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Sales Development Rep Vs. Account Executive

The SDR vs. the AE THE DIFFERENCES BETWEEN SALES DEVELOPMENT REPS &. ACCOUNT EXECUTIVES The concept of sales development thrives on specialization. Sales Development Reps find prospects and engage them efficiently, before passing them on to Account Executives who aim to close deals. This process gives each team the ability to focus on being the best at their individual roles. Let's get started by exploring the daily activities associated with each role. The SDR The AE BUILD LISTS COMPLETE DEMOS Find accurate contact information for leads in specific industries or locations. They find targeted people at targeted companies. Present their solution to prospects who have already established interest in the product. CALLS & EMAIL LEADS Reach out to prospects with: -50-300 emails each day -50-100 dials each day NEGOTIATE TERMS They're responsible for qualifying prospects based on interest and how well they fit into your ideal customer profile. AEs provide product details and share the value proposition. USE PROSPECTING TOOLS UNCOVER PAIN SDRS live in CRM and use technology like SalesLoft to build accurate lists. AEs strive to figure out where businesses need help and what their objectives are. They then move to address these issues. They respond quickly to incoming prospects. Objective HOW DO YOU GAUGE THE SUCCESS OF EACH ROLE? VS. NUMBER OF QUALIFIED DEMOS & APPOINTMENTS SCHEDULED NUMBER OF CLOSED DEALS WHY ARE SPECIALIZED ROLES MORE EFFECTIVE? Specialization STRONGER SKILLS It's hard to be great at two things. SDRS spend their time making lists and reaching out to qualify prospects, while AEs hone their ability to close deals. CLEANER DATA Sales reps are notoriously bad at maintaining good data that marketing needs. Sales development reps líve in CRM and keep data clean. CONSISTENT FOLLOW-UP Buyers want you to fllow-up. There's simply not enough time to have one role close deals AND focus on following up and responding quickly. READY TO BUILD AN SDR TEAM OF YOUR OWN? Let us help you. For more information about how to improve your sales development process, visit SalesLoft

Sales Development Rep Vs. Account Executive

shared by SalesLoft on Jul 03
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Sales development uses specialization to close more deals. In the process, there are two main roles: One that focuses on finding people who are a good fit for your product and scheduling demos or q...




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