Knowing what it takes to be a successful SDR takes time. Nobody picks up the phone on day 1 and knocks it out of the park. You need to spend a significant amount of time building your own experience in the role before you hit your stride. All that being said, there are definitely ways …
Handling objections is one of the more difficult skills for an SDR to learn. Knowing the difference between when a prospect is just pushing back and when they actually have a legitimate objection is vital to a successful qualification & follow up process. Luckily, there are plenty of opportunities to practice. As an SDR, you’re …
“Everybody has a plan until they get punched in the mouth.” -Mike Tyson Ok, so we probably shouldn’t compare cold calls to prize fights, but we’re going to anyway because, while you shouldn’t treat your prospect as an opponent, you should still be wary of the punches they throw your way. And in truth, the …
An SDRev Round-Up In sales development, a lot of best practices are widely agreed upon. Voicemail is not one of them. Trey Harnden brought this up in a recent LinkedIn post, where he posited the idea that leaving voicemails is counterproductive because he only ever receives callbacks when he doesn’t leave a message. And his …
A look back at the top 3 conversations in our Slack channel over the last week or so. The Good, The Bad, and The Ugly of LinkedIn In our #quickquestions channel, Tom Slocum wanted to know if there was a better way to see the status of his LinkedIn connection requests without manually having to …
Even during this pandemic, events can be a great way to find warm, in-market leads looking for solutions like yours. But there’s a caveat. You need to have a team and process in place to capitalize on these new opportunities in order to take advantage of the platform. So what should that process look like? …
As we all know, in sales, competition is the name of the game. Regardless of their motivation, it doesn’t take an expert to notice that the most competitive reps are the ones who hit their goals most often. There’s a clear correlation there and it doesn’t need much extrapolation. Instead, let’s focus on the competitions …
It’s no secret in sales development that the career of an SDR is pretty short-lived. Most analysis puts the average tenure of someone in that role around 14 months; just a little over a year. Considering the fact that most SDRs are relatively young with decades of work yet to come it begs the question: …
You can do all the research in the world, but most of the time you still won’t know the kind of prospect you’ll be talking with until they answer the phone. Someone with a very serious LinkedIn profile could be chock full of jokes. The 7’ tall CXO you reach out to might sound like …
Sales is exciting, they said. Sales is competitive, they said. Sales never sleeps, they said. They’re wrong. Sales is boring, tedious, and difficult. When you’re surrounded by AEs closing deals and building connections, being an SDR is a chore, and cold calling all day proves to be a time suck at best. If this is …