SDR Excellence Series 1
Fuelling The Funnel
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SDR Excellence Series 1 Course
Fuelling the funnel and getting buyers to say ‘yes’. A game-changing course that changes thinking and shifts the focus of your sales approach from day one. Learn the techniques used by the top performing SDRs to create more opportunities, higher order values, increased win rates and shorter sales cycles
Module 1: SDR Sales Excellence: Benchmark
Overview
The SDR’s role is to make it easy for the right buyer to say ‘yes’ to the next step. That’s getting harder as buyers become increasingly sceptical of sellers, so it’s more important than ever before to deliver a stand-out sales experience. Today’s top performing SDRs are taking a very different approach
Content & Outcomes
Your team will learn:
- How buyer behaviour is changing
- The tactics used by top performing SDRs
- How they currently stack up against top performing SDRs
Outcome:
More opportunities. Higher average order value. Increased win rate. Shorter sales cycle
Module 2: Outreach: Connect with new prospects
Overview
Buyers aren’t sitting there waiting for your call or message. They’re busier than ever before, and they’re being bombarded by generic outreach focused on the seller’s product or service. Your team need high impact, tailored introductions if they are to consistently connect with new prospects.
Content & Outcomes
Your team will learn how to:
- Create real value at every stage of their outreach
- Structure powerful personalised messaging that cuts through the noise
- Sequence multi-touch, multi-platform campaigns
Outcome:
More opportunities.
Module 3: Questioning and qualification
The importance of the initial conversation between buyer and seller cannot be overstated. The right prospects will only prioritise a follow up conversation or meeting if they quickly see a compelling reason to do so. The best SDRs use questioning to qualify prospects and establish a reason for them to prioritise the next step
Your team will learn how to:
- Take control of the conversation
- Structure their questioning
- Accurately qualify prospects in or out
Outcome
More opportunities. Higher average order value. Increased win rate. Shorter sales cycle.
Module 4: Pitching & Closing: Effectively position your offering and ensure the prospect takes the next step
Prospects hear pitches all the time and they all sound very similar. The best SDRs deliver powerful pitches that are focused on aligning the prospect with their brand and solution before leading them to prioritise and confirm the next meeting
Your team will learn how to:
- Deliver client focused pitches
- Share impactful customer stories
- Ensure the right prospect says ‘yes’ to the next meeting
Outcome
Increased win rate. Higher average order value.
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SDR Training Courses built for Sales Development Reps (SDRs) and Outreach Teams, responsible for sourcing and developing initial leads into sales opportunities.
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Case Study – User Zoom
We interviewed our client Kunal Pandya to explore what challenges he faced and how we worked together to achieve some amazing, measurable results. This full case study goes into more detail on Sales Velocity and the solutions that were put into place that saw a 87% increase YOY.
CHALLENGE
“Already passionate about Sales Velocity & using data to drive strategy and investment, Kunal wanted to transform the sales enablement function into a strategic business driver. With aggressive growth plans, UserZoom’s first priority was to increase the number of sales opportunities within the business, but throwing more people at the problem was only part of the answer.”
