The number one part of an SDR’s day-to-day is a personalized and efficient outbound sales development process. No matter where your strengths or weaknesses lie, the important thing to remember is that process, and a devotion to it, is key. Every rep is different, but if you plan around the elements that work best for you (calling, emailing, social selling, etc.) and execute daily — you’re going to be successful.
Take it from Angela Kirkland, our most recent Outbound SDR turned Sales Development Team Lead. Her outbound sales development process, and her ability to stay focused and dedicated to that process, has been the key to her success.
Watch the video below to hear her discuss the most important elements of her outbound sales development process, and how you can customize one that works best for you.
Hey Rainmakers, this is Angela Kirkland here. I am an SDR Team Lead over at SalesLoft. Thanks for taking some time to chat with me today!
Today we’re gonna speak a little bit about the importance of having an outbound process as an SDR. We’re also going to talk a little bit about what that process looks like for our team here at SalesLoft, and also a great tip that I’ve used consistently to help me execute.
So first off, it’s very important in sales nowadays to have a set process. Our market is saturated with competitors, so you need to have a game plan going into those calls and emails of how you’re going to capitalize on them. Our team here at SalesLoft uses a 7×7 method, which means that, over the course of seven business days, we are going to put each lead through a system of four emails and three phone touch points. By doing so, we know that is going to capitalize on our chance of an actual connection with that lead. We can talk to them about SalesLoft and hopefully book them on a demo.
While our team uses the 7×7 model, one thing that I’ve found that’s extremely important in that process is to learn to play to your strengths, and learn where your weaknesses are so you can work on those. For example, I have found, through my numbers and metrics, that I’m much stronger on the phone. So I know when I get to those call steps I really want to capitalize on them. I want to make sure that I can confirm their email or ask the gatekeeper for an extension or for a cell phone number.
Those are great tips because, if you don’t ask, you’re not going to find out. So I know when I get to the call steps, I want to get as much information out of anyone I can that I get on the phone (even if it’s not the prospect) how I can reach them.
And lastly, when you are following that process it’s so important to be consistent with it. As a baseline of my day-to-day here at SalesLoft, I focus on making 50 calls a day, minimum. As I just mentioned, I know my strength is calling so I need to make 50 calls to know I at least I’m going put up two demos.
So I hope that was helpful today, hopefully you can take these tips and insert them into your day-to-day action as an SDR. And again, thank you so much for taking some time with me.
Angela’s Tips on an Outbound Sales Development Process:
For a more comprehensive look at how to be a killer SDR, download our Top Secret Sales Development Playbook and start crushing your sales development goals today.