Sales development motions (2021)
We asked respondents, “which of the following best describes your Sales Development organization?”
- Hybrid groups—those combining inbound qualification and outbound prospecting—are most common (especially at higher ASPs)
- Specialized teams (i.e., separate, dedicated inbound and outbound groups) follow
- Inbound only groups are most common at the lowest ASP (<$50K)
- As revenues rise, hybrid or specialized groups become more common ($20M+)
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Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
