As an SDR, what do you lean on the most to book meetings?

A few things I thought of off the top of my head: Trust, Credibility, Product Knowledge.

As an SDR, having the trust of your buyer is huge. Convincing them to part with 10-15 minutes requires mutual buy-in from both parties.

Credibility helps a ton as well. If you command authority and display expertise in your space, prospects expect a high-quality experience.

Product knowledge isn't too bad either. Showcasing your mastery of the product and your SME tells the prospect you won't waste their time.

What do you lean on the most to book meetings and get prospects into your sales pipeline?

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    • Profile picture of Katie Ray
      ( 3.9k POINTS )
      1 week, 6 days ago

      Research! If I dont know a lot about who Im talking to, then the conversation almost always goes sideways. Similarly, I need to do research on different prospecting strategies and techniques. I would also need to really research my product, my competitors products, and understand where we fit compared to them. On the other hand, one of the biggest traps is spending too much time researching! That can really prevent you from success!

      • Profile picture of AJ Alonzo
        ( 3.4k POINTS )
        1 week, 5 days ago

        @katie_ray great point. Research isn’t just reserved for better understanding an account, effective research skills can help you find new techniques/strategies that other reps/leaders are testing.

        And couldn’t agree more on the ‘trap’ of research. So easy to fall down a rabbit hole and spend way too much time researching an account.

    • Providing TANGIBLE Value!

      People take meetings with sellers if they feel as if the meeting will help them do their jobs better.

      There’s definitely a lot to unpack with providing value, but if you fundamentally know what a person’s job entails (day to day strategic etc) and you can compose a message that will provide something tangible that will help them do their jobs better, you will find success!

      • Profile picture of AJ Alonzo
        ( 3.4k POINTS )
        1 week, 5 days ago

        @ernest-owusu hugely important for sure. You have to take the time to understand what a ‘day in the life’ of your prospect looks like to deliver a message that’s compelling.

        That tangible value requires some strong research skills, empathy, and general knowledge of your value props.

    • Research their compelling event and mention it. For example His I know you just acquired company x. I bet you have an initiative around cross-sell and upsell and unless I caught you at a bad time I’d love to schedule a quick call when would work best for you OR I KNOW I caught you at a bad time so when is the best time to connect for 15 minutes.

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