Here’s the scenario: You’ve identified a lead you want to talk to. You have crafted several thoughtful emails, left impactful voicemails, and maybe even retweeted a prospect’s latest update. Finally, FINALLY, you get the prospect live on the phone, and that’s where the trouble starts: the buyer comes in with objections.
The ability to effectively manage live calls is one of the most challenging aspects of being an sales development rep. It is also one of the most important. TOPO considers live call management 1 of 3 essential pillars for SDR success. SDRs that do this well have mastered the ability to overcome objections from the very beginning of the call (the classic, I’m busy right now, just send over some information), all the way through to close.