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Austin823 Congress Ave, Suite 1550Austin, TX 78701
New York City270 Lafayette, Suite 208New York, NY 10012
(917) [email protected]
SDR/BDR Playbook
SALES PLAYBOOK FOR [COMPANY NAME]
Contents 1 Getting know [company name]
2 SDR workflow & sales organization structure
3 Ideal client profile, buyer personas & competitor analysis
4 Emails, cold calls, & cadences
5 LinkedIn handling
6 Discovery
7 Sales handoff & Salesforce stages
8 Sales talk track & objection handling
9 Qualifying & probing questions
10 Day in the life
11 Key KPIs, activities, & technology
1GETTING TO KNOW [COMPANY]
Getting to know [Company]
Here are a list of resources to learn about the company, our solutions, their benefits, tools we integrate with and more! This information will be reviewed during the scheduled onboarding sessions and can be utilized to craft really good content for your outreaches.
- Overview Deck- VIdeo: How our Product Works- Video: Conference Presentation by Puneet
[Company] overview
Here are a few resources and examples of how to not only build your own [company] but how our solution can be applied across verticals for specific use cases.
- Agent Console- AI Studio User Guide Inbox Zero
- Nestle AI Education Deck
- Vertical Specific Bots - eCommerce and Retail
Product overview
Structure of a sales organization
Value propositions
- Value Propositions are not about you. They are about your prospects, the type of pains you solve, and the type of companies you help. This is what prospects initially find most interesting - not your company’s history.
- Your statement will change depending on the type of prospect you are talking to but during any conversation you should focus on one clear value prop that is most relevant to the buyer persona you are talking to.
- Do not give up easily but if none of your value props resonate, you should consider the possibility that the prospect is not a fit for your services.
A few key points:
Examples of [Company’s] Value Propositions
- Spicy jalapeno bacon ipsum dolor amet brisket sed porchetta in id jowl turducken ullamco reprehenderit turkey.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Pork belly sed minim, exercitation aliquip mollit hamburger irure pariatur ut sirloin cupim consectetur.
- Pork rump magna, ipsum sausage short loin mollit pig voluptate aliquip laboris
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi
- Add your value propositions here.
At some point in a conversation, your prospect will typically ask what your company does. A good way to answer this question is using a Value Proposition. You can also bring up these statements proactively.
2SDR WORKFLOW & SALES ORGANIZATION STRUCTURE
SDR workflow
3IDEAL CLIENT PROFILE
Ideal client profile
[Company] dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi.
Industries: put the industries here
Title: titles go here, seperated, by, commas
Company Size: XXXX - XXXX employees
Pain points:- Pain points go here.- Dolor sit amet, consectetur adipiscing elit, sed do eiusmod
tempor incididunt ut labore et dolore magna aliqua. - Ut enim ad minim veniam, quis nostrud .- Exercitation ullamco laboris nisi.
Buyer Personas Overview:
Persona 1
Persona 2
Persona 3
Example: Marketing Agencies● Title: Technical managers, Director of
Technical Operations● Pain points:
○ Leave deals on the table because they don’t have the specific capabilities to execute certain projects, such as mobile development
○ Needs higher development velocity than is possible with their full-time team, when faced with projects that are either out of their scope or need to be delivered in a short period of time.
Lorem ipsum headerBUYER PERSONA #1
DEMOGRAPHICS/IDENTIFIERS GOALS CHALLENGES
- Spicy jalapeno bacon ipsum dolor amet brisket sed porchetta in id jowl turducken ullamco reprehenderit turkey.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Pork belly sed minim, exercitation aliquip mollit hamburger irure pariatur ut sirloin cupim consectetur.
- Pork rump magna, ipsum sausage short loin mollit pig voluptate aliquip laboris.
