Content focused on the different activities, workflows, and processes sales development reps use to do their job successfully.
In our last post about SDR Ops, I shared the story of how I learned about this interesting domain within sales through some tough lessons. The call to action was, “let’s discuss this topic as a community”, and our first step is to run a series of small group masterminds to unpack the topic more. …
SDROps Lean Coffee Part 2: Breaking Down the Discipline Read More »
Knowing what it takes to be a successful SDR takes time. Nobody picks up the phone on day 1 and knocks it out of the park. You need to spend a significant amount of time building your own experience in the role before you hit your stride. All that being said, there are definitely ways …
What is the real currency for SDRs? A power dialer that can pummel your ear with calls faster than the M134 Minigun? A beautiful Irish lilt in your voice that mesmerizes C-levels into saying, “Yes…yes…Tuesday at 3 pm would be just fine for a 45-minute demo.”? A perfect email cadence with an 80% open rate …
Handling objections is one of the more difficult skills for an SDR to learn. Knowing the difference between when a prospect is just pushing back and when they actually have a legitimate objection is vital to a successful qualification & follow up process. Luckily, there are plenty of opportunities to practice. As an SDR, you’re …
Reminders, notifications, and pings for attention are deeply-rooted in today’s world. In response, professionals have adjusted how they process and prioritize information to thrive in a digital environment of high-volume, high-velocity communications. While email is often a primary tool for organizations, it’s also one of the busiest, most overcrowded channels for salespeople and buyers. Email …
“Everybody has a plan until they get punched in the mouth.” -Mike Tyson Ok, so we probably shouldn’t compare cold calls to prize fights, but we’re going to anyway because, while you shouldn’t treat your prospect as an opponent, you should still be wary of the punches they throw your way. And in truth, the …
Training SDRs and BDRs is not an easy task. Sales development programs often hire reps that are newer to sales, bringing in professionals from a variety of different backgrounds and with a diverse array of experiences. For managers, this demographic for the SDR role usually implies 3 things: BDRs tend to be younger & more …
As an SDR, it hurts to be avoided, ignored, or flat out rejected by prospects. Every day, reps spend their time constantly in search of conversations that buyers often don’t want. So much negativity exists in the role that it’s easy to get discouraged and self-conscious: “Am I the reason these people aren’t connecting?” The …
8 Reasons Why Prospects Ignore (It’s Not Always You) Read More »
In collaboration with RevenueZen we’ve created a two-part series detailing the importance of why SDRs should create content and what it could look like. In part one, RevenueZen dives into the importance of SDR-created content and the process behind creating impactful assets. Check it out here! In part two below, we dive into the detailed …
An SDRev Round-Up In sales development, a lot of best practices are widely agreed upon. Voicemail is not one of them. Trey Harnden brought this up in a recent LinkedIn post, where he posited the idea that leaving voicemails is counterproductive because he only ever receives callbacks when he doesn’t leave a message. And his …