This week, we continue our conversation about managing your SDR team. In addition to qualifying the leads, they need to be building rapport. We want to take the qualification process a step further and focus on relationships.
Very similar to a referral, your SDR teams must be developing relationships with potential clients.
- Has the SDR had a competent conversation with the buyer?
- Have they introduced the account manager to the buyer?
- Has the buyer consented to communication with the account manager?
- Has the SDR managed the relationship transfer to the account manager without compromising the trust established?
Listen in as Steve explains how critical each of these points are in the handoff.
♫ Listen to this ♫
Subscribe to our podcast, UNCOMMON SALES SUCCESS! Download the latest episode on iTunes, or visit spanthechasm.com/podcast to listen!! If you like what you hear, please leave a RATING or REVIEW!
📖 Read This 📖
Targeted at sales leaders, Span the Chasm blogs wisdom from the trenches! Visit spanthechasm.com/blog to read about his insights into all things sales. Leaders are readers who drive sales success!
Follow us on social media!
https://www.linkedin.com/company/span-the-chasm-llc/
https://www.facebook.com/SpantheChasm/
https://www.instagram.com/spanthechasm/
https://twitter.com/spanthechasm