Your SDR campaign should be delivering a steady stream of meeting opportunities to your Account Managers /Closers. What if it isn’t though? Can you get it back without spending an eternity on overtime or reworking your campaign? Take a look at these steps that can help you breathe new life into your SDR campaign without you having to question your life choices or your Ideal Client Profile.
Are your SDRs having enough conversations? Your minimum connect rates should be 10% and even very successful SDRs don’t usually get past 30%. Now, there are two ways you can potentially address this issue. Either you increase your baseline number of calls per day or you improve your call technique so that you have interactions that are more meaningful, more often.
Whistle SDRs are continuously training to be better. This includes intensive practice and training on Second Nature which is conversation-based, AI software. Outbound calls are cold, so the conversion rates are naturally lower than Inbound calls. It therefore stands to reason that the volume of outbound calls needs to be higher if you expect to meet your targets. Never sacrifice quality for quantity though. Meeting a daily quota of numbers means nothing if you don’t have any quality conversations that evolve into meetings.
Are your SDRs focused on the best leads first? Where did the lead come from? Have you qualified the lead? These are just a few of the questions that you should be asking yourself. The source of the lead e.g. LinkedIn can tell you a lot about your lead. What is their position in the company? Do they work in a team? What is their circle of influence? A properly qualified lead should be easy to move along the sales pipeline as they already know the value proposition of your product or service. They are in a position to make a decision to buy and they know exactly what their available budget is.
Are your SDRs educated as to their buyer, message, goal, process? An SDR should do their due diligence prior to contacting a potential lead. That means being familiar with as much information about the lead as possible. Scripts and battlecards are invaluable tools in this situation. Know exactly what you want to say and exactly how you want to say it. Practice, practice, practice. SDRs should be prepared for every possible objection but shouldn’t be pushy. They are there to offer insight, knowledge and options to a lead. Every call has a goal or objective and it is important to never lose sight of it during the call. Follow the process that they learned in your training and practice actively listening to the prospect.
Is your content engaging and relatable? Your prospects should want to hear what you have to say. Offering new information or a different perspective lets you engage them and shows them a way to get even more value or benefits from your product or service. More importantly, make sure that the new information is relevant to them. Personalizing your SDRs interactions are the perfect way to warm up cold leads.
While not all SDR campaigns gain immediate traction, there are always ways to get it back on track. The Whistle method is a tried and tested way to boost the flow of leads through your sales pipeline.