Life Hacks - 3 Things Every SDR Should Do in 2021

Your job is freakin hard. Here is a short list of EASY things to do in 2021 to stay productive & happy.

Sales is effin hard.

Most targets are designed to only have 65% of their reps hit quota. Which puts you at a MAJOR disadvantage from the jump. Then add the following:

  • Account Executives busting your ass for better leads

  • Once a new month approaches your board is wiped clean. No matter how well you did the month before.

  • Managers might be constantly shadowing your calls or “micro managing” your touchpoints.

  • Limited opportunities for promotions.

Now lets add in a flippin’ pandemic, maintaining a relationship with your loved ones and trying to stay healthy.

Life’s not easy right now.

Here are 3 things you can do starting tomorrow that will pay off in the long run.


1) Always have a vacation booked within the next three months.

  • This will help you stay productive and motivated. It’s a short term goal you can work towards and at the end of every quarter you have something to look forward for!

    2) Save 50% of your commission paycheck.

  • This is pretty self explanatory. If you’re a fresh grad and you’ve been fortunate enough to land a job at a tech company in sales, it’s likely you’re probably making more money then most your friends. Be wise! Build long term wealth! The last thing you want is to be reliant on commission checks for your rent. You don’t need that type of stress.

3) Do not work more then 45 hours a week.

There is no honor in working 50-60 hour work weeks. There is absolutely no reason why you can’t make 80 touchpoints per day between 9-5. If you find yourself working long hours it's could be a few reasons

  • You’re disorganized. Get an agenda planner and document how you spend every hour of the day.

  • Your sales ops is a mess. Find the problem, look for a solution, let your manager know. Trust me, they’ll be thankful.

  • Your company stinks. If EVERYONE is working this long. Take your talents elsewhere.


Happy 2021 everyone.

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My Top Performing Email

Hint: It's less then 5 words

Cold email is becoming a HUGE talking point heading into 2021.

As people are using their phones less for talking and more for communicating via email/text sales professionals are toning down with the dials (though I argue you should still call a ton) and they’re revving UP the emails.

So what does a good FIRST email look like?

Here is a short list of a few MUST haves when emailing a prospect for the first time.

1) A personalized introduction.

2) A compelling case study in the same vertical/industry.

3) A clear CTA

Something like this:


“Heya (First name),

I saw a post you made on LinkedIn regarding how Excel does a poor job at managing version control. Couldn’t agree more.

(Insert LinkedIn Post)

I was reading this case study my marketing team put together on a recent client of ours (they’re also in the manufacturing space).

We were able to take them for multiple different version to one centralized space without any security being compromised.

(Insert Case Study)

I thought of you and your post instantly!

Would love to hear your thoughts on the case study and see if we can get you to one central place to manage all your financial statements?

Does Thursday afternoon or Friday morning work?

Thanks”


An email like this should get you a 10% reply rate.

BUT, don’t stop there.

After two days, reply to that email with a simple


“What are your thoughts on this?”


You’ll double your reply rate. ;)

CRUSH 2021!

Don't just pick up the phone...yet

Why your first touchpoint shouldn't be a phone call attempt when performing cold prospecting.

You: “Hey, Jim?”

Jim: “Hey, who is this?”

You: “Sorry for calling you out of the blue, I was calling beca-”

Jim: *Click*

You: “Hey…. Jim? Ya there?”


If you’re an entrepreneur, business owner, or sales rep. This happens to you every, freakin, day!

You’ve probably convinced yourself;

“Hey, it’s just a numbers game.”

“It’s a part of the process.”


While this is sort of true… getting hung up on doesn’t have to happen as frequently as you let it happen.

What sales professionals forget when they make cold dials is that not only are they the sales engine for their company but they’re also the marketing engine.

So, let’s do some marketing work first!

Email over a case study, connect with your prospect on LinkedIn, comment on an article they posted, or congratulate them on a recent award or promotion via social media.

Look how different your first call will sound if you try something like this.


Step 1: LinkedIn Connection Request with a message.

Message: “Hey Jim, feel free to use me as a back-pocket resource if you ever need help automating your FP&A processes. I’ll email you over some case studies in the meanwhile.”

Step 2: Email over case studies.

*48 hours later*

Step 3: Phone Call


You: “Hey Jim!”

Jim: “Hey, who is this?”

You: “Jim, it’s Ahmed. We connected over LinkedIn and I sent ya over a few cases studies about how we helped company XYZ automate their budgeting & forecasting processes. I’m assuming you maybe didn’t get around to reading it yet is that correct?”

