anthony zhang rainmaker 2015

Sales & SDR Alignment

#Rainmaker2015 @azsalesloft

Anthony Zhang Director Of Sales SalesLoft

Defining a Service Level Agreement


Playing Nicely

Sales Execu+ves

Sales Development


The 7 Elements


Lead Qualifica+on


What are a Sales Development Rep’s responsibili/es?

Lead Qualifica/on: SDR


To Qualify Prospects.



How do they do it?



BANT?

Batman Appreciates Nightly Theatrics



BANT Budget. Authority. Need. Timeline.



ANUM Authority. Need. Urgency. Money.



Qualifica+on: Inbound vs. Outbound

Inbound: Marke/ng generated leads, qualify based on Authority and Need.

Outbound: Ideal Customer Profile (ICP)



Qualifica+on: Unqualified Leads



What are an Account Execu+ve’s responsibili/es?

Lead Qualifica/on: AE


To Create Urgency. … and then find money.

Lead Qualifica/on: AE


Lead Passing



Lead Passing: SDR


To distribute leads. “Round-‐robin” with Lead Pass sheet.

Lead Passing: SDR


Lead Passing: SDR



Lead Passing: AE


Trust the SDR.

Lead Passing: AE

Trust the Process.


Informa+on Relay



Informa/on Relay: SDR


Take notes on conversa+ons. Salesforce, Google calendar, etc.




Informa/on Relay: AE


Be prepared.

Informa/on Relay: AE


Lead Ownership



Lead Ownership: SDR


Assume full ownership un/l the prospect has completed a demo

Lead Ownership: SDR



Lead Ownership: AE


Assumes ownership once a demo has been completed…

Lead Ownership: AE


…but what if a prospect is late…or doesn’t show up at all?

Lead Ownership: AE


5-‐7 mins late: Confirma/on/reminder 11-‐13 mins late: Chat, call, or email SDR

Lead Ownership: AE


Google Calendar



Google Calendar: SDR


Look at AE’s calendar. Schedule open +mes only.




Open

Open

Open

Open

Open



Google Calendar: AE


Keep their calendar’s clean. Block off busy /mes…include holidays, vaca/ons, lunches, doctors appointments, phone calls, etc.

Google Calendar: AE


CRM Repor+ng & Compensa+on



CRM Repor/ng & Comp


Demo scheduled = open task in salesforce Never close an AE’s assigned tasks!

CRM Repor/ng & Comp


CRM Repor/ng & Comp


Close any completed BDR Demos… ASAP.

CRM Repor/ng & Comp

It’s how they get paid!


CRM Repor/ng & Comp


Trust & Respect



Trust & Respect: SDR


Assume AE’s are opera+ng under best interest of the company.

And of them.

Trust & Respect: SDR



Trust & Respect: AE


Assume that leads passed on are qualified. Appreciate and support SDRs.

Trust & Respect: AE


Trust & Respect: AE

The Sales Development Team has the most challenging, and least rewarding job in Sales.

But it’s also the most important.


Trust & Respect: SDRs and AEs

Thank You!


anthony zhang rainmaker 2015

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