How do you balance quality and quantity of leads as an SDR in inside sales?

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As an SDR in inside sales, you have a challenging task: to generate enough qualified leads for your account executives to close deals. But how do you balance quality and quantity of leads, without sacrificing your performance or wasting your time? In this article, we'll share some tips and best practices to help you find the right balance and optimize your lead generation process.

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Leslie H.
Jéssica Bosco Holz

Fa?o seus times de vendas e pré-vendas melhorarem a performance e aumentarem a receita da sua opera??o | ???? @jehbosco
VARUN SOOD

Operations

1 Define your ideal customer profile

The first step to balance quality and quantity of leads is to define your ideal customer profile (ICP). This is a description of the type of company or person that is most likely to buy your product or service, based on criteria such as industry, size, location, budget, pain points, and goals. By having a clear ICP, you can focus your efforts on the most relevant and promising prospects, and avoid chasing leads that are unlikely to convert or have a low lifetime value.

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Leslie H.
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Once I get leads to work with, I pay attention to the identifiable information like email and title. I stay away from students, personal users and assistants.

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Vishal Verma

Business Evangelist | Digital Solution Strategist | Cloud | Data & AI |
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Identify the leads in best possible way before reaching. Do your homework. Do not stick to one pitch, nothing wrong in doing experiment. Use A B testing technique to get better results.

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2 Segment and prioritize your leads

The next step is to segment and prioritize your leads based on their fit, interest, and readiness to buy. You can use a scoring system or a qualification framework, such as BANT (budget, authority, need, and timeline), to rank your leads and assign them to different categories, such as hot, warm, or cold. This way, you can allocate your time and resources more efficiently, and follow up with the leads that have the highest potential and urgency, while nurturing the ones that need more education or engagement.

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Daniel DiBlasi

Sales @ Smarsh | Energizing Revenue Growth & Market Presence | RegTech | Sports Junkie |
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Some things to consider in your research when deciding if leads/accounts should be prioritized in A or B focus groups: -Prior Opps: Have they talked with us before? What happened? -Time In Seat: The shorter they’ve been there, the more likely they will have a budget to spend & be open to new solutions -Employee % Growth on LinkedIn: Is the sales team growing last 6m, Yr? If so, faster decisions -X years old: The older the organization, the more established procurement will be possibly slowing down sales cycles

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3 Use multiple channels and sources

Another way to balance quality and quantity of leads is to use multiple channels and sources to reach out to your prospects. Depending on your target market and buyer persona, you can leverage different methods, such as email, phone, social media, webinars, events, referrals, or content marketing, to generate leads and build relationships. By diversifying your channels and sources, you can increase your reach, visibility, and credibility, and attract more leads with different preferences and behaviors.

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VARUN SOOD

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As an SDR in inside sales, balancing quality and quantity of leads requires utilizing multiple channels and sources. This means diversifying outreach methods such as cold calling, email campaigns, social media engagement, and networking events. By casting a wider net, you increase the quantity of leads while also having the opportunity to filter and prioritize based on quality indicators such as engagement level, fit with ideal customer profile, and potential for conversion. Continuous monitoring and adjustment of strategies based on performance metrics help maintain this balance effectively.

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4 Track and measure your results

The final step is to track and measure your results, and use data and feedback to optimize your lead generation process. You should monitor key metrics, such as lead volume, lead quality, conversion rate, response rate, and revenue generated, to evaluate your performance and identify areas of improvement. You should also test different variables, such as messaging, timing, frequency, and offer, to see what works best for your audience and goals. By tracking and measuring your results, you can fine-tune your strategy and tactics, and find the optimal balance between quality and quantity of leads.

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Jéssica Bosco Holz

Fa?o seus times de vendas e pré-vendas melhorarem a performance e aumentarem a receita da sua opera??o | ???? @jehbosco
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A monitora é uma etapa importante na profissional de pré-vendas. Estar atento ao que foi efetuado, quais os canais com maior retorno e comparar com períodos diferentes ajuda a saber o que precisa ser ajustado!

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you balance quality and quantity of leads as an SDR in inside sales?

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1 Define your ideal customer profile

2 Segment and prioritize your leads

3 Use multiple channels and sources

4 Track and measure your results

5 Here’s what else to consider

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