Leave Pidgey Alone
In Sales, It’s Not Always About the Low-Hanging Fruit
With the release of its Second Generation, Pokemon Go has seen a recent resurgence in activity. New monsters to catch, hatch and evolve have sucked people back into the game, and it’s entertaining to see what strategies still linger from the past.
A common technique players used (and still do) is a “mass-evolution,” where you stock up on Pokemon like Pidgey, Caterpie and Weedle. These Pokemon take little effort to evolve, and if you get enough of them you can gain a lot of experience in a short amount of time.
This is where the similarity to SDRs is drawn, and how they handle their “low-hanging fruit.” Often times an SDR will be given a list of inbound leads — prospects who are hand-raisers and have asked to be contacted about your product. Sometimes it’s an easy sell, other times you have to deal with people who are kicking tires, but all-in-all it’s an easier path than sourcing out your own leads and finding opportunities through research. What is isn’t, however, is more rewarding.
Sure, you can power-level in Pokemon Go simply by catching hundreds of Pidgey and evolving them. It gets old though, and defeats the overall purpose of the game. The same can be said about SDRs — it might be nice to only follow-up on inbound leads to build up a nice comp check, but if that channel ever runs dry you won’t have any pipeline to fall back on. Outbound prospecting is what the SDR function does best, and pigeon-holing them into inbound followup is like clipping a Pidgey’s wings.
As an SDR it’s important to toe that line between following-up on your inbound inquiries while also building up an outbound prospecting pipeline. Think of it like catching an Snorlax or Dragonite — it’s much tougher to track down and takes more effort to catch, but once you have it the feeling is miles above what you experience while catching your thousandth Pidgey.