SDR? Read This
32: Few daily reminders to help you...
Hello ladies, gents, cartoon animals, and others.
Before we go any further, remember we are sticking to one article this week.
Something for SDRs or those that are yet to break in. The plan was to get as much information as possible in one article to make things easier and not spam our reader’s inboxes.
Doing it “one-liner” style.
Better said to make things easier for SDRs to navigate and not spend their time on useless activities that are not bringing any real value. At the same time, it is something to position yourself and remind you of what is bringing value when it comes to being an SDR that will hit quota.
Already in the SDR role? Move forward.
Complete list of how to break into tech sales click on the article below.
Applicable (one-liners) advice
The max time you want to spend in your SDR role is 2 years
The high quota doesn’t necessarily mean good opportunity. You have to be careful with those
Teach yourself to hear “No”
Going the startup route with no real market fit is a one-way ticket to not hitting your quota and burning out
Most of your time should be spent prospecting. Not on PlayStation
Becoming emotionless to rejection is a long-term key
Rejection is not personal
Status is part of the sales game learn to use it to your advantage
Understand the product you are selling and what it does
If you hate prospecting save yourself time and switch your career to something else
Daily remind yourself that buyers are liars. Don’t hold anything against them that’s human nature
The easiest way to get better? Put more reps in
New SDRs should ask their AEs to join the calls. Write down all the industry pain points (ones you hear on call) and use them with the new prospects
If prospects don’t show up in 10 mins on call → decline the calendar invite. Most do come running back and asking for a new one
Keep your emotions in check when it comes to calls. Nothing loses respect faster than a prospect who is feeling your excitement.
High stress tolerance will get you far
Learn to use all outreach channels. Don’t focus only on one
Don’t assume while talking with your prospect. Learn to dig deeper
Always choose a good logo > high quota. Selling will be easier
At least 10 - 15 hours per week should be on cold calling alone
Record your sales calls
Research before every sales call you have
The ego is the enemy of sales
Remove words that make you sound weak
Start paying attention to the frame
The purpose of a cold call is not to sell but to discover
Don’t give yourself “downtime” while on 9 - 5. If you find yourself having free time turn it into prospecting.
Understand terminology. Help yourself with the article below:
Talk slower while cold calling. Most rush without ever noticing
If your company is being “anti-cold email” or “anti-cold calling” escape asap
Focus on automating your daily activities (such as reporting). Most can be done with Python. Give yourself a week or two.
Become comfortable with silence
Money is in follow-ups
Your #1 revenue-generating activity (in most cases) will be cold calling
Try to get deep insight into the industry and understand what your company is selling/offering
When cold calling your prospects, never call them at a full hour or half-hour mark. Less chance they are meeting or starting a new one.
Don’t bother prospects with stupid questions
Startup life will be either heaven or hell. Be careful
Don’t be afraid to use blackhat methods → such as AI-generated females
If you are not ready to grind SDR career is not for you
Always ask open-ended questions that will either qualify or disqualify your prospect as a good fit
Dont lead with convincing, instead lead with problems
Tip for prospecting? Get their focus and attention
Learn to slow down - especially if you are doing demo / call / presentation
Keep notes at all times
Learn the tools on your 9 - 5. The better you get at them your life will be easier.
Don’t be afraid to disqualify
Learn to name-drop competitors in a subtle way
Outcome independent mindset = win
Should bring value or at least remind you of what you should focus on.
Take what you like → apply it to your situation → discard the rest.
Looking for more SDR content? Check out the tips below.
Enjoy the rest of your day.
Trying to find email addresses for your cold outreach? Findymail - affiliate
Trying to break into Tech Sales? Break Into SaaS - affiliate
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