3 things you'll learn in this episode:
How to become a top performer.
How to identify your Ideal Customer Profile using your CRM reports.
How to quantify pain points during discovery calls
Join me in this episode as we unpack David Sánchez's journey to becoming the top-performing BDR at Aircall.
David's results:
First BDR at Aircall to reach the Expert BDR position.
Created $1.75M ARR in outbound sourced pipeline.
Sourced $400k ARR in Closed Won Revenue.
Connect with David on LinkedIn:
https://www.linkedin.com/in/saleswithdavid/
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📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
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(0:00) Hybrid BDR/AE
(02:25) Becoming a Top Performing BDR at Aircall
(03:23) Identifying Ideal Customer Profile and Pain Points
(06:14) Understanding Conversion Rates by Country
(07:43) Factors Affecting Conversion Rates in Different Countries
(09:38) Using Keywords and Reports in Salesforce for Targeting
(13:04) Learning from Top Performers at Aircall
(14:46) Territory and Account Management
(17:38) Becoming an Expert BDR
(20:28) Using Alerts and Buying Triggers
(22:51) Keeping Track of Alerts and Triggers
(24:20) Prioritizing Leads and Prospects
(25:20) Quantifying Pain Points
(29:32) Approach to Discovery Calls
(36:13) Quantifying Pain Points During Discovery
(39:32) Advice for Aspiring Top Performers
(47:00) Closing and Conclusion
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