OUTBOUND AND INBOUND GET MORE
In the past couple of years, digital sales have been in constant perfection on the cyclical internal and external process of matching various customer approaches. Despite the fact that both SDR and SALES ENABLEMENT can be acknowledged on different processes, both have something in common: the excellence of digital sales.
Indeed, SDR does have something that we today pursue because of covid19 impact on business. We need to achieve as much as possible leads so that we have not only capture digital sales but, brand and product awareness and ‘existence’. Existence? Yes, you heard well. We do find most of our potential customers in platforms such as Google, Facebook, Instagram, Linkedin, Twitter and others. BUT, we are not alone in this: our competition is also ‘fighting’ for brand recognition. Therefore, our SDR must be well thought, carefully planned and, most important of all, done with touch and sensitivity for our approach to customers. Remember, everyone also wants a pice of your cake.
Basics on SDR
To sum up, in order not to repeat what someone already has said, in our opinion, the SDR components, processes and KPI’s in excellency on the matter can be found in Active Campaign’s blog titled Representative (SDR): Definition and What the Job Is Like. However, what is most important of all and we sometimes tend to forget is: Internal communication is also key to success.
The SDR qualification process has two components:
When does Sales Enablement come in?
Once we get our SDR running and well defined, Sales Enablement comes in too. Both teams in marketing and sales need to coordinate in order to get both the inbound and outbound efforts in good shape. In our opinion, sales enablement is the close of a 360º cycle in which inbound and outbound campaigns need to be brought together in order to get good quality leads, content, qualified leads, know more our customers in-depth, etc.
Depending on the organisation, many stakeholders need to be well coordinated in order to get well executed plan:
We have found this article in Hubspot, which we particularly like: https://www.hubspot.com/sales-enablement .
In our part II on the matter so we can bring more concrete action plans and conclusions on those two disciplines.