Jim: “ Yes, that’s correct, sorry about that Ahmed”

Ahmed “Don’t sweat it, if you’ve got a few minutes I’ll walk you through the case study now…

Three things can happen here:

1) They did read the case study. Which, AMAZING!

2) They didn’t read the case study but will let you walk them through it now.

3) They didn’t read the case study and don’t have time to chat, you’ll kindly oblige and schedule a proper follow-up and pencil it in their calendars. Be specific.

“No problem Jim, does tomorrow same time work for a quick chat? I’ll throw something in your calendar.”

All three of these options are far better than the first scenario. So what exactly did we do here?


BOOM, what you’ve done is built a reference point and some rapport before the call. This builds credibility and trust. Which is your “marketing engine” going to work.

This will in turn make your cold call, not so cold after all. :)

Happy hunting, crush 2021!

Learn these 4 KPI's to rock an SDR Interview

Let's face it. Tech is overrun with lame jargon. Learn some here to impress hiring managers.

MAL = Marketing Accepted Lead.

A MAL is simply ANY and every lead. Despite quality or qualification if you’ve set up a form on your website and someones filled it, marketing will count this as an MAL.

MQL= Marketing Qualified Lead.

A MQL distills your MAL’s and only includes leads that fit your target customer. For example, if you’ve generated 100 MAL’s but 5 of them are students, and 10 of them don’t have real contact information then you’re only left with 85 working leads. You’ve generated 85 MQL’s.

SAL = Sales Accepted Lead

A Sales Accepted Lead is when an Account Executive speaks to an MQL and “qualifies” it. Qualification is typically done through this method:

BANT

B= Budget - Can they afford what I’m selling?

A= Authority - Am I speaking to someone who has the authority to make a purchase decision.

N= Need - Is there a need for what I’m selling? Has the prospect expressed pain that I can help solve with my solution?

T = Timeline - Will they implement this solution within a reasonable amount of time (rule of thumb is 1 year)

SQL = Sales Qualified Lead

A Sales Qualified Lead is a lead that is now in “pipe.” IE, an Account Executive is actively working the account and is in constant two way communication with the prospect. The Sales rep and the prospect are likely discussing demos, pricing, contracts, and implementation.

Short and sweet! But remember these phrases

BANT

MAL

MQL

SAL

SQL

CRUSH IT!

Get the Job: 3 Ways to Stand Out

How to get a Hiring Managers Attention. Introducing “PNP”

Last week, I wrote an article about picking the right start-up to launch your career in tech sales. I’d recommend giving that a read first. The last thing I want is for you to develop the craft of a perfect resume and outreach only to land a job at a shitty startup. 

But! If you’re ready for it, here’s my formula, and here’s what I found helps candidates stand out.

PNP. 

Personalize, Numbers, Passion. If you can do these three things in your outreach you’re going to move your resume from the inbox of where thousands of resumes I and other hiring managers get, to into our calendars with scheduled interviews.

Personalize: There are a ton of ways you can apply for a job. LinkedIn, Indeed, via a recruiter, etc. If possible, always apply directly from the companies website. You want to highlight you took the time to do some research on the company and you didn’t just click on the first fifty postings you found on Indeed. 

Secondly, always send a note to the recruiter or hiring manager after you’ve applied. A connection request along with a note via LinkedIn goes a long way.

I once had a candidate reach out to a few reps on my team asking what it was like to work at our company. He asked about culture, how I ran the team as a manager, and what our values were. 

The next day I had two of my SDR’s tell me to look our for an application through our website because they thought he’d be a great fit. One month later, he got the job.

Numbers - In sales what you’ve accomplished is easily measurable. So if you have any sales experience at all please highlight this! And be specific! Do not tell me, 

“I hit quota in 2019” 

Tell me, 

“In 2019, I generated 86 qualified appointments leading to $563,000 in pipeline revenue and $125,000 in closed revenue. This put me at the top of my team and 124% to my annual quota.”

Both say the same thing, but you see the difference? 

If you don’t have sales experience don’t be afraid to talk about your grades, other jobs where you had KPI’s, simply don’t be afraid to brag! 

Passion - Find a subsect in tech you’re passionate about! It could be financial planning or it could be healthcare.  We’re watching tech disrupt industries across the board. Don’t just pick any vertical, find something that excites you. 

Highlight a passion for the role & company too. Don’t be afraid to share your honest thoughts that’s how you unlock your passion and come off as authentic. Even if you may feel slightly over your head, or that you don’t fully understand the role the last thing you should do is B.S it. As long as you come across that you’re excited, eager & coachable you’ll go a long way. 

Fortune favors the bold. 

5 Steps to Hiring the Perfect Sales Rep - SalesForce Search

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