21: Top BDR: Sourced over $1m in ARR, prospecting on Facebook, cold calling, and how to handle the objections: "we’re too small", and "we use pen and paper" - Eddie Fang, SDR Team lead at Qualifi

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In this episode, I talk with Eddie Fang, Sales Development Team lead at Qualifi

Here are why you should listen to this episode, Eddie’s results in his previous role as BDR II, at ServiceCore:

• Contributed to the highest closed won quarter of all time in Q4 2022 in ARR

• Q4 Quota - 113%

• Quota: November 106%, October 146%, September 133%

• Sourced over $1 million in ARR

• Highest sourced closed won on the team

• Increased inbound meetings by 3x

• Booked the most meetings in August my first 2 weeks going live

We talk about his days in the life of a BDR II:

0:00 Intro

1:05 Who’s Eddie Fang

1:33 What’s Servicecore

2:28 The BDR team

3:30 Portable industry, and family own businesses

4:28 Buyer personas: operation manager, dispatch manager, office manager

5:03 Quota as a BDR II

6:05 SDR KPIs

8:24 Time management

11:17 Using Facebook to prospect

13:03 Time management - Part 2

17:15 How to prospect a net new account

18:57 How to rank accounts

21:16 How to prioritize your prospects

23:56 Outbound cadences: channels, and touchpoints

25:52 Focus on the influencer/Champion

26:47 Cold calling

32:45 How to handle the objection: we are too small

34:42 How to handle the objection: we are using spreadsheets

36:23 SDR - AE relationship

38:23 Favorite SDR resource

40:05 Favorite tool

40:35 Tips for news SDRs

Follow Eddie: https://www.linkedin.com/in/eddiefang/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/