Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do

The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do

After a rough first 90 days as an SDR at DiscoverOrg, Josh Sutton found his footing and became the top Sales Development Rep in the company. In 1 year he generated over 300 completed meetings that resulted in nearly $2M in closed business. He even set a company record by scheduling 10 meetings in a single day. In this episode of the Sales Success Stories Podcast you’ll hear how he did it.

Shareable Clips & Quotes:
Recovering from nearly getting let go in his first 90 days as an SDR
Being a part of something big and figuring out his “what”
Josh’s 5×5 SDR method for prospecting and getting meetings
“You have to give them value every time you reach out to them”
“The best SDRs out there are the ones that are going to use every channel”
“You don’t actually have to call them 100 times a day if you’re providing value”
“It’s about building the relationship even without trying to sell something”
Connecting with people on a human level in sales
Advice for new Sales Development Reps
10 meetings in 1 day!
From zero to SDR Hero. How Josh Sutton set ten meetings in one day
The SDR Role: “you have to go about it with the right attitude”
The top 10 account prospecting challenge
Advice for SDRs looking to move to AE or otherwise advance their sales careers

Mentioned in This Episode:
DiscoverOrg.com
Inside Sales Team
Sales Success Summit – top1sales.wpengine.com/250
Chalenger Sales
David Dulany – Sales Development Podcast
Douglas Burdett – The Marketing Book Podcast
Alex Goldfayn – Selling Boldly
A Winning Game Plan for Writing Cold Prospecting Emails That Sell by Joshua Sutton
How to Heat Up Cold Emails with Personalization by Joshua Sutton