As an SDR leader, you likely understand the importance of effective prospecting, but knowing what works and what doesn’t for your team can be daunting. This is where BuyerSight’s AI technology steps in. By tracking essential metrics and analyzing their impacts, BuyerSight provides valuable recommendations that help your sales development team optimize their performance, boost productivity, and achieve their goals. With BuyerSight, you can gain the insights you need to make informed decisions and stay ahead of the competition.
BuyerSight’s AI identified some of the most common prospecting recommendations from our customers, for both pre-conversation and in-conversation interactions. Let’s dive into each recommendation and explore how it can impact your performance and how to correct it.
Pre-Conversation Recommendations:
Email Grade Level
Email grade level measures “readability,” or how hard an email is to read. This recommendation means your team’s grade level for outbound emails is higher than recommended.
Why it’s a problem: Your prospects may struggle to quickly understand your message if your email is too complex. It can lead to them deleting it or, even worse, marking your email as spam. Ideally, prospects can quickly understand and respond to your message on their smartphones.
How to correct it: Simplify your message by using clear and concise language. Avoid industry jargon, complex sentence structures, and long or unnecessary words. Simplify your writing. BuyerSight can give insight into your team members’ average email grades and help identify exactly what grade level is optimal for your team.
Rep Follow-Up Time
The average time between follow-ups sent by your reps is higher than recommended.
Why it’s a problem: Waiting too long to follow up can lead to missed opportunities and lost sales. Prospects are less likely to respond after pauses in outreach.
How to correct it: Make sure to follow up quickly with prospects, usually within a few days. BuyerSight flags pre-conversation contacts that have fallen through the cracks and are in need of a follow up. We can provide you with average follow-up times for each team member, as well as the exact AI-optimized follow-up time that works best for your team.
In-Conversation Recommendations
Big Activity Gap Count
The number of large gaps between activities is higher than recommended.
Why it’s a problem: If conversation has lapsed for multiple weeks, the prospect may not remember your previous interaction or have the same level of interest in your product or service when you reach back out. “Time kills all deals.” Staying top of mind leads to better conversion rates.
How to correct it: Watch for large gaps in activity when prospecting. BuyerSight identifies team members who have contacts with large gaps in their activity and who may need coaching.
Activity Velocity
The average activities per day are lower than recommended.
Why it’s a problem: Low activity velocity means your team may not be engaging with prospects frequently enough to keep them interested and moving through the sales cycle.
How to correct it: BuyerSight tracks the average activities per day for each rep and team, so you can easily identify if your team’s activity velocity is falling below the recommended level. From there, you can develop strategies with your team to increase contact engagement in the areas it’s needed most.
Watching for these key issues can significantly increase your team’s performance. BuyerSight’s AI helps sales managers identify exactly what wins deals for their team so they can become better coaches and leaders. Our AI-driven recommendations help teams optimize their performance and become more data-driven.
If you’re interested in learning more about how BuyerSight can help your team hit their goals, contact us today.