Please note: This is a companion version & not the original book.

#1 The second wave is about the number and diversity of people involved in purchasing decisions. It is getting more and more difficult to draw clean lines between decision makers, influencers, and users.

#2 The sales development role is your company's best response to the realities of prospecting outlined above. When performed well, sales development reps can be the best opportunity to spark curiosity and generate interest.

#3 Sales development is the most effective way to get in front of more prospects and drive more pipeline. However, it is a difficult task. There are six critical elements you must master to get the amazing results you deserve.

#4 Part 1: Strategy explains how to align your sales development model with your specific market dynamics and buyer's journey. Part 2: Specialization shares stories of innovative companies that have applied new thinking and taken their groups to the next level.