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What's your Enterprise outbound process like?

Been tryna come up with an Enterprise SDR process but have no idea how QSO goal, activity goal and Opportunity goal look like.


We were a small team until now and targeting medium and Small ticket size accounts, now considering to dedicate folks only for Enterprise.


How would you change their quota?


What are some do's and don'ts?

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3
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
There needs to be consideration given to their targeted numbers and effort required to get to them. It usually best to work backwards so if you have data on touches, conversion rates, etc. specifically for your enterprise size accounts then start there.ย 

It's usually fair to assume its going to take more work to land a meeting compared to smaller accounts so that should be worked into their commission plan.ย 
The.Machine
Politicker
+6
Sales Development Lead
Absolutely.ย 

We use BANT currently as a qualification criteria for a normal OP. Not sure if that would be fair in case for enterprise.ย 


Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
Oh yeah I think BANT still has a place. Just their meeting volume is likely to be lower than the smaller markets, but usually with enterprise, getting the meeting with the right person is half the battle.ย 

Enterprise might only log a handful of meetings a month compared to much more for SMB, but the work required to land the enterprise one tends to be more intensive so the BDR shouldn't be punished for having "low numbers" compared to the smaller markets.
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rainmakerinthemaking
Opinionated
+5
Enterprise Sales executive
From my experience working as an SDR.

Dos
- Arm them with tools for data scraping. Lusa, Zoominfo, and LinkedIn Sales Navigator. Without tools, BDRs cant produce shit.ย ย 
- Be understanding. It takes time to penetrate large enterprise accounts. Some meetings might not lead to an opportunity but it creates some exposure for your brand.ย 

Don'ts
- Don't micromanage. You point, he/she shoot. Don't try to mold your SDR to talk or engage by a script. A script might help but it limits the SDR.ย ย 
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