Does your company have the services of an SDR? Do you know what this acronym means?
A Amplifica Digital explains here what an SDR is and how important it is in the technology sales process.
SDR, an acronym in English for the term Sales Development Representative, refers to the Portuguese sales development representative, or pre-seller.
Its function is to evaluate the characteristics of potential customers taking into account their characteristics and persona in order to increase the number of leads and even make it easier to close sales or new customers.
But, with increasing competition, how can SDR be important to improve the sales process in the technological environment? The first step is to understand how this representative's role works within a company.
How does SDR help increase the sales process?
According to InsideView research, 90% of decision makers do not respond to cold calls. The goal of SDR is to get better than 10% odds, and for that, it's necessary to adapt quickly.
SDRs understand that not all companies want to be approached in the same way. In this case, the professional knows that he is not contacting a company, but a person within a company. And these people have their own communication preferences. So relying on a single approach doesn't work.
Therefore, SDR chooses to qualify leads to determine if the potential customer is suitable for their service. Do decisive research on your potential customer. That way, you can take the opportunity to give your sales team more focus, because the less time you focus on prospects who will never use your service, the more time you can devote to prospects who will.
Also take the opportunity to use emails, meetings and campaigns together with the marketing team in order to improve communication with the ideal persona. Use social media such as LinkedIn in the sales process as over 70% of sales professionals now use these tools.
The chronological steps of responsibility of the SDR are:
- Make contact with leads generated by Inbound Marketing;
- Search for new leads through automated prospecting processes;
- Make email approaches to lead decision makers;
- Make prospecting calls;
- Identify opportunities;
- Get in touch with companies and get to know them more deeply;
- Filter the initial qualification;
- Meticulously monitor relevant information related to leads or qualifications.
- Fill in the potential customer's qualification information in the CRM system;
- Forward qualified contacts to the sales representative.
Among the essential characteristics of SDR for success in the sales process are:
- Get attention: Approach the customer with tactics that work with their characteristics. See what is working with other clients and implement it in your routine, modifying it according to the professional's preferences.
- Don't give up: too many “no's” can happen, or you may even not have the answer you were looking for. But, to be on the front line, it is necessary to be resilient and seek the “yes” despite the many “no's”.
- Be curious: Curiosity helps you gain new perspectives and you get to know better the sectors for which you want to offer a service.
Why is SDR important for Information Technology?
The number of companies focused on Information Technology grows daily, as, in addition to the distancing measures caused by the COVID-19 pandemic, in which most companies had to adapt to remote work, companies are increasingly realizing the value of getting rid of the burden of managing your own software.
Managing your own software has its benefits, but it has higher costs and ends up becoming bureaucratic rather than automated. With IT outsourcing, the results are cost savings, greater security, greater scalability, and greater mobility between devices.
Also take the opportunity to invest in Digital Marketing and ensure an adequate inbound marketing strategy in order to reach new customers and have concrete results in a medium that can be very competitive.
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