Why does opportunity matter to an SDR at Whistle? Well, for starters, it’s the reason our clients put their faith in us. (Along with their $$$ in our very appreciative corporate bank account.) Our research into prospects means that our clients have a greater chance of closing deals in meetings that we create.
So, what is an opportunity?
Opportunities come in many forms. Usually though, they’re an opportunity for clients to satisfy a need that a prospect has. Solving a pain point or perhaps even finding a way to streamline a process that the prospect has not considered, are invaluable during the sales process. It is for this reason that Whistle encourages their SDRs to put clients in a face-to-face situation with opportunities to assist the prospect in some way. It is this ‘potential’ to help the prospect that gives value to Whistle’s clients in the meeting. Every opportunity created by Whistle with a prospect should be translatable into a Dollar value for our clients. This lets our clients see the immediate, intrinsic value of a partnership with Whistle.
Yonah Zeff, COO at Whistle explains, “By rating an SDR on opportunities created you automatically align the SDR’s with the company’s end goal of increasing revenue. Meetings set, however, may encourage bad practice as SDR’s are incentivized to schedule any lead, be it qualified or unqualified.”
And, why is it important for an SDR to qualify leads properly?
In order for the sales cycle to achieve long-lasting, meaningful results it is critical that the customer’s needs are met by a supplier or service provider. Whistle has been successfully creating those relationships that work by carefully pairing our clients with leads, in a meeting that offers opportunities for mutually beneficial business transactions to happen. Meetings that yield no opportunities are of very little consequence to everyone involved. The SDR should always do as much research as possible to align prospects’ needs to our clients’ offerings.
You’ve identified a need… What next? Well, someone at the prospect company has the power to make a decision, exert some influence or at least have a discussion. Identify the individual and after extensive research into them (some discreet cyber-stalking is completely acceptable) reach out to them and make them an offer they can’t refuse.
When should a SDR get credit for a meeting and when should it be decided if the meeting qualifies as an opportunity or not?
Once all the hard work is done and appropriate needs have been matched between the prospect and our client. The SDR has asked the right questions and has gathered as much information as possible from the lead in order to best identify opportunities for our clients. Whistle’s work is a lot like going to a good matchmaking service. (Except that it doesn’t involve crazy in-laws that argue all the time and put way too much brandy in the Christmas pudding).
Why does our method work better for our clients?
Our clients get to sit down with prospects that have real potential. Prospects that have spoken to us about their needs and have made known to us where the opportunities exist for revenue generation. The Whistle method is all about quality lead generation and a process that focuses on asking the right questions in order to get the best quality data.
SDRs are constantly trained and kept sharp through a first-of-its-kind AI-based software until they are well-oiled sales machines. (They are also empathetic, helpful and excellent listeners.)
This means that our clients have available to them a sales team that they can leverage, in order to break into markets they felt were previously out of reach because they didn’t know the market or go on the expansion drive they wanted to but didn’t for fear that they didn’t have enough boots on the ground.
With team Whistle, you get more sales. Simple.