Calico profile picture
Calico profile picture

Calico

Corporate Trainer

Celebrated Contributor
Arsonist
Opinionated
+5

SDR "cheat sheet"

A little background: When I started as an SDR, I filled up some pages of a notebook with things like common objections and how I should tackle them, my ICPs and their main challenges (and appropriate questions), and the qualification metrics my account used so that my deals wouldn't get kicked back by my very angry AE. I then consolidated these onto one sheet of paper, all color coded.


Can you tell I was the kid in school with too many highlighters?


Anyway, I'm looking to make a cheat sheet template for my SDRs. What do you guys think is the most useful information?

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14 comments

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JC10X
Politicker
3
Senior Sales Manager
I would include things like: Who does this industry sell to / who does this company sell to. What is my ICP and what are they really like in their work shoes. What is their POV on my "solution". Who else solves the same problem/s we do? How positioned are they?ย 

Basically who am I talking to:
What am I talking about:
Why should I talk about it:
eds
Opinionated
1
Salesy
how to talk about it
Beasthouse
Opinionated
1
Corporate trainer
nice clean simple i would jast add when for daily or weekly best practice call blocks

JC10X
Politicker
0
Senior Sales Manager
Call blocks are a MUST!
Beasthouse
Opinionated
2
Corporate trainer
for me persona and event triggers are my biggest factors
Calico
Celebrated Contributor
3
Corporate Trainer
Triggers are super important! I think I'd add a section that makes the SDRs ask "why *exactly* am I reaching out to this person?". Market-specific news events, maybe something you noticed was missing from their company website. Thanks!ย 
eds
Opinionated
2
Salesy
You're on the right track!
Beasthouse
Opinionated
0
Corporate trainer
thats a good call

watercooler
Politicker
2
Manger, BizDev
Simple objection deflections, value statements, and strategic questions (dependent on industry)
Beasthouse
Opinionated
0
Corporate trainer
so clean n simple i like
Kinonez
Celebrated Contributor
2
War Room Enthusiast
Objection handeling is key in every call!
Beasthouse
Opinionated
0
Corporate trainer
bam! 100 percent basic objection handling brain teaser would be great on that doc

Kinonez
Celebrated Contributor
1
War Room Enthusiast
Oh yeah without that, they will never close a deal!
GDO
Politicker
0
BDM
Market and product info
most common objections and how to handle them
most common questions regarding the product
what is the impact of the product: save time, save money, mitigate risk,โ€ฆ

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