What Sales Development Representatives need to do Before Calling Prospects

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We are excited to welcome Chris Eckmann, Founder of Switchboard Learning & Premiere Bridge Group Partner (www.switchboardlearning.com) to a three-part series we are calling “Finding the Blood.” In our first episode, we speak to the fundamental job of a Sales Development Representative and the tasks and processes they should be doing before they speak to a prospect. Email and cold calling your contacts without researching or a game plan will lead to failure. Download the Sweet Spot Sheet here.

Spending too much time working on or hiding behind prospect research isn’t scalable when you’re making 80 to 100 calls a day. You’ll never be able to research every prospect in detail and hit those call volumes. Along with finding that balance, Chris Eckmann speaks to…

  • How much research should you be doing for each prospect?
  • Working with a double-tap method.
  • Creating prospect interest to get them to meet with your Account Executive.
  • How over-qualifying will kill your deals.
  • Researching who to call and when to dial.

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Written by Chris Carroll

I'm the Product Marketing Manager at TimeTrade. I focus on the customer experience of the product and use our customer learnings to help update our workflows and create materials to help train our users. I also focus on our client facing marketing programs, social media initiatives, and content curation.

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