SDR Objection handling
Build understanding - Recently changed businesses
What is your plan/goals?
Where do you want to be?
How are you going to achieve that goal?
How have you done it previously?
What are the issues of in house recruitment?
In house recruiters may not be very good
Can be time consuming to recruit inhouse. wasting management time interview the wrong candidates
Might not be experienced at hiring SDRs -
What do you do?
We support businessees to build fully ramped inhouse SDr teams.
We deal with the hiring, training and ramping process.
How do you currently do this?
"We use in house training" - Questions
"Interesting that you say that, most businesses we work with have an inbound function.
Why do you recruit inhouse?
What does your recruitment process look like?
How much experience do your recruiters have in hiring SDRs
How successful have the SDRs that you've hired been?
Inhouse Recruitment - Build on pain (DIG DEEPER)
How much time are you spending interviewing candidates that are not the right fit?
How long does it take to hire?
What has the quality of the SDRs hired been like?
FAB - In House Recruitment
- Support you by building a fully ramped outbound sales team to generate more qualified business opportunities
- With an approach that maximises performance and reduceing management time needed to interview and hire candidates whilst mititgating risk of a bad hire
- with long term ROI
Insight - In House recruitment
We have dedicated in house team whose role it is to call through all appplications, to screen for core sales competencies and drivers.
You can't tell from an applicants CV whether or not they are right for the role. Calling through applicants would be labouris/impossible for you to do yourself.
FAB - I've recently moved
Sounds like you are looking to grow new business, we help supports similar businesses to:
- Generate new business
- Save Management Time
- Cut time to hire and ramp
I'd be keen to share how we can support you with this
CLOSE
Based on our conversation, what might be worth doing is putting some time in the diary for us share the model and understand your priorities in more depth to see if this could be relevant for your plans
Departure Drill
I'll be bringing my Head of Business Development on the call to maximise our productivity and our time.
is there anyone else on your side who will benefit from joining?
FAB - Timescale
From experience, typically to find the right calibre of talent, get them onboarded and fully-rampped, it can take up to 3 months to start producing results and hitting targets.
What are the pain points of In House training?
- Often product based training/CRM and tech stack training rather than specialised SDR training
- New hires will not be properly trained on cold calling prospecting, booking meetings
- Senior sales team spending time training new hires
Understanding - In House training questions
- Who does the training?
- Why do you do in house training?
- What is covered in the training?
- How long is the training?
- What was the impact of the training being generic?
Build pain - In House Training
- How are you training them to effectively prospect such as cold calls or email?
- How important is SDR training to you?
- How effective is the training?
- How long does it take to ramp an SDR?
- How much time are management spending on training new hires?
FAB -Inhouse training
- Support you by building a fully ramped outbound sales team to generate more qualified business opportunities
- With an approach that maximises performance and reduceing management time needed to interview and hire candidates whilst mititgating risk of a bad hire
- with long term ROI
Insight - In House training
We find that the first 3 months are cruical for getting your SDRs up-to speed and delivering results
As often when SDRs fail it's either because they werent the right hire in the first place or weren't given the tools and skills needed to successfully do their role
This is why we run a bespoke sales academy... might be worth putting time in the diary for us to share our model and understand your priorities
What are the pain points on not having an SDR function?
- Missing out on revenue, how are they generating opportunities?
- Sales team/executive tem doing prospecting, inefficient. Could be spending more time closing deals.
Building undertanding uestions - No SDR Function
- Why do you have no SDR function?
-Have you ever thought about using an outbound sales function?
- Have you previously used the SDR Model
- What does the current sales process look like?
- How do you generate new business?
Building pain - No SDR Function
How many new business opportunities are they generating compared to where you want to be?
How much time are you AEs/BDMs spending on new lead generation?
FAB - No SDR function
Maximise performance of your team
Allowing an outbound function to generate new business opportunities, whilst supporting your senior sales team.
Allowing the AEs / senior sales staff to spend more time closing deals.