Whilst SDRs tend to be the main source of sales for a lot of companies, you can always play a part to help them sell more. Think of it as a support system to enable your SDRs to excel and grow your business.
Here today, we’re going to share with you 5 ways you can help your SDRs sell more.
Manage your company reputation
70% of B2B buyers use a company’s reputation as the deciding factor before purchasing or not. This means that most of your prospects will be looking at your company’s reputation online to see what people think of your service/product.
So how can you build your reputation? By having a good reputation from reliable sources, the SDRs will have to do less convincing to generating interest and close deals much quicker. Here’s what we recommend:
- Get testimonials to share on your website and social media.
- Build reviews on review sites such as TrustPilot, G2, and Capeterra. Nothing speaks louder than 5 stars and a lot of reviews.
- Build case studies to share the success stories of your clients and how you directly influenced their growth. You’re basically saying you can do the same for any new clients.
This will build your reputation and having your company mentioned outside your own website will help more prospects find you easier.
Adjust your pricing
Competition is always there and there will always be someone providing your services for less.
Whilst most companies will base their decisions on features and quality, pricing still plays a part. 27% to be more precise.
This doesn’t mean you should sell for nothing, it means you need to find a middle ground where your price is competitive but it also reflects the level of service you’re providing.
It’s one less thing prospects have to worry about and one less thing your sales reps need to try and convince prospects on.
Build useful material to share
One thing you can always depend on is businesses will always be searching for content that is useful for them to learn, discover, and be better at their job.
72% of B2B buyers are most likely to share useful content via email.
But what does this mean to your business?
It’s free marketing. Having your branded content shared by businesses will only increase your reach, brand awareness, and reach more prospects.
Adding to that, if your content is good then over time you can grow to be one of the market leaders in your space and a well-known name.
Train your SDRs for better results
There are too many companies that don’t have proper onboarding for their employees. Only 53% of sales representatives are meeting or exceeding their quotas and this continues to decline for the 5th year in a row now.
That could be 50% of your revenue missed. 100s of prospects down the drain and 100s of deals lost.
You can minimize this by investing in your SDRs’ growth and training them for better results.
Not only that, but companies that invest in their employees grow bigger and have better employee retention than those that don’t. As you invest in your SDRs, in return they will invest their best effort and time into growing your business.
Your SDRs will grow with you and become the Managers, Team Leaders, and Heads of- who understand your business better than anyone and what it takes to make it successful. They will also be the ones leading your new recruits to be the best for your business.
One way to train them is on the tools they will use, for example, Sales Navigator.
Build your social media accounts
84% of CEOs and VPs use social media to make purchasing decisions and 55% of B2B buyers search for information on social media.
You can fill your social media accounts with all the great content you’re making and share your client reviews, case studies, and testimonials. Another thing you can share are events, just to show your activity is to hold webinars and events.
There are many ways you can fill your social media accounts with content without having to create fresh new content, one great strategy marketers use is recycling/repurposing content.
This is when you take existing content and reshare bits from it over a period of time with a different take or a reminder. You can always use this strategy to engage with your audience directly by @ them and create a discussion.
Here are 15 Clever Ways To Repurpose Content by Forbes.
Your SDRs don’t have to be working alone, we’ve shared a few ways you can support them but there are so many other ways you can help them too, we’ll be sharing those in the future!
We hope you found this post useful and we’ll see you in the next one!