Itsabaddaytobeaphone

SDR

How long are your SDR's call

I'm wondering how long a demo booked call is for SDR's at your org. Personally, my demo booked calls are between 4-7 minutes. I do a little discovery on each call, but the primary reason is to get a demo booked. For reference the market I am selling to is pretty specific, so I know if they are the correct title and a certain org size, they could use our product, so the cold call is - intro/ask - Pitch - objective handle - demo ask.

My manager is always saying, we should be asking additional questions after or before the demo booked but IMO the sdr-AE model we have in the market we are selling to. The sdr main roles is to set up the demo and generate interest, not discovery. My thinking is -- if I'm the prospect and the sdr is asking me all the questions on a cold call taking 15+ minutes of my day just to get asked the same questions all over again by the AE in a 45 minute demo, it's repetitive. So the SDR should get in and get out with the demo booked and make sure the prospect shows.

Thoughts?

It's also important to know that, all demos come from outbound cold calling, no inbound marketing-generated (1 a month for the team). And emails arent getting a response.

🔎 Prospecting

📞 Cold Calling

☁️ Software Tech

2

14 comments

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antiASKHOLE

Tycoon

4

Bravado's Resident Asshole

100% In my opinion, the SDR should not be trying to "sell" the product, rather they are in position to "sell" the appointment. Additional information is bonus, but that is what the appointment/demo is for.

Itsabaddaytobeaphone

Good Citizen

2

SDR

Just outta curiosity, how long are your SDR's calls, and how many meetings/demos a month?

antiASKHOLE

Tycoon

1

Bravado's Resident Asshole

Average calls a day is 90-100. Average talk time with a DM is 5-6 minutes. And they average 30-40 appts a month.

Itsabaddaytobeaphone

Good Citizen

1

SDR

Gotcha, we do 40-50 calls a day, talk time 4-7 minutes with 8-14 demos a month, the average deal size is 50-70k

Rallier

Politicker

1

SDR Manager and Consultant

Mine were always pretty short, like 4 minutes. I always answered any questions, but I was careful to not give away too much information so they were incentivized to show up to the demo

Chep

WR Officer

1

Bitcoin Adoption Specialist

2 minutes on average, but I usually try and book disco calls not demos so a little easier to go right for the meeting

Ace

Arsonist

0

CEO

My demo call lasts only 30 mins. 20 mins of demo and 10 mins of QnA. Discover comes before this or I can spend a couple mins in the call. Depends

MMMGood

Celebrated Contributor

0

Senior Account Executive

My SDR will validate the prospect - title/role, business/value drivers, timeline, confirmed budget - and setup the call. For an introductory, discovery call, I usually do 30 min, mostly listening to the customer and asking a lot of questions...and then about 5-7 min sharing a high level overview. That sets up the demo call when I bring in my Solutions Architect and they usually invite more from their development/security teams and we spend 60 min; doing some more technical discovery and a thorough demo of the specific solutions within our platform they are interested in.

Itsabaddaytobeaphone

Good Citizen

0

SDR

Are the demos inbound or outbound when the sdr is setting the meeting

MMMGood

Celebrated Contributor

0

Senior Account Executive

If the SDR is in the meeting, it's because he booked it, inbound or outbound. He will usually kick the meeting off and then sit back. It's the same thing when I was an SDR and I appreciated getting to listen into the calls to hear how AEs would begin their sales motions and developing my own talk track.

Itsabaddaytobeaphone

Good Citizen

0

SDR

The question was more of are the demos being converted mostly inbound or outbound.

You stated that the sdr is validating the prospect and the typical bant type of procedure which is really helpful for inbound leads but not so helpful for outbound genreated

GameOfPhones

Valued Contributor

0

Account Manager

When I was an SDR I my fastest call to demo book was 48 seconds, my longest calls sometimes took 20 minutes to sell the demo.

The sub 1 minute calls I had pre-qualified by either things they had published or based on their linkedin/other social media.

BlueJays2591

Politicker

0

Federal Business Dev Director

I like to have them stay at 3 minutes or under. They're trying to set up the meeting for the AE/SE so they can discover more and sell further. the SDR isn't trying to make a sale.

Salespreuner

Big Shot

0

Regional Sales Director

Ideal for me is 30-45 mins
Discovery is done prior
10 mins for F/B and QnA

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