SDR 101
The primary goal of an SDR's job is to book this for the Account Executive.
What is a meeting (or demo)?
The most important part of a cold email that determines if it will be opened.
What is the Subject Line?
The best one-word response to the objection, "I'm not interested."
What is "Fair enough, but..." (or similar bridge statement)?
The acronym for a lead that has been qualified by the Sales team.
What is an SQL?
The person who receives the qualified meeting from the SDR and closes the deal.
What is an Account Executive (AE)?
A potential customer who has shown interest in your product or service.
What is a Lead (or Prospect)?
The best time of day to make cold calls to increase the chance of connecting.
(Double Points on offer)
What is early morning (8-10 AM) or late afternoon (4-5 PM)?
Will accept "any time!" if said with enthusiasm for double points.
The objection that means the prospect doesn't see the value of your product.
What is "Lack of Need" (or "No Pain")?
The word for the total value of all deals currently being pursued by the sales team.
What is Pipeline?
The person who screens calls and manages the calendar for a decision-maker.
What is a Gatekeeper (or Executive Assistant)?
The process of researching and identifying potential customers.
What is Prospecting?
The ideal length for a cold call opening statement before the prospect interrupts.
What is 20 seconds?
The best way to respond to "I don't have time right now."
What is "I understand, just so I don't try at another bad time, when is a better time this week?"
ARR.
What is Annual Recurring Revenue?
The person in a company who is responsible for the budget and strategy of a department.
What is a Decision Maker (DM)?
The stage in the sales process where you determine if a prospect is a good fit.
What is Discovery? (Or Qualification)
A simple technique to make your cold email sound less like a template and more personal.
What is Personalization?
The technique of asking a prospect "Why?" after they give an objection.
What is Discovery (or Questioning)?
BANT.
What are the four letters that stand for Budget, Authority, Need, and Timeline?
The person who does not make the decisions but vouches for your product internally.
What is a Champion?
The term for a series of planned, multi-channel communications with a prospect.
What is a Cadence (or Sequence)?
The term for a prospect who has been contacted but has not yet responded.
What is a Cold Lead?
The framework in which we handle objections.
What is accept, incentivise, move on?
MEDDIC.
What is Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion?
Head of Product.
Who is Mike Hall?