The SaaS Sales Method for Sales Development Representatives 5th Ed.

How to Prospect for Customers

Jacco van der Kooij, Dan Smith

Publisher: Winning by Design, 2018, 133 pages

ISBN: 978-1-98627065-6

Keywords: Sales

Last modified: Nov. 15, 2022, 10:47 p.m.

The ultimate guide for Sales Development Representatives, also known as SDRs. In this book you will learn the most advanced prospecting sales skills from recognized leaders in the sales profession. Covering everything from determining the right fit to going deeper and understanding what a customer's real pain is, The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers helps sales leaders, sales managers, and individual salespeople understand what it takes to succeed and provides step by step instructions.

  • Introduction
  1. Inbound
    1. Alerted
    2. Nurtured
    3. Inbound from Word of Mouth
    4. Social Inbound Play
  2. Outbound
    1. One-to-One Outbound Prospecting (1:1)
    2. Group-Based Outbound
    3. Measuring Engagement
    4. Prospecting Around Events
  3. Target-Based Prospecting
    1. Account-Based Prospecting
    2. Alert-Based Selling
    3. CXO Based Outreach
  4. Content
    1. Curate Content
    2. Create Content
    3. Content Journey
  5. Hand-Off
  • Summary
  • Conclusion