One of the crucial roles in any successful sales team is the sales development representative (SDR). Their role is to help move prospects through the sales pipeline using their impressive SDR skills.
SDRs take over much of the early sales process, including nurturing leads, before passing them on to account executives to close the deal. Without an SDR team, your sales team could be overburdened with many tedious tasks and end up spending less time closing deals.
With this sales structure, some of your sales team might look down on SDRs and think they’re less important than those who close the deals. However, with all the work they do, you can argue SDRs are the hidden superheroes of your sales team, not the sidekick.
SDRs use their superpowered skills to not only rescue those in need, but also penetrate the toughest accounts, reach C-level titles without breaking a sweat, and do it all without glitz and glamour.
Still not convinced? We’re going to dive deep into the world of SDRs and expose six of their best superhero traits.
- Sales development representatives (SDRs) play a crucial role in the early stages of the sales pipeline by qualifying and moving leads closer to closing the deal.
- The best SDRs have impressive interpersonal skills that make them a superpowered part of the sales team.
- SDRs make connections like Spiderman, use technology like Iron Man, and build relationships like Captain America.
What Is a Sales Development Representative?
A sales development representative is part of the inside sales team. They typically focus on prospecting, qualifying leads, and moving them through the pipeline. SDRs typically do not close leads but play a critical role in helping decide if a lead fits your ideal customer profile. This can help save time for account executives and others responsible for closing deals.
According to a survey from 2021, sales representatives spend about 41% of their time on non-selling activities. Of those representatives, 95% agreed that reducing the time they spend on non-selling activities would help them generate more revenue. This is one of the reasons why SDRs are so important – they can take on many of the non-selling activities account executives don’t need to do.
6 Skills That Make SDRs Superheroes
While SDR sales aren’t direct, many of the deals account executives close are possible because of the work SDRs do. They use their impressive SDR skills to prepare and qualify leads for the final parts of the sales pipeline. Their superpowers take after many of our favorite superheroes from the big screen.
1. Build Connections Like Spider-Man
“With great power comes great responsibility.” Being the layer between lead development representatives (LDRs) and account executives (AEs), SDRs use their Spidey-senses to connect with decision-makers by climbing the walls leading up to the C-suite. While an LDR sets the stage with a great first impression, an SDR builds a larger relationship web with potential buyers, laying connections like a web of trust and building outward from there.
They do this using all the resources available to them. According to The Bridge Group, SDRs complete a median of 104 activities a day, including phone calls, emails, and social media connections.
2. Connect Technology and Humanity Like Iron Man
Iron Man is the perfect example of combining the human touch with technology. His keen business acumen combined with sophisticated technology is the secret ingredient for overcoming obstacles. SDRs can conquer anything with a layered approach of marketing automation, AI, and expert knowledge of specific industries, all without donning an armored suit.
Tony Stark once said, “Sometimes you gotta run before you can walk,” meaning SDRs may start with complex marketing automation and strategy, but in the end, the process leading to the desired ROI is finished with simple human connections.
3. Use Active Listening Like Superman
Superman is undeniably the most powerful superhero. He’s strong-willed, unaggressive, and remains approachable, just like SDRs. The super-hearing power of SDRs tunes them into a prospective buyer’s needs and concerns beyond what traditional leads are willing to offer.
According to Forbes, active listening is one of the best sales superpowers an SDR can have. Your best SDRs should exhibit these four active listening powers:
- Put all their focus on listening without any distractions
- Listen to understand
- Ask questions to understand
- Reflect and summarize what they understand
Superman, the ultimate good guy, is just like the SDR who is concerned with what’s best for the prospect. They don’t go into a call with the intention of closing. They go in with the intention of providing value, gaining insight, and building a relationship. They use their x-ray vision to assess the entire situation to get the best outcome. SDRs are the real men and women of steel.
4. Have Two Sides Like Dr. Banner aka The Hulk
Like Dr. Bruce Banner, SDRs have two personalities: one side is calm and strategic, and the other gets triggered into attack mode once they connect with the right lead. Of course, they don’t really attack anyone, but they do wait for the right moment and know when it’s time to “Hulk Smash” to seal the deal and move leads to the sales qualified stage. This work sends better, more qualified leads to the account executives and increases the likelihood that AEs can close the deal.
5. Find the Truth Like Wonder Woman
SDRs have the superhero ability to get prospects to talk, elaborate on their needs and challenges, and discuss the buying groups within their organization, almost like SDRs are using Wonder Woman’s Lasso of Truth. The SDR can lasso anyone to discover the truth and gain a better understanding of any situation. With their natural ability to have meaningful conversations, SDRs understand the importance of asking the right questions to uncover the best solutions for clients.
Good SDRs don’t force prospects into anything or use a script. They let the conversation flow, knowing that if there’s a buyer challenge, they’ll discover it.
6. Build Relationships Like Captain America
One of the primary responsibilities of an SDR is to build relationships with leads. They get to know their leads and the best way to interact with each, whether that is staying serious and focused or being more casual and friendly. This is just like Captain America. He knows how to tease Thor, be respectful of Iron Man, and mentor Wanda.
SDRs can adapt to the situation and know which questions and conversations would be the most helpful with each lead.
With superpowers like these, who needs comic books? Your account executives can’t do it all alone. Combining your superpowered SDRs with your deal-closing account executives creates a strong revenue-building team of super salespeople that uncover customer needs, overcome challenges, and close deals at every turn.
This video offers even more insights into the skills every SDR needs.
Superpower Your Sales Team with the Mighty SDRs at Televerde
If your account executives have become overwhelmed with responsibilities, adding more power to your team can help relieve the load and improve sales outcomes. At Televerde, we have an impressive team of trained SDRs ready to swoop in and save the day.
Our experienced team can help you identify, qualify, and develop leads to support your sales team from the early to middle stages of the sales cycle. This strategy offers you the maximum impact on your sales funnel.
Want to learn more about our SDR solutions? Contact us today to get started.