I BELIEVE SDR’S ARE SET UP TO FAIL .. thrown under the bus of Sales and Marketing expectation

Put simply, Sales wants credible, qualified opportunity and Marketing wants to register as many SAL’s (Sales Accepted Leads) as possible

SDR’s find themselves in the challenging position of trying to please both parties with the result:

  • SDR’s push for sales appointments whatever the situation or possible outcome – and often set the wrong expectations for the next step in order to close the appointment
  • Seller’s become super frustrated when the prospect comes to the first meeting with the wrong expectation for the call and this has to be reset
  • Buyers become equally frustrated and confused that their needs are not being met and they’re passed from pillar to post

Sales and Marketing leaders .. it’s time to empower your SDR’s with more than just a script, yet more coaching or more analytics

It’s time to provide DIGITAL GUIDED VALUE DISCOVERY – so SDR’s can start to GUIDE credible, authoritative value conversations with prospects – that set sellers up for successful first appointments

cuvama’s Digital Guided Value Discovery is huge gamechanger (we’re already seeing new logo win rates rise 20% – 40% as a result of early value discovery in our customers playbooks) .. Suddenly SDR’s move from ‘Desperate Dan’ to ‘Expert Ellen’ – and start to be the rock stars they deserve to be!

Value is the language of consensus

Value is the language of consensus

VALUE IS THE LANGUAGE OF CONSENSUS. Why is that SO important?
Buying groups are getting larger and more complex. Even smaller $50k SaaS decisions often involve 10 or more stakeholders. So if you’re a B2B seller and don’t have ‘guiding buyer consensus’ at the top of mind – then you’re probably toast. Period.

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The B2B sales world has changed forever, full stop

The B2B sales world has changed forever, full stop

There’s truly no going back to the old world of meeting buyers and building relationships face to face. The B2B sales world has changed forever, full stop. As a result airlines, trains, hotels, car rental etc. will all need to adapt to survive – and luckily most of them will fundamentally change shape and thrive. And so of course will ‘enterprise’ software firms.. or will they?

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Fail Friday (and learn fast!)

Fail Friday (and learn fast!)

I heard a great fail story this week from a CRO at a $100m ARR SaaS firm. The company had been going after one of the biggest deals ever with a pharmaceutical giant. The fit was fantastic and they had their most experienced, highest performing rep leading the campaign. The rep even had a long term relationship with the business executive sponsoring the project…

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