To view the full webinar replay, please visit:
http://www.mintigo.com/give-sales-development-reps-unfair-advantage-predictive/
Description:
Whether you are following an Account-Based Marketing (ABM) strategy or a traditional demand generation approach, employing a team of sales/business development reps (SDRs or BDRs) for teleprospecting is the new normal for almost every B2B sales and marketing organization.
In the early days of sales development — and even to this day — small armies of hungry yet inexperienced recent college graduates were tasked to complete hundreds of calls and voicemails per day with the goal of setting follow up meetings with potential prospects for their account executives. And because the positive outcome of these activities were generally low, it was a numbers game.
However, with today’s ever-expanding sales and marketing technology landscape, sales development teams can now utilize new technology tools to perform smarter, better and faster. One of these critical new technologies is predictive analytics and big data.
In this webinar, you’ll hear from industry thought leaders and experts from SiriusDecisions, Sales Hacker and Mintigo to hear how predictive insights and intelligence can be used to give your SDR team an unfair advantage over your competition.
You will learn:
- SiriusDecision’s 8-Factor Model for Teleprospecting/SDRs
- Why predictive is critical for target optimization
- How insights from predictive can enable SDRs to have great conversations with prospects
- Effective strategies for teleprospecting
- Tips on how to utilize intelligence about the account to create engagement
Speakers:
- Kerry Cunningham, Sr. Research Director of Demand Creation Strategies at SiriusDecisions
- Max Altschuler, Founder & CEO of Sales Hacker
- Tony Yang, VP of Demand & Marketing Ops at Mintigo
[Webinar] Give Your SDRs An Unfair Advantage with Predictive
1. Give Your Sales Development Reps
An Unfair Advantage With Predictive
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Presented by:
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
2. House Keeping
Audio Check
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3. Terry Flaherty
Senior Research Director
@Tdiddy
Kerry Cunningham
Senior Research Director
@kerrycunningham
How Predictive Gives LDRS
An Unfair Advantage
30. What is Predictive, AI & Machine Learning?
Predictive analytics…allow B2B organizations to estimate in advance what is likely to
happen as a result of marketing or sales actions. Predictive providers provide external
data, which creates a more complete view of who prospects are and whether they are in
the market for solutions. Statistics and advanced algorithms then detect patterns that
identify buyers that otherwise would be invisible, and statistical modeling processes
embedded within feedback loops enable machine learning.
“The SiriusDecisions Predictive Application
Evaluation Framework” Core Strategy Report
AI is an umbrella term, a branch of computer science
whereas machine learning, deep learning etc. are some of
the methods and systems of enabling AI.
Atul Kumar, Mintigo CPO
article on MarTech Advisor
43. Panel Interview
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
44. Question:
How can you leverage these insights from predictive in
conversations/outreach (without sounding like a stalker)?
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
45. Question:
Any suggestions on how to start a conversation with a
prospect? Any ice-breakers?
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
46. Question:
What are some creative ways that SDRs can successfully
connect with prospects outside of making & sending a ton
of calls and emails?
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
47. Question:
What are some types of questions should SDRs be asking
a prospect?
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
48. Question:
What kind of content are the most useful
for SDRs to have on hand?
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
49. Question:
Is the SDR function required in order for B2B organizations
to see sales success?
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
50. Question:
Many view the SDR position as an entry level or early
career step to get into “sales” roles (i.e., “Account Execs”,
“closer”, etc.). Do you agree or disagree?
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
Tony Yang
VP Demand Gen
Mintigo
@tones810
51. “Give Your Sales Development Reps
An Unfair Advantage With Predictive”
Kerry Cunningham
Sr. Research Director
SiriusDecisions
@KerrySirius
www.siriusdecisions.com
Thanks For Joining Us!
Max Altschuler
CEO & Co-Founder
Sales Hacker
@MaxAlts
www.saleshacker.com
Tony Yang
VP Demand Gen
Mintigo
@tones810
www.mintigo.com