Workshops

BDR Management Workshop

| Boston, MA

Thursday, July 24 – Friday, July 25, 2014

OpenView

A full two day workshop on scaling and optimizing business development teams. This event was applicable to portfolio members who manage a team of hunters. This includes, BDR Managers, Marketing Managers, Lead Generation Managers, Team Leads, and in some cases VPs of Sales, VPs of Marketing and CEOs.   In two days we covered best practices on:

  • Management and coaching
  • Training modules and programs
  • Motivational tactics
  • Conversion tracking and improvement
  • Hiring and ramping strategy
  • Prospecting hacks


Agenda

  • July 24, 2014
    8:30 - 9:00 AM

    Breakfast

    9:00 - 9:30 AM

    Introduction and Kickoff

    9:30 AM - 12:00 PM

    Train the Trainer: The Five Prospecting Hacks Your Team Needs to Learn Today

    Jeff Hoffman, Sales Trainer and author of the award-winning Your SalesMBA® and “Why You? Why You Now?”® sales programs

    12:00 - 12:30 PM

    Lunch

    12:30 - 1:45 PM

    The BDR Pipeline Management: Honing in on the KPIs that Matter

    Jeff Hoffman, continued

    1:45 - 2:00 PM

    Break

    2:00 - 3:15 PM

    Increased Collaboration: Turning Your "A-Players" into Coaches with Analytics

    TK Kader, Founder and CEO of ToutApp

    3:15 - 3:30 PM

    Break

    3:30 - 5:00 PM

    The Ultimate Incentive Program: Onboarding, Training, and Keeping Winners

    Emmanuelle Skala, VP of Sales at Influitive

    5:00 - 8:00 PM

    Cocktail Reception

  • July 25, 2014
    9:00 - 9:30 AM

    Breakfast

    9:30 - 10:45 AM

    Creating Nurture Programs that (Actually) Work

    Blake Harris, OpenView

    10:45 AM - 12:00 PM

    Outbound Prospecting by the Numbers: Benchmarks for Success

    Matt Bertuzzi, B2B marketer, Inside Sales thinker & Salesforce.com MVP at The Bridge Group

    12:00 - 12:30 PM

    Lunch

    12:30 - 3:00 PM

    Round Table Discussion: Topics will include Prospecting Tools, Hiring Profiles, Incentive Programs etc.

    Group Discussion led by CeCe Bazar of OpenView

    3:00 - 3:30 PM

    Wrap up and Departure

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