• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

How’s your long game?

Nigel Edelshain - 5 June 2020

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

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler Training
Amy Franko
Assessments 24x7
Integrity Solutions
Kurlan & Assocs
Membrain
Mereo
Objective Management Group
Salesforce
Sandler Research Center
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2023 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative