For most sales teams in the Tech Startup world, SDR's are primarily built for two main reasons -- qualify inbound leads and generate outbound conversations. The task is pretty simple. Go after your target accounts, find the right contacts, and figure out the best way to intrigue them enough to take a call. For some... Continue Reading →
I started my sales development career more than a year and half ago and have never been more pleased with the decision I made. I’ve prospected into enterprise accounts and trained next level SDR’s, but one aspect remains consistent throughout it all, the childlike love I have for getting the next big account or seeing... Continue Reading →
Sales Development is hard. Jump into this post for some easy tips on how to start your SDR career right!
To be honest I’ve never been much of a Celtics fan (or a Lakers fan for that matter), but as a kid I used to re-watch the playoff match-ups between the Showtime Lakers and the Celtics on a near weekly basis. I found it fascinating how Larry Legend, while clearly outclassed athletically, was able to... Continue Reading →
I spent the first 3 months of my job as an SDR doing the most self destructive thing an SDR can do; sending generic sales emails in bulk. Colossal waste of time. I’ve been an SDR for almost two years now, and the most important thing I’ve learned so far is time is money. The... Continue Reading →
Tick tock goes the fiscal year clock. As a Sales Development Leader you often find yourself wondering, am I doing the right thing? Will my decisions have a positive, or negative impact on my team? Am I adhering to industry standards? I was tired of taking directions from VPs that I knew wouldn’t work,... Continue Reading →
The more time that I spend in SDR land, the more I realize that SDRs are truly a unique group of people. In many organizations, SDRs are considered the fuel that runs the machine. It's actually an interesting concept to think a bit deeper about that phrase because fuel is nothing like the machine. That... Continue Reading →
I’m consistently being asked questions about my process for interviewing, hiring and developing/training SDR talent in the Bay Area. So when I was asked to create a piece for SDR Huddle, I decided it was time to share my tips and tricks for discovering talent, developing talent and what to look for – or what... Continue Reading →
Culture is meaningless. The word itself has become a catch-all for perks and amenities companies offer to compensate for poor work environments. Everyone says they have great company culture and screens for culture fit while hiring but few can clearly articulate what that looks like. So why does everyone keep bringing it up? Because strong... Continue Reading →
As I sit here and watch the top two college football teams face off for the national title – I can’t help but think of the parallels between coaching a top college sports team, and coaching a high producing Sales Development team. Inevitably, your top players are going to leave you. Where you can expect... Continue Reading →
I started my SDR career just over 3 years ago, and there's one major thing I did in my first 90 days to ensure future success: make a ton of freaking phone calls. I averaged over 250 outbound calls a day for my first 90 days. It may seem like an impossible feat today, but it's... Continue Reading →