Sales Development: Adapting as an SDR in 2023

Sales Development: Adapting as an SDR in 2023

As a sales development representative (SDR) in 2023, you're up against a lot more than you were five years ago. The average buyer and prospect are now 20 to 100 times smarter than they were back then. But despite this fact, sales development hasn't necessarily adapted to the changing environment.

In this article, we'll explore why SDRs need to adapt, how to get ahead as an SDR, and what strategies are effective in 2023.

Why SDRs Need to Adapt

The world has changed, and buyers are now smarter and harder to reach. The environment is more competitive, and it's no longer enough to rely on traditional sales tactics. Buyers have access to more information than ever before, and they're more likely to research a product or service before engaging with a salesperson.

This means that SDR leaders and SDR teams need to adapt to the changing environment. It's not just about having the right value proposition or using old tactics. Instead, SDRs need to find new ways to connect with their audience authentically.

How to Get Ahead as an SDR

To get ahead as an SDR, you have to authentically connect with your audience. It's not just about the right value proposition; you have to get connected to the right people naturally. This could be someone you know at the company or a mutual connection.

In 2023, SDRs are networkers and relationship builders. That's the best strategy for success. By focusing on building relationships, you can create trust and rapport with your prospects and customers, which can lead to long-term success.

P.S. I Know You Love Stale Twisters

Sometimes you have to use unconventional research strategies to get a response. It's hard to stand out in a sea of noise, but you must never be creepy. Instead, focus on what your prospect or customer cares about. If you understand what drives them, you can tailor your message accordingly and stand out from the crowd.

Effective Strategies for 2023

Being an SDR in 2023 means being multi-channel. You have to use all the different ways to connect with prospects, including calling, emailing, gifting, sending videos, and utilizing LinkedIn. However, you must understand that you're a stranger to your prospect. The average person doesn't engage with a stranger, so you must approach the interaction logically and have softer asks.

To start the conversation, your call to action must be softer and more natural. It's not always about closing the sale or setting up a meeting, but about having a conversation that creates a genuine connection. By understanding your audience and what drives them, you can build relationships that lead to long-term success.

Success is understanding how to start the conversation. You must use the Chris Voss method of asking What and How based questions to engage your prospect. By using open-ended questions, you can encourage your prospect to share their thoughts and feelings, which can lead to a more meaningful conversation.

Conclusion

In conclusion, being an SDR in 2023 means adapting to the changing environment. It's no longer just about having the right value proposition or using old tactics. Instead, it's about authentically connecting with your audience, using unconventional research strategies, being multi-channel, and understanding how to start the conversation. By focusing on building relationships, you can succeed as an SDR in 2023.