Your First Week As An SDR / BDR
Your First Week As An SDR / BDR
1: Its not hell...
Hello ladies, gents, cartoon animals, and others.
Getting used to Substack is not an easy task, but we feel like the platform can be considered a “home” for our future writings. Today’s topics?
Decided to give out some tips for my future Chad SDRs. Especially applicable to those young guns who are finishing college or trying to break into the role.
First week as an SDR will be one of the shitties ones when we are talking about your career. With new faces, new challenges, and new processes, you will still be softly pushed into finding valuable prospects to keep your fat VP happy. His wife's LV bag won’t be bought without YOUR effort.
Do you think that your future team will support you as in the picture below?
Well, you are in for a surprise.
Preparation
You should prepare yourself as much as you can.
Read all of the materials you can get your hands on related to your company, and try to gain knowledge on processes and how your new company does things - you can even contact ex-employees if you feel brave. Before someone bashes us that this part is not important “because you are an appointment setter as an SDR”. That person should not be taken seriously anymore - important.
We are going for top SDR here.
Quite a few SDRs lost meetings because they didn’t have enough knowledge when it came to how the business operates on a daily. Got time on your hands?
Do a “sneaky” LinkedIn search where you will “locate” all of the key decision-makers from different departments. Now do a little background research on them, what they like, where they went to school, and how you could create the best “possible connection” with them.
Young guys don’t know, but in every corporation/firm (business of any sort), social dynamics are key. Even more crucial when we are talking about promotions, raises, and all that matters when someone is working 9 - 5.
Day 1.
Outside, it’s going to be the worst weather possible, extremely hot - cold, or rainy. Everything will work against you. We suggest that you also check your tires and wallet the night before you head into your first day because there is a chance they will either be flat or missing. Unwritten rules.
Things you need to take care of for the first day heading into your new position:
Look presentable (haircut, beard, properly fitting clothes)
Say hello to everyone
Positive attitude
Without Tux and Bowtie.
On the first day, you will not be one of those who break hands while handshaking, and you will also not be one of those: “I know everything”. Ones that later in the few days stutter while doing the cold call. Put everything else aside. You don’t have to worry about the first day, it’s not that something important will happen anyway. Remember you are there to leave a good impression.
Not to try +1 everyone you have met.
It’s Not Hell. But…
As soon as your first week passes, you'll get that anxious feeling that this is not the right place for you.
Everyone will seem like a jerk and the processes that your new company does will feel too complicated. Your AE could also be a “hard-to-handle individual”. Unfortunately, you have to put that aside and listen to his BS.
In general, it's not hell, but you will feel like it's one. This is completely normal, we have all been there.
First 30 cold calls?
One of the worst experiences you will not forget easily.
Your first “no-show to a meeting” will break your heart more than high school Stacey half of the school, and you were in love with it. Let’s be honest you will suck as a new guy. In case you don’t have any experience with cold calling or outreach in general it will be terrifying and painful at first. Once you pick up the rhythm, things will start to look better.
Skills that you will develop over time and under pressure will be those that you could apply to most of your life aspects. Giving you a big skill advantage.
Relax and understand that you are:
Working on a performance (Only way to go when it comes to 9 - 5)
Building lifelong worth skill set (Comfort with discomfort)
Putting yourself out there (Chad SDR is hard to come by)
We will not break down points 1) and 2) but what it means with point 3) is that you are creating sort of a name for yourself - a personal brand, they call it. Not in an ego context. If you are a top SDR performer, all doors will be open for you.
Getting hit with 2 - 3 proper offers per month from various companies feels good → not saying this is going to last. Use it while you can.
You will experience a mindset change if you reach that point. Once you reach that, there is no coming back. Your frame, the way you hold yourself, and your perception will dramatically change. Results of change?
Strong IDGAF attitude that will either take you to new heights or break you (more on this in some other topic). Additionality test out waters - ASAP
To finish off, week 1. should be spent on learning how to navigate/learn the jungle you will be operating in and the product you are selling.
What YOU Should Pay Attention Going Forward
What matters to becoming a top SDR?
Mindset.
They don’t know any SDR that at least at one point in their career didn’t ask themselves is this worth it in the long run? Well, some of them did quit in the end, and some of them ended up becoming the professionals that every business needs.
What did those that stick up have in common? Their mindset was on point.
Everyone should understand that Sales as a career is not an easy choice. We could argue here that this doesn’t apply to SDRs - on the other hand SDRs have their own set of problems they are experiencing daily.
Next tip?
Spend that second week seeking who is the “main” SDR guy and what he is doing - you will not replicate him, but you will start observing his methods and ways.
Got a chance to listen to AE demos/discovery calls?
They are valuable. Already mentioned that the first week should be spent learning in / outs of your software and service. Discovery calls will provide you with a deeper understanding + you will get an insight into what prospects “respond” to.
Learning Company CRM will also be one of your tasks after week 1. Make sure you search everything you can on Google to make it work for you. You don’t want to waste your time on “daily reporting” and operations you should automatize everything you can (more on that later).
Got additional time after your 9 - 5?
Drop a few bucks and pick up a few books that should give you a clear high-level view of what the role of “SDR” should be:
The SaaS Sales Method for Sales Development Representatives:: How to Prospect for Customers
Fanatical Prospecting
You Can’t Teach A Kid To Ride A Bike At A Seminar (More advance)
Utilizing what’s written here and combining it with your previous experiences and knowledge should provide you with a decent start as a future SDR champ.
Putting your head down for the first 6 months and pushing hard will give you an advantage in the long run that you want to have especially now that SDR roles are becoming more and more popular. Remember that small things compound over time.
Yet To Break Into The SDR Role?
It’s not an easy task to break into SDR with the current Tech sector layoffs and macroeconomic situation, even harder to do so if you are from Europe.
Europe SDR job minimum requirements are borderline ridiculous. The situation in the US seems a little bit different, but taking into consideration the already mentioned situation, it’s not an easy task either - meaning you will have to put your effort in. It’s on you to use all of the weapons, materials, and even “mentors” to overcome Karen from HR.
Make sure you check out his way off Breaking Into SaaS Sales.
Another option in case you are still yet to break into an SDR role or looking for a way to do it we would suggest you check out Break Into SaaS: How to Make 6 Figures Selling SaaS at Home and Get a remote SaaS sales job with zero experience. Both of them are effective. No doubt. Once you land into the SDR role using the methods provided inside, you will pay it off in 2 days.
Not sure you are 100% on the tech sales path?
Trying to find email addresses for your cold outreach? Findymail - affiliate
Trying to break into Tech Sales? Break Into SaaS - affiliate