5 SCARY MOMENTS IN SALES DEVELOPMENT & HOW TO BOO THEM AWAY

By October 26, 2016
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Scary Jack o Lantern at dark night

It’s almost Halloween, and the first month of Q4 is coming to an end, oh my! In the spooky spirit, I have been pondering the scariest moments as an SDR faces and how to BOO them away. So grab your courage, trick-or-treat basket, and garlic necklaces. It is time to face our fears.

 Fear #1 The No-Show Prospect

This is probably the most common spook SDRs experience. But just because a prospect doesn’t show up to the first time you schedule a meeting, doesn’t mean the opportunity is lost. Don’t get discouraged—everyone has crazy schedules and calendar invites are bound to fall through the cracks every once in a while.

This has happened to me so many times. My advice is to send the prospect a reminder email a few hours before the meeting telling him you’re excited to chat. If the prospect still doesn’t show up, don’t lose your candy corn!

Send her a quick email. If you don’t hear back, make sure to engage him on whatever social channels are relevant. You don’t want her to forget about you or your company. Remember, prospects are people too—it’s ok to add a little humor and understanding when trying to reconnect.

Fear #2 The Awkward Cold Call

Let’s face it: calling a stranger can be pretty awkward. Avoid uncomfortable conversations by finding the right time to reach out, or better yet, get a reference.

For example, I was prospecting into an account that had a key decision maker blog about the Death of Cold Calling. After reading the first few sentences of his article, I figured his phone was ringing off the hook with SDRs trying to prove themselves as cold-callers. I waited a few days, gave him a ring right before he left the office on a Thursday (the day our team feels is one of the most successful for cold calling). On the call, I referenced his post, his role/company, and respect for his time. I earned a meeting with him through my tactful cold call.

I’d by no means say that all of my cold calls go smoothly, I get plenty of nos. The thing I always keep in the back of my mind is that, unless the company is truly not a fit, a ‘no answer’ means yes. You could be calling someone in a meeting, during a bad day, or just catching her off guard. The best thing you can do to avoid a bad cold call is to research the prospect, reference their social activity, and catch him at the right time.

Fear #3 Not Hitting Quota

Man this is a spooky one. It’s the last week of the month and reality sinks in—you aren’t going to hit quota this time. Don’t beat yourself up over it! Sales is a huge rollercoaster.

SalesHacker explained that you miss quota because of obscurity. Obscurity is the state of being unimportant or unknown. It takes a certain type of person to succeed in sales, and everyone has their own strategy, but every successful SDR I know is always looking to improve.

Being able to stay positive and put in extra hours at work will pay off in the long run. There is always a delay between the work you put in the results you see from your outreach. Another tip I can give is, be honest with your manager, tell him where you’re falling short and she can help you work toward a solution. The best advice I’ve gotten from my managers is to never take your foot off the pedal—if you’re doing well one week or one month, don’t slack off or that lack of focus will show up in your number later.

Fear #4 Accidentally Booking a Meeting in Someone Else’s Territory

If your team is divided into territories like mine is, things are bound to get booked in the wrong territory. Mistakes happen. The best way to look at this if it happens to you is remember that it helps your business as a whole.

Just chat with your colleague and managers to figure out where the credit for the meeting will go, accidents happen and there is nothing to be afraid of.  You’re still contributing to the business. If you’re honest and open about your mistakes, what goes around comes around, and odds are you’ll get a meeting from someone that accidentally books in your territory eventually.

Fear #5 Using the Wrong Tokens in Your Outreach

Alright, I’m pretty sure SRDs aren’t the only ones that have made this mistake—I’ve heard of marketing and sales leaders guilty of this as well. When it happens, it’s pretty mortifying, bad enough to scare you into never making the same mistake again. Fortunately, not everyone will notice. A lot of people will just scan your email and not really read it. If the mistake is trivial, do nothing. Sending a second email or apology will only draw attention to it. Don’t sweat it. Mistakes are the only way you will get better and learn.

We at EverString largely avoid this problem by not sending blast emails. We try to send personalized emails as much as we can.

We use SalesLoft to help us orchestrate cadences, and send personalized emails to the right prospects. How do I know I’m spending my time personalizing messaging for the right accounts and contacts? We use EverString to help us understand the best-fit companies and people for our business.

My overall advice—keep striving to be the best you can be even when these spooky moments come along. Treat your accounts/leads the same way you would want to be treated. You never know what the next day holds, but when these things do happen just remember ONE TEAM ONE GOAL and never be afraid to ask questions and always be curious about where you can improve!

Happy Haunting! 🙂

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