We all know how essential SDRs are to your business but they’re only worth their weight in gold when they’re working in the most effective way. So, it’s worth bearing in mind that an underperforming SDR may not be a bad SDR but, and without wishing to point fingers, it could be down to being mismanaged. It’s difficult for an SDR to be proactive without managerial approval and the idea of implementing a proactive idea without express permission is unthinkable. This means that if your SDRs have simply been handed a call list and told to get on with it, then you may, from sheer luck, get some traction but you’re never going to break any records. The reason for this is pretty easy to understand and that is your SDRs are being underutilised in terms of their strengths.
The majority of companies benefit from a multi-pronged approach when it comes to their outreach and there are a number of reasons for this. For a start, we all have a preferred way of being contacted. Some people are prepared to receive phone calls, some will only interact over email and for others it might be social media. The point is that there’s nothing wrong with having a list and there’s nothing wrong with cold calling but when you limit yourself to this you’re not maximising the value that is available to you. For example, Aexus trained SDRs can handle a call list and will do as the partner has requested but their strengths in this regard lie in researching the prospect. That’s because we believe in quality over quantity and it’s a lot easier to build rapport and make a connection with someone you have researched rather than someone you’re calling just because their name is on the list. This brings me to another point in that our SDRs know how to search for the right prospects – the ones they have the greatest chances of converting. What’s more, they are able to do this time and again consistently. The same applies to other channels as well such as social and email where research is the cornerstone of the ability to build, develop and maintain a relationship with a prospect so they can be moved further down the funnel.
For true international reach though, you could really benefit from Sales Development Representative as a Service (SDRaaS) from Aexus. This service is especially important if you are scaling and do not want the risk and expense of taking on employees in a foreign territory. For a start, our SDRs are available across Europe, in the Americas and throughout the APAC region, which means we can be there for you wherever you’re going. The SDRs are all local to the territory, speak the language, understand the culture and because they’re local, the know how to get things done. On top of this, they work in the market every day so already have contacts that you’ll want to speak to.
Another feature of SDRaaS is that they can start working for you even in a market you haven’t entered yet. This means that not only can you use them as foreign sales agents but you can also use them to scope out a territory for you and assess the demand for your product or service without you ever needing to set foot in the country.
To find out more about how you could benefit from SDRaaS, get in touch. We’re always more than happy to jump on a call.