Inside Sales Reps: How Is Your Relationship With Your Sales Team?
Sales Prospecting Perspectives in pleased to bring you another guest post from one of our newer BDRs, Kim Staib.
Our Corporate Development and Sales team do a fantastic job of finding and signing new clients for AG. As part of that process, a potential client (or even an existing one) will occasionally ask to have a conversation with a Business Development Rep (aka AG’s Inside Sales Reps) to get a “lay of the land,” so to speak. I was recently asked to speak with a potential client regarding what we do and how we do it at AG Salesworks. Throughout my conversation with this prospect, it struck me that one of the biggest differentiators we have from our competitors are the relationships we have developed, not only with our clients marketing teams but with their sales reps as well.
Being a Business Development Rep at AG is more than just making dials and passing leads. It’s also about cultivating and maintaining open communications with the sales reps that you are passing your leads to. I mentioned in a previous blog that clients and inside sales teams need to be able to help each other. Having a good relationship with the sales team is a huge help for a variety of reasons:
First of all, like our prospects, sales reps have very busy schedules and are often traveling or tending to their own pipeline. Without an expedient way to reach said sales rep to alert them of a rescheduled appointment we could lose out on potential opportunities as a result of a simple miscommunication.
Secondly, while more often than not, our marketing contacts are sufficiently well versed in their product or service to be able to provide us with all the product information we need. Having that relationship with the sales reps provides a different perspective that can provide greater insight into a specific question or objection and are thus a valuable resource to make sure we are providing the best information possible to our prospects.
Overall, our goal as Business Development Reps is to act as an extension of your sales team and not just “those folks from the outsourced lead gen firm.” The open communication and rapport we establish and cultivate with our client’s sales reps allows us to do just that and ensures we pass the best leads possible.
