In this episode of “In the Trenches” I talk to Aaron Drummond, Sales Manager at Place Technology.
They’re super busy right now and I wanted to pick his brain on how he’s managing his BDR team.
Here are Aaron’s tips:
✅ Focus on where your customers are at right now and what they’re going through. Aaron’s prospects are usually traveling to their customers. But right now, they’re at home. They’re using this as an opportunity to directly get a hold of decision-makers on their cells.
✅ Now is the time to put in the extra effort. Your reps will need to work harder right now. Aaron is focused on leading from the front and setting the example.
✅ Aaron teaches the APA method for handling objections and empathizing with your prospects (Acknowledge, Pivot, Ask).
How can you use Aaron’s tips to manage your BDR team more effectively?
P.S. I ran a webinar yesterday on the future of prospecting and how to fill your pipeline during uncertain times. Check out the replay here.
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