Sam Nelson

It can also be an efficient and engaging way to explain the benefit someone can expect from your product. I always recommend that SDRs have a 27 second story on hand that illustrates the value they provide to use if they ever feel stuck on a call

I would add the phone here. There are many different tools that can help, but if you use the phone well it will likely account for the vast majority of meetings set. Teams that do not leverage the phone often fulfill a fraction of their potential as a team.

This is true and it’s only getting more difficult. If you have software that creates a “sequence” or “cadence” for you, it can help you mix up channels and keep track a little easier. But the more channels the better!

BANT is great, there are some nuances if you are selling to SaaS companies though. If you are an innovative “blue ocean” product, there may not be budget set aside for what you do yet. Many successful SaaS companies would have never been started if budget were a criteria for the first meeting. “ANT” is much more common. Also! Do your best to verify authority before the call. Most of the time you can get a good idea of how likely they are to have authority over the purchase by looking at their title and LinkedIn profile.

Your goal here is to stand out from the hundreds of automated marketing emails that decision makers are blasted with. One way to do this is simply open your email with “I _______.” Some consider that heresy because saying “I” is usually something you want to avoid in sales. But at the beginning of an email it presupposes that you are an individual person (not a marketing blast) and people are more likely to open emails that have come from individuals. Opening with “I” signals that you are a person, and it is visible in the inbox before they even open the email.

If you are working for a company, they will usually have great information on this for you. When you are starting out, I usually recommend that you simply trust what your company says on this topic. Once you get a feel for you prospect based on your first hand interactions you may find ways to improve that, but don’t try to go rogue based on your own research right away, because your intuition isn’t yet well developed and it can lead you astray.