Sales Development Reps (SDRs) perform an essential function in B2B companies, and their numbers grow every year as this value is realized. SDRs help account executives close deals, move leads through the pipeline and nurture quality leads. SDRs are measured on their ability to execute these steps, but a lot of factors go into making you great at this role. Today we’re going to be looking at how you can crush it as an SDR and take your career to the next level.
This tip might not apply to everyone. If you’re already in an SDR role at a B2B company, then you’re beyond the point where you’re looking for the right company. However, even if this is you, this section will help you become a better SDR.
When you’re looking for SDR roles, it’s easy to get intimidated by the job market and take the first role that comes your way. If you’re in a position where you need a job quickly, we won’t tell you to act otherwise. However, if this is a career move for you, we’d advise you to act with intention. Be deliberate about your decision. Remember, your time is valuable, and time is limited for everyone. If you spend one year selling at a company that isn’t a good fit for you, this could impact your career by holding you back for several years.
If you’ve already picked your company and are in an SDR role, focus on the bullet points above within your role. If you don’t understand everything about the product, then get yourself there. If you’re failing to see where the product has value, then work through some case studies and try to get to the bottom of why customers love the product. When you have a list in your head for all the reasons your product offers value, you have an answer to any question that comes your way.
Learning how to make an excellent first impression and secure a meeting is one of the most crucial steps to becoming a highly successful SDR. Here are some tips on how you can do this:
Okay, we get it; you have ambitions for something bigger in the future. That’s normal, healthy, and totally expected. But if you’re always focused on what’s next, you’re not focusing on the now.
If you’re looking for SDR roles, be mindful that B2B companies are unlikely to hire someone if they think they’re going to leave in six months or a year. Companies want committed and loyal employees who love their roles. Why? Because when you love your job, you work harder and deliver better results. If you start from the mindset that this role is just a stepping stone for you, you’re probably not going to put your all into it. Sure, you might understand from a logical viewpoint that to move up, you need to prove your worth in your current role. But having an “I’m better than this” mindset going in will shape your behavior whether you want it to or not.
You need to treat this role as your forever role and put your all into being productive, passionate, and hungry for results. I know what you’re thinking, “what if I get overlooked for promotions?”. There are two things we’d say to that:
Being hungry to learn is about seeking out the right resources to make you better at your craft. You might be naturally talented as a salesperson, but there’s always more to learn. It’s the people who stop learning who get stuck – they never improve, and when they look back, everyone has moved past them. Don’t be one of those people.
So, what should you be doing to learn more?
Podcasts: For sales podcasts, check out Make it Happen Mondays, Sales Gravy, Sell or Die, B2B Growth, Move The Deal.
YouTube videos: Plenty of successful salespeople and business owners have their own YouTube channels where they share advice on becoming a better salesperson.
Books: There are plenty of great books on sales, business, and leadership out there. You should be able to find some lists online or by browsing Goodreads. As a general rule, if the book has a 4+/5 rating on Goodreads – just read it.
Blogs: If you’re not reading high-authority sales or SDR-focused blogs, then you should be. Blogs are a great way of getting digestible information quickly. You can also refer back to them at a moment’s notice.
Talk to People: Talk to the salespeople around you to find out what works for them and why.
Follow sales thought leaders on LinkedIn: Thought leaders come up with great ideas before anyone else. If you want to always be at the forefront of sales, you need to follow thought leaders.
Remember, the more you learn, the more you earn!
Most new SDRs are afraid to ask for feedback. Asking for feedback can be scary because you don’t know what you’re going to get. Most people don’t ask for feedback because they worry that they won’t be able not to take it personally if they hear something negative.
If something isn’t working for you, like, for example, you’re not hitting your quota for scheduling meetings, ask for feedback. Be proactive about improving your technique and getting to the bottom of your weaknesses. We all have flaws, but when you find them, you can do better next time.
Time is a precious commodity in the digital age, and your business clients don’t thank you for taking up too much of their time. To be an excellent SDR, you need to learn how you get your message across concisely. This means drilling into the product’s value as soon as possible, asking essential questions early on, and so on.
Some other tips to ensure you get your message across succinctly and don’t ramble:
Video prospecting is a buzzword right now, and with good reason. Video prospecting is when you create a short video, typically no longer than 60-90 seconds. A video can help you stand out from your competitors who send emails or pick up the phone. There are also other benefits to videos:
Best practices for video prospecting:
We’re extremely excited to announce that we have changed our company name to CommBox. It’s still the same company with the same awesome people! just a new name, a fresh look, and a brighter future.Read full story