DO YOU NEED TO IMPLEMENT OR IMPROVE YOUR SALES DEVELOPMENT STRATEGY?
We support executives at early-stage startups who need help with building out a new Sales Development practice or transforming an existing one.
Sales Development – A Proven Growth Strategy
Each year, thousands of growth-focused companies implement Sales Development within their business as a strategic step toward fueling revenue. The Sales Development function is a specialized team of Sales Development Representatives (SDRs) focused on outbound prospecting and/or inbound lead qualification, with the objective of creating high-quality engagement opportunities for their counterparts (the closers). This partnership Sales model allows your closers to concentrate on the complex work of progressing opportunities through the pipeline to close, while your SDRs concentrate on keeping the funnel full.
Specialize
Accelerate
Compete
A successful Sales Development Implementation will increase your new business growth rate by two-to-four times (2x to 4x) what it is today, making the allure of starting a Sales Development team pretty clear… but how to successfully implement the function within your business might not be as clear. Sales Development Implementations are multifaceted and therefore having the right support along the way can be the difference between achieving excellence and having a shoddy program.
How We Help
Strategic Adviser
We advise management teams through the process of designing and implementing a Sales Development strategy. Based on years of research and experience working directly to build out other teams, we are well-positioned to help companies like yours to set up a Sales Development practice that will accelerate your go-to-market strategy.
Recruit & Screen Applicants
Building a new Sales Development team involves hiring at scale and most startup management teams simply do not have the bandwidth to effectively drive and oversee the initiative. As part of the implementation project, we operate as an extension of your team, remotely handling all the sourcing, screening, and coordinating of SDR interviews.
Sales Process Engineering
One of the first steps in establishing how a Sales Development team will be incorporated into the business is re-engineering your existing Sales process to include the new function. There are many dynamics at play when doing this which can have downstream implications if not thought through completely. A poorly engineered Sales Development process will result in poor execution and a frustrated sales organization. Avoid this with help from 3LINK. We have successfully implemented Sales Development strategies in a variety of industries and in various business models. We will work closely with you to design repeatable and sustainable processes optimized for your unique business requirements.
CRM Administration Support
Implementing a new Sales Development strategy will require customizations to your instance of Salesforce in order for your team to be as efficient as possible and to support your data-driven sales processes. Without the right expertise in-house, this can be very challenging.
3LINK comes equipped with the skills to take this off your plate so that you can concentrate on driving your business instead of spending time on the intricacies of a custom Salesforce design. We have been helping companies for years with mapping their sales processes to Salesforce and automating steps of the processes where possible. Allow 3LINK to help you maximize your investment in the Salesforce platform.
Click here for more information on CRM Administration services provided by 3Link Consulting.
Sales Development Training
To bring a group of new Sales Development Representatives (SDRs) up to speed on how to sell the company’s products and/or services, quickly, takes years of experience and if not executed effectively, your SDRs could face a false start. 3LINK will work with your team to develop an effective onboarding experience with a new hire training program that has proven to develop high-caliber SDRs.
Sales Development Operations
At the initial phase of implementing a Sales Development practice, your 3LINK Sales Development Implementation Consultant will be involved in designing and managing the SDR incentive compensation process, SDR performance data, and all the tools associated with the Sales Development team. This requires significant attention to analytical trends, strong Salesforce.com administrator experience, and deep familiarity with Excel. In addition, 3LINK will help with quality, accuracy and timeliness of SDR related reporting.
We Augment the Staff You Already Have
The 3LINK Sales Development Implementation model allows you to leverage the team you already have, while at the same time, ensuring the program is constructed with the guidance of an implementation expert. We advise, as well as actively participate in, designing, implementing and scaling your organization’s Sales Development practice.
Fast
Effective
Flexible
Our Approach
Design
A poorly designed Sales Development practice can result in exactly the opposite effect it is meant to produce. 3LINK will help you to avoid common design pitfalls by working with you and your team to align with the business strategy ensuring a strong strategic fit with new Sales Development capability. We will help construct a repeatable Sales Development process built on a solid structure and a clear strategy for success. This includes helping with writing or editing your SDR playbook and all the associated scripts and templates.
Recruit
Hiring the right people is arguably the most important part of the entire program and recruiting for high-caliber SDRs can be especially difficult without help. Your recruiting strategy has to be bullet-proof in order to secure the best possible talent, quickly. With 3LINK, we lead the full recruiting effort so you don’t have to: writing the job description, posting the position, pursuing passive candidates, resume screening, coordinating, and interviewing.
