SDR Systems Group LLC

Why is everyone pretending revenue is up, and deal flow is better than ever? When I speak with the CRO, VP of Sales, or CMO, I hear the same story. They are having a great year. When I speak with CFOs, I hear revenue is down. There seems to be a disconnect between these two parties, and I don't understand why. What I do know is that until you can admit you have a problem, you can't begin to fix that problem. Sales leaders, it's time to rethink your GTM strategy and modernize it for the new buyer journey. #salesleaders #revenue #cfo

BANT is dead, and so is MEDDIC Sales leaders, if you're experiencing fewer meetings, fewer proposals, and smaller deals, what can you do to overcome these obstacles? You should start by changing your sales methodology. At SDR Systems Group, we advise clients to move to a HIRO (High Intent Revenue Opportunity) methodology. You should start by changing the definition of pipeline to later-stage opportunities based on revenue metrics like win/loss percentage. This will help you reduce pipeline inflation and focus only on activities that can be measured by revenue. Next, use this new definition of pipeline and start reviewing all your pipeline channels, and what you will see is a very different high-level business story regarding process. #pipeline #quota #gtmmodernization

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How many conversations are your SDRs having with a prospect before they schedule a meeting? Sales leaders, it takes SDRs, on average, between three and four conversations with a prospect before they agree to a meeting. The SDR usually has to answer a set of questions in between the calls to build trust with the prospect. This directly correlates to the new path the buyer is taking in the modern demand generation motion. Buyers now purchase from individuals who educate them on a solution or service and from someone they were referred to. If you are starting to see the same pattern, it's time to modernize your demand generation strategy. #demand generation #Sales development Representative

Lead Nurture Your Way to Quota Sales leaders don't fall for the age-old myth that you can speed up the sales cycle by increasing urgency. In reality, buyers buy when the pain they feel gets bad enough that they have to make a decision. Trying to push a prospect into purchasing your solution can be one of the biggest mistakes a salesperson can make. This is why the leads you are nurturing are your target market. There are not enough prospects in your database looking to buy immediately. Only 3 percent of prospects in your database are ready to buy, which means 97 percent of your database needs to be nurtured. To learn how we at SDR Systems Group nurture our clients' prospects until they are ready to buy, DM me, and we can schedule a call. #Lead Nurture #SDR

Sales leaders, because of the shift in GTM, the SDR role has changed. SDRs need a much more comprehensive skill set if they want to survive. The role is moving from an entry-level job to a more consultative role. SDRs must have a deep understanding of the service they are advising prospects on and an even deeper understanding of the prospect's business needs and processes. The latter of these two skills requires experience to be demonstrated properly. If you're an employer, the upside of this change is that you will not have to hire as many SDRs, but you will have to increase their pay. #SDR #BDR #Advisor

Sales leaders, what is the first thing you do when revenue is down? Let me guess you start by looking to place blame. This usually begins with laying off SDRs. Next, when nothing changes, you realize the AEs are the problem and that staff is reduced next. Once you figure out that is not the fix, marketing is the only one left to blame. If this sounds familiar, you are not alone. It's usually the CFOs playbook put in motion when revenues slow. This methodology, on paper, makes sense to fire people to make up for lost revenue. Here's the catch, you're still not solving the real problem, which is your GTM. You need to implement the right processes that will help you start increasing revenue. There are several ways to do this, but it appears difficult because it requires change. Worst of all, it is not external change but internal change. Once you accept this understanding, you are in the solution and can begin to move forward an inch at a time, as Al Pacino said in Any Given Sunday. So if your is sales leadership think of this post next time when you have a few bad quarters in a row.

Sales leaders pushing traffic to your website is excellent, and direct intent is great, but are you monitoring the actions these prospects are taking once they are there? Much too often, when we review a client's website analytics, they rarely make changes from the insights they are getting. If the prospect leaves your website immediately, your call to action is not aligned with your messaging. This can also be true if the prospect moves to another page for more information but leaves immediately. If you're experiencing this problem, it's a great place to start making changes. You need to get marketing and sales in the same room and review any pipeline channels pushing prospects to the website. Don't let sales tell you this is not their problem because it's everyone's problem. Sales leaders, you should contact whoever manages your website and get all the analytics for the past three months. Google will give you these metrics for free. Lastly, don't rely on someone explaining to you what the analytics mean. Derive your own opinion before getting marketing and sales together. Feel free to DM me after that meeting if you have any questions about what was discussed with both teams.

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Sales leaders, make sure you analyze all your pipeline sources quarterly. This is easier said than done. Way too often, I hear sales leaders say they are too busy to review every channel quarterly. If you want to reduce pipeline inflation and keep it lean with mostly real opportunities, this type of oversight will keep sales and marketing from gaming the system. Here are a few very basic metrics you can watch that won't take up too much time to compile. PLATFORMS Top 10 Keyword Ranking US Top 3 Keyword Ranking US Total YouTube Views ANALYTICS Website Traffic/Sessions (Combined) Bounce Rate Avg Page Visit CRM MQL (Lead Magnet Downloads) SQL (High Intensity Inquiry) Total Email Subscribers (Cumulative) Subscriber to SQL conversions OUTCOME REVENUE NEW CLIENTS Pipeline Value Generated (ARR) New Clients Signed New Client Value Signed Cash Collected MQL Conversion Rate (Website) SQL Conversion Rate (Website) Combined Conversion Rate (Website) Email Subscriber Conversion Rate Sales Close Rate