In this episode of the Enterprise Sales Development podcast, we speak with Ingo Dhandayudham, Senior Director of Global SDRs at Talkwalker. With two decades of experience managing sales development teams, Ingo shares his perspective on how to improve the sales development craft without compromising quality and many other inspiring techniques. Ingo also talks about the value of teaching hyper-personalization to SDR teams and how it can be a tool that allows them to solve problems that deeply resonate with clients and creates opportunities to build interpersonal trust within the sales process.
WHAT YOU’LL LEARN
The growing importance of the SDR function
Teaching hyper-personalization and training SDR teams
Doing more with less and projecting market impacts
The need for positivity and creating incentives for SDR teams
QUOTES
“We set up basic goals around hyper-personalization. We create ten personalized emails a day based on persona or industry. We give them templates they can build off of. We look at the scripts and ask “Is this something we would open or respond to?” The goal is to start at 10 then bump it up monthly.” - Ingo Dhandayudham [14:20]
“Start with the problem. Don’t assume. List different problems you have seen others experience but ask what problem resonates with the client. We can solve them all but we want to know what resonates with them.” - Ingo Dhandayudham [21:18]
“Today, consumer trust and making sure we do the right thing is the most important thing.” -Ingo Dhandayudham [35:58]
“We keep pushing forward. The SDR function is vital no matter what the economy does to you.” - Ingo Dhandayudham [45:53]
TIMESTAMPS
[00:00] Intro
[02:54] Ingo’s professional journey
[10:18] Bringing visibility to SDRs
[14:07] How do you teach hyper-personalization?
[21:29] Solving problems that resonate with people
[26:43] Stability of close rates
[36:30] Nice to have vs. Need to have
[38:40] Pillars of growth
[43:25] Incentives and positivity
[46:15] How to connect with Ingo
CONNECT
Ingo Dhandayudham on LinkedIn
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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Equipping SDRs and Teaching Hyper-personalization with Ingo Dhandayudham | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
