The Sales Development Playbook | Free Chapter Download

How The Book is Organized

Strategy	Part 1 shares a framework for thinking about how to align your sales development model with your specific market dynamics and buyer’s journey.
Specialization	Part 2 presents stories of innovative companies applying new thinking.You’ll learn about segmenting your prospect universe, specializing roles, and how it all comes together.
Recruiting	Part 3 shares a roadmap for hiring with urgency and attracting top talent: recruiting tactics, compensation, and a bulletproof hiring process.
Retention	Part 4 goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people.
Execution	Part 5 switches gears and present strategies and examples for onboarding, crafting buyer-based messaging, and designing effective outreach.
Leadership	Part 6 gives actionable advice on what it takes to lead sales development today: setting quota, measuring what matters, and acceleration technologies.

"People get hung up on the wrong questions around sales development: templates, tools, and tricks. The Sales Development Playbook asks and answers the right questions. If you're looking to increase qualified pipeline, read this book."
—Mark Roberge, Chief Revenue Officer, HubSpot author of The Sales Acceleration Formula

"There’s a reason for the rocket on the cover – do these six things right and your team’s revenues will take off!"
—Lori Richardson, Founder and CEO, Score More Sales

"If you want more revenue, read this book. Trish has managed to give away ALL of the secrets. If you're looking for research, examples, and bold thinking, look no further."
—Steve Richard, Chief Revenue Officer, ExecVision.io

"The Sales Development Playbook just earned a spot on my bookshelf of must-read sales books! Having a go-to book for Senior Leaders and Managers is a gift."
—Bridget Gleason, VP of Corporate Sales, Sumo Logic