Prospects should not have to explain the same situation twice. When context is documented but not understood, momentum and relevance are often lost between conversations.
A booked meeting creates an opportunity. But important details can get lost when an SDR hands an opportunity to an account executive. What the next person understands can determine what happens next.
Prospects often reveal something important during a sales conversation, but SDRs move on too quickly. Learn why exploring the answer with a relevant follow-up question can make the difference.
SDRs often research companies before reaching out. The challenge is not finding information, but recognising buying signals, business triggers, and opportunities worth exploring during the conversation.
Product training completed. CRM training completed. But what evidence do you have that an SDR is ready for real customer conversations? Readiness becomes visible through application, observation and coaching.
More calls, more emails and more activity do not automatically lead to more qualified opportunities. Before increasing activity targets, it may be worth understanding what is happening inside the conversations your SDRs are already having.
Your sales managers review calls and agree on improvements. But why do salespeople keep repeating the same behaviour? A practical look at coaching that sticks.
Sales call coaching isn't about correcting everything you hear. It's about identifying which behaviour is worth changing first. That doesn't mean I should coach all ten. A salesperson opens with “We're the market leader.” Talks too much about the company. Misses an interesting customer remark. Moves to…
