Improving the Perform/Close Rate of an SDR Team
Improving the Perform/Close Rate of an SDR Team While the script, objection handling and names being called have the biggest impact on the close rate of an SDR team, there are many tactics that can be employed to generate an increase. None of the ideas listed below are earth shattering but it takes real work […]
Where Do SDRs Belong?
Where Do SDRs Belong? One of the most frequently asked questions concerning when building a SDR operation is how the sales development group should be structured. Specifically, who should these critical professionals report into? While the final answer to both questions is somewhat dependent on the product being sold and the culture of the organization, […]
How to Sell Multiple Products
How to Sell Multiple Products In a web-meeting sales environment, where territories are superfluous and the sales professional never meets with the prospect face-to-face, the answer of how an enterprise should handle multiple products is vexing. At the extremes, there are basically two options. The entire sales development and sales team sell multiple products to […]
Sales Pods
Sales Pods Recently it has become very fashionable to create sales pods. Under the pod structure, an AE is teamed with one or more SDRs. The pod then typically operates in a distinct territory. Under this structure, the SDR would obtain appointments and ensure that they go off for an assigned salesperson. In a more […]
Using Sales Engineers
Using Sales Engineers One of the biggest impediments to scaling is ramping sales professionals quickly. Depending on the complexity of the solution being sold, it can take months to get the professional intimately familiar with the product/service being sold. While a good training program and experience on the front line is the primary way to […]
Benefits of Selling to the Entire Market
Benefits of Selling to the Entire Market Traditionally, B2B sellers have been taught to enter the mass market using a segmentation strategy. First, the seller would work within a small segment, and once dominance was achieved in that segment, the company would move on to a related segment. This pathway was known as puddle jumping, […]
Eliminating Territories
Eliminating Territories The most basic and fundamental building block of an traditional sales operation is the division of the marketplace into distinct, geographic territories. Territories were extremely useful when a salesperson must visit with prospects to close a sale. Allocating territories minimizes the amount of travel salespeople need to undertake, which makes meeting face-to-face with […]
Distribution of Leads to AEs
Distribution of Leads to AEs In the white paper, Eliminating Territories, the idea that territories would prevent a company from scaling was put forward as they prevent sellers from optimizing the potential opportunity. If territories are not employed, how should leads be passed from an SDR to an AE? We believe strongly that leads should […]
Using Demo Gurus When Your AEs Are Overwhelmed
Using Transcripts to Improve Close Rates In a perfect world, every sales force would be overwhelmed with appointments.While it doesn’t happen often, companies that are scaling can easily find themselves in a position where they have too many appointments for the number of sales people. In this situation, the rule of thumb is don’t put […]
SDR Cadences
SDR Cadences For past 5 years, cadences have become the “in” thing when trying to improve outbound sales. Almost every major CRM system offers the ability to automatically employ multi-step and multi-channel communication protocols with their buyers and customers. The basic concept behind cadences is that buyers are increasingly difficult to reach and using multiple […]