BDR Training Pack

The SOMAmetrics BDR Training Pack is designed to give your Business Development Reps (BDRs) a strong understanding of the industries and the personas of the prospective buyers.

What is a BDR Training Pack

The SOMAmetrics BDR Training Pack is designed to give your Business Development Reps (BDRs) a strong understanding of the industries and the personas of the prospective buyers, so they can have a meaningful and effective conversation that leads to proper qualification and appointment setting.

The Training Pack consists of three key elements:

  1. An industry brief (describing the industry, growth rate, basis of competition, key challenges faced, and more)
  2. A Persona Profile (responsibilities, goals, key concerns, where they typically receive their information, and more) on each of the key personas which they call
  3. A Discovery Guide – how to open a call, key messaging, key opening/qualifying questions, voicemail to leave​

Why is BDR Training Pack Critical

A recently released study showed that appointment setting fell by 24% from Q1 of 2020 to Q2 of 2020 and by about 17% from Q1 to Q4 of 2020.

As conferences and face to face meetings practically ended, companies tried to compensate by increasing their call volumes, inundating prospective buyers with a 2 to 3X increase in daily calls received. This resulted in depressed connect rates, meaningful conversation times, and other KPIs.

Now, more than ever, it is critical that when BDRs actually connect with a potential buyer/decision maker, they talk with authority and knowledge so they can make the most out of each potential connection.

Unfortunately, most companies consider the role of calling into a prospect, qualifying, and setting appointments to be junior level work. As a consequence, most BDRs lack the skills and experience to hold business level talks with senior decision makers and move them towards a willingness to meet with Sales.

The BDR Training Pack is an essential element of an effective Sales Enablement Program in ensuring that both appointment setting rates and quality of scheduled meetings remain high as prospective buyers increasingly become difficult to reach. Let’s help your BDR team build high proficiency in understanding their target audience's world for more meaningful conversations that result in higher quality and quantities of appointments set.

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

Related Articles

Delivering value to customers

In many cases the customer—not the competition—is the key to a company's prospects.

Matching Your Product’s Value with Your Customer’s Values

Discover the keys to successfully drive top-line growth and bottom-line performance.

The Elements of Value

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.

How to Write a Great Value Proposition [Infographic]

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.