One of my biggest challenges as an SDR came with a Merchant Services company. The company marketed and sold it's products to the small business sector. After two days of training I was provided with a call list that consisted of 10 pages of potential prospects that had already been contacted several times by former employees. The list was not sorted in any order. The list was also lacking in the names of decision makers and or owners. After 2 weeks of 'working' the list and not making my numbers I decided I had to change course or suffer the consequences.
I decided that if I was going to survive in that environment I would have to develop my own contact list. I began working on the project at home. The lists that I produced contained the following information:
- Sorted by zip code and industry type
- Name of decision maker/owner
- Current provider
- Valid contact number
- Sales volume
- Length of time in business
- Valid physical address
- Number of employees
- Number of locations
- Recent events and changes
- Valid e-mail address
With this type of list I was able to hit my numbers within a week. I also was able to help other SDR's to succeed with the same type of lists.
