Podcast episode
Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
30 Minutes to President's Club14 Jul 202126 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Break the mold by leveling with your prospect and recognizing that you’re a sales rep. * Find your top 3 buying triggers, in 3 minutes or less before you hit the phones. * Use email interactions as MQL triggers and prioritize those leads first. * Ask for a second chance when your opening pitch doesn’t go as well as you wanted. ====================== Parker’s Path to President’s Club: * SDR Manager @ Gong * 2018 SaaSy Sales Management Impact Award Winner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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to do a qual call. I think with every single company, it's making sure they have that initial qual call with the SDR down, right? Qualification is good, we're doing good discovery and like trying to get that consistent across their entire SDR team, but also to like having visibility “for the AE to be able to see that qual or that discovery call” for that next demo call they're going to have with the prospect. So making that handoff like seamless to the AE side. Parker, you put something in the prep doc about treating email opens like MQLs. And I'm wondering if you can talk about that strategy a little bit.
to do a qual call. I think with every single company, it's making sure they have that initial qual call with the SDR down, right? Qualification is good, we're doing good discovery and like trying to get that consistent across their entire SDR team, but also to like having visibility “for the AE to be able to see that qual or that discovery call” for that next demo call they're going to have with the prospect. So making that handoff like seamless to the AE side. Parker, you put something in the prep doc about treating email opens like MQLs. And I'm wondering if you can talk about that strategy a little bit.
as an SDR. Can you talk me through what an optimal SDR daily schedule looks like? Yeah, definitely. So what I like to do is schedule around when you're seeing your prospects answering the phone, whether it's based on your data, your team's data, or the work's data. But I always like “at least three call blocks, three hours of calling throughout the day.” something early in the morning, like an 8 to 9. Then I'll probably do a 10 to 11. And then I'll probably finish it up with either a 1 to 2, 2 to 3, or maybe even a 3 to 4 if I've got a lot. a lot of specific time to follow up on. I really tell my SDRs like, think of the task you're doing
people are going to answer the phone and when I can book demos, like I don't want to be doing administrative work. I think now that you're remote, having structure on your calendar every day is key but also setting goals for each thing you want to get done during those calendar blocks. “25 conversations and schedule one demo” have two conversations and have one lead to next steps, right? And I know if I did that hour and I didn't accomplish that, now I need to double down and get up to speed on that second one and do more so that I don't continue to fall behind. Have a working buddy with some of this stuff,