The REAL SDR PodcastMay 04, 2020
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01:29:49
#30: How to Sell Yourself Internally as an SDR - Jackie Aberi
Great to sit down with Jackie and pick her brain on going quickly from an SDR to AE role. Lots of gold here, but love how she talks about focusing on the right accounts, learning how to sell to her ICP and selling herself internally.
Feb 08, 202125:04
#29: Cold Calling Efficiency Hacks - Kerri Smith
Kerri is a BALLER. Crushing quota as a single mom with 2 elementary aged kids during a pandemic and squeezing every ounce of efficiency out of an already TIGHT process. Oh and let's sprinkle in some killer cold calling tips!
Jan 26, 202135:00
#28: 10 years of Teaching to Quota Thrashing - Brett Nickles
I'm blown away by the MEAT in this episode! Brett's story, cold calling strategy, passion and positivity is off the charts.
Jan 15, 202128:38
#27: Do you KNOW your Industry? - Jeremy Burton
This conversation made it 100% clear to me how IMPORTANT it is to know the industry you are selling into. Jeremy's background in wealth management paired with his organizational skills and competitive nature is a killer combo. He ended 2020 over 130% of quota and is already crushing January.
Jan 08, 202133:07
#26: Next level Email Personalization - Nick Fuselier
Being over 200% of quota ain't easy. We break down Nick's email game as well as his keys to success which include personal brand, going the extra mile and being patiently persistent.
Dec 18, 202024:19
#25: Wanna become an AE? - Logan Payne
Logan is FRESH into his AE career and gives us SUPER tangible advice on what to do right now as an SDR if you want to become an AE. PLUS, he shares what were his keys to success while he was an SDR.
Dec 11, 202028:27
#24: Mindset, Quality WORK and Strategy - Katie Miles
Psyched to have our first SDR from London! Katie breaks down her keys to success with 3 simple, but effective points. It's all about staying true to the process, putting in quality work and having a dialed strategy.
Dec 04, 202026:20
#23: Turn Objections into OPPs - Kolton Reitsch
Kolton has the secret Objection handling SAUCE. He gives us the nuts and bolts on how to turn a NO into a YES, why product knowledge is KEY and how cold email isn't dead.
Nov 23, 202027:41
#22: Cold Calendar Invites, Texting and Video - Geno Oliva
If you want to go outside the box and learn how to get meetings sending cold calendar invites, texting and making videos, THIS IS FIRE! Geno has got a repeatable process doing the unordinary and is seeing awesome results.
Nov 16, 202034:59
#21: Emotional Intelligence is KEY - Chad Ramirez
REAL tangible advice on how improving your Emotional Intelligence will take you to the next level in sales. Chad hit 150% of quota last month and is at 95% of quota for the year with 2 months left to go!
Nov 06, 202034:11
#20: Going Above and Beyond - Jaden Schmeisser
Ever wonder what other SDRs are doing besides ripping dials and emails? Jaden is going above and beyond spearheading company initiatives, joining groups and working on a sick side hustle. Oh and he's got some fire advice on how to hit 140% of quota in the role.
Nov 02, 202033:34
#19: Selling your Opps to your AE - Caroline Ciacchini
Does it feel AWKWARD selling your Opps to an AE so you get the SAL/SQL? We go in depth on this topic and why it's important. Caroline's got an interesting history in sales, going from SDR, to AE, to SDR enablement and now in the SDR role again. We unpack these transitions and the knowledge she has gained from each.
Oct 23, 202033:06
#18: 18 years old and CRUSHING - Jed Mahrle
Think you need a college degree to be a top dawg SDR? NOPE. Jed is 18 years old, is building a dope personal brand on LinkedIn, destroying quota and has clear vision on goals for the future. Absolutely DIALED!
Oct 09, 202031:34
#17: Getting Personal with Drift Video - David Fisher
David Fisher ain't new to the SDR game, he's been in the role for over 3 years. AND he's still crushing quota. Tons of great stuff in this episode, but I like our conversation around how he uses Drift Video to get into chat conversations with prospects.
Sep 14, 202047:59
#16: Do Something Remarkable - James Farrow
James Farrow, SDR at Arctic Wolf Networks, is destroying his quota. We dive into his history as a D1 Football Player, Artist and now SDR. His mindset is absolutely dialed.
