I consistently see companies unable to get meetings. I
consistently see that relationships are the easiest way to get meetings. I
consistently see sales people and business owners letting their relationships
wither.
There’s a trend for sales teams, especially in tech
companies, to be structured as hunters and farmers. Hunters are called SDRs (Sales
Development Reps) or BDRs (Business Development Reps) and the farmers are
called AEs (Account Executives). A lot of what SDRs and BDRs do is what we used
to call “telemarketing” except it involves a lot of email and some smarter
tools on the backend. Once they have a lead they pass that lead off to the AE
to progress the deal.
There are dozens of CRMs full auto dialers and email
sequences that churn out masses of emails and calls to find those “needles in
the haystack” that will take a meeting, then analytics and “cadences” to try to
close that deal as fast as possible. The human buyer involved
