SDR Programs: Facts and Myths

“A Sales Development Representative (SDR) Program is not just about the person, but it’s about the system in place.”

So if you’re reading this, you might be wondering, “When Can I expect my SDR campaign to generate ROI?” Before you read on, understand there is always a ramp-up period when diving into your first outbound lead generation and sales campaign. You won’t want to expect instantaneous results, but you can expect consistency in more closed deals after the initial sales ramp-up period.

When building a solid sales development program that will actually generate ROI, you’ll need the sales talent, data first sales tools, and the right company culture if you want to succeed in 2020.

Along the way, you’ll discover that there are common facts and myths in building sales development programs. This may or may not turn your head, but we’ll go ahead and cut to the chase by listing some facts and myths below that you should be aware of in 2020.

Sales Development Program Facts:

It generates the most consistent and predictable pipeline.

  • A solid SDR Program will be a key way to create the most predictable pipeline. If you don’t believe us, then do us a favor, read Predictable Revenue by Aaron Ross. HubSpot explains it best here!

It allows organizations the scalability to accurately target and track down their ideal clients and target market.

  • Utilizing sales technology and data first tools like DiscoverOrg/Zoom backed by Intent Data is highly recommended. It’s a way to specifically target “warmer” leads that help boost highly qualified leads.

The SDR Program will always take a bit of time to develop and there tends to be a ramp-up period.

  • The Ramp-Up period is where you actually start seeing ROI. You could expect this window to begin as little as 30, 60, 90 days.

An SDR Campaign Program will take more than just an excellent SDR. It will take the following:

  • CRM/Automation Tools
  • Lead/Data Technology
  • Sales Enablement Platforms
  • Great Company Culture
  • Clear Email/Messaging Campaigns
  • Sales Focused Rewards and Recognition Platforms

Now, let’s visit some common outbound sales development program myths circulating around in the B2B lead generation space. You might be surprised or you might just shake your head. Either way, we’re here to help!

Sales Development Program Myths:

“Cold-Calling is Dead”

  • According to HubSpot’s “Is Cold Calling Dead?” Hubspot states, “Not really. Cold calling is a traditional sales technique that involves calling people with whom you have no existing relationship. It’s still part of the modern salesperson’s workflow, but there are better ways to conduct this outreach.”

“LinkedIn messaging is a better way of prospecting”

  • We could all agree that this is definitely a smart resource in your sales strategy. However, some would also disagree. The truth is, “cold calling” is just as similar to “cold messaging.”
  • To get the most from Linkedin, stick to blog posting.

“Marketing replaces selling”

  • One cannot replace the other without one another.
  • Sales can also be considered a type of marketing. We call it, outbound marketing.
  • In addition, outbound consists of door-to-door sales, tradeshows, and cold-calling.
  • Finally, inbound could consist of turning your eCommerce site into an informational hub that helps guide the buyer to make a decision.

“Developing a Sales Process Is All It Takes”

You’ll have to ensure you have the following:

  • CRM/Automation Tools
  • Lead/Data Technology
  • Sales Enablement Platforms
  • Great Company Culture
  • Clear Email/Messaging Campaigns
  • Sales Focused Rewards and Recognition Platforms