Spiff (Acquired by Salesforce)’s Post

Yesterday, an SDR Cold Called me... SDR: ''Hey Chris, its John at ACME, I know you're a busy guy, mind if I get 15 seconds to tell you why I called? Me: ''John from where?'' SDR: ''John from ACME, we help Founders build and manage their email subscriber lists. As I said, mind if I get 15 seconds to tell you why I called''? Me: ''Okay''... Then they: - gave me the reason - asked 2/3 questions to find pain - told me a relevant story with results - got next steps for a meeting tomorrow The top of the call is the hardest. It's ''The Zone of Most Resistance''. Pro tip - give context in your responses when ''handling'' objections. Context builds trust... No trust? No meetings. Repost ♻️ to share this tip. P.S. This SDR is currently on my Outbound Team Training Programme. DM for a free outbound strategy call [head of sales, VP Sales only].

SaaS salespeople: Go easy on your SDR today. It’s a tough job and they are hustling to book those meetings. Take some time to meet with them today and help them get a little bit better. Never forget how hard it is to be an SDR

The best SDR leaders in 2024 aren’t obsessed with how many dials and emails to make Don’t get me wrong, a target number of dials and emails should be set for your SDRs 🙅🏻♂️But numbers aren’t everything ✅ Quality matters over quantity Yes, the more prospects you can reach out to the better - but not at the cost of putting out low quality Spray and pray doesn’t work anymore (it’s lazy) Some of the best SDRs consistently hit their meeting quota and never hit their daily dial and email quotas Quality calls and emails matter most ⏰Coaching your SDRs on time management skills so they can put out more quality is the key to success #sdr #sales

"When you realize halfway through the demo that your lead is nowhere near qualified... 😅 ( Weekend Post ) SDR: "So, do you currently use software solutions to manage your workflows?" Lead: "Oh, we just got an email address set up last month. Haven't thought about software yet." SDR (internal monologue): "This will be a long demo." "Great! Let me show you how our platform can help you transition from paper-based processes." 🔑 Key Takeaway: Always qualify your leads thoroughly before diving into a demo. It'll save you time and help you focus on prospects ready to benefit from your solution. How do you handle situations like these? Share your experiences and tips in the comments! ⬇️ #SalesLife #B2B #SalesHumor #B2BSales #LeadQualification #SalesDemo #SalesJourney #SalesHacks

#1 problem I see new SDRs do is trying to handle objections. But I really blame the company enablement more than the SDR I got promoted from SDR to AE in sub 10 months learning the concept of 'discovery reverses' to fully understand objections. Zoom out When you catch a prospect on a cold call, they aren't expecting your call They feel immediate disappointment knowing they picked up a sales call And not trying to be rude - they tell you something to just get off the phone Like "sorry this is just horrible timing right now" But that's not the real objection. So don't 'handle it.' Learn these 'discovery reverses' first to prioritize learning > handling: 1/ "We're on a budget freeze" ↳ “So sorry to hear. Is the company not investing in any new tech?” 2/ "We are super busy this time of year. Can you try us in 3 months?" ↳ “Totally hear you there. What makes it the busiest time of the year for you all?” 3/ "Can you send me an email with more info first? ↳ “Absolutely. I’d love to! Anything you’d want to see in that email?” 4/ "We already have a solution in place for that today." ↳ “Oh, I’m SO glad to hear you are investing in the space already! Are you comfortable sharing who you are leveraging?” Learning more about the objection > immediately trying to handle them. Implement these and watch your conversion rates soar. Anything else that works best for you? 🦙 P.S. Grab my proven blueprint for building pipeline here: https://closedwon.xyz/