Scale Up
Properly enabling a new Sales Development team from the beginning is essential for a quick start and long-term sustainable performance. Our Sales Development Implementation projects include a comprehensive and fully customizable training plan that will typically have the new SDRs ready to commence outreach efforts in under two weeks. We also provide SDR Sales Training for existing teams that are looking to improve conversation rates and overall SDR performance by providing a structured sales training program designed specifically for SDRs.
About 3LINK Consulting
3Link was founded in 2010 by Derrick Williams, the company’s Principal Consultant.
For near the past 7-years, Derrick has been building high-performance Sales Development teams for hyper-growth startups in a variety of industries. These SDR teams have produced hundreds of millions of dollars in pipeline and tens of millions in revenue.
Prior to embarking on a path in Sales Development leadership and consulting, Derrick spent 16-years as a quota carrying Sales Representative and Sales Manager for some of the best companies in the world. Companies such as Dell and Verizon.
Derrick specializes in supporting organizational growth through the expansion phase. He has deep experience in operationalizing strategies and business plans, and he has a proven track record of hiring at scale bringing excellent hires into the companies.
Testimonials
We hired Derrick to develop our inside sales development team at Providence. Derrick hired a team, created a training curriculum, and provided 1:1 development for each of our newly hired SDRs.
His significant experience with Salesforce CRM helped our Sales Ops team implement expanded functionality and create metric-rich dashboards used to better manage the business.
Derrick applied his sales development background in enterprise software and consumer technology to create a sales development plan for spinal implant sales.
His work at Providence helped launch successful new territories in Southern California and laid the foundation for our inside
sales pilot of FuseBox in the ASC.
I highly recommend Derrick for any organization looking to implement and/or scale a sales development program. He is a hard-working, results-driven sales leader that will help your organization scale to the next level.
As a project consultant, Derrick worked closely with our internal and external sales teams to better define our processes and map those processes to our Salesforce CRM.
Derrick made himself available, was not afraid to push back when needed, performed all the work on time and to an expert level.
As a result of the work he guided and supported, we have a robust process in place with outstanding predictive dashboards.
I’ve worked with and for many sales professionals. Although my jobs have not been directly tied to quota based selling it has always been something that fascinates me. It wasn’t until I started following Derrick that it all
started to click and make sense. Derrick not only knows what he is talking about, but he can coach, teach and facilitate the learning process to shorten the learning curve. That is truly something this industry is lacking.
There are a lot of people that know sales, but it takes a true professional to be able to understand it and transfer that knowledge and understanding to someone who is attempting to learn the profession. Too often I see people
give face value information, but Derrick provides deep actionable information that you can use that day. Earlier this week Derrick spent time talking with me about job related competencies and not only did he help me further my career, but he helped me understand my strengths and my future in the industry I am in. There aren’t many people in Derrick’s position that would have taken time out of their day to truly give actionable information, and Derrick did that without any question or asking anything in return. There are very few people that have my business and recommendation after one conversation, but Derrick is one of those people. If you’re looking to better your sales skills, your sales team, or just have a conversation with someone who genuinely cares about human beings and their success look no further. Derrick, I appreciate your time and I look forward to continuing to work together in the future.
I worked alongside Derrick in my Midwest territory and Derrick is a great person to follow and learn quality professional skills from. He consistently gave great advice, provided expert knowledge, and is a team motivator.
No matter how big the challenge Derrick will always push himself and any team to conquer the objective.
When I started my career in tech sales, I knew nothing of the processes and what I was in store for. My first manager at Dell was Derrick Williams, he took me under his wing and taught me everything and gave me the tools I needed to succeed as an Account Executive in SaaS and hardware sales.
He taught me Salesforce CRM management, forecasting, and pipeline management, how to manage and effectively build run rate, how to work with partners like CDW/SHI, and distributors like Ingram/Tech Data/Synnex. This foundation of skills taught me how to create long-lasting and sustaining relationships to better help customers with end-to-end solutions and discovery. These are very important and pertinent skills to have in SaaS sales.
I would not be where I am today at Zoom Video Communications and in my career if it were not for Derrick taking the time to manage me effectively and aligning me with all the key resources and necessary skills to succeed. Derrick would always encourage me and work with me on cold calling, social selling, hours of prospecting, and being proactive about my accounts and my pipeline. I had a set routine and blocked off times for every task I could think of, which allowed me to proactively sell into all lines of business within my accounts and businesses that I help. It is the daily grinding and picking up the phone that leads to results, and I still utilize these tools today at Zoom. Now, at this point in my career, I relay the lessons I’ve taken from Derrick and use them with those who I help.