Joint Prospecting with SDR

So I've recently changed tactics to be more involved and strategic with my SDR. We meet every day and talk about skill development, career goals, Top 50 accounts, etc.


One of the things, we've stumbled upon is to attack the same account. She calls lower level employees and information gathers (rarely asks for meetings and tbh i dont want them).


She then narrows the focus to their pains and passes the information to me so I can use it actively in calls to the VPs and Csuite.


I'm curious what I dont know about this approach. Has anyone done something similar to open accounts and speak very directly to them? What have you learned in doing so?

๐ŸŽˆ Mentorship
๐Ÿ”Ž Prospecting
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9
someoneinsales
Tycoon
2
Director of Sales
Great approach. Only problem is that if they arenโ€™t setting meeting with the lower level folks, eventually their boss will start to say why are all these connects not leading to meetings. If you want this to be successful, you have to set the right expectations with the manager otherwise they will get in the way. Might be good to incentivize your SDR based on amount of info per account they gain.
Do.it.for.the.checks
Politicker
1
Account Executive
Great points! I should have added this started by a strategy session with my VP. He knows we are experimenting and her manager has started to check in to understand effort levels and things because her normal metrics aren't there.

But I haven't thought about incentives. She is definitely going to take a hit, might need to talk to SLT about paying her in a different manner too!
Kirby
Politicker
2
Sales Representative
Iโ€™ve learned that no managers will understand what youโ€™re doing, but that a good SDR-AE combo is super powerful. But Iโ€™d give them a bit more trust. Let her prospect some of the top people as well.
Do.it.for.the.checks
Politicker
0
Account Executive
So SLT is onboard with this. I spoke to them already.

As for the trust, we are working towards it. This initiative started as a way to develop SDRs to be better equipped to become AEs. There's ground to be made on basic things like we dont sell software, we solve business problems.

But that and other things like running an intro meeting or trying to work a deal are all rewards for doing better work upfront.
Blackwargreymon
Politicker
1
MDR
Iโ€™ve learned that no managers will understand what youโ€™re doing, but that a good SDR-AE combo is super powerful. But Iโ€™d give them a bit more trust. Let her prospect some of the top people as well.
Clashingsoulsspell
Politicker
1
ISR
I like to minimize cooperation where possible.
spicy
Good Citizen
0
Account Executive
I like to minimize cooperation where possible. It's best to unchain everyone and let them be maximally productive. It's like mission command in the military - while you can get a few isolated wins by cooperating, if you look at the big picture you're making more progress if everyone is going after targets in their own area of responsibility.
MR.StretchISR
Politicker
0
ISR
Great approach. Only problem is that if they arenโ€™t setting meeting with the lower level folks, eventually their boss will start to say why are all these connects not leading to meetings. If you want this to be successful, you have to set the right expectations with the manager otherwise they will get in the way. Might be good to incentivize your SDR based on amount of info per account they gain.
Mr.Floaty
Politicker
0
BDR
Never on client meetings. Colleagues, depends on who I'm speaking to and how friendly I am with them.
Cyberjarre
Politicker
0
BDR
Never on client meetings. Colleagues, depends on who I'm speaking to and how friendly I am with them.
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