I spend a lot of time working with the SDR’s and mentoring the SDR’s so that we can sell business together and they make money and I make money.It’s a lot of time, you got to invest, right, you’ve gotta invest in your team and invest in your clients to be successful.I really sit down and walk through my territory with them. I spend typically the first month with them when they’re kinda brand new when they’re working with me, I spend the first month or so meeting with them twice a week and walking through kinda the different things that I know are proven, you know, that will make them successful so, I look at things like how are they prospecting, I wanna understand how they write because most sales reps don’t right well, don’t write emails well. So I really spend some time up front on that and pass some templates and help them to understand how to send out emails to prospects that are relevant and interesting to prospects versus you know, ‘canned kind of’ emails trying to get an appointment. I really focus on that relevancy so spending time with the emails, walking through my target account list and guiding them to either specific stakeholders, specific roles that I call on where I know I can get good success and the of course, you know, how I would like them to communicate with that person and part of that communication is how are they gonna ask for the meeting and you know, setting the expectation around that hour of discovery so that’s definitely part of that process.And then I meet with them on a regular basis after that initial 30 days is, we’re along the journey together, I meet with them typically where, you know, where I am 2 or 3 times, 4 times a week and typically, I’m you know, meeting them once or twice a week, “Hey let’s set our goals for the week.” “Who are you gonna call on?” “What folks are you going to get into?” You know this organization over here; we need to understand who’s who in the zoo. We need some ordered structured information etc, so, you have different stages of sales cycles that you’re in with a company, if you’re in the beginning stage, I help them to understand how to do the research and demandbase like I said has a great tool spider book so it’s nice that we have that and we definitely drink our own champagne so we use that tool as well as a plethora of other tools, like Rain King etc. And we’re really working together, I’m not just letting them kinda ‘go fish’ and hopefully have good luck. I wanna maximize their opportunity and help them to optimize the time that they’re prospecting for me. I really wanna help them optimize it so that we get good results so I move fast for sure, heavily.
If you’d like to share this clip (please do!) you’ll have the most sharing options available on the YouTube clip itself.
More clips from Episode 11 featuring: Debe Rapson of Demandbase: