The Sales Trend

By Joe Cronin, Sales Manager ConnectLeader

Your company invested in Sales Development Reps (SDRs) because they can reach hard-to-find decision makers sooner and grow the customer base quickly.  This growth is notable because a prospect that is found via outbound calls, is much less competitive than a prospect that has filled out a form looking for similar offerings on other sites.

From a sales position comparison, SDRs are not as costly as other sales individuals to employ, but they are a considerable expense.  If you have SDRs making outbound calls for sales leads, you want them performing outbound dialing very efficiently, but more importantly, you want SDRs to have many sales conversations and to set lots of meetings.

For the last five years, inbound marketing has been in the limelight because it's aligned with the “Content is King” theory. Operating as part of a CRM system/process, inbound marketing delivers a valuable and steady stream of information to prospects in order to monitor engagement and predict the most opportune time to call.

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Our salespeople hear this line everyday. "We don't make outbound calls." I understand, not every sales rep. makes hundreds of dials per day, but every salesperson has to make some type of outbound calls. Don't They?