AlecBaldwinsHairline

Head of Sales Development

Valued Contributor

Opinionated

Member

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?

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

How outlined is your cold calling?

Attached poll

Script Predictive Talk Software (GONG,CHORUS,BALTO) Nah fam - we run free

*Voting in this poll no longer yields commission.

📞 Cold Calling

☁️ Software Tech

☑️ Qualification Calls

30 comments

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CuriousFox

WR Officer

🦊

Freedom with key points written down to view as you speak.

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

So you would prefer a conversation roadmap with leading questions, but not a word for word script?

goose

Politicker

Sales Executive

I think that's ideal.

MrMoneybags

Big Shot

Account Executive

Freedom encourages creativity and new methods

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

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

Big Shot

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.

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

but that is the freedom you have opposed to being stuck with a callscript

goose

Politicker

Sales Executive

I'm not sure sales (in general) is scalable and repeatable using scripts.

Wolfof7thStreet

Valued Contributor

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

Sales Executive

Well...

rharris415

Contributor

Founder

Every. Single. Sales. Person. Uses. Scripts. Daily.

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.

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.

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.

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

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.

#LongLiveSalesScripts

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

Agreed!

rharris415

Contributor

Founder

Thanks!

goose

Politicker

Sales Executive

Nah... you're missing the point. You are calling for creativity in the conversation while hitting main talking points. Following scripts is more like "Hello, (first name), how are you this (morning, afternoon, evening)...?"

Wolfof7thStreet

Valued Contributor

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

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!

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.

Chep

WR Officer

Bitcoin Adoption Specialist

We have a script, but are comfortable going off the script when needed

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

Is there a conversation roadmap to at least guide people if they do decide to venture off?

Chep

WR Officer

Bitcoin Adoption Specialist

Yes. They like to say we are "Structured not scripted"

ChicagoCloser1717

Politicker

New Business Development Representative

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

Director Sales and Market Development

Human to human connection, yes we want certain points drilled but dont want to sound robotic.

bravochromatic

Opinionated

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.

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

So a conversation roadmap with some key leading questions?

ColdCall

Valued Contributor

Account Executive

Campaign specific messaging helps, targeting a vertical with a specific message and a clear elevator pitch can help.

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.

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!

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

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

Regional Sales Director

Freedom and Collab driven culture to have creative and fresh new methods!

AlecBaldwinsHairline

Valued Contributor

Head of Sales Development

Yes, but you also don't want to "test" on your prospects. How do you A/B material?

Blackwargreymon

Politicker

MDR

Freedom encourages creativity and new methods

Clashingsoulsspell

Politicker

ISR

Predictive Talk Software

Coffeesforclosers

Notable Contributor

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

MR.StretchISR

Politicker

ISR

Freedom encourages creativity and new methods

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AlecBaldwinsHairline

How scripted is your Sales Dev team?

How outlined is your cold calling?

30 comments

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