“If you’re trying to approach prospects with that short game mindset, it just doesn’t work.” – Qayam Noorani in today’s Tip 822
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from the latest episode of Sales Success Stories that just released today with Qayam Noorani of Klue. Let me play this clip, then I’ll give you a bit more context before I tell you where you can go to get more:
Qayam Noorani: It’s really funny. Like I think folks at the bottom, sometimes I think one of the biggest commonalities is and I’m talking specifically about the SDR role here. They’re trying to take the SDR role and play a short game. And I know the SDR job is like a very, it’s kind of like a quick job, right? You get in and you get out kind of thing. But if you’re trying to approach prospects with that short game mindset like, hop on a call with me and let’s talk right now, you know, like it’s the first email I’ve sent you, but let’s talk or I’m going to call you right now and ask for your time. That kind of thing, it just doesn’t work. Like you got to get into your prospect’s heads a little bit and try and understand like, what makes them tick? What can I email them today right now that’s not going to them off. That’s going to actually make them, even if they don’t respond to the email just the “Hmm. Like, okay.” And just move on, you know? So yeah, just playing a little bit of chess rather than checkers I think. I don’t know if that gives enough context, feel free to dig in there.
Scott Ingram: Yeah, we definitely will. I want to come back to it, right? But that idea that even though it is sort of a transactional feeling role, you can still play it as a longer game. Right? Because if you do, if you do churn that person and you kind of burn them out, you can’t go back there and maybe just the timing wasn’t right. Which is often time.
Qayam Noorani: That’s true. And I have a really funny story to tell you later on Scott, about how sometimes you actually can go back there, but we’ll get there.
Scott Ingram: Now Qayam may just know what he’s talking about, because here he is talking about his results in the 2 years and a couple of months that he spent as an SDR before getting promoted to his current AE role a few months ago:
Qayam Noorani: It was really funny. I hit my ramp schedule. I think there was like a three or four or five-month ramp schedule. And one month something just clicked. And Scott, I can’t even tell you what it is like one month I went from hitting like my regular quota to doing 160% of it. And from that day on, I never did less than that. I was always between 200 and 400% of my monthly quota.
Once you’ve gotten started on that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!