The Sales Evangelist

Nicolas Sosa on The Sales Evangelist Podcast

As a BDR, nothing is more frustrating than doing all the work to book a demo and the prospect doesn’t show up. On today’s episode of The Sales Evangelist Donald talks with Nicolas Sosa, an automation specialist at IBM, about how to make sure you book demos that actually show up. 

Why don’t people show up? 

  • There are things that you can control, and things that you simply cannot control. You cannot control if someone shows up or not. 

Focus on the right authority

  • If you are not speaking to the decision maker, or the champion (a person heavily involved in the decision-making process), it is really hard to progress that call. 
  • As a BDR, you need to make sure you are talking to the right people. 
  • Gatekeepers do a very good job at gatekeeping, try building a relationship with them. Be transparent with the gatekeepers. 

Make sure you understand the reason they are showing up

  • Walk away with very specific challenges and pain points – wanting to make more money isn’t a good enough reason. 
  • Knowing why the prospects are showing up shortens the sales cycle. 
  • Communicate with your AE so that you know what they are expecting. 
  • Don’t promise the prospect a solution to all of their problems. Try using the words “if” and “qualify”.
  • As a BDR, you don’t need to close the deal, you are just closing time. 

Accept the invite right away

  • When you are closing time, make it very clear what kind of meeting it will be, then make sure that you stamp the time on their calendar. 
  • Send them a calendar invite and make sure that they accept it. The simple things are where the money is at. 
  • If you see this as pushy, you aren’t understanding the value of the product. 

For more content from Nicolas, connect with him on LinkedIn

This episode is brought to you in part by Skipio.

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As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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