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How a Real Sales Development Rep Makes Calls Every Day

4 min read
Nov. 16, 2015

As a Sales Development Rep, I make an average of 70 calls a day. It’s imperative that I have an integrated sales dialer that’s easy to use, and the Salesloft Sales Dialer is a huge asset to keeping me efficient and fast with my call steps in the platform.

My daily routine is the same — I always start my day by grabbing a quick cup of Rainmaker coffee (provided by our very own SDR Nick Arko.) Next, I spend some time answering incoming calls and emails, then make sure all my email steps are running. Then at about 9:30 AM, I begin calling for the day.

Here is the process I follow for each prospect:

1. I open the prospect and company Linkedin profiles.

I open both of these pages so that I can get good insight into who I am talking to, what their role is at the company, and what the company does. With the two pages so readily available from the platform, I’m able to pull these pages up fast — which allows me to research fast. I try to spend under two minutes skimming the profiles — sometimes I’m even skimming as the phone is ringing. Then, as I’m talking to the prospect, their LinkedIn profile and company profile are open, so I can refer back at any point during the conversation.

Integrated sales dialer with LinkedIn

2. I click to dial the phone number, Local Presence included.

The phone number is already mapped from Salesforce to my cadence, so I am able to click the phone number and the platform will dial for me. With the Local Dial feature in the Sales Dialer, it sorts by timezone at the beginning of the call sequence. And because prospects are 4x more likely to answer when the number is local, I know that my chances of connecting will go up.

Integrated sales dialer with local presence

3. I drop voicemails and take notes on the conversations.

If I hit the voicemail step in my cadence, I use the Dropped Voicemail feature so that I can efficiently drop a great voicemail, and keep moving to the next prospect. Notes vary based on how the conversation goes — they can be as simple as “No Voicemail” or “Voicemail,” to writing down the extension number so that you can just dial that next time you call.

If I have a conversation with the prospect, I take notes like, “Told me not interested,” “Follow up in 3 months,” or “DEMO SCHEDULED!!!!” I keep them short and sweet — no longer than a sentence. These are simply for my records so that the next time I call, I know what kind of interaction I had with the prospect last.

Integrated sales dialer with dropped voicemail

4. I log a disposition and a sentiment.

I can easily use the drop-down menus to log dispositions and sentiments based on what happened during the call. Maybe I talked to a gatekeeper or the prospect did not answer — there are labels for that. If I connected with the prospect, I can click an option based on the interaction (i.e. demo scheduled, bad fit, not interested, follow up in 3-6 months, etc.).

The dispositions and sentiments log into Salesforce, and then we run reports to get each rep’s call to connection ratio and connection to demo scheduled ratio. By easily being able to log these numbers, each rep knows how many calls it takes to hit their number of demos scheduled.

Integrated sales dialer with disposition Integrated sales dialer with sentiment

5. I hit complete — then start again.

After completing this entire process — I start all over again for the next prospect. It may seem like a long process, but with everything readily available at one click of a button I am able to move fast through prospects who do not answer and get to the prospects I connect with.

Making large volume calls can be a grind. But with an integrated Sales Dialer, calling, reporting, and tracking just got 10x easier. Don’t believe me? Try the Salesloft Sales Dialer today.

Integrated sales dialer with Salesloft