SDR/BDR Playbook - Skaled...Value propositions-Value Propositions are not about you. They are about...

Austin823 Congress Ave, Suite 1550Austin, TX 78701

New York City270 Lafayette, Suite 208New York, NY 10012

(917) [email protected]

SDR/BDR Playbook

SALES PLAYBOOK FOR [COMPANY NAME]

Contents 1 Getting know [company name]

2 SDR workflow & sales organization structure

3 Ideal client profile, buyer personas & competitor analysis

4 Emails, cold calls, & cadences

5 LinkedIn handling

6 Discovery

7 Sales handoff & Salesforce stages

8 Sales talk track & objection handling

9 Qualifying & probing questions

10 Day in the life

11 Key KPIs, activities, & technology

1GETTING TO KNOW [COMPANY]

Getting to know [Company]

Here are a list of resources to learn about the company, our solutions, their benefits, tools we integrate with and more! This information will be reviewed during the scheduled onboarding sessions and can be utilized to craft really good content for your outreaches.

- Overview Deck- VIdeo: How our Product Works- Video: Conference Presentation by Puneet

[Company] overview

Here are a few resources and examples of how to not only build your own [company] but how our solution can be applied across verticals for specific use cases.

- Agent Console- AI Studio User Guide Inbox Zero

- Nestle AI Education Deck

- Vertical Specific Bots - eCommerce and Retail

Product overview

Structure of a sales organization

Value propositions

- Value Propositions are not about you. They are about your prospects, the type of pains you solve, and the type of companies you help. This is what prospects initially find most interesting - not your company’s history.

- Your statement will change depending on the type of prospect you are talking to but during any conversation you should focus on one clear value prop that is most relevant to the buyer persona you are talking to.

- Do not give up easily but if none of your value props resonate, you should consider the possibility that the prospect is not a fit for your services.

A few key points:

Examples of [Company’s] Value Propositions

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- Add your value propositions here.

At some point in a conversation, your prospect will typically ask what your company does. A good way to answer this question is using a Value Proposition. You can also bring up these statements proactively.

2SDR WORKFLOW & SALES ORGANIZATION STRUCTURE

SDR workflow

3IDEAL CLIENT PROFILE

Ideal client profile

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Industries: put the industries here

Title: titles go here, seperated, by, commas

Company Size: XXXX - XXXX employees

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Buyer Personas Overview:

Persona 1

Persona 2

Persona 3

Example: Marketing Agencies● Title: Technical managers, Director of

Technical Operations● Pain points:

○ Leave deals on the table because they don’t have the specific capabilities to execute certain projects, such as mobile development

○ Needs higher development velocity than is possible with their full-time team, when faced with projects that are either out of their scope or need to be delivered in a short period of time.

Lorem ipsum headerBUYER PERSONA #1

DEMOGRAPHICS/IDENTIFIERS GOALS CHALLENGES




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WHAT WE CAN DO COMMON OBJECTIONS ELEVATOR PITCH




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- capicola short ribs swine. Flank in qui cupim fatback eiusmod leberkas laboris capicola short ribs swine.

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Competitor analysis

Identifying the value proposition of your main competitors helps you to further understand the marketplace you’re in, discover new customer pain points and optimize the way you position your services. In the table below we compare two of our biggest competitors to give you an example of the type of information you need to know in order to tailor your approach with prospects based on the strengths and weaknesses of competitors.

Key Parameters Competitor A Competitor B Competitor C

Pricing Insert text here. Insert text here. Insert text here.

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Austin823 Congress Ave, Suite 1550Austin, TX 78701

New York City270 Lafayette, Suite 208New York, NY 10012

(917) [email protected]

[email protected]

SDR/BDR Playbook - Skaled...Value propositions-Value Propositions are not about you. They are about...

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