{"id":12801,"date":"2021-10-22T18:38:27","date_gmt":"2021-10-23T01:38:27","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?p=12801"},"modified":"2022-03-14T09:59:17","modified_gmt":"2022-03-14T16:59:17","slug":"three-things-sales-enablement-should-include-in-bdr-training-packs","status":"publish","type":"post","link":"http:\/\/somametrics.com\/clone\/three-things-sales-enablement-should-include-in-bdr-training-packs\/","title":{"rendered":"Three Things Sales Enablement should include in BDR Training Packs"},"content":{"rendered":"\n<p>In the increasingly competitive market today, connecting with leads can be challenging for BDRs. Often, the difference between a successful cold call (one that ends in setting an appointment) and an unsuccessful one is as simple as how efficiently the Business Development Rep (BDR) can talk with prospects.&nbsp;Often, BDRs are the first people that prospects will interact with during the purchasing process, meaning that their training must be a top priority for any Sales Enablement program. <\/p>\n\n\n\n<p>Keep in mind that most companies hire junior-level people to work as BDRs, who then have to talk business with people who are necessarily senior-level decision makers. Unfortunately, many BDRs simply don\u2019t have the experience to lead effective conversations with senior-level decision makers and they struggle to engage them enough to want to meet with Sales.<\/p>\n\n\n\n<p>As the first contact between your company and leads, it\u2019s important that BDRs are educated enough on current business topics relevant to your prospects\u2019 industries to have meaningful and efficient conversations with them. Sales Enablement programs can craft BDR training packs that\u2019ll give them the information they need to quickly qualify leads and schedule appointments. The following will cover the three most important types of content Sales Enablement should include in BDR packs.&nbsp;<\/p>\n\n\n\n<h1>BDR Training Content #1: Industry Briefs<\/h1>\n\n\n\n<p>Industry Briefs give BDRs the information they need to have relevant, insightful conversations with prospects about their industries. Intimate knowledge about the target industry is the first step in crafting compelling reasons as to why the product is relevant and to have meaningful connections with leads.&nbsp;<\/p>\n\n\n\n<p>Industry Briefs in BDR packs should describe the:<\/p>\n\n\n\n<ul><li>Industry at large<\/li><li>Growth Rate<\/li><li>Basis of Competition<\/li><li>Key Challenges&nbsp;<\/li><\/ul>\n\n\n\n<p>When Sales Enablement gives BDRs this solid, broad basis of information, they will empower them to have interesting and helpful interactions with the leads they connect with. A knowledgeable and well-trained BDR can ultimately foster trust with your company and encourage leads to talk with Sales.&nbsp;<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-large is-resized\"><img src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/Sales-Enablement-meeting.jpeg\" alt=\"business development representative having sales enablement training meeting \" class=\"wp-image-12809\" width=\"479\" height=\"299\" srcset=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/Sales-Enablement-meeting.jpeg 626w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/Sales-Enablement-meeting-300x187.jpeg 300w\" sizes=\"(max-width: 479px) 100vw, 479px\" \/><\/figure><\/div>\n\n\n\n<h1>BDR Training Content #2: Persona Profiles<\/h1>\n\n\n\n<p>With the industry already in mind, Sales Enablement should also focus BDR training on the specific personas they\u2019ll be reaching out to. That way, BDRs can come from a place of familiarity with a prospect\u2019s industry while also connecting with them on a more personal level. Sales Enablement programs can give BDRs the focused and relevant information on each of the target persona types that will allow them to make more meaningful personal connections with leads, thereby increasing their willingness to talk with Sales.&nbsp;<\/p>\n\n\n\n<p>Persona Profiles in BDR packs should describe the persona\u2019s:<\/p>\n\n\n\n<ul><li>Responsibilities&nbsp;<\/li><li>Goals<\/li><li>Key Concerns<\/li><\/ul>\n\n\n\n<p>This information, in conjunction with a more broad familiarity with the lead\u2019s industry, will give BDRs the insights to connect more efficiently with leads. In a market where buyers are becoming increasingly difficult to reach (especially over the phone), Sales Enablement\u2019s efforts in this area will boost appointment set rates.