“Don’t sell, solve! And never give up.”
Ella Inbar, Partnerships Manager & SDR at Tuqqi, shares her #salesdevelopment insights on #salestage.
🤸🏻♂️ MOST EXCITING ASPECT OF YOUR JOB?
What really motivates me is that I don’t sell – I solve problems and help others solve problems. In fact, as part of my job, I train partners to become outstanding SDRs, so their success is my success.
🗝 YOUR WORK MOTTO?
Master your product, study your prospect pain points, and match the two.
📇 HOW TO GENERATE LISTS & APPROACH PROSPECTS?
I classify potential customers by industry and identify which problems our product can solve for them. Next, I research specific industries to reach potential clients through various social media platforms. Many times I also use my personal network to find people within that industry.
🚆 AND WHEN YOU GET NO ANSWER OR “NO” AS AN ANSWER?
I start my mornings calling potential clients, and if they don’t answer I try again in the afternoon. Before each call, I thoroughly research each prospect to make sure I have a full understanding of their company and specific job. I don’t give up even when no one answers. I try again and again, through different channels, nudging my target audience until I either reach a complete dead end or get an answer (and it must be a positive one!). This tenacity improves my chance of success.
🛠 BROWSER TABS ALWAYS OPEN?
Tuqqi is always open and I use it to manage my tasks, potential clients, and new leads. LinkedIn, email, Whatsapp, and Google are also always open and easily accessible.
🥇 WHAT ARE THE “MUST HAVE” TRAITS FOR AN SDR?
As an #sdr, you must be enthusiastic about the product you’re selling, and understand its capabilities in depth. When explaining the product, SDRs must keep in mind the specific needs of the prospect and display true interest in what they do, forming a deeper connection. Personally, I never want a customer to think I’m “pushing” our product onto them. Instead, I focus on how they could benefit from it.
🧬 ARE SALES PROS BORN OR MADE?
I believe I was destined to work in sales. It is like a genetically determined behavior pattern! Well, maybe some SDR skills can be trained into such, but since selling comes naturally for me, I don’t see myself leaving the sales sphere any time soon!
