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Despite being a small market, New Zealand is home to some truly innovative and successful technology companies. But, companies like Zero, Pushpay Gentrack and Serko couldn’t have achieved the massive revenue and valuations they currently command without selling to a global market. New Zealand is just too small for any B2B SaaS product to achieve that kind of scale locally. Xero has customers in 180 countries and now generates less than 20% of its revenue in New Zealand.

Setting up a dedicated prospecting team is a great way to drive new sales opportunities every month. Executed incorrectly however, it can cost a lot of time, money and momentum that you can’t get back.

To build a world class SDR organisation you’ll need a world class group of SDRs. To get them and keep them you’ll need to run a world class recruiting and onboarding programme. Here are a few pointers on how to do just that. We’ve split the recruiting and retention process into three stages. Pre-interview, Interview and Onboarding.

When you’re running an outbound sales programme you need a clear understanding of who you’re selling to.

Being an SDR is tough. In most companies (not Sales Science) it’s an entry level position. A rep is given a territory or a list of prospect accounts and is told to “go book some meetings.”

You want to generate more revenue. You’re thinking about hiring another sales rep to help you do it.

In the book Impossible to Inevitable Aaron Ross and Jason Lemkin do a great job of outlining what it takes to scale a recurring revenue business from 0 to millions of dollars per year. At Sales Science we decided to deliver you the best takeaways from that book in a series of blog posts. This is the first in a series and centres on the three kinds of leads your business will need if it’s going to grow consistently and predictably.

Sales Development Reps can be a great way to fuel the growth of your business but the cost of running an SDR team internally can quickly add up.

Before you hit go on your outbound sales programme you’re going to want to nail your niche. That is, you’ll want to have a really clear understanding of the type of prospects you’re going to approach and how you can help them.