The Science of Scaling How to Build a Billion Dollar Outbound Sales Team w/ Carrie Bosworth (SVP Sales, Checkr)
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Aug 1, 2024 Carrie Bosworth is the SVP of Sales at Checkr, where she transformed their sales strategy by integrating outbound techniques after a successful inbound-only phase. She discusses the challenges of adapting hiring practices and developing effective playbooks. Carrie emphasizes the importance of personalization in messaging and constructing a solid Business Development Representative team. Additionally, she dives into defining Ideal Customer Profiles, territory management, and the operational discipline needed for balancing inbound and outbound sales approaches.
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Company-Wide Outbound
- Everyone in the company should participate in outbound sales efforts.
- This isn't solely a sales team responsibility; everyone can contribute.
Executive Outbound
- Carrie Bosworth shared how C-suite executives contribute to outbound.
- She gets reps to draft messages, personalizes them, and keeps them concise for mobile reading.
Checkr's Rep Transition
- Reps at Checkr transitioned from inbound SDRs to AEs without outbound experience.
- This lack of experience led to a mismatch, highlighting the need for outbound skills in AEs.