Performance in business development is double or nothing:
While some struggle to reach decision-makers and are turned away in 15 seconds, others make appointments without difficulty.
And yet they have the same telephone and the same level of knowledge as the people they're talking to!
I spoke at length this week with Gabriel Maire, our new BDR Team Lead at Modjo, to give you 6 tips that managers should apply with their teams to optimize their sales performance!
If you don't know our national Gabriel Maire(yet), I invite you to follow him on LinkedIn.
In the meantime, we're off to do some reading.
The one-to-ones with your teams should have two simple objectives:
Less thinking, more doing.
No, email is not the only option your teams have to contact their prospects.
The more you manage to formalize a multi-channel strategy with your teams, the more effective your sales prospecting will be.
As an example, I personnaly never answer the phone to an unknown phone number.
Want to get in touch with me? Go to LinkedIn. (It's probably a bad idea to tell this to sales people ... 🙄)
In short, the only problem you have to solve is: How do I maximize the contact points and find the right one to reach my target?
Once you narrow it down to 2 to 3 efficient ones, invest in the right tooling to scale your outreach.
Here are the classic channels we use at Modjo.
(The others, we still keep them a little secret)
So, I said:
The channels are better used as complementary - it is a bit akward if you deliver the same content as you prospect might have seen your linkedin message.
Ok and how do I iterate on this strategy?
If you'd like to know more about the tools that Gabriel Maire, Team Lead BDR, uses at Modjo to do this, I invite you to add him on LinkedIn and ask him directly.
I promise that he will answer everyone!
Pitching is the ultimate pitfall to avoid at first calls.
Storytelling is what you want your team to aim at.
Example: When a prospect says, "So what do you do concretely?"
The best way to answer the “so what does your solution does?” question remains
“our solution help our clients solve a, b, c. Our clients includes these brands, and as you work in a similar industry, I thought you might be interested in discussing these issues”
Usecases will have a better impact than a description of all product functionalities.
Keep it simple!
Basically, get your team focus on the right accounts. It is impossible to put the same level of energy on all accounts.
A BDR has two missions:
Two tips to maximize its pipe and its commercial prospecting:
Okay, easy advice and yet, it's one of the most common mistakes. Managers, watch out for this with your teams.
Managers, pay attention to this with your teams.You need to educate BDRs to lock in the next steps in the sales cycle with their prospects.
No, you don't send your prospect 3 slots and hope they are available.
No, you don't call your prospect back next week.
Yes, you call them back on Wednesday at 2:30 and send them an invitation to lock in the slot.Don't be afraid to be directive with your prospects.
Don't be afraid to be directive with your prospects. That's one of the keys
Ok first postulate, it's difficult to monitor performance in relation to a volume of qualitative meeting generations.
Where the manager can have an impact is on the work of optimizing conversions.
If you know that it's the right person, the right company, the right time, there is no reason that the prospect should not convert (again, we're talking about an appointment here)..
Obviously, this is easier said than done. However, setting up learning routines with your teams is essential to progress and optimize your impact in prospecting.
Training is a powerful motivational lever, remember the first point in one-to-one? Motivate, motivate, motivate!
I hope you find these tips useful, and that they help you ask yourself the right questions. If you'd like to know more, please contact Gabriel Maire directly on LinkedIn.
And if not, it's time to get to work! The vacations are over!
(Ah well, no, actually...)
Have a good week.