NORTH SDR Employee Insights

Speaker: Ross Mahon, Enterprise New Logo SDR

Ross Mahon: Probably the most common blocker that I come across when I'm on the phone with a prospect is the blocker of, um, already have a solution in place. Um This is something I feel prospects kind of throw out as a means of getting you off the phone, but they say, um, usually it kind of goes along the lines of, look, we've already got processes in place to deal with the problems that you're telling me that you can maybe help me with. Um, or that they've got a general governance process in place already.

Tara McCabe: Um, the most common blockers I get from a prospect would be that they don't see a need for it in the company. Um, that while their processes aren't the most efficient at the moment, they don't see a reason to change it. Um, or that it's not something that's in the books, kind of, they, they push it out time wise and also budget is a big, a big one as well.

Caoimhe Drumm: Timing. I already have a system in place. Um, no urgency.

Justin Browne: Who is diligent and what do they do and why should I know about them?

Ross Mahon: I probably find the entity solution the hardest to generate new I MS for um as it's sometimes hard to identify um how many subsidiaries and entities that specific companies might have without knowing that they're multinational or, or a general international company. Um in terms of boards and E S G, I think boards and E S G are fairly, fairly straightforward products, especially with E S G being, being a new market for diligent and I suppose a new market um around the, I suppose the industry in general, um I feel like they're probably the most straightforward but probably to generate um outbound I MS entities is probably the most difficult.

Erin Cusack: Probably E S G, I don't know that much about it. Um, so, but I haven't been doing those sort of plays at the minute. I've been more doing board and so probably them.

Aobh McNamara: I would say entities and E S G E S G because some companies don't even know what E S G is. So you have to make them aware of it first. Um entities because the board solution has more functions and stuff than entities. One does. So it's easier to sell than the entities.

Asma Imam: It totally depends upon the account that we are working on. Since I'm an expansion. It usually gets down to the Upsell of any of the boats or entities. Uh, they are usually using the standard ones. Yes, she is the new, um, area that we are targeting, but I'm having a good turnover on that one. So I would say the Upsell, even if I get, I am, that's not moving forward. Yeah.

Malachy O Gallchoir: I find that E S G would be the hardest one to generate I MS for a lot of the E S G meetings that I've set have actually been inbound or some kind of general inquiry where they reach out. But when, when they haven't been the one to reach out, I find out of the three, it's the hardest to kind of convince someone to take a meeting. Just I'd have better knowledge of boards and entities and I find I find it to be more comfortable. Speaking about those two over E S G.

Ross Mahon: I am a new logo um Land S D R and I find phone to be by far the best um followed by email and then linked in third phone is probably the best as you can talk to the prospect 1 to 1. It's in real time. Um And you can kind of engage in conversation, I suppose live conversation. Email can be good if the messaging is correct. But I feel like um you need to spend a lot of time around kind of personalization. Um And then linkedin can be quite good depending on how active the prospect is in terms of they maybe have a social media presence or not. Um I think some prospects stay away from social media in general. So, but yeah, definitely phone email followed by linkedin.

Mariah Durkin: I am new business and I have found that email and phone would work the best, especially if you're able to personalize the emails and link it to some other connection you may have with the company or someone that may be a colleague of the prospect.

Liam Synott: Yeah, at the minute I'd find phone works the best. Uh, then email, then linkedin. Uh, it's gonna be easier to do discovery and stuff on phone rather than email. Uh, it takes much longer over email. Um, linkedin is probably somewhere I can improve on try get meetings. I've tried it a few times but it hasn't released. It worked as of yet. But I should probably keep assuming that.

Justin Browne: Combination between linkedin and email so that you can reference um post made by the lead and um personalized emails so that they have a greater level of detail and increase the response rate.

Adam Rooney: For me, I think nowadays it's it's not too difficult to find prospects. I mean, finding the right person can sometimes be difficult. But the main obstacle that I do find is yes, you can find the prospect. But to find the contact details, the email, the phone number can prove quite difficult. So initially, the first difficulty that I have is I suppose getting the right person in contact and um getting the right person with the right title um who can essentially make a decision. But secondly, the contact details is a big one, but I would say that the platforms that we use now such as cogs provide a pretty, pretty good um way in which we can find our prospects. Um And from there, it's how we, how we work them ourselves.

Ross Mahon: The hardest part about finding prospects are diligent is probably just finding the correct person. Um I don't think it's necessarily down to the system that we have in place like cognitive and zoom in for. I actually find them very, very useful. Um I feel like it gives real good data in terms of emails and phone numbers, et cetera. However, sometimes the data can be a small bit outdated. Um but that's to be understandable. Um Considering people move jobs quite frequently, etcetera. Um But yeah, I find the system we have in place quite good for prospecting. Um But like I said, maybe finding the correct person to talk to every time is, uh can be quite challenging at times.

Mariah Durkin: For me, since moving across to governance, the more difficult part about prospecting would be working through the accounts and finding out which ones should be a higher priority. There's a lot more admin involved in this. So it may take a longer time to pick which ones to contact first or more of a personalization aspect to them.

Tara McCabe: I think the hardest part about finding customers is in particular for quite small businesses because the information that is online is often outdated or very, very limited, um, for smaller companies. So it can be hard to find the right person, um, that we need.

Erin Cusack: For me if they're not on linkedin, um, I think it's hard to find their current position or, you know what their role is because they can say their name on his first book. If they don't still work there, you have no idea.

Asma Imam: The hardest part would be um not getting their emails or not finding them, like not finding the exact persona of what we are targeting for. For example, if I'm going over for E S G and there's no other person persona for sustainability reporting or just around that, uh We may find many company secretaries and general counsel, but we can't um aim them for every other product that offers.

Justin Browne: Finding specific detail on each um individual that's made um positive um intent towards um a solution or a request for a solution, figuring out how to address what they want and what their role is within the organization so that it's specific to their needs.

Ross Mahon: I feel like the best time to contact prospects, especially over the phone is usually the evening time. Um, I feel like they're usually caught up in meetings in the morning or if I tried to contact them, contact through maybe the HQ of the company. Um, I find that they're in meetings quite a lot during the morning hours. But in the evening hours I find people, um, much more contactable.

Mariah Durkin: It depends on what type of contacting we're doing for phone calls. It's best to do them in the morning before lunch time and then after lunch, I typically find people are more inclined to reply to emails and linkedin messages.

Tara McCabe: Um, I would say the morning is probably the most active response time. Um, people are the most active on their email. Um, but I find generally not much deviation, um, at different times of the day.

Liam Synott: Generally speaking, I personally say any time before three, but Steven's pretty sure it's between 9.5 line. So I'll go with that answer but, uh, normally have no problem getting on to anyone before three.