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How scripted is your Sales Dev team?

Script or no script?


Do you go as far as providing a rebuttal card with different closes for appointments and a conversation roadmap?


OR


Are you super duper rich and invest in Gong/Chorus/Balto?

How outlined is your cold calling?
Attached poll
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πŸ“ž Cold Calling
☁️ Software Tech
β˜‘οΈ Qualification Calls
11
MrMoneybags
Opinionated
+1
Account Executive
Freedom encourages creativity and new methods
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
It also doesn't provide scalable and repeatable processes.

I will say though when I was doing outside sales with no sales training from management - the experiments I was able to run there are what helped create my sales program I use.
MrMoneybags
Opinionated
+1
Account Executive
with freedom I don't mean that there cannot be structure. you can still use tools that show the results from A/B testing for instance.Β 

new hire and teams will flock to the best converting sequences or messaging and try to improve on them.Β 

but that is the freedom you have opposed to being stuck with a callscript
Show 1 more replies
Wolfof7thStreet
Opinionated
+5
AE
Very much agree here, as an SDR being stuck to a script just makes me feel undervalued/ like the company hired me to be a dialing robot
goose
Politicker
+11
Sales Executive
Well...
CuriousFox
WR Officer
+11
Senior Account Executive
Freedom with key points written down to view as you speak.Β 
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
So you would prefer a conversation roadmap with leading questions, but not a word for word script?
goose
Politicker
+11
Sales Executive
I think that's ideal.
rharris415
Praised Answer
+2
Founder
Every. Single. Sales. Person. Uses. Scripts. Daily.Β 

EVERY! SINGLE! ONE!

Remember, there is a difference between having a script and sounding scripted. Nobody should sound scripted, ever.

That being said, every rep I know and teach, uses repetitive words over and over at different points in their conversation. Those are scripts. Might they change 10% each time, sure.Β 

There is no way you can do a completely different demo every time and be good at it.

There is no way you can do completely different disco calls every single time.Β 

Let me go one step further. As a sales leader, manager, director, VP of Sales, CRO, I would never let someone, regardless of age, with no sales experience to simply "figure it out". That's not leadership, that's lazy.Β 

Can they get creative later, sure. They should absolutely find their own authentic voice. The challenge is, nobody knows that early on.Β 

By early on, I also mean someone with 10 years experience, and moving from one company to the next. They need to understand how to shift their experience(s) based on a new customer, market, product, service. And they will use scripts to get there.Β 

#LongLiveSalesScripts
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Agreed!
rharris415
Praised Answer
+2
Founder
Thanks!
goose
Politicker
+11
Sales Executive
Nah... you're missing the point. Β You are calling for creativity in the conversation while hitting main talking points. Β Following scripts is more like "Hello, (first name), how are you this (morning, afternoon, evening)...?"
Wolfof7thStreet
Opinionated
+5
AE
As an SDR here we don't really have scripts (unless we write them). allows for creativity and I don't have any trouble coming up with what to say on my own. Relying on scripts is the downfall of good cold calling IMO - takes out the personality and reactiveness to the situation
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
I think the freedom to try new approaches is important. This helps you learn what works and can end up being the new scripts later on!Β 

Having structure to help people out, either if they are new, new to that market, or just off their game and need something to fall back on is important.

People do better with some freedom, but if you give too much that can easily lead to people feeling unsupported.
ChicagoCloser1717
Politicker
+7
Account Manager
Too much script ruins good salesman's instincts but having a general guide of what to say when you are learning the product is helpful
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Human to human connection, yes we want certain points drilled but dont want to sound robotic.Β 
bravochromatic
Opinionated
+2
Sales Manager
Give them a basic framework, how to open the call, overcome objections, inform, and close. Let them have their own personaility to the call and be conversational with it.Β 
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
So a conversation roadmap with some key leading questions?
ColdCall
Valued Contributor
+4
Business Development Manager
Campaign specific messaging helps, targeting a vertical with a specific message and a clear elevator pitch can help.Β 

That being said, personalisation and specific messaging to a prospect results in not only a better (on time, at maximum budget), but arguably a more involved and long term customer.Β 

Not used 'Predictive Talk software' but people say they can't sell without it which sounds silly to me?

A good 'SDR' should think on their feet and know enough to ask the right questions. No magic bullet through a mixture of experience, a script and good admin!Β 
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Yeah, we love "Persona-Lization" instead of trying to speak to the new dog they have, speak to what their role would care about with your product.
Salespreuner
Big Shot
+11
Regional Sales Director
Freedom and Collab driven culture to have creative and fresh new methods!
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Yes, but you also don't want to "test" on your prospects.Β  How do you A/B material?
Chep
WR Officer
+10
Business Development Team Lead
We have a script, but are comfortable going off the script when needed
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Is there a conversation roadmap to at least guide people if they do decide to venture off?
Chep
WR Officer
+10
Business Development Team Lead
Yes. They like to say we are "Structured not scripted"
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Human to human connection. We have the set questions we want answered but want ability to be human and not come off robotic with script. A good combo is great
1
Product Team and Sales
Discussion
8
6
Does your org believe in Sales enablement or L&D?
Question
10
Is sales enablement/Training and development a unique role in your Sales/Revenue org?
+22
TheDuchess , Β  MajorSideNotes , Β  TheDeplorable Β  and 22 people voted
7
πŸ€“ Sales Ops vs. Marketing 🀑
Discussion
13