Building and scaling a Sales Development organization is not rocket science. There are, however, many parallels. There’s the fuel, for example, that powers a rocket, and the physics involved to gauge velocity, trajectory, and altitude. And there are

resources needed to ensure a proper lift-off, orbit, and landing—all of which are man- aged and monitored from mission control.

The two-fold objective of Sales Development teams is to contribute to their com- pany’s revenue pipeline and people pipeline. Contributions that are viable and repeat- able are a must. If proper systems and processes are not put in place, though, to ensure a strong pipeline is created, then revenue and culture are compromised—the rocket does not complete its mission.

Leaders, this book is your flight plan. David and Kyle will educate and guide you on the mechanics of successful Sales Development functions. They will clarify and validate the best practices required to sustain positive outcomes. They will light a path forward and show you what to consider first, second, third, and so on. But the book won’t make an impact unless you do something with its lessons...