SDR Management

5 Triggers to Warm Up Your Cold Calls

The colder the call, the taller the wall. Prospects are constantly overwhelmed by sellers trying to start conversations, which has forced many buyers to numb themselves to sales outreach and avoid strangers with a brand to pitch. After hundreds of repetitions being interrupted by cold prospecting, it’s inevitable that buyers are reacting by raising the …

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The Secret to Successful SDR Event Follow-up

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? …

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You’re Never Too Awesome to Have a Coach

Sales coaching has many different forms. On bigger teams, it can come from sales leaders in player/coach roles, sales operations leaders, and more. There are also many Slack micro-communities where reps help each other learn. I’ve only worked for startups where sales coaches aren’t always made readily available and right now, I work with two …

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What SDRs Need to Learn Before Getting Started with Cadence Tools

  The Problem Are cadence tools killing Salespeople? Every onboarding plan for an SDR team involves sessions around technology. How to use Salesforce, Marketo, Refract, LeadIQ, Salesloft, Outreach, Vanillasoft, etc etc etc. Often these sessions are of a similar length to the sessions provided on ICP, learning how to cold call or what the marketing …

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Using the levers of management

5 Overlooked Management Skills for SDR Managers

Business development and sales development managers are often former reps, which means they’re well-trained on the technologies and processes needed for the role. However, sales development is a unique function to manage: it’s a fast-paced, competitive environment usually filled by entry-level sales professionals. With so many different new personalities, generations, and motivations emerging in the …

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