Strategies for a World-Class SDR Program

Quick Tip: Stop Wasting SDR Calls

 

How often do you speak with your intended prospect on your first connect? Maybe 40% of the time, if you’re lucky? That means you end up talking to other people—usually gatekeepers and non decision-makers—at least half the time.

 

If you’re like most SDRs, you end these calls as fast as possible. That’s a huge miss. Unless it’s a totally wrong number (someone who doesn’t work at the company), you should see these connects as opportunities.

 

Let’s talk about two common situations where you can glean valuable information.

 

Gatekeepers

If you hang up the phone as soon as a gatekeeper tells you that they will not transfer you, then you’re leaving money on the table. Many gatekeepers—especially EAs—have a ton of valuable information. Don’t be afraid to ask.

 

  • What is the best way to get in touch with {prospect}?
  • Is solving {problem} on the company’s radar at the moment?
  • Who else should I be talking to if I want information on {problem}?
  • Have you ever used {competitor’s software/service}? What did you think of it?

 

You’ll find that asking their opinion can open unexpected doors. Once it’s clear that you view them as important and not just an annoyance, some gatekeepers will make a real effort to help.

 

Wrong Person

Sometimes you end up being connected to the wrong person. Sometimes the switchboard makes a mistake. Other times the person you expect to be a decision-maker ends up not being involved in buying what you’re selling. Either way, don’t just apologize and hang up.

 

  • Does the problem you solve affect this person and their team?
  • Are there other teams struggling with this problem?
  • Who should you be talking to? Why that person?

 

The Takeaway

Every time you connect with someone, be ready to make the most of the call. If you didn’t get the person you wanted to talk to, then get what information you can from the person who answered. Stop leaving money on the table.

 

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Chris Bryson

Chris Bryson

Chris Bryson is a sales development leader that specializes in tactical execution, developing talent, and helping startups accelerate pipeline growth. He has held roles in both sales and sales operations in addition to his focus on sales development.

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