69. How This Top SDR Consistently Exceeds 129% Quota in the Restaurant Industry - John Cianello, SDR at Fourth

In this episode, we'll discuss:

• Prospecting current customers and prospects
• The signals John uses to reach out to his accounts
• Strategies for engaging an industry that is not very active on LinkedIn

John Ciannello is a top SDR @ Fourth.

John started as an SDR six months ago and averages 130% of his fully ramped quota, achieving 500% in his second month of onboarding.

Connect with John on LinkedIn

https://www.linkedin.com/in/johnciannello

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Connect with me on LinkedIn: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.linkedin.com/in/elriclegloire⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Chapters

(00:00) Top-Performing SDR

(02:22) John's Onboarding and Initial Success

(04:37) Engaging with Prospects

(06:56) Handling Corporate vs. Local Decisions

(09:21) Using Texting as a Tool

(11:45) Balancing Prospecting Between Customers and New Prospects

(14:07) Effective Use of Triggers

(18:50) Strategic Calling and Balancing Quality with Quantity

(23:24) Cold Call Strategy

(30:33) Advice for New SDRs