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.
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.
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.
When customers evaluate a product or service, they weigh its perceived value against the asking price. Marketers have generally focused much of their time and energy on managing the price side of that equation, since raising prices can immediately boost profits.
Your value proposition is the core of your competitive advantage. It clearly articulates why someone would want to buy from your company instead of a competitor.