[GREATEST HITS] #13: Cold Calling: the 4-step cold-calling framework to book enterprise accounts - Brad Norgate, Senior Enterprise SDR at Cognism

4 things you'll learn in this episode:

• How Brad manages his time
• The 4-step cold calling framework
• Personalizing vs being relevant
• The top-down approach

Brad Norgate is Senior Enterprise Sales Development Representative at @Cognism. We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. At the end, Brad shares his favorite resource: Gong, and 2 tips for other enterprise SDRs.

Connect with Brad Norgate:

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TIMESTAMPS:

(0:00) Top enterprise SDR (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