Implementing a SDR team makes sense when you are scaling your sales team, but when do you start and how do you get it going? Once you separate prospecting from closing, what are the bumps along the way and how do you smooth those out so that the sales process is a seamless experience for prospects and your sales team?
For Axiom, the provider of tech-enabled legal solutions for enterprises based in NYC, those were some daunting challenges. Since being founded in 2000, they had not leveraged an inside team to actively originate business and actively pursue lead generation. Then in 2014, they took the plunge into sales specialization.
Come join us for this in depth discussion led by the team at Axiom,Bryan Caplin,General Manager & VP of Sales, andKyle Richless,Head of Inside Sales, East Coast, to hear howthey started the build out of their SDR team to fuel their recent growth will be lessons for SDR leaders and SDR's alike in what makes for a successful sales development / lead generation program.
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ABOUT OUR SPEAKERS
Kyle Richless is Head of Inside Sales, East Coast at Axiom Law, but he was not always in sales. He isan Emory Law J.D. and NY-barred attorney. While in law school, Kyle worked for a startup selling bar review materials. This was when he realized his super potential and passion for business development and sales. He joined Axioms business team in the fall of 2014 after he graduatedas the first and only full-time, Lead Gen rep in the NYC. Within six months, Axiom hired a second LeadGen rep that Kyle managed, and over the past two years, he has scaled the team from just one person to a 15-person regional team supporting all of Axiom's East coast markets.
Bryan Caplin is the General Manager and VP of Sales, at Axiom Law. In his current role, Bryan oversees sales & operations, including a team of 30+ SDRs, inside & outside sales executives on the East Coast, in pursuit of a $70MM target. Prior to joining Axiom in London, where he helped launch that market, Bryan spent 10 years at CEB (formerly the Corporate Executive Board), in a variety of sales leadership roles in both the US and the UK. A native New Yorker, doomed Jets/Mets fan, and proud father of three sons, Bryan holds an MBA from NYU Stern and a BA from the University of Virginia.
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THANKS TO OUR SPONSORS
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Also thanks to Axiomfor hosting us this month at their awesome offices. Axiom, the worlds largest provider of technology-enabled legal solutions, supports 90% of the Fortune 500 across 3 continents and 15 locations.
