Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:
I actually couldn’t say I was really frustrated it was. There was a it was a Thursday that I did those 10 meetings but the whole week I just been getting no it’s just being shot down. I mean I was bummed out and I thought you know what I need. I need to get ahead of this. And so I came in early and I started thinking more strategically and it was I was just off the heels of getting the meeting that are getting the response from my like my top top meeting I guess my most memorable meeting. And so I thought how can I how can I replicate that system and do it and take advantage of that success into my and kind of a corporate some of those things. And so I lined out my you know top accounts the companies that we had. But I was going after and I found each person that I wanted to reach out to with a personalized message and ended up doing that’s when I implemented my 5 by 5. And kind of showed that know I can reach out to him via email and follow up with phone calls so I did five meetings off of personalized e-mails and then five off of the phone. Following up on the e-mails.
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More clips from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:
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!
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