Sales development remains essential but is evolving and expanding across the entire revenue organization. It’s no longer the responsibility of just frontline sellers. AI implementation is empowering, not eliminating, sales professionals, and SDRs remain within their organizations in far greater numbers than in years past.

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Quotas continue to increase, but reps are hitting their numbers at higher rates than in previous years, with advanced tooling and better outreach being responsible. This advanced tooling is improving the customization of that outreach, but as these personalized approaches become the norm, conversations, and trust become more essential than ever.

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The true benefit of advancing technology is that it gives sellers more time to converse with prospects, identify their pain points, and offer better solutions.

Data on shifting pipeline generation responsibilities and GTM approaches broken out by organizational size

Strategies on where to focus omnichannel selling

Insights on how AI is positively impacting the sales process

A breakdown of why the phone remains pivotal in this age of ever-advancing technologies 

Orum worked with PureSpectrum to survey 1,000 sales leaders about Go-To-Market strategies, pipeline generation, outbound channels, AI, customer acquisition cost, sales cycles, and the overall health of their sales development process. In this report, you’ll learn where sales leaders are investing resources in the near future, how tactics are evolving, and expectations for pipeline generation strategies moving forward.

The 2024 State of Sales Development

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Leveraging Orum and 6sense for Enhanced Sales Development

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The 2024 State of Sales Development

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