wHaTyAgOtCoOkInG

Solution Consultant

Where does SDR responsibility end?

At most companies I have worked for, 4/5, the sdr is responsible for identifying, prospecting, qualifying using BANT criteria and booking the meeting for the AE.

Some companies have different criteria, for example, one employer was happy with 2/4 BANT, any will do.

One boss I worked for asked me for PPP- do they know the right people, do they know the process for getting something approved, do they have a project we can impact.

I simply ask the SDR, would you work this if you were an AE.

I know people following the above with OTE's in the 50-60k range. Which is fair (low i think) considering how much is asked of an SDR.

Has something changed over the last year where SDR's are earning 60-70k but all they have to do is identify, prospect, book a meeting? Essentially they are tele-appointers. Instead of doing bant, they do a brief q&a via email, linkedin and occasionally the phone? The downside here is they don't learn how to truly qualify and their income is dependent on an AE accepting a meeting.

How does your company run the sdr process?

What do you as an SDR do?

I've only identified two possible methods, but could there be more ways for an SDR team to operate?

Personally, I wouldn't be anywhere in my career without working with amazing SDR's. It's usually a first job, so many SDRs want to move into the closing role. What is the best way to set them up for that whilst being an SDR?

This post is a bit all over the place.

👑 Sales Strategy

4

16 comments

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softwarebro

Politicker

3

Sales Director

SDR job is complete once the AE moves the lead to "qualified opportunity".

CadenceCombat

Tycoon

0

Account Executive

That’s exactly right @softwarebro

I would add that if a prospect needs to be chased for the initial meeting, not a great sign right off the bat but the SDR should own that chase until the firsr connect with the AE happens.

tentativeonthecalendar

Opinionated

2

Account Executive

I'm an SDR at a startup - brought in to conduct inbound and build our outbound process. I'm responsible for ID, prospecting, qualifying and booking meetings, and my commission is based on meetings attended rather than booked. Demo attended by an end user = one point, attended by a manager-level = two points, director/VP/CxO = 3 points.

The attended piece is most important to ensure low # of lazy bookings, but the points system really incentivizes prospecting high-value leads and working hard to get end users to bring managers/decision makers to demos

wHaTyAgOtCoOkInG

Catalyst

0

Solution Consultant

Love this

Stringer

Arsonist

1

SDR

SDR Responsibility ends when you get paid.

That's the only thing that matters. You get paid, you're done with that deal/customer/prospect/project.

Post SDR payment, is AE or AM.

classicrunningman

Good Citizen

1

Enterprise Business Development Representative

Why are you getting paid? to set up meetings with DMS...after that NOT MY PROBLEM AND I DON'T GET PAID ANYWAY
I get you to the dance ......... now you dance......... OR YOU CAN ALWAYS HELP ME COLD CALL M8 LMAOOO

Blackwargreymon

Politicker

1

MDR

The attended piece is most important to ensure low # of lazy bookings, but the points system really incentivizes prospecting high-value leads and working hard to get end users to bring managers/decision makers to demos

wahmsales

WR Officer

0

SDR

When I book a demo, I'm mostly looking for authority and need, and not budget and timeline. But we're selling to SMBs and the product isn't super expensive.

classicrunningman

Good Citizen

0

Enterprise Business Development Representative

Imagine a worse take and it seems like you've never made a cold call in your life tbch ........................

classicrunningman

Good Citizen

0

Enterprise Business Development Representative

lmfao
" but all they have to do is identify, prospect, book a meeting? Essentially they are tele-appointers"

ok then you do it then bruv lmaooooooooo

classicrunningman

Good Citizen

-1

Enterprise Business Development Representative

No need for them if you can just do it yourself because it's so easy right m8????? lolllllllll

Lambda

Tycoon

0

Sales Consultant

Bring the sdr with you on the process once they have a qualified lead, keep them up to date on the process, if they don't care to know then they Cleary just don't care or won't work out

MR.StretchISR

Politicker

0

ISR

I had to look up Cloudapp, it seems similar to Loom, which I use a ton. I use it for logging bugs, cold outreach, customer support, etc.

Clashingsoulsspell

Politicker

0

ISR

We all know a top biller that does what he/she wants

CaneWolf

Politicker

-1

Call me what you want, just sign the damn contract

Making sure the meeting happens with the right person at the account. From there, AE's problem.

wHaTyAgOtCoOkInG

Catalyst

-1

Solution Consultant

lol problem isn't reassuring :(

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