As a sales development representative (SDR), you play a very important role. You are responsible for bringing the right customers to the business, thus helping the sales team become more efficient and close more deals.

If you’re just starting out as an SDR, and you want to succeed in this career path, these are the seven things that you must do.

Active Listening

Salespeople are used to doing all the talking. In sales development, however, the more productive thing to do is to let your prospect talk while you do the listening. This helps you understand them better as you find an opportunity to ask follow-up questions that’ll make them realize the value of your product.

Know Your Product

Being aware of the basic features is not enough. You have to fully explore what your product is all about. Ask yourself, “Why would you buy this?” Write down the reasons and make it as extensive as possible. This gives you the confidence to explain the value of your product.

Establish A Strong Process

An established routine allows you to perform important tasks efficiently. Sales development can be repetitive so you need to be able to create a daily routine that’ll help you become productive. You can schedule tasks like calling, emailing and scheduling demos in intervals so you can focus on one thing at a time without feeling monotonous.

Stay On Schedule

Stick to the schedule you have set for yourself. If you have a follow-up call with a client, fulfill it. You want to be known as the sales development rep who stays true to his word. Digsy AI can help you stay on schedule with very little thought or manual effort. Click here to learn more.

Be Creative

Use your creativity in whatever part of the sales development process you think needs improvement. For example, if a client is not responding to your emails, you can send them a funny auto-response. This takes away the awkwardness of the e-silence and it’s catchy enough to make them want to respond.

Don’t Be Afraid to Step Outside the Box

Don’t be afraid to get a little bit personal with your clients by asking them off the wall questions. Doing this achieves three things: gives you more insight on your prospect’s needs, gains their trust, and avoid wasting time on the wrong prospects. Practice before asking these types of questions. You want to get a natural response from your client and not sound too peculiar.

Help Your Prospects

Be genuinely helpful to your prospects. Answer their questions to the best of your ability and don’t hesitate to discuss other aspects of their life which may be directly related to the product you are trying to sell. Prospects will be more likely to support you when they see that you have a deep passion for what you do.

As an SDR, it’s all about balance and never pushing so hard that it’ll reflect badly on you and the company. Any other tips you can add to the list? Let us know in the comments.


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