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Here’s a plain and simple truth: the best sales development teams today leverage technology to perform smarter, better, and faster. The proliferation of, and advances in, sales technology have presented today’s sales development teams with an opportunity to completely revolutionize the way they conduct business.

In this SaaStr podcast, hosted by Harry Stebbings of The Twenty Minute VC, Lars explains why he believes that SDRs are the most important role in sales and how their role ensures a full pipeline compared to the role of demand gen and marketing.

In this UC TV Production filmed on the UCSB (University of California, Santa Barbara) Campus in front of a live classroom of students in the Technology Management Program, Lars sits with professor John Greathouse and discusses his professional wins and personal losses.

A Startup’s Steep Climb to the IPO Summit Getting a venture-backed enterprise B2B technology company funded and off the ground is hard, but it happens every day now here in the Valley. Taking your company to a $5M run rate in two years – This means you’ve found...

Part I of our ABSD (Account-Based Sales Development) series focused on making sure your sales org is a fit for the ABSD model and key factors that are associated with its success.

Account-based sales development (ABSD) requires tailored strategies to effectively engage prospects. This article outlines essential touch patterns for new ABSD teams, emphasizing the importance of personalizing communication based on account potential and lead source. An interactive infographic helps you e

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource. A respected sales operations specialist, Travis honed his skills global technology companies and has consulted for startups large and small. If you’re looking to grow your sales team – look no further, Travis is your man.

This article, the second in our Account-Based Sales Development Series, delves into the ultimate tech stack essential for optimizing Sales Development teams. We explore the critical tools for CRM, marketing automation, engagement, enrichment, routing, signals, and enablement, offering practical advice to enhance rep efficiency and effectiveness. Co-authored by industry experts Lars Nilsson and Travis Henry, this guide provides insights and best practices to supercharge your ABSD strategy.

The SaaS community has seen a rise in outsourced Sales Development Representative (SDR) firms that handle appointment setting and lead qualification. This article examines their evolution, current capabilities with advanced technologies, and future AI-driven trends. It highlights scenarios where outsourcing is beneficial, such as entering new markets, and discusses the pros and cons, including cost savings, scalability, and potential disconnects. Emphasizing strategic implementation and communication, the article ultimately recommends in-house teams for sustained growth.

Discover the secrets to building an unbeatable SDR team with diverse skill sets that drive success! In our latest blog post, "How to Assemble the Ultimate SDR Stack," we share the key profiles you need on your team, featuring real-life examples from our All-Star lineup at Bluewolf. Learn from the experiences of top performers like Mark Pises, the masterful writer, and Erin Reynolds, the energizing force, and see how you can elevate your sales development game to new heights. Click here to unlock the strategies that will transform your sales team into a powerhouse!

Dive into the latest Gong Labs Live episode featuring exclusive career advice from sales veteran Lars Nilsson! With over 20 years of experience, including his role as CEO and co-founder at SalesSource, Lars shares invaluable insights on how to land your first sales job and navigate your career successfully. Learn what to look for in a company, how to prepare for interviews, and the importance of finding the right mentors. Don’t miss this opportunity to gain expert tips that can transform your career. Click here to watch the full interview and boost your sales journey!

Every sales leader knows the struggle of scaling: sourcing talented hires, quickly ramping them up, coaching them as they grow, retaining them, and offering upward trajectory in their careers. Not to mention that the world of sales is changing faster than ever before. That’s why we’re sitting down with two of the pros, SalesSource CEO and co-founder Lars Nilsson and Sendoso CEO and co-founder Kris Rudeegraap, who have close to 40 years of combined experience building strong sales teams.

For most young and scrappy startups, closing a deal is a top priority. It doesn’t matter who the prospect is – a deal is a deal and if you want to grow, you need customers. Of course, when your outbound team begins to proactively reach out to prospects, in the hopes of closing more deals, companies begin to define who they target: first by defining their Ideal Customer Profile and then, based on that profile, their larger target market.

One thing I love about sales is how passionate people are for their teams, professions, and where the industry is headed. This passion and vigor has been my fuel for the last 30 years in sales and I don’t expect that gas tank to run out any time soon.

Account-based sales development is the hot new thing with promises of finding targeted leads and pushing your sales performance to levels to dramatically greater heights. That all sounds fabulous, but since we all know execution is everything, you need the nitty gritty details on how to integrate ABSD into your sales process. Fret not, in this session we’ve got you covered.