Why The Current SDR/BDR Play is Dead | Howard Dover - 1712

It's hard to keep up with the current methods of the sales industry? In this episode of "The Sales Evangelist Podcast," you will discover the sales industry's current SDR/BDR challenges and innovative strategies to combat them. Our host, Donald Kelly, speaks with Howard Dover, a sales expert, researcher, and professor, on how staying adaptable and adjusting helps you become a better sales rep. From the psychological toll of constant rejection to the destruction of dreams and careers, it is evident that a change is needed.  Join us as we uncover the importance of innovation and adaptability in achieving success. The Changing Landscape of Sales Howard discusses research on the sales industry, sharing insights from tracking data on sales cities and the growth of Sales Development Representatives (SDRs). LinkedIn's 2018 report shows that the SDR function has experienced exponential growth, increasing by 580% over the past three years. Howard highlights the need for innovative approaches in sales outreach as the buyer's behavior evolves with each new tactic. The Power of Unique Prospecting The importance of pattern interrupting and capturing attention in sales outreach efforts is emphasized. Howard shares a personal example to illustrate the significance of having a captivating offer and using behavioral adjustment to act differently in certain situations. Buyers have become overwhelmed by traditional approaches, and Howard suggests that honest and unique methods can help sales professionals stand out. The Future of Sales and Strategies Reflecting on the future of the sales industry, Howard predicts a shift towards a full lifecycle approach, where salespeople will generate their own leads and build their own pipelines. The need to revisit older sales methodologies and find effective ways to adapt to the present market is discussed.