As a former SDR myself, I don’t like these answers.
As a prospect, I can’t deny the truth in them.
These quotes are from comments to LI Post by the brilliant Russ Somers. He asked, "why do marketers click a DEMO button instead of taking an SDR call."
1 “Most BDRs who call me haven't done the basic research to understand my pain point”
2 “Product-led-models…make it much easier for people to evaluate if what they're looking at is what they need”
3 “[SDRs] are woefully unprepared”
4 “If I answer the phone, and I'm not the contact, they pepper me with who to contact, and then pretend it's a referral”
5 “They beat around the bush about why they're calling (hint - it's not networking)”
6 “If I ask about price - it's hemming and hawing”
7 “If I want to buy their product, I'm often turned down because… I [don’t] fit the tier of the salesperson calling”
8 “In my experience, the bigger the company, the less a SDR can actually answer your questions and has business rules to follow on how and where to route you to schedule the demo”
In summary:
9 “I've found the demo button puts me past all that and got me connected to sales rep”
Lots of gripes. Clearly, not everyone making cold calls is ill-prepared to speak with their prospects, so these comments don't generalize to everyone.
What do you think?
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