Market Dominance Guys
How Many SDRs Does It Take to Change a Lightbulb?
Almost 400 years ago, in the early 17th century in Europe, tulip bulbs were considered hard currency. 200 years ago, many islanders of the South Pacific used bleached seashells to flaunt their wealth. 100 years ago, many Texans measured their success by how many heads of cattle they ran. And today, my 8-year-old measures his wealth by the rare skins and VBucks he accumulates through his Fortnite gaming efforts. But today, if you’re a CEO or senior business leader in B2B tech markets, you may also have an alternative form of capital that should be leveraged in every way that the currency in your bank account is currently deployed: If you have created the function of an SDR team – regardless of the size - they are indeed a source of capital that operates in many ways like traditional capital and is also liquid.Since our focus at the Market Dominance Guys is lending a hand to companies and offering techniques and insight to market penetration, transitioning to NEW and additional markets may be something that isn’t at the top of the list. But, Geoffrey Moore argues – as we discussed in an earlier episode about his book, “Crossing the Chasm” - that breaking into any market is an aggressive act. And as such, Moore proposes a specific and consistent and testable strategy for moving from one market to the next with success. And testing and entering a new market is often a much more simple exercise than many realize…especially if you have the alternative capital – SDRs – to invest in it. It is through your SDR team, after all, that is the means by which you're going to identify the ripeness and opportunity that exists in a new market. With their number one job to be an instrument of market exploration and their number two job to be an instrument of market expansion.That’s why, in essence, the mighty cold call is the essence of this entire market domination thing. Namely, can you hire and train and coach your SDRs to speak empathetically enough to get the prospect to trust them enough in 30 seconds and be curious enough that this curiosity can be transformed into commitment, and that this commitment will turn into the action of actually showing for the meeting.In this episode, we explore the power of deploying SDRs…how, how many, and when…and why the more markets our SDRs can validate, the less our chances are of going out of business. This is the Market Dominance Guys and this week’s episode entitled, “How Many SDRs does it take to Change a Lightbulb?”----------------------------------------Market Dominance Guys is sponsored by ConnectAndSell and Uncommon ProConnectAndSell. ConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.comUncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.