Assess Your SDR Strategy

Use Sales Development Representatives to Drive High Value Conversations and Conversions

When you assess the SDR role within your ABM strategy, is it a tactical or strategic role? Transform a tactical SDR support role into a strategic ABM resource. Companies using Televerde’s approach for ABM initiatives see shorter sales cycles, more qualified leads given to sales and a higher average sales price. Using Televerde’s modern approach to the SDR role drives high value conversations and a higher number of sales conversions.

LEARN MORE

SDR Strategy

 

Our Modern Approach for the SDR Role

The emphasis on a modern approach means that SDRs will be fast, flexible, self-motivated and understand how to engage prospects and conduct target account outreach. A good SDR thrives on meaningful conversations with key decision-makers in strategic accounts.

Tactical, top-of-funnel support tasks are best assigned to Lead Development Representatives (LDRs). This role complements and reinforces the strategic value of the SDR, and enables SDRs to concentrate on target accounts and mid-funnel support activities. This shift allows SDRs to perform tasks that previously consumed sales bandwidth or simply didn’t get done, and that, in many cases, directly impact sales costs and revenue KPIs.

LDR
SDR
Purpose
Provide top of funnel support INQ/AQL>MQL
Provide target account and mid-funnel support MQL->SQL
Areas of Focus
Inbound
Outbound campaigns
Event recruitment
Reheat cold / discontinued leads
Target/strategic account engagement
Lead nurturing/opportunity management
Account profiling/mapping
Relationship building
Social Selling
Single POC until lead accepted
Alignments
Aligned by territory, assigned by sales play
Aligned by territory/account and sales rep

LDR
Purpose
Provide top of funnel support INQ/AQL>MQL
Areas of Focus
Inbound
Outbound campaigns
Event recruitment
Reheat cold /discontinued leads
Alignments
Aligned by territory, assigned by sales play

SDR
Purpose
Provide target account and mid-funnel support MQL->SQL
Areas of Focus
Target/strategic account engagement
Lead nurturing/opportunity management
Account profiling/mapping
Relationship building
Social Selling
Single POC until lead accepted
Alignments
Aligned by territory/account and sales rep
 
 

SDRs Add a “Human Touch”

A modern SDR enables a B2B organization to support meaningful and personable connections with more prospects and buyers. This is largely due to the SDR’s ability to engage prospects in conversation through a variety of channels: listening to prospects, reacting to their concerns and interacting with them on a level that is impossible to achieve using scripts, battlecards or other “canned content” tactics.

 
 

Finding the Right Way
to Measure SDR Success

The right metrics can show you the overall value and impact of your SDR team including opportunity value, revenue contribution and account engagement insight.

 

Call activity (% of time on the phone)

Social Engagement (SSI, activities)

Decision-maker conversations

Referrals gathered

# of meetings scheduled

Hours per MQL

SAL/SQL conversion rates

Average $/opportunity

Engagement with sales

 

The Benefits of a Blended Approach

A modern approach to hiring, training and using SDRs may seem like a big step for organizations that are comfortable and familiar with a more traditional approach. However, the modern SDR provides a strategic role, moving buyers along the pipeline, to keep B2B firms profitable and productive.

 

Your Ultimate Guide to a Modern SDR Strategy

READ THE GUIDE

Choose the Right Home for your SDR Team

DOWNLOAD WORKSHEET

$19M in Revenue with a Strategic SDR Layer

READ CASE STUDY