What is a Sales Development Representative?

What is a Sales Development Representative? with Morgan J Ingram, Ep #125 

If you’re in the world of procurement, a Sales Development Representative (SDR) is an often misunderstood and foreign role. What is an SDR (Or BDR or AE)? What do they do? How does their role impact or affect procurement? My friend, Morgan J Ingram, joins me in this episode of Negotiations Ninja to help us understand the role of an SDR—and why they’re not the enemy. 

Morgan is currently the Director of Sales Execution and Evolution at John Barrows. His initial dream was to be in sports management—but after graduating college, he realized he’d have to continue his education and get a law degree. On top of that, the odds of him making it were between 1-3%. He pivoted, reached out to a local startup, and ended up being hired as a SDR. 

Listen to this episode as he shares about his struggle as an SDR and how he broke through and found success. He shares insight into the sales side of the spectrum, his 11-touch campaign strategy, and how to best understand the interplay between sales and procurement. 

• [1:35] Morgan J Ingram’s background in sales
• [6:32] Two strategies to start a cold-call strong
• [12:00] Overcome anxiety associated with cold-calling
• [16:20] Morgan’s 11-touch campaign strategy
• [20:55] What procurement people should know about SDR’s
• [23:04] An SDRs impression of procurement 
• [27:27] Two pieces of advice about sales and negotiation
• [30:03] How to connect with Morgan

• High-Profit Prospecting by Mark Hunter

• John Barrows Sales Training website
• SDR Chronicles on YouTube
• SDR Chronicles on Apple Podcasts
• Morgan on LinkedIn
• Morgan on Twitter

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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