Complete industry or industry segment briefs designed to help your sales development rep (SDRs) quickly understand what they need to know in order to effectively prospect into that industry or segment. Contains a quick overview, current trends, current challenges, and insights. 

Complete persona briefs designed to help your sales development rep (SDRs) quickly understand the role of the person they are calling—what they do, their goals and responsibilities, and pain points—enabling them to elevate their conversations to the level of the decision maker they are speaking with

Concise briefs on three of your top competitors including in-house implementation, providing your SDRs with an overview of competing products, their strengths and weaknesses so they can handle “not interested” type objections more intelligently.

While you likely have a standard value proposition for each product or service you sell, these must be fully customized to the space and to the persona you sell to make these value props compelling. 

Your SDRs will increase their appointment setting rate by at least 50% if they use customized value props.

A complete call navigator from call opening to final next steps that guide your SDRs conduct qualifying calls with a high degree of relevance, specificity, and skill that creates the right impression on prospects leading them to agree to book a meeting with your sales reps.

A complete call navigator should include a proper introduction, value prop, relevant stories, qualifying questions for pain, authority, timeline, and explicit next steps agreed to before the call is completed.

Most prospects are not actively searching for a new product or service. Therefore, they are highly likely to say “Not interested” or “call me in six months”, or even say they are not the right person. 

If your SDRs know how to handle such objections, they will likely set far more appointments than if they accept these excuses to get off the phone.

We all receive prospecting emails—lots of them. Many try to be cute and quirky in the hope of getting someone’s curiosity up, and open the email. Most senior decision makers (and that’s who your SDRs should target) really don’t have time to play games. 

Each email your SDRs send out should add significant value. Which means they have to be specific to that Industry and Persona.

Like prospecting emails, prospecting voicemails should quickly get to the point and offer something of high value to the prospect. Which means each voicemail must be crafted for the specific Industry and Persona targeted.

Remember that prospects will quickly here the first few seconds and delete the voicemail. So make sure your message is there before your introduction so they hear it.