Use of social media to identify a sales development officer
LinkedIn is the point of contact for hiring in today's business environment. Other companies have successfully found candidates for specialized jobs, such as: B. Sales people on Facebook and other social media platforms.
To find out what a sales development officer is tasked with, we first need to examine the sales process. It all starts with a head start, which over time becomes a qualified head start. A qualified lead can now become a customer. It is really easy. Leads come in, but you have to sort them out and find out what potential they have. When you identify those with potential, you turn them into customers. Super simple and straightforward.
The hard part comes into play when you need to be able to distinguish between a "lead" and a "qualified team". What information and knowledge do they make from unqualified to qualified? And who exactly does that happen?
Well, you probably guessed it. This is where the sales representative comes in and qualifies the lead for you. You will find contacts and interact with valid contacts.
What exactly is a sales representative?
An SDR is a sales person who only deals with public relations, receives emails, conducts prospections and qualifies the leads. They do not complete the sale as this is not their expertise. However, if you want to get in touch with as many leads as possible and find out their value at the same time, the sales representative is just right for you.
SDRs are able to convey information, respond, and send resources to leads that they believe are potential. They get in touch with every available lead and, based on their experience and ability, can find out whether this lead can become a customer or simply have to be discarded.
The only key performance indicator that a salesperson needs to tackle is how many leads they can push through the pipeline. You will receive a commission that depends on the number of deals you have closed. Most sales representative jobs also have a goal or quota before the commission is built.
Where does an SDR fit in the sales structure?
SDRs are mostly entry-level positions. Within a sales department, the SDRs would be placed at the base level. You need to interact with each lead and filter out those that cannot generate revenue for the company.
As soon as the potential customer has contacted the SDR and has been identified as potential, he will be forwarded to other departments within the company. Senior sales reps such as Account Representatives (ARs) and Account Executives (AEs) will interact with the lead to finalize the deal and close a sale. SDRs will be closely related to the business development department and its representatives (BDRs).
The difference between SDRs and BDRs is that the latter focus on lead generation via outbound and the others have to deal with inbound leads.
Both have the purpose of maintaining a steady flow of pre-qualified leads to be offered to ARs and AEs. If the SDRs were not present to carry out the qualification process, this would significantly extend the entire sales cycle. You don't want to send out the people who are just focused on closing the deal with a lead who is currently not interested in becoming a customer. However, the lead just mentioned could be ready to become a customer within a month.
The aggressive attempt to close a customer who is not ready to buy usually leads these leads to join the competition when they are actually ready to become customers. Interview questions about SignalHire can be helpful to find out if a lead is ready to become a customer.
Interact with as many leads as possible
The first hurdle an SDR has to overcome is the attention of the leader. They have a very diverse portfolio of approaches that they can implement to get in touch:
– Set up a phone call
– Send an email
– Leave a voicemail
– Establish connection via LinkedIn
– Contact by direct mail
– Send a personalized video
– A message on social media
– In person at various events
A good SDR will tackle all of the above to find out which ones can best be converted and where they can be improved. If you need further help, you can do one of the above contact options twice for the same customer.
What makes an SDR better than other SDRs? Successful SDRs are amazing when it comes to making the first contact. This can be improved by carefully researching customers and making the first message as comprehensive as possible. Both the market search and the search for the person you want to target are critical and must be improved by an SDR that wants to improve their work.
The purpose of market research is to identify the target group that fits well with the product that the AEs will sell. It has the ability to find out who the ideal customer might be and what problems these customers might have. If you know the problems you are facing, the SDR can also offer a solution. This in turn will attract the leads' attention, and if they are actually interested in buying a service, they will be happy to announce it. Information like this positions the SDR both within range and within the conversation. If you need more information about the lead without actually asking them, you can access this link to get some ideas on how to do it.
Individual perspective research is the task that the SDR has to face. To do this, they need to research a specific lead. This preparation will strengthen the confidence of the SDR and show that they are dealing with a person who is not afraid to take the time to learn about their problems and difficulties. The credibility grows and the report is made.
SDRs usually do their research on LinkedIn, as all information is readily available there. These websites provide information on the specialist field of the lead and its specific role within a company. Google search is also a widely used tool that can help you get even more information about the company and possibly even the actual lead.
They train and qualify all leads with whom they interact
The qualification consists of two elements: learning and learning. The purpose of the SDR is to collect as much information as possible from the lead before sending it further down to sales management. An SDR's job is to learn the business processes within the company it is targeting. They need to find out if they can respond to the needs that may arise from each lead. You need to find out if the product they offer solves vulnerabilities shared by management. You need to find a way to estimate the budget of the lead. You also need to find out immediately if the current service they offer is needed or is it just something the lead would like to have in the future? Once you have answered all of these questions, you can turn a lead into a qualified lead. And the AEs are hungry for a commission sale.