Complete industry or industry segment briefs designed to help your sales development rep (SDRs) quickly understand what they need to know in order to effectively prospect into that industry or segment. Contains a quick overview, current trends, current challenges, and insights. 

Complete persona briefs designed to help your sales development rep (SDRs) quickly understand the role of the person they are calling—what they do, their goals and responsibilities, and pain points—enabling them to elevate their conversations to the level of the decision maker they are speaking with.

Concise briefs on your top three competitors (including in-house implementation), providing your SDRs with an overview of competing products and their relative strengths and weaknesses,  so they can handle “not interested” type objections more intelligently.

While you likely have a standard value proposition for each product or service you sell, these must be  customized to the specific space and to the persona you sell to ensure that your value props are compelling. 

Your SDRs will increase their appointment setting rate by as much as 50% if they use customized value props.

A complete call navigator that includes a proper introduction, value prop, relevant stories, qualifying questions for pain, authority, timeline, and explicit next steps agreed to before the call is completed.

This enables your SDRs and sales reps to conduct qualifying calls with a high degree of relevance, specificity, and skill—creating the right impression on prospects and leading them to agree to a booked meeting.

Most prospects are not likely  searching for a new product or service when your reps call them, and  are very likely to say “Not interested” or “call me in six months”. 

If your SDRs know how to handle such objections, they will likely set far more appointments than if they accept these excuses to get off the phone.

We all receive prospecting emails—lots of them. Many try to be cute and quirky in the hope of getting someone’s curiosity up, and open the email. Most senior decision makers (and that’s who your SDRs should target) really don’t have time to play games. 

Each email your SDRs send out should add significant value. Which means they have to be specific to that Industry and Persona.

Like prospecting emails, prospecting voicemails should quickly get to the point and offer something of high value to the prospect. Which means each voicemail must be crafted for the specific Industry and Persona targeted.

Remember that prospects will quickly hear the first few seconds and delete the voicemail. You may want to start with your compelling value prop and then your introduction and how to reach you.