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Defending Sales Development Reps (SDR) with Nikki Ivey #322

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Defending Sales Development Reps (SDR) with Nikki Ivey #322

Our guest is Nikki Ivey  a member of SDR Defenders an advocate for sales development reps (SDR). Today she shares strategies and tactics for business development, old habits we need to stop, and new areas where we should focus our energy. This episode is all about respecting the profession of prospecting and the people that do it.

Your SDR Gets No Respect

Sadly this is the case for most SDR professionals:

    • Generate 60% of organizations pipeline, yet lowest paid
    • SDR Considered entry level
    • Something a robot could do

SDR Strategy

Nikkie feels strongly that it’s the SDR mindset that matters most:

    1. Have empathy for buyers
    2. Understand the buyers industry
    3. Look for context when positioning your product or service
    4. Help the account reps close the deal
    5. Tactics  should include tone, cadence and make sure all questions are personalized and relevant

SDR KPIs

What are the metrics we should use to measure SDR success?

    • Meetings held
    • Minimum number of dials per day (<50)
    • Retention of closed clients

How To Find Nikki Ivey

Nikki is easy to find on LinkedIn and here true self on Twitter. Look here for SDR defending….

Instagram.com/knownikkiivey
10 Questions Every SDR Must Ask in an Interview is located here:

https://www.sdrdefenders.com/content

 

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Past Episodes on SDR Prospecting

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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