SDR Innovations SDRs enable early field testing and technology insertion of new capabilities with warfighter input in order to mitigate near-peer threats. This kind of innovation requires the flexibility offered by SDRs, which is not possible with ASIC-based radio architectures.
A Biology graduate who found her passion in sales, joins the show to share how she made the leap from the lab to the field. Plus, her top tips for brand new SDRs.
Technographic Tools
As with previous generations of SDRs, the latest technology will be a key driver to lift SDR adoption to new heights. 5G networks, the Internet of Things (IoT), and sensor networks are all likely to increase demand for SDR hardware and software.
The UAV community also relies on SDR for mission control. The ability of SDR to support multiple waveforms enables consumers to communicate over a variety of frequencies and protocols, reducing costs and improving efficiency.
Sales development representatives need to be able to identify the technologies used by their prospects. Free tools like Datanyze and Ghostery can provide SDRs with the information they need to approach potential customers with meaningful data. This allows them to build a rapport and establish credibility with prospects. This can be a difficult task given the time constraints on SDRs, but it is crucial to boosting productivity. It helps to streamline the sales process for everyone involved, including the company’s executive team.
CRM
Having the right CRM tools can help SDRs manage their workflow and book meetings. These SaaS tools can also help them build and nurture relationships with their prospects.
Identifying the pain points that the prospect faces can help SDRs build trust and empathy with them. This is the first step towards making them believe that your product can provide the solution to their pain point. It can also help if you can show how your product will address the issue by providing data and analytics that are specific to their business.
Another way to counter complexity concerns is to emphasize the training and support resources that your product will offer. This can include access to user manuals, tutorial videos and dedicated customer support. You can also share case studies of similar businesses that have overcome the same challenges that your prospects may face. This will give them confidence that your product will not be as difficult to implement as they think it will be.
Scripts
SDRs need to be able to use sales call scripts that will help them qualify or disqualify leads, as well as set up quality meetings for account executives. These types of scripts should be created or revised regularly to ensure that they are up to date and working as effectively as possible.
Another area of innovation in SDR is the rise of sales engagement platforms that allow reps to build multichannel outreach sequences. These platforms often include features like personalized videos and email templates, as well as automated follow-ups to prospects that have not responded to initial communication.
SDRs are increasingly interested in developing their own skills through workshops, hands-on projects and courses within an academic setting. In this panel, we will discuss a range of these SDR education-based use cases. These might be SDR-related workshops, classes or even SDR internships. They could also be SDR-related projects within a student research group or even a university project.
Automation
New innovations in hardware won’t be much help if the software and tools don’t follow suit. This is why there’s a need for automation tools that can simplify complex tasks so SDRs can spend more time building relationships with prospects.
SDRs have a powerful role to play in the advancement of technology, and they need to be empowered to do their jobs effectively. They need to have access to prospecting tools that can automatically produce lists of qualified leads based on initial criteria like job title, industry, seniority, years of experience and location.
These technographic tools allow SDRs to approach prospects with meaningful data, making it easier to start a conversation and build trust. For example, Sales Navigator from LinkedIn lets SDRs filter LinkedIn users by company, industry and other factors to find the right leads. Similarly, free tools like Sociieteinfo and Nomination track a wider spectrum of technologies to identify relevant prospects. Moreover, they provide technographic details about the companies that use them.
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