No one knows frontline sales strategies like Sales Development Reps. They know the ins and outs of prospecting and cold-calling (or as we like to call it, “warm-calling,” if you’re doing your prospecting homework) because they do it every single day. Salesloft Sales Development Team Leads Mitch Touart and Tyler Bliss are leading the charge with their tips to bulletproof your calling and prospecting tactics.
Mitch and our SDR team recently revamped their call scripts to create more valuable conversations on initial call touchpoints. These scripts were designed to make SDRs more succinct and efficient on the phone, allowing them to spend more time uncovering pain points and setting demos. The more efficient a rep can be on the phone, the more valuable the call will be to both the rep and the prospect.
But in addition to familiarizing themselves with value-adding call scripts, reps should be familiar with the profiles of the prospects they’re calling. Tyler uses Salesloft’s platform to pull up company and individual LinkedIn pages to get as much information as possible about the prospect BEFORE calling, so that when the time comes to run through the call script, he’s prepared for the call and the conversation is smooth.
Preparedness is the number one way to walk into a “cold call” with confidence and conviction. By running a cadence of prepared call scripts on researched prospects, you’ll turn your cold calls warm and bullet proof your frontline selling strategies.
What do you do as sales development reps when preparing for a call? Leave a comment below and let us know if you try one of these guys’ sales tips!