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@olexienko_v and our pals at @ReplyAppTeam put together this great guide to building and introducing an SDR process
It covers everything from lead gen and ICP development, to how to get SDRs and AEs aligned
Follow along for an overview https://reply.io/build-sdr-process
@olexienko_v and our pals at @ReplyAppTeam put together this great guide to building and introducing an SDR process
It covers everything from lead gen and ICP development, to how to get SDRs and AEs aligned
Follow along for an overview https://reply.io/build-sdr-process
1/ Lead generation
The SDR process starts with making sure the team understands their role and responsibilities in general
That is especially important for teams with entry-level sales reps (i.e. fresh graduates or people who have switched to sales from a different field)
The SDR process starts with making sure the team understands their role and responsibilities in general
That is especially important for teams with entry-level sales reps (i.e. fresh graduates or people who have switched to sales from a different field)
2/ ICP development
Introduce the concept of the Ideal Customer Profile (ICP) to your SDRs, so that they can not just find leads, but also qualify them before handing off to the account executives
To start, have them analyze who your existing customers are, where they live, etc
Introduce the concept of the Ideal Customer Profile (ICP) to your SDRs, so that they can not just find leads, but also qualify them before handing off to the account executives
To start, have them analyze who your existing customers are, where they live, etc
3/ Prospecting
This is probably the most important / challenging aspect of the SDR job, so pay extra attention when introducing this step to your team
( @olexienko_v does a great job outlining each prospecting activity in @ReplyAppTeam’s guide)
This is probably the most important / challenging aspect of the SDR job, so pay extra attention when introducing this step to your team
( @olexienko_v does a great job outlining each prospecting activity in @ReplyAppTeam’s guide)
4/ Scheduling a call
It might sound easy, but it takes time to schedule a demo
Even with convenient meeting scheduling services, you might still need to put some effort into making sure that all parties accept the invite and actually attend
Standardize your SDRs
It might sound easy, but it takes time to schedule a demo
Even with convenient meeting scheduling services, you might still need to put some effort into making sure that all parties accept the invite and actually attend
Standardize your SDRs
5/ SDR / AE cooperation
Seamless collaboration between your sales reps and account executives is the cornerstone of a productive sales organization
To make it work, both teams should have a clear understanding of their respective responsibilities
Seamless collaboration between your sales reps and account executives is the cornerstone of a productive sales organization
To make it work, both teams should have a clear understanding of their respective responsibilities
6/ Sales tools & resources
Coach your team on how to make the best use of the available sales tools and resources, from CRM and SEP to phone calling and knowledge sharing tools
For the latter, use playbooks to organize and share sales-related knowledge with your team
Coach your team on how to make the best use of the available sales tools and resources, from CRM and SEP to phone calling and knowledge sharing tools
For the latter, use playbooks to organize and share sales-related knowledge with your team
7/ Don’t reinvent the wheel
Once you walk your SDRs through the process from A to Z and make sure they really understand it, encourage them to build upon what works to further improve the process
There’s always room for innovation and growth
Once you walk your SDRs through the process from A to Z and make sure they really understand it, encourage them to build upon what works to further improve the process
There’s always room for innovation and growth
8/ Final word
Building an SDR process from scratch is a challenge, but a formal process is a must for any high-performing sales team and a foundation for its growth
Check out @olexienko_v & @ReplyAppTeam's guide
https://reply.io/build-sdr-process
Building an SDR process from scratch is a challenge, but a formal process is a must for any high-performing sales team and a foundation for its growth
Check out @olexienko_v & @ReplyAppTeam's guide
https://reply.io/build-sdr-process
