SDR is at the heart of Inbound Sales

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The Sales Development Representative (SDR) has become the spearhead of startups. His mission? In theory, focus on “incoming” prospects. In practice, he will create and execute commercial prospecting sequences intended to identify new opportunities (“outgoing”).

Many Akimbers become SDR after their Bootcamp at Akimbo.

What is Inbound Sales and its actors?

Inbound Sales is a sales methodology that places the customer at the heart of the action.

Today, each individual is overexposed to ads and has easy access to a lot of information to make a decision. The roles of salespeople and their sales strategies therefore have evolved.

It's aboutaccompany each prospect throughout the buying journey and to personalize each approach. The work of a salesperson is no longer oriented towards the company or the sale of a product but towards the fact of serve the customer. It is a philosophy based on the prospect, his needs, his activities And its questions. The entire sales team is dedicated to making thesales experience as pleasant as it is unique. Inbound Sales no longer only takes care of the introduction and assistance with administrative procedures, it intervenes at each stage.

Les Inbound Sales actors are numerous and do not work alone. In reality, it is a number of departments. Complementary (sales, marketing, customer service...). Inbound marketing aims to develop the visibility of a brand and is carried out with the intention of attracting a specific target. However, the work of this department does not end there. He will also follow the entire relationship of Lead Nurturing to advance the business relationship. Inbound Sales then retrieve these marketing targets and identify the opportunities that are there. She will then analyze the behaviors of prospects in order to qualify and to define an appropriate approach strategy.

Inbound Sales finds its strength in marketing-sales complementarity. Thanks to a better information flow and a better relevance of profiles, the prospecting Is more profitable and efficient. The collaboration of actors facilitates communication and lead transfers. For the shopper, the sales experience is fluid, personalized and instructive.

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What is the role of SDR in Inbound Sales?

The Sales Development Representative (SDR) is the first commercial player in a company's strategy that follows a movement based on Inbound Sales. Its action is focused on Start of the sales cycle and affects the entire process.

It represents the very first middleman of the company. At the heart of Inbound Sales, its action aims to convert Marketing Qualified Leads (MQL) in Sales Qualified Leads (SQL).

These are the SDRs whom Get the commercial targets Of theInbound Marketing and contact them in order to assess their value. They then support them throughout the period of reflection and discussion in order to convince them to agree to the purchase of the product or service offered. Once skilled, he leaves his hand to other players on the Inbound Sales team: Account Executives (AEs). They are responsible for negotiating and concluding the contract.

Prospects qualified by the SDR are candidates who have already had a first approach with the company. The role of the SDR is therefore not to contact them to present the business and the offers but to understand the reason for their presence. By the swaps (calls, emails, social networks), the prospect will be questioned about his needs and desires. His answers will form the basis of the work of the AES, which will determine the strategy the most effective for the profile encountered.

Inbound Sales encourages a sales process that is more important human and educational leading to an SDR-lead relationship is balanced. The customer feels listened to and valued. He has trust towards the SDR who manages to offer him solutions that meet their needs.

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What is the impact of SDRs on the success of the sales process?

• More personalized and effective lead qualification

The priority mission of the SDR is not No selling at all costs. He re-uses Marketing codes to developinterest and feed its research. He takes the time to support each prospect and to develop his interest in the solution (s) of his company. The development of this approach allows it to identify more and more quickly the profiles compatible or not with the offer. This work ofsighting And of qualification serves as the basis for the rest of the process.

• Better economic and social management of the sales process

Thanks to better lead selection, commercial prospecting costs less by times And in silver. In Inbound strategy, each stage and each participant is complementary to the previous phase. For better coordination and collaboration, everyone strives to ensure the best results. For SDR, it's prioritizing its missions and focus only on leads that he considers interesting. In this organization, each professional has a workload restricted to the essentials And can then devote most of your time but also more than wherewithal To theruntime Of tasks that provide the most value.

• Better collaboration between the various players in Inbound Sales

SDR is a filter which only lets emerge the qualified profiles for sale. It conditions the work of the actors who succeed him (Account Executives then Account Managers) by sending them only candidates who have proven to be relevant. It then saves them from wasting time trying to convince individuals who are not receptive.

It initiates a more sales process fluid and efficient where everyone can focus and do their work. Inbound is a segmented but interdependent job. The SDR is the first representative but also one of the most present. In addition to sorting customer profiles before negotiation, he can continue to work with AEs as an organizational aid. The AM will then strive to support customers throughout their use of the solution.

• Optimizing results

Both by sound personalized support and lead conditioning work, the SDR Develop the Pipe of his colleagues by providing them with opportunities.

Well-oriented, prospects are more likely to accept a contract. The SDR was able to bring them what they were looking for and each step having been carefully developed, they are delighted to have experienced a unique sales experience. Expertise of the company is reflected in the advice given and converted prospects keep a positive memory of his approach

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