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
-
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
-
WHAT WE CAN DO COMMON OBJECTIONS ELEVATOR PITCH
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed asdfasd.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Flank in qui cupim fatback eiusmod leberkas laboris
- capicola short ribs swine. Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
Spicy jalapeno bacon ipsum dolor amet brisket sed porchetta in id jowl turducken ullamco reprehenderit turkey. Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine. Pork belly sed minim, exercitation aliquip mollit hamburger irure pariatur ut sirloin cupim consectetur. Pork rump magna, ipsum sausage short loin mollit pig voluptate aliquip laboris.
Lorem ipsum headerBUYER PERSONA #2
DEMOGRAPHICS/IDENTIFIERS GOALS CHALLENGES
- Spicy jalapeno bacon ipsum dolor amet brisket sed porchetta in id jowl turducken ullamco reprehenderit turkey.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Pork belly sed minim, exercitation aliquip mollit hamburger irure pariatur ut sirloin cupim consectetur.
- Pork rump magna, ipsum sausage short loin mollit pig voluptate aliquip laboris.
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
-
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
-
WHAT WE CAN DO COMMON OBJECTIONS ELEVATOR PITCH
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed asdfasd.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Flank in qui cupim fatback eiusmod leberkas laboris
- capicola short ribs swine. Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
Spicy jalapeno bacon ipsum dolor amet brisket sed porchetta in id jowl turducken ullamco reprehenderit turkey. Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine. Pork belly sed minim, exercitation aliquip mollit hamburger irure pariatur ut sirloin cupim consectetur. Pork rump magna, ipsum sausage short loin mollit pig voluptate aliquip laboris.
Lorem ipsum headerBUYER PERSONA #3
DEMOGRAPHICS/IDENTIFIERS GOALS CHALLENGES
- Spicy jalapeno bacon ipsum dolor amet brisket sed porchetta in id jowl turducken ullamco reprehenderit turkey.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Pork belly sed minim, exercitation aliquip mollit hamburger irure pariatur ut sirloin cupim consectetur.
- Pork rump magna, ipsum sausage short loin mollit pig voluptate aliquip laboris.
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
-
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
-
WHAT WE CAN DO COMMON OBJECTIONS ELEVATOR PITCH
- Derisket sed porchetta in id jowl turducken ullamco reprehenderit tu.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed koiaiah.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed werssafq.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed asdfasd.
- Lorem ipsum dolor sit amet, consectetur adipiscing elit.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
- Flank in qui cupim fatback eiusmod leberkas laboris
- capicola short ribs swine. Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.
Spicy jalapeno bacon ipsum dolor amet brisket sed porchetta in id jowl turducken ullamco reprehenderit turkey. Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine. Pork belly sed minim, exercitation aliquip mollit hamburger irure pariatur ut sirloin cupim consectetur. Pork rump magna, ipsum sausage short loin mollit pig voluptate aliquip laboris.
Competitor analysis
Identifying the value proposition of your main competitors helps you to further understand the marketplace you’re in, discover new customer pain points and optimize the way you position your services. In the table below we compare two of our biggest competitors to give you an example of the type of information you need to know in order to tailor your approach with prospects based on the strengths and weaknesses of competitors.
Key Parameters Competitor A Competitor B Competitor C
Pricing Insert text here. Insert text here. Insert text here.
Differentiators - Lorem ipsum. - Lorem ipsum dolor
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- Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
- Ut enim ad minim
- Lorem ipsum. - Lorem ipsum dolor
sit amet, consectetur adipiscing elit,
- Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
- Ut enim ad minim
- Lorem ipsum. - Lorem ipsum
dolor sit amet, consectetur adipiscing elit,
- Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
- Ut enim ad minim
Weakness - Lorem ipsum. - Lorem ipsum dolor
sit amet, consectetur adipiscing elit,
- Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
- Ut enim ad minim
- Lorem ipsum. - Lorem ipsum dolor
sit amet, consectetur adipiscing elit,
- Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
- Ut enim ad minim
- Lorem ipsum. - Lorem ipsum
dolor sit amet, consectetur adipiscing elit,
- Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
- Ut enim ad minim
Austin823 Congress Ave, Suite 1550Austin, TX 78701
New York City270 Lafayette, Suite 208New York, NY 10012
(917) [email protected]