Clip: “You don’t actually have to call them 100 times a day if you’re providing value”

Clip from Episode 41: The Top SDR at DiscoverOrg – Josh Sutton – Grit & Doing What Others Aren’t Willing To Do:

I think that some SDRs would think it’s crazy when I would say that you don’t actually have to call them a hundred times a day if you’re providing value every time you call them. Like when I make my calls and I guess every time I touch someone it’s it’s with value so if I leave you a voicemail I’m saying hey Scott we have this you know BYOD project happening. That company wanted to know that was in your. It looks like it’s in your wheelhouse. Would love to talk to you about it. And then that e-mail is Hey I I understand your your team targets you know I.T. decision makers in charge of BYOD DiscoverOrg can help your sales reps or your SDRs get in front of the people who control it or have the decision making power within your target accounts. And it’s like if you’re either providing that kind of value you don’t need to call them 100 times as you know their salespeople they know what you’re doing for one and two they understand how like that resonates with them and you don’t have to keep all those harassing them it’s like if you’re providing value they’re going to eventually come around and then. And so that’s kind of my way of positioning is you don’t have to do all these you know hundreds and hundreds of touches if you’re providing value with every one of them you can shorten it down. It’s kind of the quality versus quantity argument.

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