Sales development reps are tough people since they’re faced with many challenges everyday. On one side, you're being squeezed for the most possible qualified leads in the shortest possible time. On the other side, you're getting turned away from prospect after uninterested prospect.
About a year ago, venture capital investor Fred Wilson unleashed one of my favorite tweet storms. It was brief, but powerful.
Sales is changing rapidly. The skills and tactics that led to success only a few years ago don't cut it on their own today.
In SaaS sales, SDRs and AEs are faced with a relentless stream of objections, constant refusals and straight up rejections. Not everyone can handle this kind of punishment. That’s why these sales reps are a special breed and a critical part of any company.
When you see a call from a number you don’t know, you hesitate to pick it up. However, you are more likely to answer when the call is coming from your local area code. But then you answer…”Hello, Prospect…Do you have a few seconds to chat?” It ends up being a cold call, from a business trying to pitch you on their latest and...
In sales, there’s a creative tension between managing people and managing numbers.
Automation in sales is a bit of an oxymoron. When you really boil it down, there's a critical human element to sales that defies automation.
Metrics are at the core of every fast growing sales team. But it’s about more than just tracking dials, demos and deals. Those are easy to track and don’t actually give you insights into what’s working and what’s not in your sales process. For that, you need to drill down deeper in your sales funnel analytics.
No matter how many times you say it, it's still true. Hiring the right sales reps for your team is critical to your success.
There is no one magic formula for outbound sales success. There is no silver bullet subject line that will make everyone open your email. There is no best time to call a prospect.