Podcast episode
Double dialing, picking up the phone when you get an objection, and sending free coffee (Ashley Kelly, Sr Director of SDR at Brex)
30 Minutes to President's Club30 Sept 202027 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Send Nick a coffee so he can feel important too 100 activities per day - mix up phone, email, LinkedIn, and Sendoso Multiple dials per day - don’t hesitate to hit one contact multiple times Dial around the organization - get intel from the CFO, use it on the controller Pick up the phone the moment you see an objection and hit ‘em hard Ashley Kelly’s Path to President’s Club: Sr Director, Sales Development at Brex Co-Founder, SDReady Director, Sales Development at Lever RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
and scrubbing done within like a three hour time frame. Can you walk us through what that process would look like of like, Oh, shoot, I've got I got to get 50 accounts in the next two hours. Like, how do I like do that research and get the contacts like figure out if it's closed loss or this or that? Like, how do you do that in a way that you don't get lost in the weeds? “As far as the process, they're then looking for contacts.” So looking them up on LinkedIn, finding CFOs, any director higher in finance, but also making sure like if there is already a closed loss opportunity on the account, what was the closed loss reason and then that goes back to, you know, the two different sequences that you would be sending. We also have our account scored.
In Prospecting
And I think in order to be a good salesperson, you have to face adversity and figure out like the mental strength to get over that and figure out what that is. And then the second piece for SDRs getting ready to be promoted to AEs is starting to like really do the job. I always recommend that they follow a deal, full cycle, that they have prospected and “be on every single call with the AE until it becomes a customer.” Have the AE blind copy you on different emails so you can see like what's really involved. I think SDRs kind of have like blinders on in the sense that they do all this work to get the meeting scheduled. And I think once the meeting is scheduled, like it's done, it's now a customer, right? And that would not be awesome.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.