6 tips on how to be a top SDR
In today's issue, I'm sharing 6 ways you can use to be a top SDR and speed up your career.
I've used those 6 tips to help me crush my quota and got 3 promotions in 6 months at Chili Piper.
But before joining Chili Piper I was not doing all this.
So, what changed?
I started using different approaches to learn about the SDR role and develop my business acumen.
Unfortunately, a lot of SDRs think someone will coach them or give them all the answers.
Or they are too focused on the tools to get results in their roles.
But it's not the case.
You are in control of your career and your performance.
Today, we are going to talk about what you can do to be a top SDR.
Tip #1: Study your prospects and customers
This one is the most underrated but has the most impact on your growth.
You need to understand your prospects and customers.
Because you are going to talk on the phone or via email with them.
Generally, you've never done their jobs in your life.
So how are you supposed to understand their job?
Companies don't train you on that, so you need to spend time learning about your customers.
Listen to customers and prospect calls
You want to listen to the word they use because your marketing or sales team will give you a pitch with words that your prospects never use.
On those calls:
Understand why they take those calls.
The problems they have.
Thanks to that you will understand what resonates with them.
What can you do today? Go on Gong or another tool, listen to those calls.
Don't have recordings? Jump on your prospects' calls with your AE.
I'm learning so much when I listen to a prospect or customer call.
Consume their content
I'm not talking about the content your company produces: ebooks, blog posts, etc.
I'm talking about the content your prospects consume:
What's their favorite podcast?
Their favorite blog?
Are they part of a community?
You need to figure out the content they consume on a daily basis and listen to it.
I'm still doing this to understand our marketing personas at Chili Piper, for example, weekly I listen to 1 or 2 episodes of the State of Demand Gen podcast.
Tip #2: Spend time with your company's top performers
Your top performers are a great resource to learn.
What you can do with them?
Talk with them.
Shadow them.
Study their process
Listen to their calls or the recordings.
Spend 30 min with them per week and absorb as much as possible information.
Today: Reach out to your top performers and ask them for a 30 min chat.
Don't have a huge team or a top performer? Reach out to a top SDR from another company.
Tip #3: Self-development
I love so much this quote for self-development.
Formal Education will make you a living… Self Education will make you a fortune. – Jim Rohn
If you think about this for your career. It'll help you speed up your learning curve and career.
The onboarding and training at your company are not enough.
You need to spend time and money on your own to learn new skills.
How much do you spend per month on self-development?
What podcasts are you listening to? How often?
What you can do today?
Start listening to 30 Minutes to President's Club
For example, I spend between 100 and 200 euros per month: buying 2-3 books, and being part of Pavilion to learn on top of all the training I'm getting at Chili Piper.
Tip #4: Talk to your peers
Same as with top performers, you want to talk with top performers from other companies.
To learn about their process, what works for them, and what doesn't.
Their favorite books, favorite podcasts, etc.
When was the last time you talk to an SDR from another company?
Today: Add 5 SDRs from other companies and ask them if you can have a quick chat with them.
Tip #5: Find mentors
Even though you are starting your career.
You need to find someone ahead of you in their career.
Talk to someone who has already done the job but not 20 years ago.
You can have a mentor in career development, 1 in prospecting, 1 in closing, 1 in management, etc.
Depending on what you want to achieve in your next role.
What can you do today? Reach out to 5 people in the job that you want to have. Example: SDR manager, SDR director, VP of sales, etc.
On top of that, try putting yourself in the environments where you get to work with people like that every day: joining the right company.
When you put yourself in the right situations with the right people with the right mindset, mentors will oftentimes find you.
Tip #6: Learn copywriting
I was thinking a lot about this one. But it's a key skill for SDRs too.
When you think about it you write cold emails and LinkedIn messages every single day.
So knowing the right word to pick your prospects' curiosity are mandatory for you role.
Because it's going to help you write sequences, write cold emails, and LinkedIn messages.
You can read this article to start: 5 Quick and Easy Copywriting Rules to Live By - Dave Gerhardt
And here're Dave's 10 Laws of Copywriting:
Learn how people make decisions
Find the selfish benefit
Learn to tell a great story
Write like you talk
Use customers words
Write choppy copy
Be specific
Nail the headline
Always give proof
Address objections upfront
So, there we go. Thanks for reading.
That's all for this Sunday. 6 simple tips for SDRs.
Quick Reminder: If you like my emails please do “add to address book” or reply.
See you again next Sunday.
Cheers,
Elric
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