Here are short summaries with definitions for the three key sales roles in the Technology Solutions Sales Process:
1. Sales Development Representative (SDR)
Definition:
An SDR (Sales Development Representative) is responsible for generating and qualifying leads at the top of the sales funnel. They focus on prospecting, outreach, and initial engagement to identify potential customers who are a good fit for the solution.
Key Responsibilities:
Research and identify potential leads.
Conduct outreach via email, phone, or social media.
Qualify leads using frameworks like BANT (Budget, Authority, Need, Timeline).
Schedule meetings or demos for Account Executives (AEs).
Key Skills:
Communication, persistence, research, and time management.
Goal:
To build a pipeline of qualified leads for the sales team.
2. Account Executive (AE)
Definition:
An AE (Account Executive) manages the middle and bottom of the sales funnel, focusing on closing deals and building relationships with qualified leads. They work closely with SDRs and Value Engineers (VEs) to drive revenue growth.
Key Responsibilities:
Conduct discovery calls to understand customer needs.
Deliver tailored presentations and demos.
Negotiate terms and handle objections.
Close deals and ensure a smooth handoff to the implementation team.
Key Skills:
Communication, negotiation, relationship building, and problem-solving.
Goal:
To convert qualified leads into paying customers.
3. Value Engineer (VE) or Value Consultant
Definition:
A VE (Value Engineer) or Value Consultant specializes in demonstrating the business value of a technology solution. They create business cases, ROI analyses, and tailored presentations to help customers understand the financial and operational benefits of the solution.
Key Responsibilities:
Conduct value discovery sessions with customers.
Develop business cases and ROI analyses.
Create customized presentations for stakeholders.
Support AEs in addressing objections and securing buy-in.
Key Skills:
Analytical thinking, communication, industry knowledge, and technical expertise.
Goal:
To articulate and quantify the value of the solution, driving deal success and customer satisfaction.
Summary Table
Role | Focus | Key Responsibilities | Goal |
SDR | Top of the funnel (TOFU) | Prospecting, lead qualification, scheduling meetings. | Build a pipeline of qualified leads. |
AE | Middle and bottom of the funnel | Needs assessment, solution presentation, negotiation, closing deals. | Convert leads into paying customers. |
VE/Value Consultant | Value demonstration | Business case development, ROI analysis, stakeholder presentations. | Articulate and quantify solution value. |
These roles work together to drive the Technology Solutions Sales Process, ensuring a seamless journey from lead generation to deal closure and customer success. Let me know if you’d like further details!