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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.
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.
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.
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)
# of meetings scheduled
Hours per MQL
SAL/SQL conversion rates
Engagement with sales
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.