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How To Crush A Sales Event As An SDR

3 min read
July 20, 2016

In today’s modern, multi-channel world, Sales Development Reps who use social channels as a part of their personalized selling strategy are more likely to uncover valuable buyer information, and ultimately schedule more qualified sales meetings. But what’s even more personal than a retweet or a like on a prospect’s Instagram? Meeting them at a sales event.

Meeting a prospect in person will always be better (and more memorable) than a phone or email. We want to make you the best, most sincere personalized sellers in the business, and help you do what you do best on the floor at sales events.

Today on SDR TV, we have Salesloft Account Developer Brad Ansley to talk you through his tips for crushing a sales event as an SDR. Check out the video below to learn more:

Video Transcript on Brads’s Best Ways To Crush A Sales Event:

Hey guys. Brad Ansley here with Salesloft. Today I wanted to talk with you about how to approach a sales event and trade shows as an SDR. These can be great opportunities to get some face time with prospects and schedule meetings that you probably wouldn’t be able to from your desk.

First things first, come prepared. Make a game plan in order to get the most out of your time at these events. If you’re lucky, you’ll be able to get a list of attendees and, at the very least, a list of sponsors. Set a goal for amount of meetings that you want to schedule by the end of the sales event.

If you can’t get any kind of list or you don’t have any clue who’s going, use Twitter. Use the hashtag from the sales event to figure out who’s talking about the event and engage on social before you even go.

When you’re at the sales event at your company’s booth, don’t get caught in the trap of making it all about you. You’re going to have a lot of people coming up to you and saying, “So, what exactly do you guys do?” You want to help them to understand what you do, but you also want to find out what they do. Ask them about their business. What did they come to the sales event for? What are they hoping to get out of this event? Frame the conversation that way.

Another thing that can be a little bit more difficult than it sounds, when you’re not in the booth, you have to actually go talk to people. That’s what you’re there for. That’s what they’re there for. It’s to network. So, don’t feel bad about inserting yourselves into conversations.

Seek out the companies from your game plan. Mix it up with them at the happy hours. Meeting somebody in person will always be better than a phone or email. Something to keep in mind, every vendor at this event is going to be sending that person an email afterwards, and their inbox is going to be inundated with follow-up emails from other vendors and also work emails that they haven’t caught up with yet while they were traveling.

You really need to refer specifically to your conversations. Start a meaningful dialogue about take-aways from the event. Alright guys, hope that’s helpful. Hope you can use that at the next event that you go to. And I hope to see you at Rainmaker 2017.

For a more comprehensive look into Salesloft’s internal SDR process, download our free playbook and optimize your sales efforts to start crushing your sales development goals today.
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