Also known as BDR or MDR training, this is a very specific form of sales training that focuses on teaching sales reps, often early in their career path how to engage with a suspect or prospect for the purpose of setting a business meeting where a sales conversation should occur. SDR Training often focuses on teaching inside reps how to engage via email, phone, both live-picks and voicemails, as well as gatekeeper training and social selling techniques.

The Perfect Handoff: Best practices for conducting the SDR to AE handoff

Inside sales has come a long way in recent years. One of the fastest growing trends in inside sales is having a team of both inbound and outbound sales development reps (SDRs) handle things at the top of the funnel. The SDR’s primary responsibility is to make sure that anyone who talks to a sales rep is actually worth everyone’s time, both the potential buyer and the seller. In short: qualifying the person. We acknowledge that the topic of what makes someone qualified and whether or not an SDR is qualifying a person or an opportunity is important. That is not, however, the purpose of this post. This post is designed to describe how the [...]

The Perfect Handoff: Best practices for conducting the SDR to AE handoff2019-02-11T20:23:04+00:00

Top 3 Sales Problems To Watch Out For in 2016

AES CAN’T UPSELL THERE ARE NO GOOD SALES MANAGERS AND SDRs ARE A GATEWAY DRUG Given our experienc in working with start-ups and inside sales teams, we were recently asked by to do a couple of blog posts. This one was originally posted on their blog site butwe  wanted to post here for our readers as well in case you haven’t yet heard of (Check them out though, awesome value prop!) Richard Harris has been training salespeople for a long time via his consultancy The Harris Consulting Group. He’s also The Director of Sales Training and Consulting Services at Sales Hacker. Harris sees the same sales problems come up again and again, especially in early stage [...]

Top 3 Sales Problems To Watch Out For in 20162019-02-20T18:48:25+00:00

The Perfect SDR to AE Handoff

No matter how many companies we speak with or inside sales teams we coach one of the biggest questions we get at The Harris Consulting Group is "What are the best practices for SDR/BDR to AE lead handoff?" In fact during a recent conversation with Steve Richard of VorsightBP we were comparing notes on this subject and Steve asked if we would do a guest blog post for VorsightBP. Of course, we said yes! In reality, when somone asks this question there are actually three questions wrapped in one: How does one "physically" hand-off the lead? What criteria is required before handing off to an AE? When the lead is handed off is it still a [...]

The Perfect SDR to AE Handoff2019-02-20T19:12:06+00:00