● 50% of buyers choose the vendor that responds first.
● Conversions increase 21X when leads are contacted within 5 minutes.
● Median first response call is 3 hrs, 8 mins.
● Average is 61 hours.● 47% of companies don’t
respond at all.
● SDR’s can decrease the sales cycle by 15% resulting in a potential30% increase in revenue.
● It can take up to 60-90 calls and/or touchpoints to get a qualified sales appointment.
What is a Sales Development Rep (SDR)?
● Dollar Dialers?● Lead Generators?● Relationship Builders● Opportunity Finders?● Rainmakers?
● Relationship Builders
SDR’S:• Create their own lead lists• Add leads to appropriate cadence• Manage leads in each
cadence/Nurture• Address top of the funnel
objections• Identify size of opp• Identify competitors• Identify pain points• Select appropriate call to action
SALES:• Deliver a demo• Talk about/Negotiate pricing • Position us against competitors• Address mid to deep funnel
objections• Do an ROI analysis• Discuss technical/implementation
details.• CLOSE!
Set Appointment OR Connect NOW!Seamless hand off & appt confirmation.
FRINGE BENEFITS!
● Improved Customer Relationships ● Improved Productivity● Positive Impact to Bottom Line● Collaborative Internal Relationships
Prospect Before Prospect After Sales Stage
Why Listen? Crazy Busy Curious Introductory Meeting
Why Care? Curious Interested Discovery Call
Why Change? Interested Active Pipeline Opportunity
Why You? Active Committed to you Forecasted Opportunity (60-90%)
Why Now Committed to you Committed to Now Win/Close
Source: Sales Development Playbook
Where do SDR’s Fit in Pre-Sales?
SDRMinimum 12 – 18 Month Commitment
SDR Captain/Team Lead
Sales Account RepMarketing Specialist
Customer Success
SDR Career Path
Some schools of thought
SDR’S SHOULD:• Be inbound or outbound only.• Handle inbound & outbound.• Belong under sales.• Belong under marketing.• Have a 1:1 relationship with a salesperson.• Be outsourced.
Meet our Buying Personas: COMPANY & DECISION MAKERS
Finn SkewersCTO, Amazeballs
Jason GillyCFO, Amazeballs
Patty ShiverCOO, Amazeballs
• 200 Employees & Growing• 20 Remote Workers • Vancouver, Toronto & Montreal Offices• Founded in 2010 - solid funding & growth.
“I want a business phone system that can scale to meet our internal & external demands from a stable company with a reliable network, support system and CDN based infrastructure.”
“The business phone solution we choose needs to be cost effective, low to no maintenance and scale with the growth of the company. No pop up shops or conglomerates please.”
“Our business phone solution must be low maintenance, easy to use & feature rich PLUS integrate with our operational systems like Salesforce.”
PERSONALIZED CADENCEFor Every Scenario
● Vertical● Call to Action ● Paid Lead Programs● Event● Demo Request● Quote Request
INBOUND SALES SUPPORT /
ROAD TRIPS
EVENTSOUTREACH
SDR Strategy
Pre planned
Leverage our success
Personalized cadence
Industry / GEO targeting
List Creation
Add to right cadence
Immediate response
Target GEO
Create lists
High touch point
Personalized cadence
Leads from events
Add to specific event cadence
Follow up in 24 hrs
WORK CADENCE
Where do SDR leads come from?
Lead Lists
Professional/Personal Network
Versature Prospect Email List
EventsBusiness Directories
SDR COMPENSATION
• Base Salary + Bonus + % of SDR Deals Closed• First 2 Months - Ramp up & grace period • Probation - 3 months• 100% of monthly bonus if they hit their targets• 40 Sales Accepted Leads per SDR, per Month• If 100% of SAL’s achieved, 100% of bonus given.• >100% Accelerated SAL plan kicks in• <49% No bonus that month• 2% ARR on SDR Sourced Deals at time of billing.
SALS PER WEEK PER PERSON
50 250
1000 10 40
CALLS A DAY
A WEEK
A MONTH
SALS PER MONTH
MEASURE OVERALL SUCCESS BASED ON PIPELINE & REVENUE BY:• Cadence• Individual
• Team• Timeframe
SDR Performance
Contact Details Complete & Accurate
• No Gmail/Hotmail/Yahoo addresses
• Company Verified
Buying Signal(s) / Interest Identified
• Move/Add/Change/Cost/Scaling/Acquisition/Contract End etc.
Deal Details Captured• # of Seats• # of locations• Identify pain points.
Define Sales Accepted Lead?
Appointment• Sales Appt Booked, Confirmed &
Attended.
BONUS!• Identify current provider.• Identify who does their IT. Internal?
External? What company?• What is their contract end date?
USE TECHNOLOGY TO SCALE
Manage Process KPI Measurement Nurturing
MEASUREMENT, COACHING
& QUALITY CONTROL
AUTOMATION TRIFECTA