Sales development representatives or SDRs are in direct contact with companies and potential prospects to increase revenue and sell a product or service. These people may be referred to as sales executives. Kennected has sales development reps who sell our LinkedIn automation tools to warm leads and other leads worth pursuing.
Sales executives are another puzzle piece in the grand scale of marketing to prospects. Without SDRs, the possible customer flow is tainted. They are the boots on the ground, the first initial contact between a business and a prospect. But until then, leads are still leads. So how do we close leads to prospects?
What Is An SDR’s Role?
Depending on who you ask, an SDR is one of the most brutal sales and marketing entry levels. Why? Because the role involves a heavy amount of socializing, leadership, and rhetoric. It takes a drive and personality type to succeed as an SDR.
An SDR cold calls, emails, and uses other forms of direct communication to reach out to leads. This role involves a high level of stress and uncertainty as there will always be unanswered calls, emails, and other duties left unchecked from time to time. Once a deal is closed, the path forward is easier, but until then, it’s up to the sales executives to focus on getting those leads signed up with the company.
The SDR’s process of reaching out to prospects is termed outbound sales. This process is typically how the sales process works, but every blue moon, prospects may reach out to the sales group first. When this happens, an inbound sale is occurring. Since sales executives are looking for business more than outside companies, inbound sales are less likely to occur.
Sales leaders focus on sales development and what needs to happen to get there. By making goals and finding qualifying leads and prospects, the sales executives can increase company revenue and craft more business through the sales pipeline. The best SDRs book meetings without wasting time attracting new deals that focus on selling products.
Where Does A Sales Development Representative Rank On A Sales Team?
There are various members of a sales team which ensure sales development. Typically, a sales team is made up of five groups:
The Account Executive: Once a prospect has landed in the sales funnel, the account executive’s job is to ensure the deal is sealed. In casual conversation and in passing, traditional salespeople are thought of to be account executives. But the group only closes the deal.
Sales Development Representative: As previously stated, this group are the scourers of business. Through cold-calling, emails, and relationship building, SDRs work toward attracting leads initially and avoiding unqualified leads.
Sales Specialist/Sales Consultant: Sales specialists have no partaking in closing deals but they do put products into perspective for companies. When asking, how will this product benefit me? The sales specialist works to present demos and presentations of relevance to prospects.
Customer Success Rep: After a deal has been made and the product is sold, customer success representatives keep the conversation going with prospects. We want customers to stick with our company, so this group works to continue benefitting the companies and businesses we serve.
Sales Manager: Sales teams cannot function properly without a leader and that’s where these folks come into play. What direction should we take this month? What can we do better with sales? What’s working with customers? A sales manager is the “man behind the curtain.”
Sales Development Representatives vs. Business Development Representatives
There’s a fine line between a sales representative and a business representative. A business representative tries to initiate business between leads and salespeople. This process involves cold calling individuals who may or may not be interested in the product their offering.
Sales development representatives do cold calls but with success to be more likely. Warm leads and inbound sales go hand in hand more than cold calling just anyone. If a business thinks you may benefit from their product, a sales development representative will be the person reaching out. However, both positions are the initiation of the sales pipeline.
What Do Sales Development Representatives Do At Kennected?
At Kennected, the sales team pitches various products to entrepreneurs, business owners, CEOs, and more to provide more engagement with their websites and LinkedIn profiles. These products involve automated scheduling, personalized videos, and Cloud Kennect, our outreach tool which helps drive that engagement back to the source.
Establishing that connection and mutual benefit between the SDR and potential customer is something the company prides itself on. Kennected makes sure the customer knows what’s in it for them and how they will reach their goals. After approximately every sale, the gong is rung in celebration of another small victory. Name another sales team that does this.
It’s an average day to hear cold phone calls on the sales end of the building, where sales reps get to know potential customers before issuing a deal. Kennected’s ideology of relationships over money has brought the company far since its inception in 2018.
But the sales cycle is assisted by our expert-led marketing department, which ensures potential buyers remain aware of all the good stuff we offer. The marketing team helps push the product or serve being offered by the company. The SDR team is united because they are willing to assist prospects throughout the sales funnel. As online conversations become the ever-increasing norm, Kennected has SDRs specializing in making more calls and email templates to work with all companies.
How To Develop SDR Communication Skills
Although being a successful SDR requires a great deal of selling the business and professionalism, it may be surprising to know that listening is key to any communication. SDRs specialize in personality right down to the body language, word usage, and decision-making skills of prospects. Many SDRs can talk the talk but not deliver on feedback. Was my pitch successful? What can I improve on next time? Adapting the initial approach to the business or company can increase selling potential and overall revenue for the company you work for.
The process of asking companies and a business to consider your product can be daunting, so we want to sound grateful and helpful when the time comes. Most SDRs want what’s in it for them rather than considering the full process of the sales funnel. Sales development representatives can make or break a business, but SDRs can fully maneuver the sales funnel with careful training by sales managers.
How Do You Succeed As An SDR?
As strange as it sounds, SDRs have to have one trait that separates them from the modern Joe, ego. Whereas having a vast ego can be seen as negatively impactful elsewhere, SDRs need to be confident and adventurous in the sales process in the sales team. Nearly anyone can call up qualified leads for potential collaboration, but succeeding in the sales world is another matter.
The explanation may sound simple enough, but closing deals requires a lot of wordplays and good knowledge. Although sales professionals are trying to sell something of interest, it’s important to remember not to sound like a robot or a salesperson in general. You want to stick out from other members and ensure by the end of the sales process that prospective clients know about the product, how it benefits them, and have shown interest in the product.
What separates a standard sales rep from a great sales rep is the SDR role of following up after the deal is done. If you want to have greater success as an SDR, it’s essential to acknowledge the work you’ve done with customers. Follow up with the customer, ask them how they’re getting along with the product, and have any follow-up questions. We want customers to know we care more about the quality of service rather than making some bank.
How To Succeed At Kennected As An SDR
At Kennected, being an SDR takes a great deal of effort and determination to succeed. To keep track of the team’s progress, leaderboards are displayed 24/7 in the sales department by our sales executives. We’ve found it’s one of the most motivating techniques for increasing sales through a healthy competitive environment.
Sales can be a “cut-throat” atmosphere, never knowing where you stand compared to your coworkers. But at Kennected, it’s simpler than all that. To succeed at Kennected means collaborating and ensuring everyone is growing in their way rather than outdoing the next person. Of course, Kennected wants to allow some sense of competitive play, but we also need to thrive.
Hiring SDRs willing to make those phone calls and work with qualifying leads gives them focus and a clear distinction on becoming successful sales representatives. Our SDR team is high-energy and willing to put their hearts into every sale, from a good interaction to a bad interaction. We work to progress sales reps to sales hacker status, making the sales strategy that much easier.
Kennected is a relatively young company that’s changing the game of sales opportunities. We want excellent decision-makers with a positive outlook and a track record of sales specialization. Our sales representatives work with the latest sales tools that focus on outbound prospecting. We have existing customers built from a successful sales strategy and experts that carefully maneuver the buyer’s journey.
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