Trish Bertuzzi's Recent LinkedIn Posts

This week our own Matt Bertuzzi joined CIENCE's Eric Quanstrom to discuss our latest Sales Development research. They discussed the evolution of the SDR role, current industry standards, and emerging program structures. LISTEN HERE -> https://lnkd.in/eMF2F6g2

Last call for our 2025 SDR Metrics & Comp research. You know and love this research project!! Please help us by participating in the 10th edition. All responses will be aggregated anonymously and we'll share results in the coming months. We appreciate you! https://lnkd.in/e_MtVJJr

When one of your clients shares your journey... THIS!!! This makes me so proud.... I have tears in my eyes. Thank you so much Roxanne Tashjian. This was so generous of you!! And thank you so much Laurie Page for the 20 years you have spent with me building this business and by my side as a friend. #gratitude #proudteam

Learn from the best. Come nerd out with @Modern Sales Pros every Friday at 11 AM Pacific as Modern Sales Pros Founder, @Pete Kazanjy, and the world's best go-to-market leaders tackle your thorniest revenue problems via live Q&A. Mark your calendars, I’ll be on the December 17 episode. Get your questions answered. Just listen in. Up your sales excellence game. It will be fun! Registration in comments. #sales #leaders #salesdevelopment

College and a sales career. A marriage made in heaven or a mandatory check box to get your resume past the gate keeper? This topic has always ignited a raging debate and I am happy to share this short video conversation between Kyle Smith and John Blake. Fun and fiery! Bear in mind we are not talking about the sales university programs which have been developed in the last several years. More like.... does the 4 year degree you earned in biology 5 to 10 years ago really make you a better sales person or leader? Watch the video which is the first comment. Express your opinion. This will be a good debate I can tell because is there really just one answer? I dunno.... #sales #college

In some ways, sales development has changed more in the last two years than in the previous ten. Which trends have accelerated? Which strategies have withered? Find out in our 2023 SDR Metrics & Compensation Report. This is our ninth edition of this biennial research. See the full report 👉 https://lnkd.in/eHSZhi44

We are in midst of conducting our latest SaaS AE research report. If you lead an AE team and have 3 minutes to spare, we'd love your input. Thanks in advance! https://lnkd.in/eQiVyR53

Could not have said it better myself so I won't. Thanks Stu Heinecke and congrats Lori Richardson!

I thought the move to remote SDR work was here to stay but this solidifies my thought process a bit. Thanks for the poll data Josh O'Brien. 71% of SDRs that participated in the poll stated that they would look for a new position if required to go back into the office 5 days a week. Welcome to the new world of hiring hybrid teams. In office for those that so desire and remote (whether part or full time) for those that don't. This new world will require a different hiring process supported by different skills. It will also require our hiring managers to be adept at managing in person and remote. Some have not done one or the other before. If you have some ideas for best practices in this/these areas I would love to hear them. Please share and I will compile so we can all help each other navigate the pivot required. #sdrs #management #recruitmentstrategy

If you are a sales leader please read this post on AE remote compensation by Amy Volas. We need to view all the aspects of compensation in this age through the appropriate lens!

Sequences, cadences, flows oh my. Super short video by Janet Stucchi of The Bridge Group in the comment section. Covers the basics on what great foundational work looks like but, best of all, supports it all with third party data. Love that! #salesdevelopment #sequence #cadence #flow

Many thanks Matt Heinz for allowing us to share our data. We love all things BDR/SDR!

Do you ever think about your professional legacy? Interesting topic right? I can tell you that having a conversation with Galem Girmay is like therapy. She gets you to reach into those deep dark places in your brain and think deep. Enjoyed this conversation immensely and hope you all do too!

Lori Richardson took years of getting questions from company leaders and created a book to answer how to find, hire, promote and retain great women in sales. @scoremoresales amzn.to/3wnEF9n Actionable books are few and far between but this one understands the assignment. If you are a sales leader give it a read and share it with your management team. You won't be disappointed! #sales #leaders #diversity

Back to the office. We are starting to see quite a number of organizations bringing their SDR and AE teams back to the office even if it is only for a few days a week. The impetus for this is based on the assumption being F2F will result in better collaboration, team building, training and info sharing etc. Here is a word to the wise. To make that actually happen you have to plan for it and invest in it. Recent polls show that MANY reps would prefer to work from home. If you are providing them with a flexible work environment be sure the time they spend in the office is different than the time they spend working from home. If they come in and do the exact same job you have lost the value. Some of it will be organic but creating a structure that drives those benefits will optimize your strategy. Suggestion: make sure a part of every office day is dedicated to training, coaching, learning, team building etc. Put structure around it so the team can see measurable results. I know many leaders are thinking this way. Please feel free to share how you are optimizing in office time for teams that are just coming back. Thanks in advance! #sdrs #salesadvice #backtotheoffice

I love the tech community. Heavy emphasis on "community". In this post I want to acknowledge John Barrows for all the support he has provided to me personally and to The Bridge Group. Recently John sent us a lead that turned into a significant deal. To thank him for that, and for years of support for both our business AND issues we care about, I met him for dinner last night and gave him the "pappy". H/T to Lori Richardson and James "Saywhatsales" Buckley for helping me pull this off. #community #thankyouforyoursupport #pappyvanwinkle

Since 2007 we have been publishing Metrics and Compensation benchmark reports for both SDR and AEs team. We just released our 2024 AE report and as you might expect, there have been some big changes impacting SaaS. Matt Bertuzzi and Kyle Smith broke down some of the big takeaways here but would urge you to check out the full report to see how your team aligns to these benchmarks. Cheers! Full report here.. > https://lnkd.in/ebphiEEh

Finally got to see team members and friends. Forgot how fun it is to talk all things sales face to face. Thanks for a great night Lori Richardson, Laurie Page and Gail Milton. #girlstalksales #womensalespros #ilovemypeeps

This was a comment I made to the question about should VP Sales cold call. "Great way to validate the message, validate the process, validate the sales tech, validate the quality of the data.... plus what a moral booster for the team to see that you have walked in their shoes!" So, if sales and marketing execs don't actually jump into the process, how does our organization validate all of the above?

HT to Ed Porter, MBA for bringing back the critical conversation around sales and marketing alignment. We lost focus on the topic but, like so many other things, it is time to revisit the conversation!

If you’ve ever wanted a copy of my Sales Development Playbook, Pete is giving away copies as a thank you to folks who sign up for a quick data-driven sales management chat. They make very cool software so check it out!! #freebook #coolsoftware

Generosity of spirit is when a client takes the time to give you a public "attaboy". Many thanks to Plex Systems, Inc., Rodney M. Smith and the team for giving us this opportunity. #proudofourteam #loveourclients

13 min video ... take a spin through and grab what resonates. Every step forward in process improvement is a step forward to better buyer focused communication. Thanks for sharing Andrew Kelley, III and creating Janet Stucchi! #sequence #cadence #flow #ohmy