Explaining the differences between SDR and SQL and how to integrate them to strengthen inside sales capabilities.
**Benefits** - The definitions and roles of SDR and SQL become clear. - The accuracy and results of inside sales improve. - The process leading to business negotiations can be standardized. 'PROBiZZ' clarifies the definitions of SDR (Sales Development Representative) and SQL (Sales Qualified Lead) in inside sales, supporting the division of labor and standardization of the sales process. By organizing "who should approach which customer, when, and how" within sales activities, it reduces unnecessary labor and contributes to an increase in the negotiation rate. 'PROBiZZ' designs the optimal approach for each prospect's status and systematically builds the division of roles between the SDR and sales departments. Additionally, by utilizing lead attribute information and response data to ensure the quality of SQLs, field sales can focus on engaging with "high-potential customers." This establishes a process-driven sales approach that does not rely on individual capabilities, creating a system where stable results can be expected regardless of who is in charge. Would you like to realize an enhancement of your organization's overall sales capabilities through the optimization of inside sales starting with 'PROBiZZ'?
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basic information
In traditional sales activities, the quality and quantity of appointments depended on the skills of the person in charge. However, by clearly defining SDRs and SQLs, the processes of managing, nurturing, and handing over leads become structured. 'PROBiZZ' supports this process design and provides a system that enhances the overall performance of sales. For example, SDRs can handle initial contact and needs stimulation, and once certain conditions are met, they can hand over leads as SQLs to sales representatives. During this process, automated approaches based on forms, phone sales, and status can also be utilized, achieving both efficiency and accuracy. This division of labor in processes leads to the standardization of sales activities and significantly contributes to scalable organizational management. 【Strengths and Features】 ■Improved operational efficiency through the division of roles between SDRs and SQLs ■Design and operation of status-based approaches ■Breaking free from skill dependency to enhance reproducibility of results
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For those who feel that 'we are working on inside sales, but the division of roles is unclear and results are not being achieved' and 'the definitions of SDR and SQL are not unified within the company.' At 'PROBiZZ,' we clarify each definition and practical process, providing know-how that enables reproducible sales activities in our materials. Please take a look.
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Applications/Examples of results
- A company that had mixed roles for SDR and SQL introduced 'PROBiZZ', redesigned its sales process, and established a division of labor, resulting in a 1.6 times increase in the rate of deal creation per case. - A company facing challenges in talent development set appropriate KPIs for the SDR department and established a handover operation based on the definition of SQL, significantly improving OJT efficiency. - A company that managed leads across the organization eliminated overlap in approaches by separating the SDR/SQL processes, leading to improvements in both the number of deals and the order rate.
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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.