The Sales Development Playbook

Trish Bertuzzi wrote The Sales Development Playbook in 2016 and it’s still completely relevant and foundational for understanding how to run Sales Development.

I’ve recommended this to every new SDR manager I’ve coached in the last 10 years and will continue to do so.

Sure a lot has changed in Sales Development but not the most important stuff.

Trish is a (now retired) legend in the industry. She created The Bridge Group. I’ve had the pleasure of hiring and then becoming friends with other legends that came out of that firm including Cindy Littlefield and Janet Stucchi. 

I’m happy Trish is relaxing after many years of leading the charge for the now ubiquitous SDR/BDR/ADM function. It wasn’t always a carved out role, kiddos. It grew out of inside sales which also grew out of traditional field sales.

But I digress.

Bottom line: If you have or are building a Sales Development function, read this.

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This is the fourth post in a short book series.
I’ve read a lot of business books.
A few changed how I work—and how I think.
I’m sharing the ones that mattered, and why, in case they help you too.
(Previous posts: Give and Take, The Talent Code and Mastering Your Sales Process. Links in the comments.)