In our case, the SDR is present during the demo and welcomes the prospect, and states the agenda and passes it off to AE. However, during this initial introduction (which is all of 30-50 words and should be less than 2 minutes), the SDRs struggle - there is a bit of repetitiveness and ramble and attempts at rapport building aren't the best.
Our script is something along the lines of "Hey how's it going? Glad to see you. <insert some recap from cold-call + mild niceties if possible> We have _____ here who is the ____ of our team here at _____ who will take X minutes for the presentation and Y minutes for your questions and without further ado, I will pass it on to ____ to show our product to you!"
Instead, it is "Uhhh, nice to see you, yeah Hi. Oh nice office you got there. Anyway, yeah nice to have you here. Thank you for coming as you sounded INTERESTED on the call. We have here _____ who is a ____, will take X minutes and then Y mins for questions. So yeah, umm, yeah I will pass you on to her!"
All resources I've reviewed talk about rapport building from an AE perspective or a cold call etc, but not in a scenario like ours. Ideally, I'd like to see video examples of how an SDR on video welcomes a prospect and introduces them to the AE and says "take it away!" lol
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