Industry Segment Brief

Arm your SDRs with Industry Segment Briefs so they can talk like an industry insider, gain trust and credibility so they can win the appointment.

What is Industry Segment Brief

The SDR Industry Segment Brief is a well-researched industry overview on the industry or segment that the SDR will be calling into.

It provides key information on that industry or segment including:

  • Industry structure: the size, growth rate, level of concentration, top players (customers and suppliers)
  • Key economic drivers and value chain model 
  • Key challenges faced by the industry
  • New regulatory, technological, and buyer preference trends that are emerging

Why is Industry Segment Brief Critical

While there are similarities across industry segments, there are also vast differences, and knowing these differences can make or break a prospecting call.

For instance, the Full Truck Load Trucking segment is very different from the Less Than Full Load Trucking segment. Their key challenges and economic drivers are different. Even regulations are different. Similarly, in the HealthCare industry, those in the Pharma sector are very different from those in Biotech, and very different from Medical Device sectors.

Even the language used is different—terms and acronyms are different.

The only way a SDR can hold a conversation with a senior level prospect is if the SDR comes through as if she were an insider, knows the industry issues, and can be a resource to the prospect. And she can’t come across that way if she hasn’t mastered at least the rudimentaries of the industry she is calling into.

The SDR Enablement Industry Segment Brief is one of the key tools that transform a junior SDR into a seasoned prospector.

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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