As a BDR, nothing is more frustrating than doing all the work to book a demo and the prospect doesn’t show up. On today’s episode of The Sales Evangelist Donald talks with Nicolas Sosa, an automation specialist at IBM, about how to make sure you book demos that actually show up. Why don’t people show up? There are things that you can control, and things that you simply cannot control. You cannot control if someone shows up or not. Focus on the right authority If you are not speaking to the decision maker, or the champion (a person heavily involved in the decision-making process), it is really hard to progress that call. As a BDR, you need to make sure you are talking to the right people. Gatekeepers do a very good job at gatekeeping, try building a relationship with them. Be transparent with the gatekeepers. Make sure you understand the reason they are showing up Walk away with very specific challenges and pain points - wanting to make more money isn’t a good enough reason. Knowing why the prospects are showing up shortens the sales cycle. Communicate with your AE so that you know what they are expecting. Don’t promise the prospect a solution to all of their problems. Try using the words “if” and “qualify”. As a BDR, you don’t need to close the deal, you are just closing time. Accept the invite right away When you are closing time, make it very clear what kind of meeting it will be, then make sure that you stamp the time on their calendar. Send them a calendar invite and make sure that they accept it. The simple things are where the money is at. If you see this as pushy, you aren’t understanding the value of the product. For more content from Nicolas, connect with him on LinkedIn. This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. The way that we are selling is out of line with the way our prospects are buying. You need to adapt to succeed. Imagine if you could use data that could give you insights into when somebody is ready and the challenges they are facing so you can fine-tune your message specifically toward them. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. With calendly, you can turn more meetings into revenue, accelerate your sales cycle, and increase your win rate when you choose to use calendly to automate your scheduling. Finish the year strong and request a demo of calendly today at Calendly.com/TSE. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson,...

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