Content focused on tactical advice to help sales development managers thrive and level up as leaders within their organization.
In our last post about SDR Ops, I shared the story of how I learned about this interesting domain within sales through some tough lessons. The call to action was, “let’s discuss this topic as a community”, and our first step is to run a series of small group masterminds to unpack the topic more. …
SDROps Lean Coffee Part 2: Breaking Down the Discipline Read More »
Hypothesis SDR-Ops is not a title you often see on Linkedin. There are a few high-profile individuals fulfilling this specific function, mostly at larger companies. For many organizations, the function is fulfilled by an internal committee, or by an SDR Manager. There are challenges with either situation. If fulfilled by RevOps, the data & …
They’re More Alike Than You Think Note: Apologies in advance if you’re not a sports fan! What do the 2008 Celtics, 2012 Heat, and 2017 Warriors have in common? They all won an NBA championship behind a ‘big three.” It meant dedicating a large portion of their salary cap to a few bonafide superstars that …
“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 …
Training SDRs and BDRs is not an easy task. Sales development programs often hire reps that are newer to sales, bringing in professionals from a variety of different backgrounds and with a diverse array of experiences. For managers, this demographic for the SDR role usually implies 3 things: BDRs tend to be younger & more …
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 …
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? …
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 …
SDRound-Up As an SDR, time and workflow management is an incredibly valuable skill to develop. The BEST way to consistently hit quota is to have a solid day-to-day schedule. Morgan Ingram said it best in our first video series: “If an SDR’s schedule is organized, they’re going to have organized results. If their schedule is …
As an SDR, it is on you to learn, develop, and consistently demonstrate the basic capabilities of a successful sales development representative. Inevitably, you will have roadblocks and failures in this role, and you have to dig down within yourself to push past these discouraging moments. What tools are you going to use to …