Podcast episode
Mastering momentum and winning 1:1's as an SDR (Zach Landres-Schnur, Head of Sales Development @ LiveRamp)
30 Minutes to President's Club5 Jul 202329 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When prioritizing accounts, try to find the low-hanging internal research (CL Opps, Past Conversations), then move to external research (10-K, New Contact) In weekly 1:1s, do a look back on the past accounts you worked, and a look forward on the new ones. Have specific columns for the SDRs to fill in findings from their outreach. Look for triggers when you’re refreshing an account to change up messaging (New Person, Customer Move, 10-K, New Messaging) Work in 2-hour blocks (2hrs Nike, 2hrs for Adidas). Then use 1:1s to break up the day and refuel. PATH TO PRESIDENT’S CLUB Head of Sales Development @ LiveRamp Director @ Camp Kee Tov Editor @ The Big Picture Sports Blog Program Coordinator @ Playworks RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
So let's get your three. All right. Number one is have a step by step prospecting checklist. The main takeaway here is have an order of operations as you're reaching out to clients. This needs to be really structured and streamlined to ensure that you're having repeatable processes. The way that this looks like for us is a six step approach, prioritizing accounts, “internal research, external research, finding the right prospects, actually reaching out” to those people, and of course, researching them as well, understanding what they care about and then communicating with them. So that's the way it looks. But the key here, have a gold standard. What does that process and method look like? And then be consistent. Beautiful. What's number two? Number two is tighten your SDR and AE alignment. And the way we look at this is two different ways.
In Prospecting
process, right? In prospecting. And when we think about research, I really put in two different buckets. It's internal research and it's external research. So when you think of that internal research, what I refer to there is really looking at past history. If you're a mature enough company, “you maybe have talked to some of these companies before. So it's digging through your CRM,” we use Salesforce, looking through past opportunity notes, any calls, getting the notes in there. If you're using a call recording with a wingman or a gong to see what we can have from any past conversation that we can leverage in our outreach. Looking through your sales engagement platform, like a sales loft or an outreach. Understanding what has been said,
I definitely encourage my team to work 80 hour weeks and to grind and not have a personal life at all. That's, that's my leadership style fellows. Seriousness. It's hard, right? We call this an entry level job and there's a ton of things you need to do and you've got to be sharp and it's hard work. You're going to grind for sure. The way they need to come into the data is with a clear cut plan. “Know the accounts you want to reach out to go through that checklist. So, Hey,” we, I know I'm going to hit these five accounts today. We're going to hit, you know, Nike, Adidas, Puma, and Allbirds today. Here's, I'm going to start with Nike. Here's my order of operations. I'm going to start working down this, get to a point where I've got my research done. And then from there I start my outreach. You might have something that breaks up the day like a one-on-one either with me,
In Prospecting