Your SDRs are doing the research.
Yet the conversations still sound generic.
They know the company has expanded, spotted a new job posting or noticed a change in strategy. They mention it during the call, then move straight to the next question.
The information is there. The connection is missing.
The SDR has found something potentially relevant, but has not explored what it means for the prospect.
When a question becomes just another step in the script
It reminds me of asking someone:
“How are you?”
They answer, and you immediately move on.
You asked the question. But did you actually listen to the answer?
The same happens in sales conversations. SDRs find information, mention it and continue with their script. They don’t always stop to explore what that information might mean for the prospect.
A signal is a starting point, not a conclusion
A company expansion could indicate an opportunity, a challenge or simply business as usual. The signal alone tells you very little.
The skill is not just finding information. It’s recognising what might be relevant, asking the next question and exploring what it actually means to the person you’re speaking with.
That’s where research becomes a meaningful conversation.
And that’s where many sales conversations start to sound different.
Not because the SDR found more information.
Because the SDR knew what deserved attention.
How often do your SDRs find a useful signal and move on before understanding what it actually means?
#SDRCoaching #SalesEnablement #SalesConversations
