33: How this Account Executive hit 400% SDR Quota with Social Selling (And Without a Single Cold Call) - Julia Carter, Full Cycle AE, Marpipe

For more prospecting and sales development tips, join 2'009 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Michael Tuso, Co-Founder and CEO of Callypso We talk about the new Sales Development Representative: The CDR (Customer Development Representative) or also called ADR (Account Development Representative) at some companies. Why this role will be important in 2023, how to prospect customers, how to prioritize your accounts and your prospects within an account, and do account mapping. Michael also answers questions about do you prioritize upselling first or cross-selling within an account. Follow Michael: https://www.linkedin.com/in/michaeltuso — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

9 Mar 202342min

For more prospecting and sales development tips, join 2'006 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I've been invited to the Sales Career Podcast with Tyrone Smith and we talk about my journey into SDR Leadership. I also share my view on the status of Sales Leadership and how I approach it when I'm coaching SDR teams. You will learn how good SDR Leaders focus on their team's personal goals and which skills are actually relevant. You can listen to the Sales Career Podcast here: https://open.spotify.com/show/1U5WWIVTOTl5B9p3Efw97v Follow Tyrone: https://www.linkedin.com/in/tyrone-smith-bremen/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

5 Mar 202334min

I'm finally back! After almost 2 months with 0 episodes. Super excited to be back, hope you'll enjoy today's episode. ----- For more prospecting and sales development tips, join 1'998 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Amanda Wilde, Senior Manager, Enterprise Sales Development at Loopio We talk about how to use data from a leader perspective: how to coach your SDRs, and what you use for the leadership team. Then we talk about the rep perspective: how SDRs can use data to improve their performance. At the end of the episode, we talk about the ICP Skill labs, a session that Amanda runs with her team. Follow Amanda: https://www.linkedin.com/in/amanda-wilde/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

1 Mar 202345min

Happy New Year, everyone! We are back for more episodes. ---- For more prospecting and sales development tips, join 1'904 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Jack Knight, Sr. Global BDR Manager at Fourth. We talk about how to get hired as a Sales Development Representative in this current market. His tips: Update your resume and stand out: put your headshot, and use colors to catch the eye of the hiring manager Update your LinkedIn profile: do you care about your external appearance? Ask great questions: don't ask the same questions as everyone is doing and Jack gives examples of great questions His resource: His Article: How To Break Into SaaS: A Guide To Landing An SDR Role Follow Jack: https://www.linkedin.com/in/dontdialalone/ Check CallBlitz here (Jack's company): https://callblitz.com/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

11 Jan 202317min

For more prospecting and sales development tips, join 1'852 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Brad Norgate, Senior Enteprise SDR at Cognism We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, his cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. In the end, he shares his favorite resource: Gong and 2 tips for other enterprise SDRs. Follow Brad: https://www.linkedin.com/in/brad-norgate-203383226 0:00 intro 1:22 Buyer personas, KPIs, quota, etc 10:41 Time management 22:00 Cold call framework & script 31:28 First call 33:17 Personalizing vs being relevant 35:43 Top-down approach 38:23 Favorite SDR resource 40:10 3 advice for new Enterprise SDRs 42:40 1 advice to ignore — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

16 Des 202244min

I've been invited by Reply to talk at Sales Development Excellence ’22 about how to coach, train, and mentor your SDR team to drive results in 2022, with David Bentham, Director, Sales Development of Cognism, and Jared Robin, Founder at RevGenius. ----- For more prospecting and sales development tips, join 1'839 SDRs getting the newsletter here: https://sdrgame.substack.com/ Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

14 Des 202232min

For more prospecting and sales development tips, join 1'811 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with Florin Tatulea, Director of Sales at Barley. We talk about how to stand out from other applicants and get hired as a Sales Development Representative His tips: You can't be picky anymore to join a company, build a list with LinkedIn and Peersignal.org Use a data tool to find emails and phone numbers Email and call the hiring manager and VP of Sales Build a list of potential accounts & prospects for the company Contact the CEO His favorite resources: Podcast: 30 minutes to president club People on LinkedIn: Will Allred, Anthony Natoli, and Landon Meyer Follow Florin: https://www.linkedin.com/in/florintatulea/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

9 Des 202214min

For more prospecting and sales development tips, join 1'808 SDRs getting the newsletter here: https://sdrgame.substack.com/ ---- In this episode, I talk with David Bentham, Director, Sales Development @ Cognism. We talk about the structure of the SDR team at Cognism, Cognism has 75 SDRs globally and 8 SDR managers. Dave shares his lessons after hiring 1000+ reps in his career and on the Cognism hiring process. What’s working for them, how many steps, the traits he’s looking for, the red flags he’s looking for, and how long it takes to hire 1 SDR. Follow Dave: https://www.linkedin.com/in/davebentham/ Resources from the episode: Never hire a bad salesperson again by Christopher Croner — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

7 Des 202244min