Top tips for sales development

Adam Sockel

Apr 13 2023


Here at Orum, we talk a lot about sales development. Whether you’re getting into sales for the first time and want to know how to succeed in connecting with prospects, you need best practices for hiring a team, or you're an executive who needs to establish a calling culture, we have the content that will answer your questions.

Consider this your one-stop hub for sales development tips, whether focused on inbound, outbound, or a hybrid of the two. Be sure to bookmark this page and check back frequently, as we’ll be updating this list of articles as we continue to add to our content library.

‍Create an allbound, omnichannel sales process

In the modern world, we're more connected than ever. We track social media and our inboxes relentlessly and are rarely more than a foot away from our phones. This means that, as a seller, using an allbound approach across your channels increases the likelihood of building brand recognition. Booking a meeting takes at least seven touchpoints, so use every channel you can to get in front of prospects.

How sales orgs can do more with less

Sales teams are being asked to hit stretch pipeline goals with fewer resources. Organizations everywhere continue to increase their revenue quotas even though there is very little budget for adding to your tech stack. Our new Math of Sales calculator can help you fully understand where you're at, where you're trying to get to, and what you need to accomplish those goals.

Build a strong sales team with Orum’s Headcount Calculator

Our sales leadership has hired over 450 sales development reps across their combined experience — we know how to build a strong sales team. We pulled together our best advice, industry benchmarks, and personal experience to build a highly accurate headcount calculator that you can use to estimate your SDR needs for the years to come.

How to interview and recruit great SDRs

Jason Dorfman, Orum CEO and Founder, shares his process for finding sales reps who will not only hit quota but also help establish the winning culture every sales organization needs to be sustainable.

The top 5 principles for sales development interviews

Terry Husayn, VP of Sales Development at Orum, collaborated with Brooke Bachesta, Revenue Enablement Manager at, to reveal how candidates can ace the sales development interview (and how managers can identify their one-in-thirty star candidate.) Whether you're starting a sales career or you’re an SDR leader looking to step up your interview game, this article is for you.

Sales Development representative top tips

Orum's sales reps offer tips and advice for establishing early success in your sales career. This piece includes both overall best practices and daily tactical advice for coming out of the gates fast and sustaining that level of success.

How sales leaders can fight SDR burnout

Across all industries, the average rate of turnover for a company is 18%. For an SDR, that number more than doubles at 39%. Why do SDRs have such a significantly high attrition rate?

While being an SDR is a right of passage to open more doors in a sales career, many also argue that it’s the toughest job in sales. In this article, we’ll walk you through how to reduce that turnover rate through sustainable team building.

How to be a great sales manager

Great sales managers work to make themselves as available as possible for their reps. Open-door policies are pivotal to establishing a healthy dialogue with your team, but you also need to focus on your work. This article provides best practices for succeeding as a sales manager for both your team and yourself.

How to get promoted from SDR to AE

As we’ve noted, sales development is the “foot in the door” for many reps starting their career. But moving up the ladder doesn’t happen automatically. You need to be driven, willing to learn, and motivated. This article walks through how our own Skye Grace built a blueprint for achieving her goal of becoming an Account Executive in under a year.

How to build an effective calling culture

At Orum, we believe a phone-first sales approach is the best way to connect with more prospects. But this isn’t something you can make happen just by saying, “We’re hitting the phones.” It takes a sustained effort at every level of your sales organization. If you work, however, you’ll see incredible success and drive more pipeline than ever before.

Maximize your cold call efficiency with improved connect rates

The phone has always been the best way to have genuine conversations with prospects, but optimizing the time spent on those calls is essential. Orum's platform is loaded with features designed to do just that, from Boost Connect to Hot Numbers to our voicemail sequencer, we have what you need to get more connections from every call blitz.