Talking to dozens of prospects every week, we at Crono understand that some dynamics of outbound sales are not always very clear.
For example: what is the differences between a BDR and an SDR? What are the main skills that an SDR must have? What are the challenges?
We decided to ask Artificial Intelligence 5 key questions on outbound prospecting, find its answers here:
• What does "prospecting" mean?
Prospecting refers to the act of searching for potential customers or clients in order to generate new business. This can include activities such as cold calling, networking, or advertising. In the context of sales or marketing, prospecting is the first step in the process of identifying and qualifying potential leads, and is considered an important part of building a successful sales pipeline.
• Who does prospecting in a company?
In a company, prospecting is typically the responsibility of sales or business development teams. These teams are responsible for identifying and qualifying potential leads, and then passing them on to other members of the sales team for further follow-up and potential conversion into paying customers.
In smaller companies, it is not uncommon for the CEO or Founder to do prospecting themselves, as they may be the only ones who can do it. In bigger companies, there are people specifically hired for this role and might be called as Sales Development Representatives (SDR) or Business Development Representatives (BDR) who focus on prospecting and qualifying leads.
• What is the difference between BDR and SDR?
Business Development Representative (BDR) and Sales Development Representative (SDR) are similar roles, but with some key differences.
Both BDRs and SDRs are responsible for generating leads and identifying potential customers for the sales team. They typically do this through activities such as cold calling, emailing, networking, and other forms of outreach.
The main difference between BDRs and SDRs is their focus.
BDRs tend to focus on generating new business and expanding the customer base. They may be responsible for creating new partnerships, identifying new market opportunities, and building relationships with key decision-makers in target companies.
SDRs, on the other hand, tend to focus on qualifying leads and helping to build the sales pipeline. They may be responsible for identifying potential customers and determining if they are a good fit for the company's products or services. They will also help to schedule meetings and calls with leads for the sales team.
In summary, BDRs focus on finding new business opportunities and building relationships, while SDRs focus on qualifying leads and moving them through the sales pipeline.
In some companies, the distinction between the two roles may not be clearly defined, or the same person or team may be responsible for both BDR and SDR functions.
• What are the main qualities that an SDR must have?
Sales Development Representatives (SDRs) play a critical role in generating leads and building a strong sales pipeline for a company.
In order to be successful in this role, there are several key qualities that an SDR should possess:
1) Strong communication skills: SDRs need to be able to effectively communicate with potential customers and build relationships over the phone and via email.
2) Persistence: SDRs will often face rejection, and they need to be able to handle it and persist through that. They should have the ability to continue making calls and sending emails even when they are met with resistance.
3) Adaptability: SDRs need to be able to adapt their approach depending on the customer they are speaking to. They should be able to understand a customer's needs and tailor their message accordingly.
4) Organizational skills: SDRs need to be able to keep track of leads, follow-up dates, and other important details in order to stay on top of their pipeline.
5) A competitive spirit: SDRs should be competitive and driven by achieving targets.
6) Technical literacy: SDRs need to be able to navigate and use sales tools like CRM, email tracking and marketing automation software.
7) Strong product knowledge: SDRs need to have a solid understanding of the products or services they are selling in order to effectively communicate the value to potential customers.
8) A team player attitude: SDRs need to be able to work well with other members of the sales team and other departments to ensure that leads are properly qualified and moved through the pipeline.
In addition to these qualities, SDRs should also be self-motivated and have a positive attitude, as they will be required to work independently and will not have a direct supervisor.
• What are the main challenges that an SDR has to face on a daily basis?
Sales Development Representatives (SDRs) face many challenges on a daily basis, some of the most common include:
1) Rejection: SDRs will often face rejection from potential customers. They need to be able to handle this and persist through it.
2) Difficulty in getting through to the decision maker: SDRs often have to reach out to a large number of people before they can connect with the decision maker.
3) Managing a large volume of leads: SDRs are responsible for a large number of leads, and they need to be able to effectively manage and prioritize them to ensure that the most promising leads are followed up on in a timely manner.
4) Meeting and exceeding targets: SDRs are often held to strict performance targets, and they need to be able to consistently meet or exceed these targets in order to be successful.
5) Keeping up with industry changes: SDRs need to stay up-to-date with changes in their industry and be able to adapt their approach accordingly.
6) Handling objections: SDRs need to be able to handle objections and have good objection handling techniques.
7) Competing with other SDRs and sales teams: SDRs are often in competition with other SDRs and sales teams, and they need to be able to stand out and differentiate themselves in order to be successful.
8) Data Entry and Management: SDRs need to be able to enter and manage leads, contacts and accounts into CRM software.
9) Time management: SDRs have to balance a large number of responsibilities and tasks, and they need to be able to effectively manage their time in order to be successful.
10) Keeping a positive attitude: SDRs will often face challenges and setbacks, and they need to be able to maintain a positive attitude in order to stay motivated and continue to be successful in their role.