41% of SDRs who quit to take AE roles fail. Here’s why: 99% of SDRs are desperate to be AEs. And they rush the process. Blinded by a flashy job title and a few extra dollars they forget the skills they need to be successful. Being a top AE is about: 1. Knowing your Personas Pains better than your personas do. This takes time and lots of conversations. Every convo is a step forward. 2. Rushless Time Management You spend time only on people and accounts that give you a return. 3. Understanding Discovery Never Ends Its not a single event or qualification call its an ongoing process throughout the deal cycle. 4. Leveraging Internal Stakeholders Can you bring others into your deals to give them a better shot of closing? 5. Negotiating Like a Broker You understand how to get a great deal for BOTH your company and theirs. 6. Educate like your a Teacher You can nurture your prospects over insanely long timeframes to keep them engaged. 7. Build your own Pipeline Have you done enough Outbounding to be able to pass those skills on to your SDR? If not, it's unlikely they'll book many meetings for ya (and you'll fail). Want an AE role? Instead of quitting your great SDR role, do this: - COMMIT to mastering it - Learn faster than anyone else - Graft harder than your teammates - Stop complaining you're hard done to Trust me, you won't regret it. PS. My SDR to AE cohort closes Friday. More info here: https://lnkd.in/ejFQERRF

BDR's and SDR's - In December, with all the OOO/PTO emails one gets. It's important to remember that success requires hard work and dedication. If you're not willing to put in the effort, then it may be time to reevaluate your goals. Don't just crave the result, embrace the journey that will lead you there. #motivation #successmindset #bdr #sdr

41% of SDRs who quit to take AE roles fail. Here’s why: 99% of SDRs are desperate to be AEs. And they rush the process. Blinded by a flashy job title and a few extra dollars they forget the skills they need to be successful. Being a top AE is about: 1. Knowing your Personas Pains better than your personas do. This takes time and lots of conversations. Every convo is a step forward. 2. Rushless Time Management You spend time only on people and accounts that give you a return. 3. Understanding Discovery Never Ends Its not a single event or qualification call its an ongoing process throughout the deal cycle. 4. Leveraging Internal Stakeholders Can you bring others into your deals to give them a better shot of closing? 5. Negotiating Like a Broker You understand how to get a great deal for BOTH your company and theirs. 6. Educate like your a Teacher You can nurture your prospects over insanely long timeframes to keep them engaged. 7. Build your own Pipeline Have you done enough Outbounding to be able to pass those skills on to your SDR? If not, it's unlikely they'll book many meetings for ya (and you'll fail). Want an AE role? Instead of quitting your great SDR role, do this: - COMMIT to mastering it - Learn faster than anyone else - Graft harder than your teammates - Stop complaining you're hard done to Trust me, you won't regret it.

Ok, I'm getting on the SDR discussion train, but not in the same vein as a lot of the conversation going around over the last few days. 🌶 Hot take: SDRs shouldn't be an entry-level job. 🌶 If you take what many GTM leaders out there are saying about what SDRs should be doing, it's not a skill set for kids fresh out of school in their first professional job. Sorry, y'all. It's just not. The role of an SDR, when executed to match 2024 buying environments, takes professionalism, finesse, drive, sales technology navigate, market awareness, and many other skills that take years to develop and hone. And if you're selling enterprise deals to the C-suite, I promise not a one of them enjoys being cold-called by a 23-year-old who knows little to nothing about their business or the industry. SDRs are a niche form of sellers and should be a secondary track developed in a sales org alongside AEs. They shouldn't be 'beneath' AEs and they also should be compensated in a much more evolved structure than the BS call volume or meetings booked metrics. At a bare minimum, they should be comped on pipeline generation, but the comp side could be a whole separate post. "But Fiiioooonnna, how will our company get entry-level folks?" You know where everyone should start in a SaaS company? Customer support. Learn the product, learn the customers, learn the culture, work hard and fail fast with a safety net more experienced colleagues. Imagine how good an SDR would be if they'd spent 6-12 months supporting customers? Thoughts?

On average, companies expect to see an ROI on an SDR within 6-12 months. Industries with longer sales cycles or complex sales processes, it could take 12-18 months. Companies are willing to let this play out with internal hires. Companies that outsource their lead gen want to see an ROI in 6-8 weeks or they think it’s a failure. It doesn't make sense. While there are lots of success stories working with lead gen companies, there are also failures. One of the biggest reasons for this is not setting these expectations beforehand. Chris Lingenfelter and I will turn away sales if our clients don’t have realistic expectations around average appointments set. In fact, we refunded a client their money as they were onboarding last week because the red flags were too evident. Slow down when making a sale to make sure expectations are set and there are no misunderstandings.