What is one thing you would change about the sales development community?

Sales development is a key component in ABM, and Trish Bertuzzi is one of the leading practitioners in sales development. In fact, she wrote the book on it, which I highly recommend.

In today’s vlog, I asked Trish “What is one thing you would change about the sales development community?” and I absolutely loved her answer.

Sales and Marketing leaders – please take her response to heart! 



Hey, everyone. Brandon Redlinger here, Director of Growth at Engagio, and today’s question goes out to Trish Bertuzzi. She is the President and Chief Strategist over at The Bridge Group and just a leader in the sales development community. Trish, what’s one thing that you would change about the sales development community, and why?


What is the one thing I would change about the sales development community, and it’s this. Can we just be nicer to each other? I mean, nothing makes me more insane than seeing a CRO, or a VP of Biz Dev, or whatever on LinkedIn shredding the voicemails or emails that he or she got from a sales development rep. Sales development is a tough job. They’re working with the tools we give them, so it doesn’t do you any good to shred the individual SDR. If you really want to be helpful, reach out to their manager or their, your peer, their CEO or their VP of Sales or Biz Dev and say, “Hey, I got a message from one of your team members. It didn’t resonate with me, and here is why, so maybe that person needs some help.” That’s where I’d like to see the sales development community go.

Brandon Redlinger
Brandon Redlinger
Brandon Redlinger is the Head of Growth at Engagio, the Account-Based Marketing and Sales platform that enables teams to measure account engagement and orchestrate human connections at scale. He is passionate about the intersection between tech and psychology, especially as it applies to growing businesses. You can follow him on twitter @brandon_lee_09 or connect with him on LinkedIn.

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