For absolutely everyone, perfection in prospecting is a moving target. There is always something new to learn, or some skill to improve on or something to stop doing immediately! While there are always going to be areas for marginal gains, there are three things I’ve identified that tend to move the needle for those who... Continue Reading →
It has now been a year and a half since I transitioned from being a high school English teacher to a Business Development Representative (B.D.R.). At the time of this transition, I had absolutely no idea what the next career path would be for me. At an early age, my brother always told me that... Continue Reading →
When I worked at Breadcrumb (Groupon), Soldsie (Chris Bennett), and Main Street Hub (GoDaddy) we tested remote SDRs and ISRs. Why do I say tested? Because it was never officially allowed, only sometimes accepted. Interestingly enough I’ve personally managed ~500+ different sales reps over my career and most of them were working in-person with a... Continue Reading →
Ask any SDR (or SDR manager) what their top challenge in the job is and I am confident one item which will come at or close to the top of the list is how to deal with no shows and cancellations. To an extent, no shows and cancellations come with the territory. We are booking... Continue Reading →
From a leadership perspective, understanding the top characteristics of high performing SDRs is a crucial element in building a winning team. Making the right hire should have a tremendously positive impact on your team’s overall pipeline, but keep in mind making the wrong hire can make an equally negative impact by wasting time and hurting... Continue Reading →
We all understand the importance of training, whether you are starting a new job as a rep or a VP. In fact, companies are investing in all possible resources to make this experience productive for us. The duration of this program might change from a month to two, depending upon the organization we are part... Continue Reading →
Are you an SDR? Were you left out of your company’s Sales Kickoff? If so, you absolutely should not have been. I mean, it’s a free mini-vacation, right? WRONG! Sales Kickoff is a goldmine of opportunity for SDRs. My opinion is that everything there is important for SDRs. You’ll network with all of sales -... Continue Reading →
If you are anyone like me, as a recent graduate, it is an uphill battle trying to find that first job outside of college. Despite doing everything right, going to a solid school, having a killer resume, and having some prior job experience, I kept hearing no after interviews. Most of the time, I got... Continue Reading →
Personalization will make you stand out from the rest of the herd. From working as an Outbound Enterprise SDR for several startups within various verticals, for IBM, and as a Sales Coach at a tech sales boot camp called AlwaysHired, I can not tell you how often personalization is overlooked by so many, but done... Continue Reading →
When I started as an SDR I was given a list of 12 pieces of software I would have to learn. 12! And while some are incredibly simple and accomplish a specific task well like Chili Piper, others are more complex and less welcoming. And it’s those more complex pieces of software that I want... Continue Reading →
What’s the problem with technology? Sales development has changed a lot over the last decade, there are a number of reasons for this, but a key catalyst is technology. Nowadays it there is a piece of technology or tool to help with every aspect of an SDR role whether it be a contact database such... Continue Reading →
Make the dials, follow up, it’s the words we constantly hear in the life of an SDR. I can remember beginning my career and trying to figure out the recipe for success as a young sales professional. What’s the right number of dials to make per day? How long or creative should an email really... Continue Reading →
For decades, teenagers used to spend their weekday evenings doing two things: listening to the radio and talking on the telephone. I distinctly remember being in my room, chatting with friends on the landline, and listening to the Hot Nine at 9 on my favorite station. As technology has changed, so has the way young... Continue Reading →
Hi (Prospect), Congratulations on your recent promotion to Director of Recruiting! Given that (company) just received $30 Million in Series B funding and you expanding your workforce, we thought it would be valuable to connect. We are helping similar companies to hire more effectively using AI, machine learning, continuous monitoring, and real-time updates. Would Wednesday... Continue Reading →
An old, withering woman with slightly bent bifocals answered the door. “Hi ma’am. My name is De..,” “Not interested,” she interrupted, closing the door almost immediately. I reopened a slightly damp umbrella and started walking to the house next door. This time, a middle-aged man, probably in his low-40s cautiously opened the door, staring intently.... Continue Reading →