Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:
The Tier 1 contacts. What I do is it’s called I call it that five by five method where you spend no more than five minutes researching a prospect and no more than five minutes drafting an email or drafting a series of emails that are personalized and the way I do that is I leverage LinkedIn and whether what they say on LinkedIn Twitter social media things like that I just kind of figuring out OK what is this. What does this person care about. Like to be have something that they can connect with. Can I reference in my first in my first sentence hey I noticed you’re a Chicago Bears fan. So am I like what do you think of the draft coming up. Who do you think they’re going to pick. And then it goes into I was doing some research. I noticed you lead a team of you know 50 SDRs. Have you thought about the data that they’re using you know in their day to day. And it’s kind of position that you know you’re just starting out in a personal sense and then it’s the next part it’s like OK let’s get down to the reason why I’m reaching out to you. And so the five five and I hold myself very accountable to that because I know that somebody can spend hours and hours researching something you know people to go after they can go down the rabbit hole and and then spend another hour trying to write the perfectly well crafted e-mail and get inside their own heads and so I actually have set the timer on my phone and make sure that I only spend five minutes on each step.
If you’d like to share this clip (please do!) you’ll have the most sharing options available on the YouTube clip itself.
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”
“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