Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:
I’m good at being personalized over e-mail. So for me I think that e-mail is great. I think that e-mail works very well for me but I don’t rely solely on that. I think that as soon as you start relying on one single form of communication you’re kind of alienating yourself from the rest of the resources out there the rest of the channels. And so I try to think about that I have a pretty good process in place where its like you know email called a follow up email. Touch them on LinkedIn or social somewhere and really figure out where they spend most of their time. If its been two weeks I’ve been going after somebody they’re not picking up the phone they’re not returning my voice mails and they’re not answering my emails but they’re posting all this content on LinkedIn and it’s like oh maybe I should you know send a message that that’s valuable to them that would resonate with them. And really just figuring out where they’re spending their most time and where they want to be engaged with. Some people hate the phone. Some people love the phone some people hate e-mail. It really depends and really is the best the best SDRs out there are the ones that are going to use every channel to their disposal. I mean for us at least for DiscoverOrg it’s like we’re selling to people we’re getting in front of people who are doing exactly what we are doing. So you know you can also kind of there’s a silver lining to that. Some people say that it’s hard you know it’s tough to sell to people who are selling themselves. But it’s also well you know if it’s somebody that I’m going after spends all their time going after their customers on LinkedIn. Well I think that if I was to reach out to them on LinkedIn they’d probably be more receptive to me because that’s where they spend all of their time. You know vice versa. So really just trying to stay agile in that and in that sense of getting in front of them.
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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”
“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