#69 What Makes a Successful SDR in Today’s B2B Buying Journey

Winning the Challenger Sale

Imagine your buyers all live in a gated community. A cold call is like showing up to the gatehouse without an invitation and expecting the security guard to let you in.
But the buyer moved into that neighborhood for a reason, and it definitely wasn’t so that SDRs could show up unannounced.
Instead, you need to get to know your buyers to turn that cold call into a warm call. Bump into them at the gym. Find out their favorite coffee shop. Heck, move in next door! (Okay, maybe this metaphor is getting a little too creepy.)
Putting aside the stalker vibes, there’s still a lesson here. And today’s guest on the Winning The Challenger Sale podcast, Tom Slocum, Founder of The SD Lab, has plenty of lessons to share about connecting with B2B buyers.
Today’s B2B buyers want relationships, community, and personalized solutions. Anyone can learn the skills needed to be an SDR, but to be a great one, you must become your ICP. That means doing your research, joining their communities, and adding value in every interaction.
Building a community-like connection is more important than ever. And Tom shares exactly what your team can do to stop the “spray and pray” and instead… get an invite to the neighborhood BBQ!
Listen as Tom and Andee discuss:

• What the modern (and more informed) B2B buyer actually wants from sales outreach
• How SDRs can connect with today’s B2B buyer
• Why your sales development team should transition from cold calling to a warm calling approach (and how to use Tom’s 3x3 method to do so)