We won’t beat around the bush here.
The answer is yes.
Both inbound and outbound SDRs use three core strategic components to be relevant and precise with their pitch:
1) Target Market – geography, size, and industry of the market
2) Scenario – current situation of the target company
3) ICP – ideal customer profile or buyer persona
However, there is one additional aspect that the inbound SDR must take into account:
4) The content consumed (including eBooks, whitepapers, blog posts, etc.)
This last element can be the insight your inbound SDR needs to personalize and develop the best pitch possible. Indeed, we can say that an inbound SDR will need to be more strategic because of this aspect.
Let’s say your prospect downloads an SDR compensation guide. Your inbound SDR should ensure that the pitch addresses the prospect’s need according to the underlying pain points that led them to seek out that material.
For example, in this case, you could assume that the prospect is on the lookout for new ideas on how to motivate their SDRs or even build out a fresh sales development team.
Not being precise in this respect can lead your SDRs to make the very common mistake of “hey! I saw that you downloaded our e-Book. Would you like a demo?” and lose prospects’ interest.
Similarly, when you have a differentiation between inbound and outbound SDRs, you ramp up your SDRs more quickly and focus on developing expertise in each line of approach.
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