Will be starting as SDR early next year and wondering what people have to say!
-Keys to success?
-Common pitfalls?

likesmart
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Talk to top performers at your company and try to copy what they do

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Common pit falls I see with newbies-
1- not enough activity (phone emails and linked)
2- not using tools correctly. Automate where you can and sign up for alerts on your accounts
3- stopping when the going gets good. When you’re hitting your targets that’s not the time to stop and celebrate— keep pushing ahead because it will slow down
4- they think they are selling — you are not selling anything. You’re trying to book a meeting.. that’s it

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Expect hang ups and embrace “the dip” and grind through it. Just because you’re on a cold streak doesn’t mean you suck at selling. Get to know your product and your industry and always provide value to your prospects/use open ended questions to guide the prospect to realizing how your product will save them time/money. Using your discovery on phone calls is your best friend and “funnel” prospects towards a meeting. And remember gatekeepers are your friend!

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Talk to the account execs you are helping and get to know them. Forging alliances with them early on is important.

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First impressions matter - it takes over 30 instances or demonstrations to overturn a bad impression, make sure it’s a good one.

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Talk to the top performers and even anybody there longer than you. Its good to know what cadences they use, how to build a daily call schedule what your key performance indicators are and how to best understand any training and sales tips you are expected to understand. the least of these are Budget, Authority, Need and Time.

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Some basics:

Show up to meetings on time and put together: You’d be surprised how difficult this is in a zoom first world. The amount of conversations I’ve had about this would blow you mind.

Have topics ready to discuss during 1:1s: Your manager has several reps to manage. Coming prepared with topics will make their lives easier and show you’re here to get shit done.

Seek call coaching and be pro-active about feedback: Your manager has multiple reps to manage. If you’re not asking for feedback, the other reps are.

Introduce yourself to Sales Managers or other important people at the company: If you are aligned with a particular Sales Team/ Rep it’s going to be your best “in” with the Sales Org. Your manager can help make intros but it’s up to you to build the relationship… which is all part of being a Sales Rep.

Ask Questions: It’s ok to not know something. It’s not ok to not ask about it. Time and time again the SDRs who climb to the top are the ones who speak up. Being curious is a key component to being a good Sales Rep.

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Show up every morning with a plan and execute in your best ability, no matter how you feel in other word be disciplined to be the best in your company. To be the best start hang around with the best SDRs in your organization and copy their approach but make it so it fits your personality. I hope that helped. Good luck.

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