One of the biggest (if not the biggest) changes in sales over the last 5 - 7 years is the emergence of the sales development process. Businesses have come to realize the growth benefits of specialization in the sales process, and the impact that dedicated prospecting has on increasing the strength of the pipeline while also optimizing the overall process. While sales development is certainly a powerful process, it is not without risk and it requires a well-thought out and disciplined approach....
