The REAL SDR Podcast

Great to sit down with Jackie and pick her brain on going quickly from an SDR to AE role. Lots of gold here, but love how she talks about focusing on the right accounts, learning how to sell to her ICP and selling herself internally.

Kerri is a BALLER. Crushing quota as a single mom with 2 elementary aged kids during a pandemic and squeezing every ounce of efficiency out of an already TIGHT process. Oh and let's sprinkle in some killer cold calling tips!

I'm blown away by the MEAT in this episode! Brett's story, cold calling strategy, passion and positivity is off the charts.

This conversation made it 100% clear to me how IMPORTANT it is to know the industry you are selling into. Jeremy's background in wealth management paired with his organizational skills and competitive nature is a killer combo. He ended 2020 over 130% of quota and is already crushing January.

Being over 200% of quota ain't easy. We break down Nick's email game as well as his keys to success which include personal brand, going the extra mile and being patiently persistent.

Logan is FRESH into his AE career and gives us SUPER tangible advice on what to do right now as an SDR if you want to become an AE. PLUS, he shares what were his keys to success while he was an SDR.

Psyched to have our first SDR from London! Katie breaks down her keys to success with 3 simple, but effective points. It's all about staying true to the process, putting in quality work and having a dialed strategy.

Kolton has the secret Objection handling SAUCE. He gives us the nuts and bolts on how to turn a NO into a YES, why product knowledge is KEY and how cold email isn't dead.

If you want to go outside the box and learn how to get meetings sending cold calendar invites, texting and making videos, THIS IS FIRE! Geno has got a repeatable process doing the unordinary and is seeing awesome results.

REAL tangible advice on how improving your Emotional Intelligence will take you to the next level in sales. Chad hit 150% of quota last month and is at 95% of quota for the year with 2 months left to go!

Ever wonder what other SDRs are doing besides ripping dials and emails? Jaden is going above and beyond spearheading company initiatives, joining groups and working on a sick side hustle. Oh and he's got some fire advice on how to hit 140% of quota in the role.

Does it feel AWKWARD selling your Opps to an AE so you get the SAL/SQL? We go in depth on this topic and why it's important. Caroline's got an interesting history in sales, going from SDR, to AE, to SDR enablement and now in the SDR role again. We unpack these transitions and the knowledge she has gained from each.

Think you need a college degree to be a top dawg SDR? NOPE. Jed is 18 years old, is building a dope personal brand on LinkedIn, destroying quota and has clear vision on goals for the future. Absolutely DIALED!

David Fisher ain't new to the SDR game, he's been in the role for over 3 years. AND he's still crushing quota. Tons of great stuff in this episode, but I like our conversation around how he uses Drift Video to get into chat conversations with prospects.

James Farrow, SDR at Arctic Wolf Networks, is destroying his quota. We dive into his history as a D1 Football Player, Artist and now SDR. His mindset is absolutely dialed.

David Dember, Enterprise Team Lead at Sendoso, is at over 200% of quota and is in absolute BEAST MODE. He breaks into the WHY behind prospecting and how he is achieving unreal numbers by genuinely caring for people.

John Tuggle, SDR at ConnectAndSell, is destroying his quota. His humility, coach-ability and perseverance are what have propelled him to success. He's also leveraging ConnectAndSell to have on average 150 conversations a week with prospects.

Karen Duong, SDR at Clari, is at 105% of quota with 3 weeks left in the quarter!! I love how she talks about nurturing prospects and playing the long game. Amazing insights into her process and success.

Michael McCool, SDR at Drift, has been at 300% of quota since he started, so INSANE! Love how he talks about staying consistent and committed to the process every day.

Abigail Salvador, Sr. SDR at Gong, is at 160% of quota. We talk about multi-threading, SDR/AE relationships and a bunch of other awesome SDR stuff.

Kwame Appiah is a Senior SDR at ZoomInfo and has been a top performer since he started. We have a relevant conversation about the lack of Black SDRs in the role and dive deep into Kwame's success and background as a pro soccer player.

Antonio Esparza, SDR at AltiSales is blasting his quota out of the water. Love his insight into being confident, hitting the phone hard and being patient.

Chris Rivoli, SDR at NetApp, Captain of sales culture. Unlike most of my shows, where we talk about process and keys to success, Chris and I have a good honest chat about all things in SDR land.

David Dlug, SDR at Stratus ip is CRUSHING his quota (over 300%) and guess how? Dave makes 150 dials a day (down from 250 when he started) and is super organized. He probably doesn't eat or drink during the work day, JK, but this guy is an animal.

Bre Leopold, Sales Development Team Lead at CrowdStrike gives us some dope insights on finding mentors, process, LinkedIn and what it takes to be a top performer.

Andy Duwe AKA the Dial Monster, SDR Team Lead at Ambition, 160% of quota, has an amazing story, going from heroin addict to top performer. He's got incredible insight on process, cold calling and grit

Shelby is a SDR at Tealium who has been crushing her quota since she started. She shares some of the keys to her success which include team selling, working in tandem with her AE, being curious and human.

Jessica Dawson is an Enterprise Business Development Team Lead at Clearwater Analytics. She has 57 Accounts to her name and is comped on sourced, closed won revenue, which seems IMPOSSIBLE. She gives us incredible insight on how to be extremely strategic and tap into Enterprise Accounts.

Shawn Winters, Sr. SDR at GitLab is at 180% of quota and has been crushing it for almost 2 years. We get deep into his process and he walks through some incredible routines, Mindset exercises and LinkedIn trickery. Shawn is the real deal SDR, absolutely dialed.

Brennan Vaughn, aka the Follow Up Boss. Brennan is one of the top performers on the Enterprise Team at Outreach. He walks us through the keys to his success and gives us absolutely killer advice on Follow Up, Mindset, Cold Calling and the list goes on.