The sales industry has changed from the old school, knock on your door days, and referrals. People pick up the phones less, buyers are more educated, and sellers now need to take a modernized approach it customers. Understanding how to run a formalized BDR/SDR (Business Development Rep/Sale Development Rep) program is essential to staying active in the sales industry, including sending out emails and other touchpoints to prospective clients to make a sale.
Exhausting every option to gain a customer’s interest is now industry standard. The amount of activity and resources spent to make a sale has increased because the amount of relationship building with customers in the pre-sale stage has decreased. Sales are now primarily driven by campaign data, so business owners can start to understand where sales call drop-offs will be, expected responses, and bookings.
Hiring sales staff that are able to quickly understand the different types of personalities when speaking to people and adjust to them will bring in more sales every time. Using a combination of a call, voicemail, email, and backed up by marketing messaging (documents) provides the highest rate of success. Ultimately, coming up with a sales strategy, including script, target market, and campaign (based on data) will give your business the best opportunity to succeed in the sales field.