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.

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Referrals are an extremely effective way to generate valuable business. Recent studies show that customers that receive a referral are much more likely to purchase a product or service recommended to them by someone that they trust.

In 2016, the Nielsen Market Research team conducted a study about how powerful the referral market can be. The data from the Nielsen Market Research team’s study shows that a significant amount of people seek referrals when making a purchase. In fact, 82 percent of Americans would ask family members and friends for recommendations.

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Cold calling is a huge part of a sales reps daily activities and could be extremely stressful and time-consuming. You can spend hours and hours cold calling leads to find that home run deal, but who has time for that?

In this video, Andrew Bermudez, Co-Founder and CEO of Digsy AI talks about when the best and worst times to cold call your prospects. With this handy sales strategy, you’re able to plan out your day, waste less time and convert more prospects into HOT leads — resulting in closing more deals!

Important Statistics:

A study by Lead Response Management examined data over three years that included 15,000 leads and over 100,000 call attempts. The data from this study showed some important and critical information about effective lead follow-up.

• 80% of calls go to voicemail.
• 90% of the voicemails left are never returned.
• The optimal length of a voicemail is 8-14 seconds.

When is the best time to call your prospects?

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A study by RingLead found that 90% of first time voicemails never get returned. In another study by InsideSales, they found that the average response rate for a voicemail is only 4.8%. With this in mind, you should always make sure to follow the voicemail up with an email. This prompts the prospect to check their voicemail or reply to your email. But what if you don’t have your prospect’s email address?

If you don’t know your prospect’s email address and don’t know how to obtain it, there are many tools that will help make the job easier for you. No more hunting down your prospect’s social media profiles or scouring their website for contact information. Utilize these tools and you’ll get the email address you’re looking for in a jiffy!

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Sales statistics, and knowing how to use the information to your advantage, is an integral part of implementing a great sales strategy.

As you’ll see below, sales statistics show that salespeople who follow up with prospects 5-12 times contribute 80% to the bottom line, and salespeople who only follow up 4 times contribute only 10%. 48% give up after only one contact. Digsy AI assists agents by making it ridiculously simple to follow up and achieve that 8x improvement.

Here are 100 statistics to help you improve your sales strategy:

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How many times do you contact a prospect in order to improve your sales performance? If you’re like 48% of the sales force, you only call a prospect once and give up. In this video, Andrew Bermudez, co-founder and CEO of Digsy AI, talks about the statistics behind the required number of contacts needed to improve your sales performance by 40x!

Other Stats on Existing Customers and Referrals:

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