Inside the SDR Mind: A Conversation with David from OppGen
In this behind-the-scenes interview, we sit down with David, one of our standout Sales Development Representatives at OppGen, to explore the real-world challenges and strategies of modern outbound sales. From overcoming initial objections and managing long sales cycles to refining messaging and building trust, David offers candid, practical insights drawn from daily experience on the front lines.
What are the most common challenges or objections that you face when you first get on the phone with a prospect?
David: One of the most common challenges is breaking through the noise. Depending on the level of who you’re reaching, a lot of these guys are bombarded with sales pitches daily. Standing out is key. I craft messages that resonate with very specific pain points, showing a deep understanding of their industry. Establishing credibility quickly can be hard but is necessary. It’s about connecting with them on a level that shows you understand their unique challenges and have a solution that fits their specific needs.
What does the process of getting to know them look like? Is there anything else you're doing to really understand the prospect?
David: We go after specific clients with different personas, from key decision-makers to influencers. It’s a test-and-learn curve initially. We equip ourselves with background research and resources like the STP. As we go through the process, we understand more about the best approach. Using insights, we tailor our messaging and improve our time management to focus on the most promising leads. Additionally, we stay updated on industry trends and utilize various data sources to refine our approach continuously.
Can you tell me more about your tech stack and how you keep data organized and track it?
David: Direct dials are crucial for every SDR. We often struggle with outdated data as people move positions or companies. We use sources like Zoom and SalesIntel to get more accurate data. It’s essential to use these tools for client data. Regularly refreshing our data ensures we stay updated and relevant. These tools also help us track interactions and manage follow-ups effectively, ensuring no lead falls through the cracks.
What strategies do you use to keep prospects engaged over a long sales cycle?
David: Listening to what they’re saying and understanding the reasons behind their timelines is key. Keep information up to date to stay relevant. Using white papers or case studies as touchpoints can help. Monitoring their company’s LinkedIn for recent activities or events is another way to stay connected and relevant. It’s about creating a consistent presence and showing that you’re invested in solving their problems.
How do you prioritize the leads that you have?
David: I prioritize based on personas. Grouping them based on relevant keywords helps me focus on the decision-makers. If I can’t get through to them, I use the rest of the list to gather insights for future calls. This way, I ensure that my efforts are directed towards the most promising leads while still gaining valuable information from others.
Are there any key strategies you use to build trust with prospects?
David: Tonality is very important. Depending on who you’re talking to, adjusting your pace and style to make it a peer-to-peer conversation is crucial. Confirming what you already know about their company and industry shows that you’ve done your homework. This approach helps in building trust and making the conversation more engaging. It’s about showing that you understand their challenges and are genuinely interested in helping them.
What do you do if you're going through a tough sales cycle?
David: Staying positive and creative is important. If I’m not getting through to the decision-maker, I might reach out to influencers within the company. You need to have thick skin and not get discouraged by rejections. Improvising and finding new ways to connect can help overcome roadblocks. Each call is a learning opportunity, and persistence is key.
Can you think of any questions that I maybe should be asking that I'm not?
David: How do you structure your messaging? That’s very important because we have to write our own scripts. They evolve over time as we learn from our calls. It’s good to know how SDRs take those scripts and make them effective. The script from the beginning of a campaign shouldn’t be the same a year later. It should evolve and get better as we learn more about our prospects.
Any final thoughts or advice for other SDRs out there?
David: Keep learning and adapting. Every call is an opportunity to refine your approach and understand your prospects better. Use data to your advantage, stay relevant in your follow-ups, and always strive to build genuine connections. Patience and perseverance pay off in the long run.
