A practical tool for correctly defining SDR and SQL to achieve a sales design that does not fail in inside sales.
**Benefits** - Clearly define the boundaries between SDR and SQL - Standardize the criteria for determining deal qualification within the organization - Reduce unnecessary approaches and improve results 'PROBiZZ' is a solution that correctly designs the roles and definitions of SDR and SQL, streamlining the organization's inside sales activities. In many companies, the scope of SDR activities and the criteria for SQL remain ambiguous, leading to confusion and waste in the sales field. 'PROBiZZ' clearly structures the flow from lead acquisition to deal qualification, visualizing the necessary actions and conditions at each stage. It accumulates and analyzes activity logs and response histories of inside sales, establishing appropriate criteria for deal qualification within the organization. This process improves the "quality" of deals and significantly reduces unnecessary movements at the stage of handing over to field sales. At the same time, the design of KPIs and evaluation metrics is documented, systematizing management guidance and development. By bridging the "temperature gap" that often occurs between SDR and SQL with data, the stability and reproducibility of results are enhanced. 'PROBiZZ' supports the establishment of a reliable sales process centered on the clear definitions of SDR and SQL.
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basic information
"PROBiZZ" clearly defines the distinction between SDR and SQL in inside sales through data, allowing for the proactive avoidance of factors that lead to sales failures. By organizing target approaches and centralizing follow-up criteria, it eliminates inconsistencies in decision-making among representatives. Visualizing customer behavior logs and past interactions enables the timing and temperature of negotiations to be appropriate. Managers can analyze why specific cases turned into negotiations or not, which aids in strategic planning. Failures such as misclassifying low-probability leads as SQL are minimized through shared definitions and judgment criteria. The optimization of talk scripts and approach methods can also be continuously updated through the analytical capabilities of "PROBiZZ." This fosters a healthy sales organization where the cycle of development, evaluation, and improvement continues. "PROBiZZ" clarifies the "success conditions for negotiations" that can be shared across the organization, achieving highly reproducible sales. 【Strengths and Features】 ■ Centralized management of definitions and criteria for SDR and SQL ■ Data-driven correlation between sales activities and outcomes ■ Simultaneous improvement of negotiation accuracy and speed
Price information
At "PROBiZZ," we have prepared free materials that summarize case studies, pricing, and usage methods to assist with organizational design and KPI design for the inside sales department. If you are struggling with defining SDRs and SQLs or making decisions about deal qualification, please request our materials. You can also consult with us individually about the optimal operational model tailored to your company's sales structure.
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Applications/Examples of results
- The SDR representative will build an operational flow to input lead information according to the "PROBiZZ" guide and determine the feasibility of transitioning to SQL based on activity logs and response history. - The manager will check the compliance of each case with the SQL transition criteria during the weekly review and utilize this for accurate nurturing and system updates. - By collaborating with the marketing team to clearly define and share the definitions of SDR and SQL, overall productivity and understanding within inside sales will be improved.
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Company information
Engine Co., Ltd. offers the inside sales support service 'PROBiZZ' to structurally solve sales challenges for companies. Aiming to streamline the sales process and maximize results, customization tailored to corporate needs is possible. An experienced dedicated team handles everything from creating target lists to outreach and setting up business meetings. Through data-driven strategy design and KPI management, continuous improvement and reproducibility of results are achieved. Additionally, we support the visualization and analysis of sales activities by utilizing the latest tools and technologies. With a proven track record across various industries, we provide services backed by reliability and performance. Engine Co., Ltd. offers a new standard of sales support that realizes the "systematization" of sales and the "reproducibility" of results.