SgtAE

Teaching Junior SDR's how to move into Enterprise Prospecting?

Hi team,

Working with a junior SDR team who cold call large amounts of people, reading a script and asking for 15 minutes of time.

They've tried account mapping but the manage to find other people within the org and just cold called them.

When moving to the enterpise side of things, best methods to teach the, how to multi-thread, be strategic about selecting accounts, using CRM to leverage past interactions with their companies etc?

🔎 Prospecting

11 comments

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braintank

Politicker

Enterprise Account Executive

What's wrong with finding other people in the org and cold calling them?

CuriousFox

WR Officer

🦊

Can't be afraid to reach out to any/every contact. However ENT is more C-Level prospecting which is completely different as you already know.

braintank

Politicker

Enterprise Account Executive

Agreed. Just trying to extract some more info from the OP.

GDO

Politicker

BDM

yeah, My second job was selling to CIO's of pretty sizeable companies. I was not prepared for the differnce. Before I sold to mom and pop shops that I could just walk into.

poweredbycaffeine

WR Lieutenant

☕️

Do you have the skill set, and can you develop a training program to give them these skills? Or is there an ENT team with members that possess coaching mindsets and can help deliver said training?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Is there a reason why this team is being transitioned to being more strategic?

CuriousFox

WR Officer

🦊

👀🍿

Maximas

Tycoon

Senior Sales Executive

Isn't it supposed to be a BDR role for making outbound calls not inbounds..

TennisandSales

Politicker

Head Of Sales

well i think one thing to look at is their goal/metrics they are being asked to hit.

if they are the same as the non ENT team then thats your first problem.
what do you mean they have "tried account mapping?"

TheHypnotist

Executive

Sales Manager

Note: I am assuming the team has just one script and is reading the same (crap) to everyone they call.

* Stop asking for 15 minutes of their time before establishing if they have a problem your product or service can fix.
* Investigate the job titles your team is calling - get to know what their KPI's are, who scrutinizes them, who is affected by their decisions. Find out what their average day looks like, what (other) problems they are likely dealing with. Get your team to THINK AS THE PROSPECT instead of "of the prospect".
* Develop messaging aimed SPECIFICALLY at the job title of each person your team is calling. Get the prospect to explain more about the problem, take them from a "logical answer" to an EMOTIONAL answer.
* Then ask if it might be worth 15 / 30 / 45 minutes of their time to discuss the problem in more detail in order to establish if you might be a suitable partner to fix it.

Asking for 15 minutes sounds like the team is asking for 15 minutes to pitch/demo a solution, or am I wrong?

GingerBarbarian

Opinionated

Lead Sales

There is no magic technique. Script reading is so far away from learning sales.
Start with helping them truly understand the customers and their problems. This is probably the best starting point. Being able to identify customer problems is the first step to being able to offer credible solutions. Don't just train them to be salespeople, train them to be experts in their customers' businesses.

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SgtAE

Teaching Junior SDR's how to move into Enterprise Prospecting?

11 comments

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