I recently stepped into a director level role at an IT asset disposition and electronic recycling company that I used to work for.

In short, we help organizations recover value from their old IT assets while also providing various services such as data destruction and electronic recycling.

My client services team is comprised of mostly older folks who have been with the organization for a number of years. They manage simple contracts and schedule pick ups for our existing accounts and also are responsible for prospecting. From my initial assessment, prospecting is the lowest priority for them and there is no defined cadence or process for outbound. Everyone is doing their own thing, sourcing leads from LinkedIn or through google searches, and are reaching out mostly via email with a few exceptions. This doesn't seem optimal.

As we move into Q4 I really want to take some time and re-evaluate how we do business. I am considering having dedicated outbound reps and dedicated account managers. I want to create a playbook with defined a defined cadence for outbound and am considering bringing in Zoominfo to start as I really like the the workflows and automation capabilities as well as direct dials etc.

I'd welcome any reccomendations/resources like sample playbooks or books/publications to read up on before I get to work. My goal is to get everyone rowing in the same direction and focused on generating new business effectively.

Do you send out a reminder email/meeting agenda the day before a scheduled customer meeting?

How do you define a successful week?

Association Conference Best Practices

BDR to Founding AE

Playbook and sales process resources for new director