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Advanced SDR Training
The best SDRs know exactly how to open a call, how to get permission to proceed, what to ask, and when to know they have learned enough to move towards booking a meeting–and getting the meeting. All your SDRs should know this.
What is Advanced SDR Training
Phone prospecting—what your SDRs are doing—is both a science and a craft that must be perfected. It is not a matter of making a hundred or more dials a day. Automated dialers can do more than that in a day.
It requires skills in:
- Knowing when to call, when to leave a message
- What message to leave that increases the chance of a call back
- How to open a call so the prospect wants to listen to more
- What questions to ask, in what order, and in what way so as to get the prospect to divulge information necessary to qualify her quickly
- How to overcome objections and get the prospect to agree to a meeting with a sales rep within 7 days
- How to get the prospect to show up for the meeting
The Advanced SDR/BDR training enables your SDRs to master all six within three to four short training sessions.
Why is Advanced SDR Training Critical
The best SDRs have higher connect to dial ratios, longer talk times, better qualification, more appointments per dial, and fewer no-shows. Incidentally, these are the SDRs who blow out their pipeline development quotas and end up making up the bulk of the quota for the entire SDR team.
However, these are rare—either they are super motivated, or were fortunate enough to acquire that skill while with their prior employer.
However, most companies hire very junior people for the SDR role thinking it is pretty straightforward to call someone, ask a few questions and book a meeting.
The data, however, doesn’t support that–more than half of SDRs never meet their quota, never even get close to their quota. People are not picking up their phones because they already get too many low value “telemarketing” calls and don't want more.
In order to make your SDRs highly productive, they must be trained to have meaningful conversations with C-level prospects and get the appointment. Without the training, it is like asking a biology major to perform surgery.
Why SOMAmetrics?
Outside agencies tend to have certain advantages over internal resources when it comes to sales diagnosis. For one thing, they have conducted dozens of these sales diagnoses and have developed a more robust process for uncovering underlying issues and analyzing them. They tend to have clients that come from a wide range of industries and sizes. Furthermore, outside agencies are more likely to be objective and impartial, assume they know nothing until they ask questions and get some answers.
For instance, with over 25 years of experience building and managing inside and field sales organizations, SOMAmetrics has diagnosed and corrected sales challenges at over 60 companies, ranging from startups to publicly traded Fortune 500 companies.
The SOMAmetrics Sales Diagnosis can typically be completed within one calendar week. It consists of a series of interviews with your leadership team in sales, marketing, and customer support organizations; a review of your sales pipeline; interviews with sales team members; review of your sales processes, systems, KPI’s; your comp plan; and more.
Case Studies
How a client was able to achieve its goal of becoming a leading provider to the Medical Devices sector through targeted ABM campaigns.
How a global publicly traded company used our services to increase the effectiveness of its BDR team by 67%
How a tech company went after three different markets in nine months using a planned, targeted approach
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