AE Tactics for SDRs

5 Questions with Nema Semnani

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Sales teams are often divided into SDRs & Closers – each with their own ‘job.’ And in the spirit of New England’s own Bill Belichick’s ‘Do Your Job’ mantra, let’s look at this through the eye of Football.

An SDRs job is to take the ball from the goal line to the 25-yard line – put the team in the best spot to run with the deal. The AE then takes the ball from the 25-yard line into (hopefully) the end zone.

The issue is that SDRs often don’t see what goes on past the 25-yard line. They hand over the keys to the offense and ‘poof’ – the deal either closes, or it doesn’t.

There are so many valuable tactics and processes employed by Closers that SDRs could learn and benefit from. Nema Semnani and I are going to dive into why organizations silo their teams, what SDRs are missing, and what the impact of exposing SDRs to these processes could look like.

Summary

Transcript

Summary

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Key Takeaways

Let’s start with a why. Why do you think organizations silo their SDR | AE/Closer teams? And why is it important for SDRs to be exposed to these tactics and processes?
- What mindset is this cultivating?
I want to dive into storytelling as an umbrella tactic. What are closers & AEs getting training on in regards to storytelling that SDRs aren’t? Why do you think that’s the case?
Feature-benefit selling has become such a core component of SDR processes – why? Is it as effective as people think?
How can SDRs use their time more effectively?
Time to look at the future – do you think that SDRs should be exposed to closing tactics? How will that take place? What will it look like, and how can our listeners get a head start on this process?