Cold Calling. The phrase elicits the same shudder as the now infamous TPS quote from Office Space. We all got the memo. Cold calling has changed; it's no longer the same fanatical rite of passage for unpaid interns who are hoping to get the coveted slot on the paid sales team. However, for as much as cold calling has changed, it is important to note that it is not gone, nor is it demand generation.
Companies of all sizes, types, and locations need quality leads to continue to grow. In order to acquire those quality leads, companies can leverage a multitude of tactics, including using appointment setters and Sales Development Representatives (SDRs). While both appointment setters and SDRs have a vital place in sales, the key to building the most effective team is to understand which role will fit best in your sales process and subsequently support your buyers on their journeys. In fact, selecting the wrong discipline for your sales process can lead to poor conversion rates, a negative customer experience, and a lack of growth. The good news is that we are here to help you build your own SDR team, so that you can enjoy all of the benefits of a winning sales team.
As a C-level sales executive a major component of your job is to lead. However, another major component of their job is to inspire their sales team. Being an effective leader is about more than giving a pep talk; it requires the understanding that training is not simply for onboarding new sales representatives. Instead, by embracing the benefits of sales training and sales coaching, leaders can not only inspire their team, but they can help them reach new levels of success.
A strong sales development team is a great way to quickly increase revenue. These reps focus on taking unqualified leads and contacts, putting them through a qualification process and moving them through the sales funnel.
What can happen when you have a strong sales development team nurturing leads for your sales reps? Studies show these benefits:
- Nurtured leads generate almost 50% more revenue than non-nurtured leads.
- Nurtured leads generate this revenue at 33% less cost.
- Overall, companies focused on qualifying leads see an increase in revenue of at least 10% within only six to nine months.
With the popularity and necessity on the rise for successful Sales Development Representatives (SDR) and Departments, being a former SDR I thought I’d give you a sneak peek of what the day-to-day of an SDR looks like. First, props to all the Sales Development Reps out there! It’s a very tough job that doesn’t get the praise and acknowledgement it deserves.
Briefly, why has the SDR role become so vital to company’s sales success? They are the lead gen engine for their pipelines. They also play a key role in the Marketing effort of inbound leads (a SDR’s best friend by the way). In addition, they create alignment between Sales and Marketing.
When the average person thinks about the sales process, they picture a hard-core sales person cramming their product or service down an unwilling buyer's throat. If you are in the selling business, you know that in most scenarios, that's not the case.
While there are sales people and cold-calling and other components present in today's selling process, there are other, more strategic ways of accessing buyers and landing new, profitable business. We are talking about inbound sales as opposed to outbound sales. Both have merit and can produce results, but they are completely different animals.
No self-respecting sales development rep (SDR) has ever said, “I have enough business.” Even those crushing their sales goals crave more, and it would be nice if it came faster and easier than most deals do.
First of all, what is a CRM? I had a new client recently ask me that question at which point I realized; maybe it’s not as commonly understood as I thought? Not only did I write this blog but we put together an Ebook, The Beginners Guide to CRM. Customer relationship management (CRM) is a term that refers to practices, strategies, and technologies that companies use to manage and analyze customer interactions and data throughout the customer lifecycle, with the goal of improving business relationships with customers, assisting in customer retention and driving sales growth. CRM systems are designed to compile information on customers across different channels — or points of contact between the customer and the company — which could include the company’s website, telephone, live chat, direct mail, marketing materials and social media. CRM systems can also give customer-facing staff detailed information on customers’ personal information, purchase history, buying preferences and concerns.
Here's a quick test for you to do to determine if your sales playbook is truly modern in todays sales and marketing ecosystem.
To sum it up, you have a truly modern playbook if all of the below statements when applied to you and your playbook are considered to be TRUE...
I’ve been fortunate enough to attend Hubspots inbound conference for the last 4 years. There’s no doubt that hubspot has played a pivotal role in the way we look to generate leads. The entire inbound movement has really taken off and for us and our clients, it has proven to be a great way to generate leads as you can drive prospects to your business or website as a result of your content marketing efforts. So how does it really tie into sales? For starters, check out this video intro from last week at INBOUND…