&nbsp;<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-large is-resized\"><img src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/persona-profile-1024x576.jpeg\" alt=\"business development representative training on how to create persona profile\" class=\"wp-image-12805\" width=\"512\" height=\"288\" srcset=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/persona-profile-1024x576.jpeg 1024w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/persona-profile-300x169.jpeg 300w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/persona-profile-768x432.jpeg 768w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/persona-profile-1536x864.jpeg 1536w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/persona-profile.jpeg 1860w\" sizes=\"(max-width: 512px) 100vw, 512px\" \/><\/figure><\/div>\n\n\n\n<h1>BDR Training Content #3: Discovery Call Guides<\/h1>\n\n\n\n<p>With the above background information in place, the next important step for Sales Enablement programs is to equip BDRs with practical, usable strategies to employ when cold calling. Discovery Call Guides can boost the efficacy of BDR training packs by giving BDRs the skills they\u2019ll need to direct conversations, quickly qualify leads, and set up appointments with Sales.&nbsp;<\/p>\n\n\n\n<p>Discovery Call Guides in BDR packs should give them:<\/p>\n\n\n\n<ul><li>Strategies to open calls professionally<\/li><li>Key messaging to use<\/li><li>Opening questions that will quickly qualify leads<\/li><li>Tactics to lead conversations to appointments with Sales<\/li><li>Voicemails to leave if applicable&nbsp;<\/li><\/ul>\n\n\n\n<p>A recent <a href=\"https:\/\/getvoip.com\/blog\/2021\/06\/22\/cold-calling-statistics\/\">study<\/a> found that BDRs who asked 11-14 questions on a call had over 70% success rates, whereas those who had less suffered up to a 30% lower success rate. Having the right training can make a surprising difference in whether or not your BDRs book appointments. Discovery call guides are vital to standardizing and optimizing how BDRs engage leads over the phone.&nbsp;<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-large is-resized\"><img src=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/discovery-call-guide-1024x538.png\" alt=\"business development representative training to make discovery calls\" class=\"wp-image-12806\" width=\"451\" height=\"237\" srcset=\"http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/discovery-call-guide-1024x538.png 1024w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/discovery-call-guide-300x158.png 300w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/discovery-call-guide-768x403.png 768w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/discovery-call-guide-1536x806.png 1536w, http:\/\/somametrics.com\/clone\/wp-content\/uploads\/2021\/10\/discovery-call-guide.png 1800w\" sizes=\"(max-width: 451px) 100vw, 451px\" \/><\/figure><\/div>\n\n\n\n<h1>Recapping<\/h1>\n\n\n\n<p>Effective BDR training packs can empower relatively inexperienced BDRs to stand out in today\u2019s competitive business environment. Quickly making solid and personalized connections with leads over the phone is an important way to set appointments with Sales, and Sales Enablement can dramatically increase BDRs\u2019 effectiveness in this role through optimized BDR training packs. For more information about Sales Enablement and BDR training, click <a href=\"http:\/\/somametrics.com\/clone\/our-solutions\/sales-enablement\/bdr-training-pack\/\">here<\/a>.&nbsp;<\/p>\n\n\n\n<p>You can find more resources like this on the SOMAmetrics website under <a href=\"http:\/\/somametrics.com\/clone\/resources\/\">resources.<\/a> Or <a href=\"https:\/\/calendly.com\/eskinder\">click here to schedule a call <\/a>if you would like to speak with one of our associates.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In the increasingly competitive market today, connecting with leads can be challenging for BDRs. Often, the difference between a successful cold call (one that ends in setting an appointment) and an unsuccessful one is as simple as how efficiently the Business Development Rep (BDR) can talk with prospects.&nbsp;Often, BDRs are the first people that prospects &#8230; <a title=\"Three Things Sales Enablement should include in BDR Training Packs\" class=\"read-more\" href=\"http:\/\/somametrics.com\/clone\/three-things-sales-enablement-should-include-in-bdr-training-packs\/\">Read more<\/a><\/p>\n","protected":false},"author":4,"featured_media":12809,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"generate_page_header":""},"categories":[3207,126,37,35,391],"tags":[3270,3269,3273,3267,3268,3272,3266,3274,3271],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Three Things Sales Enablement should include in BDR Training Packs - SOMAmetrics<\/title>\n<meta name=\"description\" content=\"We explain the three most important types of content a Sales Enablement program should include in a business development representative&#039;s training pack.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/somametrics.com\/clone\/three-things-sales-enablement-should-include-in-bdr-training-packs\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Three Things Sales Enablement should include in BDR Training Packs - 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