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Most software companies have a Sales-Led SDR team, and most of the teams are broken out into outbound prospectors and inbound lead qualification specialists.
This is the classic Sales-Led model; integrating the Sales Development team into a marketing function as part of the mix.
However significant changes have happened in the Go-to-Market space over the page few years that have given rise to a whole new crop of SDRs. Have you found Go-to-Market Fit?
Essentially, as B2B SaaS Go-to-Market strategies have evolved, so has the role of the SDR.
The Product-Led Growth Development Rep (PLGDR):
- Product-led SDRs mainly look for self-serve buyers and guide them through the traditional sales motion, and discover new ways to make the product-led sales motion more effective.
- SDR is responsible for identifying high-quality leads, qualifying the leads, and passing the leads to their account executive. They rely on the self-serve funnel to inform their outreach.
- Using products as the main vehicle to acquire, activate, and retain customers, versus cold outreach.
- High-quality leads refer to existing users that already experienced value from the product through a self-serve or a free trial. High-quality leads are more likely to convert from being self-serve to paid customers given their experience with the product(s).
Partnership Development Rep (PDR):
- The Partner Development Representative fosters relationships with forward-thinking technology and consulting partners in an effort to maximize partner’s ability to meet the needs of their customers.
- They work directly with partners to drive exponential growth through the development of their practice areas, skills, and go-to-market strategy.
- Responsibilities include building executive and field relationships with a major partner on the cusp of incredible growth.
- Through the establishment and growth of business and technical relationships, and management of day-to-day interactions with a partner, they are responsible for driving top-line revenue growth, capability development, major strategic agreements, and overall end-customer adoption across all market segments.
Public Relations Development Rep (PRDR)
- Public relations Development representatives are the public face of companies/organizations. They work to build positive relationships with journalists, bloggers, and other media professionals in order to generate positive coverage for their clients.
- They manage communications and promote the public image of a client or organization. They develop press releases, media clips, and brochures that align with the company or client brand.
- Public relations Development representatives demand that they cultivate relationships with clients, vendors, and media, and that they maintain the contacts best able to benefit their clients.
- Public relations representatives work closely with both internal and external stakeholders to properly execute their roles. They work with the media and marketing agencies, and the finance, marketing, and procurement departments internally.
- A successful public relations representative needs excellent communication skills, research skills, organizational skills, and must be up to date with the current social media trends.
BONUS! Customer Sales Development Rep (CSDR)
- CSDRs reach out to strategic target customer accounts to help generate interest in product offerings. They work closely with sales leaders to research and develop call strategies, messaging and territory development.
- They are responsible for sourcing, educating, and qualifying up-sell and cross-sell opportunities.
- Key contributors on the sales team with a focus on customer development and data analytics to forecast and drive sales performance
- Responsibilities include:
- Creating and delivering a point of view on how additional products can help streamline current company initiatives.
- Navigate complex organizations to find the right prospects and deliver compelling messaging
- Leverage sales tools, to effectively manage your territory by emails, dials, and social selling techniques to generate new sales pipelines within the customer base
- Own and Organize complex buyer maps of the current customer base to strategically target other parts of the business.
- Collaborate and set meetings with a customer account executive to help drive more opportunities for the product
- Learn stay informed and be able to communicate the product value proposition & complex product features
Do you use any of these strategies, and have they been effective? Leave a comment below.