Building an SDR team, part 1: what should your pre-sales be doing?

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1. A lot of small things can go wrong when outreaching 50+ prospects weekly: “Somebody responds but still gets a follow-up” Custom fields in templates don’t work

   In Reply-based branching

2. @RightHello, the sales team handles first responses. We only outreach our prospects if we’re at least 95% sure they match the criteria and could become our customers. This way almost all responses come from qualified leads. I would say you have two scenarios here, depending on your approach: “Mass campaigns targeting a broader group of prospects.” You will receive a lot of responses from people that shouldn’t be your customers, which wastes your and your salesteam’s time. In this case I advise you have SDRs qualify leads

   In Strategy

3. In one of his posts, Jon Miller says ““You want someone whose sole job in life is to reach your leads, overcome objections, make sure they are a fit, and get them connected to sales teams.”” Okay, let’s back up a bit. Setting up a functioning outbound prospecting team, one that does what Jon says, might take you months. Setting it up in a huge company could be as complicated as in an early startup.

   In Team and roles

4. Delivering high-quality outbound leads to the sales team “This sentence should be the mission of all pre-sales teams out there.” An SDR team changes this chaos into a predictable and scalable marketing channel.

   In Team and roles

5. Delivering high-quality outbound leads to the sales team “If there were only one metric to measure how your SDR team is doing, it would be the number of qualified leads.” An SDR team changes this chaos into a predictable and scalable marketing channel.

   In Team and roles

6. Qualifying leads “It’s important to think it through (will they talk to prospects? Do they need any special sales skills?), because it will define the type of person you’re gonna want to hire as your Sales Development Rep.” @RightHello, the sales team handles first responses. We only outreach our prospects if we’re at least 95% sure they match the criteria and could become our customers. This way almost all responses come from qualified leads. I would say you have two scenarios here, depending on your approach:

   In Hiring SDRs

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