Asad Khan’s Post

Hiring SDRs is just one piece of the puzzle to improving your outbound engine You need to do these well (depending on your industry): 1. Cold outbound email strategy and email marketing 2. Speed to lead process (how fast you're responding to positive replies and booking those meetings) - involves setting up triggers such as auto-responses 3. A sales team that can navigate the volume of leads and ensure they have a thought out sales methodology and follow up process I view the SDR function as a bridge between sales and marketing Yes, they're top of funnel. However, an SDR alone might not solve your outbound challenges. You need to do the above well ✅ #SDR #sales #marketing

To get started in Tech sales is actually very simple. You only need to know the basic skills required then you can get started. -Know the main entry level roles and research on the one you can know you can handle - Learn how to use HubSpot and Salesforce - Build your communication skills If you’re into Tech sales or you want to get started in Tech sales, write a comment below. I’d like to connect with you. LinkedIn #techsales #inbound #highticketsales #sales #remotesales #SDRs #BDRs

The SDR model is broken 𝗜𝗻𝗯𝗼𝘂𝗻𝗱 𝗦𝗗𝗥𝘀 - Most junior position - With zero experience - Get “Hand Raiser” leads - The most valuable prospects - Routed to least experienced reps - That don’t understand product yet - Ask scripted qualification questions - Creating friction in the buying process - Prospects just want to talk to Account Exec 𝗢𝘂𝘁𝗯𝗼𝘂𝗻𝗱 𝗦𝗗𝗥𝘀 - Promoted from Inbound - To work lowest intent leads - Have to log +100 activities/day - So can’t research their accounts - To bring relevant messaging to them - They call everyone with same message - And press “Send All” on emails in Outreach - And then copy/paste all messages in LinkedIn This isn’t a knock on SDRs. - They’re running the playbook - You can’t expect quality from this How about a better approach? 𝗔𝗹𝗹𝗯𝗼𝘂𝗻𝗱 𝗦𝗗𝗥𝘀 - Start with low intent leads - Learn product & use cases - Before speaking to inbound - “Hand raisers” go to the AEs - All remaining is one lead bucket - Leads then ranked by all avail data - Ranked by ICP and Buyer Personas - Ranked by the Marketing Lead Score - Ranked by the measured intent to buy - Filtered for the correct contact information - Activity targets low enough to research leads 𝗜𝗻 𝗼𝘁𝗵𝗲𝗿 𝘄𝗼𝗿𝗱𝘀, 𝘄𝗵𝘆 𝗱𝗼𝗻’𝘁 𝘄𝗲: - Use all of our available data - To call the best prospects first - And provide SDRs time and tools - To make the best calls and emails - To convert the highest percentage - Of the highest converting prospects What would you add to this? 🤔 ————— We covered this a while back in 📰 𝙏𝙝𝙚 𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 Get it here: https://lnkd.in/eEWyNcsb ✌️

Sales Engagement tools are Redundant You don't need 10 seats of email sequencer for your 10-person SDR team And yes - "Spray and Pray" is dead. Outbound will never work for you if all you do is: - download a list from ZI or Apollo - Upload to a sequencer - Complete tasks, get a new list, and repeat. Yes, you may see a bump in the pipeline in the first month or two but: - then you'll start running out of contacts - constantly having to add more volume, because pipe gen will get harder - you won't see any compounding effect - your team will adopt bad habits and lazy prospecting There's an alternative. That compounds, healthy and insanely efficient. Tomorrow we'll unveil. It's not just a product, it's a new way of thinking. #outbound

Demystifying the SDR Role: Pipeline Powerhouse Ever wondered who those persistent (but hopefully friendly!) salespeople reaching out are? They're likely Sales Development Representatives (SDRs), the unsung heroes of the sales funnel! What does an SDR do? Prospecting: They're like bloodhounds, sniffing out high-quality leads that match the company's ideal customer profile. ️ Qualification: Not all leads are created equal! SDRs assess a lead's needs and budget to ensure they're a good fit for the sales team's efforts. Setting the Stage: SDRs pave the way for success by scheduling meetings and demos with qualified leads, putting them on the fast track to becoming happy customers. How do SDRs rock the marketing & sales world? Marketing Dream Team: SDRs are the bridge between marketing's hard-earned leads and the sales team's closing power. They nurture those leads, turning initial interest into genuine sales opportunities. Growth Engine: Every qualified lead prepped by an SDR is a potential new customer. This fuels company growth and keeps the revenue engine humming! #Salesforce #B2BSales #MarketingAutomation #SDRLife #SalesFunnel #AccountExecutive #GrowthHacking #PipelineManagement #USASales #EUSales #SalesCareers #BusinessDevelopment

The SDR role is dying. In the last 18 months, it's down 12%. (SDR stands for Sales Development Representative.) In the past two years, there has been a significant drop in the number of active SDRs. Here are a few possible reasons for this decline: 1. Economic downturn/slow tech industry. Less funding, fewer startups, and fewer hiring rounds. SDRs, like salespeople in general, are often the first to be impacted. 2. The rise of AI. Small teams prefer investing in powerful tools rather than an expensive human workforce. They may have fewer SDRs, relying on one or two experienced/technical reps to manage everything. 3. Outbound is dying. Buying behavior is changing. People are tired of being cold outreached with irrelevant offers. Prospects are increasingly ignoring cold outbound efforts. SDR should adapt by: Building communities, creating organic content, and generating leads from these efforts. They should contribute to their company’s brand awareness. Buyers want to purchase from humans, but they need to trust who they buy from. That's why building a personal brand and creating content is so important, and why the way SDRs work needs to evolve. PS: I’m Noam, posting daily about the future of sales. I need your opinion: What will the future of SDRs look like?

What dynamic of buying from cold outreach do you see in your industry?

Nice try, but can’t agree. Technically this chart only shows steady growth in the past 6 years. After rapid increase there is always a short decline. Moreover the SDR role is changing. You can’t rely on cold calling only, brand should engage with its audience on different levels, including b2b influencer marketing, GTM and Ecosystem.

Interesting stats the number of active SDRs is down 12% in the last 18 months

🚀 What leaders are looking for in AE's 🚀 We asked over 150 senior sales leaders in B2B software about the top skills they look for from AEs. (We put hitting target to one side) The top 4 were… 1.Forecasting ⛅ Does this person know how to accurately forecast their deals? Accurate forecasting shows 2 things: 1) they know their deals 2) they understand the bigger picture of the company. Sales leaders need accurate forecasting to plan the growth. People who can forecast accurately enable this 🤝 2.Be your own sales/solution engineer 🔧 This basically boils down to developing an excellent technical understanding of your product. Not needing to rely on the wider team. This is tricky as the software is often complex BUT do you feel you are really investing time to get to know the solution in real detail? Become a product expert 🤓 3.Qualifying OUT deals ❌ The salesperson is eternally optimistic, but don't let that get in the way of asking the tough questions, and qualifying OUT deals. Remove the emotion and be honest with yourself. You'll save time and stress ⏳ 4.PG PG PG 📈 Pipeline. Generation. If 2023 showed us anything it's that good AEs need to be able to generate their own pipeline. Networking, cold calling, personalised outreach, referrals. Don't rely on marketing or the SDR team to feed you leads 🍽️ What else would you add? Drop in the comments ⬇️