SDR to Manager We all have mentors – the beauty of these people are the path they helped us pave in our professional careers. They kept us focused, motivated, and truly took an interest in catapulting us to places we never thought were attainable. My mentor isn’t a “Thought-Leader” on LinkedIn and he doesn’t have... Continue Reading →
A recent LinkedIn post asked if someone would consider tackling the topic,"How to manage objection handling for cold calls, without being too pushy” I wasted no time forcing my way on the post and making sure I was the guy who wrote the article! Of course, I am being a little flip there. All level... Continue Reading →
Training, help, and tools I realize that the typical SDR team has targets, a manager, and training meetings regularly. There is an AE looking at you to find out when their next appointment created by you is scheduled for. Social selling and the “slower” approach may feel like the least sensible way to prospect when... Continue Reading →
I went to college for Psychology because I wanted to figure myself out. I could see my real self in there somewhere. I could see the real world out there somewhere. Behind everything, behind what we were told by our parents and teachers, there was an absolute truth that I could taste and feel and... Continue Reading →
Stop. Stop what you are doing and read this... it just might save your life... and your paycheck. You're probably wondering why you don't get many e-mail responses, why no-one picks up your calls, or why you keep getting "lucky" when your personalized note hits... the SPAM box... How'd I know? Well..for most of... Continue Reading →
Effort is defined as, “a serious attempt” or “something produced by exertion of trying”. Future NFL Hall of Fame Linebacker Ray Lewis says “effort is between you and you. Effort ain’t got nothing to do with nobody else.” So why don’t we get results if we try harder? Many of us transition out of physical... Continue Reading →
Many in sales fear overcoming the dreaded “Holiday Objection”. I’ve found, through experience, that these objections can not only be overcome, but the holiday season can actually be used to create the perfect selling scenario for you and your client. Sales professionals shatter their holiday goals by anticipating the objection, creating exclusivity to enhance urgency,... Continue Reading →
You’re having a glorious month. Everyone that you’re connecting with on the phones is listening to what you have to say and committing to a meeting. You see your name at the top of your team’s alesforce dashboard everyday. Yet, why can’t you shake the growing cold sweats as each day inches closer to the... Continue Reading →
Not long ago I was patiently waiting in line at a grocery store’s deli for an item, when I had the unpleasant experience of witnessing a very impatient and overly rude customer. The customer was verbally berating the deli worker to "hurry it up" with her order and to make sure she didn’t "screw it... Continue Reading →
Before drilling down into specific points, it’s often helpful to consider the big picture. Will this individual be a successful sales professional not only in the short, but long-term as well? When it comes to the art of selling, the biggest factor in determining someone’s success is training and enthusiasm. Even if you have no... Continue Reading →
At 4:23am in the morning, I hopped in an Uber to the airport, and it was the start of something pretty amazing that would take place during the next 36 hours. No, this amazing experience was neither a surprise free breakfast nor heated seats. Instead, I received the gift of new appreciation, clarity, a sign,... Continue Reading →
Phone What happens when your email goes to spam, lost in the shuffle, or it’s just flat out ignored? What happens when your InMail is unnoticed? Well, we can’t cold call, cold calling is dead! After all, in 2007 it took an average of 3.68 cold call attempts to even reach a prospect. Today it... Continue Reading →
There has been a ton of new sales technology in the last 5 years that has made prospecting easier and given reps the ability to be more creative with their outreach. Platforms like LinkedIn, Salesloft and Vidyard have made it easier to incorporate social selling, customized emails at scale and video into a rep’s arsenal... Continue Reading →
“Hi, I saw you had a chance to stop by our booth and I was wondering if Blah Blah Blah…” Yes, unfortunately you are not the only SDR that is using this format with the hopes of getting a meeting by placing everyone in their territory whom attended an event, into a cadence then firing... Continue Reading →
Sales development is tough. It’s the first step in the client acquisition phase of the sales process, and a very difficult task by anyone’s standards. It is an essential piece to every company--especially those that are trying to take their business to the “next level”. That’s what makes the SDR role so unique. We are... Continue Reading →