When you engage the Bay MarketForce Sales Development team, it’s like finding a way to clone yourself. Think about this, the “new you” can make all the initial calls to qualify the account, find the decision makers, and set your appointments. So what does the “old you” do? Spend your time meeting with new prospects and closing new business!
The SDR vs. The AE
The concept of sales development thrives on specialization. Sales Development Reps find prospects and engage them efficiently, before passing them on to Account Executives who aim to close deals. This process gives each team the ability to focus on being the best at their individual roles.
Sales Development Rep
Find accurate information for leads in specific industries or lactions. They find targeted people at targeted companies.
Calls & Emails Leads
Reach out to prospects with 50-300 dials & emails each day. Responsible for qualifying prospects based on interest and how well they fit into your ideal customer profile.
Use Prospecting Tools
SDR's live in CRM and use technology like Salesforce to build accurate lists.
Present their solution to prospects who have already established interest in the product.
AE's provide product details and share the value proposition.
AE's strive to figure out where business need help and what there objectives are. They then move to address these issues.
Why Are Specialized Roles More Effective?
It's hard to be great at two things. SDR's spend their time making lists and reaching out to qualify prospects, while AE's hone their ability to close deals.
Sales reps are notoriously bad at maintaining good data that marketing needs. Sales development reps live in CRM and keep data clean.
Consistent Follow Up
Buyers want you to follow up. There's simply not enough time to have one role close deals AND focus on following up and responding quickly.