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 Ted Stockton-Smith, Manager of Virtual Sales at Duo Security, Cisco. Let’s jump on in!
I’m leading the virtual sales team at Duo Security, Cisco. Previously, I helped establish and scale the SDR function at Datto EMEA and I’m using that experience to help boost new sales at Duo Security as they continue to expand their EMEA business.
Like many businesses, we have switched to a 100% remote workforce, which has had its challenges. COVID put pressure on all areas of our company in one way or another.
It’s critical for any business to be sensitive to the current crisis and focus on adding value for prospects to help them during these difficult times. Our objective is to offer ongoing support and guidance rather than trying to lasso a meeting on each call or email.
It’s worth taking a few extra moments to understand each business’s current situation and their specific challenges, and offer insights where possible that can help them best adjust to remote working. We know that by making small but necessary adjustments to our messaging, we can further strengthen our pipeline of quality relationships that will be long-lasting and hopefully lead to new partnerships with us in the future.
Overall, I’d say focus on building a long-term relationship and adding value. Some meetings won’t come through right now, so don’t force it. If you play the long game, the results will come.
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