Here’s my issue with SDRs running qualification calls

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Here’s my issue with SDRs running qualification calls:

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It’s a TERRIBLE customer experience.

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Here’s what you’re doing to the buyer:

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1) I take a cold call and agree to meet

2) I take a 15-20 min. call and get hammered with qualifying questions

3) I take a 30-45 min. call with an AE and don’t see the product

4) I take a second call where I actually get to see the product

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And you’re wondering why execs won’t take meetings with your reps?

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This nonsense has got to stop.

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There’s something fundamentally wrong in your outbound approach if the only meetings your AEs will take from SDRs are the ones that have been BANT-qualified first.

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🚫 Budget

Selling to prospects who already have a budget is table stakes. Any decent sales professional can land those deals.

True sales professionals FIND budget. Especially in today’s economic climate. You show them a perspective on their problem that is so big and impactful that they cannot ignore it.

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✅ Authority

This one I get. There should be some guidelines around sales conversations vs. research conversations.

Talking to an end-user to gain insights is research. A great activity for an SDR/BDR to do. But that’s not a sales conversation.

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🚫 Need

Let me get this right…

SDR cold calls the prospect. There’s interest. In a few minutes, or on a separate 15-minute qualification call, you’re supposed to figure out if there’s an urgent need.

How can you possibly do enough discovery in that time to know this? You’re lucky if you find a prospect with an urgent need.

Great sales professionals help prospects find problems.

And you need proper discovery in order to do that.

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🚫 Timing

Again, this assumes the prospect knows exactly what they need and have already thought about the timeline to implement.

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~~~

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Unless your sales team is so busy that you're turning down business, your AEs should take calls with ANY prospect who meets your ICP requirements.

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Whether they’re ready to pull the trigger right now does not matter.

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Start the relationship, SELL, and nurture when needed.

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Agree or disagree?

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Ready to chat?

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