Role of a Sales Development Rep (SDR) is ever evolving and the modern SDR has come a long way from just cold calling and pitching the product. SDRs are well aware about their prospects’ environment and needs, are communicating with them via communication channels where prospects are more comfortable and they have taken the role of thought leaders and influencers to earn the most important thing in today’s buying process – Trust.
Gone are the days when they were just given a list to make cold calls. Modern SDRs are sales pros who are strategizing and executing their sales plans to get the maximum results for their organizations. Also, in today’s world, SDRs are well equipped with technology and are leveraging it to better assist the prospects solve their pain points.
Let’s take a quick look at the most crucial traits of a modern SDR:
Knows The ICP And Understands Their Pain Points
For an SDR to succeed and be productive, understanding the ICP well is a must. Defining a strategy requires you to define your goal in the first place and knowing your ICP well is just that. Modern SDR is clear about her target market and personas she wants to help through the product.. SDRs are the first human contact point between the prospects and the company hence, can help identify the ICP in an ideal manner. Different personas that you have defined in your ICP have varied specific pain points and this is where a modern sales development rep makes a difference by personalizing their approach to suit the prospects’ needs.
Champion Of Their Product Offering
You must be having the best product in market but if your sales team is not thorough with the product, you will lose the battle without even fighting. Modern SDRs are not only aware about their product features rather they have impeccable understanding of how their product can fulfil any specific user need. This helps them in presenting the product to potential customers in a way that highlights the solution to their major problems. Meticulous product understanding helps to identify the right fit and offer the solution to the prospects instead of just pitching your product.
Implements A Consistent And Scalable Process
Modern SDR knows that smart work is the key and persistence is must for success in sales. Thus,she leaves no stone unturned in executing a consistent and scalable sales outreach process. Companies are leveraging technology to enable their sales teams follow a sales workflow which is persistent and scalable across the organization. Smart work is engaging with prospects through medium they are comfortable with and following an outreach which is a mix of phone, email and social. This ensures a personalized and context driven approach to drive better conversion rate.
Imbibes ‘Always Be Helping’ Approach
‘Always Be Closing‘ is outdated and will not get you the most important thing in today’s buying process – Prospect’s Trust. Trust building is crucial if you want to cut through the noise clutter that is surrounding the prospects. If you can’t get their trust, forget about that deal you are eyeing anyways. Modern SDRs are always seeking to help their prospects and in return they earn their trust. It’s not an overnight thing; it takes time, effort and a lot of persistence. Social media is one platform that has helped SDRs to identity their prospect’s needs and help them find solutions.
Never Ceases To Personalize Messaging
it’s a no brainer that personalization in sales is a winning move and modern sales development rep is a pro in this field. So much information about prospects is available today on the web which if utilised in the right context can do wonders and the result is better conversation rates. LinkedIn and Twitter have opened new gates for salespeople to reach out to their prospects in a more personalized manner. Modern SDRs are socially very active and know the art of leading personalized context driven conversations.
If you are a modern SDR who is doing some out of the box things to get better sales conversions, do share your best practices with us in the comment section below.