alignment

Do you know what really drives me mental?

When a seller doesn’t check notes and asks the same questions as their SDR/BDR.

I've experienced this as a buyer and a coach listening to sales calls.

Here are 4 ways to improve SDR-sales alignment:

1. Record all SDR calls

Most recording tools now have AI notes, which will take 2 minutes to read

2. Have a handover call with the SDR to clarify the notes

Hop on the call 10 minutes early, and run through the challenges, goals and current situation of everyone on the meeting

3. Summarize what you know at the start of the call with the prospect

"Juan, my understanding is that you're looking to achieve X, what's currently stopping you is Y, and in your role you're currently working on Z. Is there anything I've misunderstood there?"

4. Then use the call to dig deeper into everything mentioned

"Juan, you mentioned X is a goal. Is there a particular north star metric you have in mind?"

If you do these 4 steps, it means the 1st call wasn't a waste of time.

It also shows the prospect you respect their time.

Want to see my coaching checklist for discovery calls? Then reply to this email

Cheers,

Michael Hanson

CEO Growth Genie