anthony zhang rainmaker 2015
TRANSCRIPT
Sales & SDR Alignment
#Rainmaker2015 @azsalesloft
Anthony Zhang Director Of Sales SalesLoft
Defining a Service Level Agreement
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Playing Nicely
Sales Execu+ves
Sales Development
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The 7 Elements
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Lead Qualifica+on
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What are a Sales Development Rep’s responsibili/es?
Lead Qualifica/on: SDR
#Rainmaker2015 @azsalesloft
To Qualify Prospects.
Lead Qualifica/on: SDR
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How do they do it?
Lead Qualifica/on: SDR
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BANT?
Batman Appreciates Nightly Theatrics
Lead Qualifica/on: SDR
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BANT Budget. Authority. Need. Timeline.
Lead Qualifica/on: SDR
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ANUM Authority. Need. Urgency. Money.
Lead Qualifica/on: SDR
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Qualifica+on: Inbound vs. Outbound
Inbound: Marke/ng generated leads, qualify based on Authority and Need.
Outbound: Ideal Customer Profile (ICP)
Lead Qualifica/on: SDR
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Qualifica+on: Unqualified Leads
Lead Qualifica/on: SDR
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What are an Account Execu+ve’s responsibili/es?
Lead Qualifica/on: AE
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To Create Urgency. … and then find money.
Lead Qualifica/on: AE
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Lead Passing
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Lead Passing
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What are a Sales Development Rep’s responsibili/es?
Lead Passing: SDR
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To distribute leads. “Round-‐robin” with Lead Pass sheet.
Lead Passing: SDR
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Lead Passing: SDR
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What are an Account Execu+ve’s responsibili/es?
Lead Passing: AE
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Trust the SDR.
Lead Passing: AE
Trust the Process.
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Informa+on Relay
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What are a Sales Development Rep’s responsibili/es?
Informa/on Relay: SDR
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Take notes on conversa+ons. Salesforce, Google calendar, etc.
Informa/on Relay: SDR
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Informa/on Relay: SDR
#Rainmaker2015 @azsalesloft
What are an Account Execu+ve’s responsibili/es?
Informa/on Relay: AE
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Be prepared.
Informa/on Relay: AE
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Lead Ownership
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What are a Sales Development Rep’s responsibili/es?
Lead Ownership: SDR
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Assume full ownership un/l the prospect has completed a demo
Lead Ownership: SDR
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What are an Account Execu+ve’s responsibili/es?
Lead Ownership: AE
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Assumes ownership once a demo has been completed…
Lead Ownership: AE
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…but what if a prospect is late…or doesn’t show up at all?
Lead Ownership: AE
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5-‐7 mins late: Confirma/on/reminder 11-‐13 mins late: Chat, call, or email SDR
Lead Ownership: AE
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Google Calendar
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What are a Sales Development Rep’s responsibili/es?
Google Calendar: SDR
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Look at AE’s calendar. Schedule open +mes only.
Google Calendar: SDR
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Google Calendar: SDR
Open
Open
Open
Open
Open
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What are an Account Execu+ve’s responsibili/es?
Google Calendar: AE
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Keep their calendar’s clean. Block off busy /mes…include holidays, vaca/ons, lunches, doctors appointments, phone calls, etc.
Google Calendar: AE
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CRM Repor+ng & Compensa+on
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What are a Sales Development Rep’s responsibili/es?
CRM Repor/ng & Comp
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Demo scheduled = open task in salesforce Never close an AE’s assigned tasks!
CRM Repor/ng & Comp
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CRM Repor/ng & Comp
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What are an Account Execu+ve’s responsibili/es?
CRM Repor/ng & Comp
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Close any completed BDR Demos… ASAP.
CRM Repor/ng & Comp
It’s how they get paid!
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CRM Repor/ng & Comp
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Trust & Respect
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What are a Sales Development Rep’s responsibili/es?
Trust & Respect: SDR
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Assume AE’s are opera+ng under best interest of the company.
And of them.
Trust & Respect: SDR
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What are an Account Execu+ve’s responsibili/es?
Trust & Respect: AE
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Assume that leads passed on are qualified. Appreciate and support SDRs.
Trust & Respect: AE
#Rainmaker2015 @azsalesloft
Trust & Respect: AE
The Sales Development Team has the most challenging, and least rewarding job in Sales.
But it’s also the most important.
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Trust & Respect: SDRs and AEs
Thank You!
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