SDR Stand and Deliver - Bronze Answers Flashcards
What are the two reasons people buy?
Pain and Pleasure
What is S.P.I.N. selling?
Situation: What is the situation? How are you currently determining the best market to go after?
Problem: what is the problem? Need to be delicate. How is that working out so far? Good place to hit them with customer war story and feel, felt, found.
Impact: How big of an impact is that problem having on the business or team or person? Problem has been validated. If having a problem creating equitable territories, what kind of impact is that having on your salesforce or revenue?
Need/Agreement: If you fixed the problem, how would that benefit? If you were able to have equitable territories, how do you think that would benefit the business at the end of the day?
What are the 3 types of questions we use to SPIN sell?
Please be able to give an example of each
Closed: Are you currently leveraging an alternative data set?
Open: What are some of the things that data set is telling you?
Layered: If we could provide a more accurate and granular data set, how would that impact your reps day to day?
Relating to the SDR Metrics Dashboard:
How do you leverage your connection & conversion metrics to help coach yourself?
Compare your dials vs your pickups to tell you how many dials you need to have a conversation.
% of pickups, how many convos do you need to have to book a demo?
Shooting to book 2 demos a day, if it takes 10 dials for one conversation, and 2 conversations for one demo, it should take 40 dials to book 2 demos. 50-70 dials just to be sure.
Relating to the SDR Metrics Dashboard:
What does good look like on our team each week by demos booked & # of dials?
7 demos, 350 calls
How do you build your Install data?
Scientific approach profiling billions of documents every day. We have relationship with global and regional job boards that give us resumes, CVs, and job postings that we triangulate and allow us to project what a company has installed.
How do you build your Spend data?
Uniquely collect data from a variety of sources including surveys, national statistics, company and supply side financials, etc. and base it off spend modeled from D and B Firmographics and take those to create algorithms based on different cohort groups. Forward looking directional spend model.
How do you build your Contract data?
This is at the mercy of the public domain, we only get published public documents which is where we source it. Contract information is no different to contract info for outsourced organizations.
How do you build your Contextual Intent data?
Bidstream data as a source for our intent as opposed to first party, broader view of intent signals coming from the market. Engagement with ads, research papers, white papers linked to topics, then use NLP analytics over the top to establish the context that the journey is on, whether researching or evaluating.
Share 2 customer stories
IBM - Helped the Powersytems team uncover $20m in pipeline and they closed just under half that in won revenue.
Dell - Supported an oracle exadata takeout campaign that yielded $80m in pipeline, uncovered a $12m opp with the national grid in the UK, and a $11m opp with Home Depot
How do you use The Bird Book?
To look up roles and tailor how our data helps each individual job description based on their specific needs
When building a basic angle, what do you need to know about the company?
-Obtain a basic understanding of what the target account does (what segment of IT the GTM). What is their ICP and what do they care about?
-What are 2-3 partners or competitors of the account that are current customers of HG.
-Any press-releases, ROI for our partners, Earnings Reports, anything power to grab their attention.
-Colors on the script:
Compeitors/partners on their website or googling Account vs or HG Discovery
Vertical is usually found on their website
ICP is usually found on their webiste of platform
IT spend category can be found on platform
What’s your “why” behind doing the job?
Personal Answer
