SDR SaaS cold calls consultative vs setting the meeting

My manager at my saas based company keeps trying to push for the SDR's to be consultative on calls and ask questions to get to the demo vs my idea of pitching and asking if they have time at another date for a demo when I'm not cold calling ya?


For reference, we have the typical AE/SDR SaaS model where the sdr doesn't demo or do the discovery call.

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0
Chep
WR Officer
0
Bitcoin Adoption Specialist
I like your method personally, but always good to give the managers way a shot and if you aren't seeing results let em know
TheSolicitorGeneral
Politicker
0
Small Market AE
It wouldn't make sense to have an SDR engage in a discovery call with the client and built all of that rapport just to dump the prospect off onto an AE.ย 
Itsabaddaytobeaphone
Good Citizen
0
SDR
It's also a complete cold call most times, so you are probably interrupting them in a meeting, a project, a conversation.
MrMoneybags
Big Shot
0
Account Executive
It depends on the complexity of the solution. I sell an easy to understand solution. the SDR is there to do a pre-qualification so consultative selling is part of that journey.ย 

It is important that this is reserved for the more senior SDRs. the initial new ones should book meetings before they could ruin a deal.ย 

(for reference; we close 10+ deals per month; easy solution, quick sales cycles)ย 
Itsabaddaytobeaphone
Good Citizen
0
SDR
The solution is pretty technical, but the market we sell to is very specific in trucking. So if they have the right title, they are qualified for the most part. we know they have the software we integrate with because it gov mandated. Series B startup that holds 35ish demos a month
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