Messaging and Enablement
Opt In | Ep. 58
According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organizations.”
But simply setting up an SDR team doesn’t guarantee results. Without the proper guidance, enablement, and management, an SDR team can quickly morph from a pipeline generating function to a money pit.
Especially if your sales and marketing teams aren’t properly aligned. And based on what we’ve seen historically, they likely aren’t.
Misalignment is often seen most noticeably in the messaging sent out by the SDRs. When sales and marketing don’t have established feedback loops, it leads to SDRs sending out messaging that’s unpolished, untargeted, and lacking the credibility or authority that marketing can provide. And that can lead to low connect, reply, and conversion rates. Which nobody wants.
41% of the respondents in this report cited messaging as the *number 1* problem facing their SDR function.
So how do we fix that?
Beyond establishing those feedback loops, AJ and Alex talk about the value that a dedicated enablement role can bring to the table. That allows for oversight, facilitation of best practices and examples, and the opportunity for reps to flex their creative muscles and write their own messaging with established “guard rails.”
Opt In to enabling – not dictating – your reps to create great messaging.
According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organizations.”
But simply setting up an SDR team doesn’t guarantee results. Without the proper guidance, enablement, and management, an SDR team can quickly morph from a pipeline generating function to a money pit.
Key Takeaways
41% of the respondents in this report cited messaging as the *number 1* problem facing their SDR function.
So how do we fix that?
Beyond establishing those feedback loops, AJ and Alex talk about the value that a dedicated enablement role can bring to the table. That allows for oversight, facilitation of best practices and examples, and the opportunity for reps to flex their creative muscles and write their own messaging with established “guard rails.”
Other Episodes
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Eps. 62 • 12 min