Clip from Episode 16 featuring Colin Specter of Namely:
For today’s SDRs, and I tell this to our SDRs internally, if your goal is to become an account executive and we now have the fortune of aligning ourselves with SDRs or Business Development Representatives depending on what your company calls them. It’s really shadowing the account executive. Asking key questions. Not only learning about the front end of the sales process. The sales development rep’s role in my opinion is to get folks excited. You’re out there in the marketplace cold calling, dialing for dollars so to speak, getting prospective clients excited about whatever it is you’re representing. The difference with an account executive is more of a consultative approach, at least within our company, it’s digging into the process of that prospective client. So I always like to tell my sales development representatives, the ones I get aligned with anyways, why don’t you start becoming that consultant for them. Not only get them excited, but start practicing early on asking key questions. I give my sales development representatives the same questions I ask prospective clients that I cold outreach to. So they get that rehearsal lesson on becoming an account executive. They start to understand when an objection comes up, how to handle that objection, and how to guide a prospect through a sales process. Just some simple advice would be start early on shadowing the top account executives. They’re going to be busy, but I’m sure they’re going to be open to allowing you to hop on some of their calls shadow some of their calls. If you have the luxury of being in the same office see if you can sit near them, see if you can take them out to lunch.
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More clips from Episode 16 with Colin Specter of Namely:
Focus and conviction are keys to success
The art and science of selling
Getting inside the HR buyer’s mind
Delivering a positive sales experience: It takes emotion to sell and logic to close
Successfully transitioning from SDR to AE
Motivation and being the best in the industry
How the deal was done: Getting the job at Namely
Seek out and learn from the best to improve sales results
Colin’s information diet consists of Tim Ferriss, Grant Cardone and Zig Ziglar
Reading and listening are the keys to sales career development
Namely’s CEO Matt Straz is the best sales pro Colin knows