2020 has been full of challenges – especially when it comes to leading a sales prospecting team.
We got fifteen SDR leaders in the B2B SaaS industry to tell the stories behind their recent pivots. In each article in this Strategic Prospecting Tips series, you’ll find real, unfiltered advice from one Sales Development Leader that’s influencing the B2B SaaS industry worldwide.
Today we’re hearing from Omar Chawla, Global Sales Enablement Manager SDR, at TripActions. Let’s jump on in!
From my journey from the hospitality industry to being an integral part of TripActions, my goal is to empower sales folks to be successful. I aim to provide coaching, mentorship, and resources to my teams.
We are in the travel industry, which has been hit the hardest. While it may be easy to think about jumping ship, we are on a mission to solve the pain that comes with T&E.
Booking your trip is only a part of the struggle – what about the mountain of receipts you need to deal with later? Finance teams are frustrated continuously with how T&E is handled.
However, TripActions Liquid reduces the amount of time these teams spend to reconcile invoices, which is still adding significant value in the COVID era.
Our value propositions have not changed at all. What has changed is how we approach that individual. Are we being empathetic to the current situations folks are dealing with? It’s hard to know how that person is feeling on the other end.
When we lead with empathy and keep our value propositions the same, we are seeing there is a higher response rate rather than talking about the virus.
Now is the opportunity to build relationships in sales. Do more account/contact research, learn about their industry, and how the world events have affected them. Find out what their values are as a company.
Cold calling right now is tough, but if you can do your due diligence, these conversations will be a lot easier to have.
In our industry, it’s been empathy. We don’t want to be tone-deaf, but how can we call out the elephant in the room? We know travel will pick up again, but if we lead in asking about travel – we aren’t getting anywhere.
When we lead with empathy and keep our value propositions the same, we are seeing there is a higher response rate rather than talking about the virus.
Focus on high quality messaging – don’t send out canned emails.
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