Money talks…
But silence is golden. ✨
BDR Team Lead at Mend, Ran Friedman, shared with us some of the early career challenges he overcame and how he uses his lessons learned to motivate and lead. Welcome to the #salestage, Ran!
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🧠 SDR PRODUCT AND MARKET SAVVY
SDRs should be able to coherently describe:
-The problems their product solves
-The added business value that their product adds to their different buyer personas
-The use-cases their product does and doesn’t fit into
where it is positioned competitively compared to similar tools in the market
An #sdr should also be familiar with significant industry events/news.
💪 BEST MOTIVATOR FOR A SALES TEAM
Fun, compensation, and competition. Companies that want motivated sales teams should dedicate efforts and budget to creating a fun, elevating environment with healthy competitive energy.
🧩 BIGGEST PERSONAL SALES CHALLENGE
I used to struggle a lot with being impatient on my calls. I used to cut off prospects mid-sentence if I sensed that I knew what they were talking about or if I knew the answer to the question I thought they were asking.
My manager at the time, Ofir Zan, helped me overcome it by first highlighting the issue and then by helping me practice silence.
⚙️ USING TECH TO SOURCE PROSPECTS
We rely heavily on technology to source our prospects from LinkedIn Sales Navigator, data enrichment tools, sales engagement automation tools, and even intent insights. The modern sales tech stack is evolving rapidly, and sales organizations that want to stay relevant must keep up with the new tools being introduced to the market.
🤫 SECRET TO GENERATING QUALIFIED PROSPECTS
Understanding your customer base as a sales rep is crucial to generating more qualified opportunities. This will allow you to focus your precious time and resources on the accounts and prospects that are most likely to convert.
Start by digging into your CRM to figure out what companies you typically win and what companies you usually lose. Then slice it by geography and company size. Try to figure out what personas are typically involved in your product’s buying process and include them in your outreach.
