
  • PTO vs Making the Number

    PTO vs Making the Number

    In the US, our approach to vacation is unrecognizable to much of the rest of the world. In Sales & Sales Leadership, our approach to Paid Time Off (PTO)  is incomprehensible to many of...

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  • PTO vs Making the Number

    PTO vs Making the Number

    In the US, our approach to vacation is unrecognizable to much of the rest of the world. In Sales & Sales Leadership, our approach to Paid Time Off (PTO)  is incomprehensible to many of...

    Read Article
  • AE and Sales Leader Compensation Calculator

    AE and Sales Leader Compensation Calculator

    Over the last few months, we published our latest research reports on the Account Executive role (AEs, ISRs, etc.). Both the SaaS and non-SaaS versions are currently available. The...

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  • AE and Sales Leader Compensation Calculator

    AE and Sales Leader Compensation Calculator

    Over the last few months, we published our latest research reports on the Account Executive role (AEs, ISRs, etc.). Both the SaaS and non-SaaS versions are currently available. The...

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  • Be Greedy When Others Are Fearful: One VP's Perspective on the Phone

    Be Greedy When Others Are Fearful: One VP's Perspective on the Phone

    Call avoidance. It was a problem in 1997, 2007, and most assuredly is still a problem in 2017. Today, sales leaders are battling rep reluctance, generational preference, and vendor...

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  • Be Greedy When Others Are Fearful: One VP's Perspective on the Phone

    Be Greedy When Others Are Fearful: One VP's Perspective on the Phone

    Call avoidance. It was a problem in 1997, 2007, and most assuredly is still a problem in 2017. Today, sales leaders are battling rep reluctance, generational preference, and vendor...

    Read Article
  • Want to Recruit Top Candidates? Do This One Thing

    Want to Recruit Top Candidates? Do This One Thing

    Daily, I hear sales leaders commenting how hard it is to find great candidates in this market. A search I ran on LinkedIn this morning bears this out. In just the last 15 days, 468...

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  • Want to Recruit Top Candidates? Do This One Thing

    Want to Recruit Top Candidates? Do This One Thing

    Daily, I hear sales leaders commenting how hard it is to find great candidates in this market. A search I ran on LinkedIn this morning bears this out. In just the last 15 days, 468...

    Read Article
  • 2017 SaaS AE Metrics Report

    2017 SaaS AE Metrics Report

    In the SaaS world, metrics can be finicky beasts. What works at LinkedIn, Salesforce, Twilio, or Zendesk might not be transferable from one to the other, let alone work for you....

    Read Article
  • 2017 SaaS AE Metrics Report

    2017 SaaS AE Metrics Report

    In the SaaS world, metrics can be finicky beasts. What works at LinkedIn, Salesforce, Twilio, or Zendesk might not be transferable from one to the other, let alone work for you....

    Read Article
  • Making Salesforce Work for SDRs

    Making Salesforce Work for SDRs

    Do your SDRs often remark about how much they love using Salesforce? Do they feel bad for peers at other companies with poorly configured CRMs? Are they thankful that, unlike those poor...

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