Sep 02, 202039:09
#15: Putting the WHY into Prospecting - David Dember
David Dember, Enterprise Team Lead at Sendoso, is at over 200% of quota and is in absolute BEAST MODE. He breaks into the WHY behind prospecting and how he is achieving unreal numbers by genuinely caring for people.
Aug 10, 202056:06
#14: 150 Conversations a Week - John Tuggle
John Tuggle, SDR at ConnectAndSell, is destroying his quota. His humility, coach-ability and perseverance are what have propelled him to success. He’s also leveraging ConnectAndSell to have on average 150 conversations a week with prospects.
Jul 27, 202040:09
#13: Playing the Long Game - Karen Duong
Karen Duong, SDR at Clari, is at 105% of quota with 3 weeks left in the quarter!! I love how she talks about nurturing prospects and playing the long game. Amazing insights into her process and success.
Jul 21, 202036:26
#12: Stay Committed to the Process - Michael McCool
Michael McCool, SDR at Drift, has been at 300% of quota since he started, so INSANE! Love how he talks about staying consistent and committed to the process every day.
Jul 13, 202049:21
#11: What in the WORLD is Multi-Threading - Abigail Salvador
Abigail Salvador, Sr. SDR at Gong, is at 160% of quota. We talk about multi-threading, SDR/AE relationships and a bunch of other awesome SDR stuff.
Jul 02, 202049:30
#10: Being a Black SDR - Kwame Appiah
Kwame Appiah is a Senior SDR at ZoomInfo and has been a top performer since he started. We have a relevant conversation about the lack of Black SDRs in the role and dive deep into Kwame’s success and background as a pro soccer player.
Jun 30, 202057:55
#9: Confidence is King - Antonio Esparza
Antonio Esparza, SDR at AltiSales is blasting his quota out of the water. Love his insight into being confident, hitting the phone hard and being patient.
Jun 19, 202034:53
#8: The Captain of Culture - Chris Rivoli
Chris Rivoli, SDR at NetApp, Captain of sales culture. Unlike most of my shows, where we talk about process and keys to success, Chris and I have a good honest chat about all things in SDR land.
Jun 12, 202001:02:18
#7: 300% of Quota - David Dlug
David Dlug, SDR at Stratus ip is CRUSHING his quota (over 300%) and guess how? Dave makes 150 dials a day (down from 250 when he started) and is super organized. He probably doesn't eat or drink during the work day, JK, but this guy is an animal.
Jun 12, 202028:50
#6: The Importance of Mentors - Bre Leopold
Bre Leopold, Sales Development Team Lead at CrowdStrike gives us some dope insights on finding mentors, process, LinkedIn and what it takes to be a top performer.
Jun 08, 202034:38
#5: The Dial Monster - Andy Duwe
Andy Duwe AKA the Dial Monster, SDR Team Lead at Ambition, 160% of quota, has an amazing story, going from heroin addict to top performer. He’s got incredible insight on process, cold calling and grit
May 29, 202057:02
#4: Team Selling - Shelby Whelihan
Shelby is a SDR at Tealium who has been crushing her quota since she started. She shares some of the keys to her success which include team selling, working in tandem with her AE, being curious and human.
May 22, 202048:15
#3: Prospecting into 57 Accounts - Jessica Dawson
Jessica Dawson is an Enterprise Business Development Team Lead at Clearwater Analytics. She has 57 Accounts to her name and is comped on sourced, closed won revenue, which seems IMPOSSIBLE. She gives us incredible insight on how to be extremely strategic and tap into Enterprise Accounts.
May 14, 202055:16
#2: Mindset is Everything - Shawn Winters
Shawn Winters, Sr. SDR at GitLab is at 180% of quota and has been crushing it for almost 2 years. We get deep into his process and he walks through some incredible routines, Mindset exercises and LinkedIn trickery. Shawn is the real deal SDR, absolutely dialed.
May 11, 202035:09
#1: Follow Up Like a Boss - Brennan Vaughn
Brennan Vaughn, aka the Follow Up Boss. Brennan is one of the top performers on the Enterprise Team at Outreach. He walks us through the keys to his success and gives us absolutely killer advice on Follow Up, Mindset, Cold Calling and the list goes on.
May 04, 202001:29:49