FOUR ACTIONABLE TAKEAWAYS
Structure your SDR 1:1 as follows, start with their agenda and what's top of mind for them, then do a pipe review for accounts they intend to book, then review a good & bad call, finally talk about their career goals
Set the expectation with your SDR they need to drive the agenda from onboarding onwards
Do a SDR forecast by reviewing cold (not contacted), warm (contacted and qualified), and hot (contacted, qualified, and some interest)
Train team on process, probing, and provoking GAP Questions by asking them to write down all the problems their buyers may be facing, then work backwards to outline the questions they can ask to uncover them
PATH TO PRESIDENT’S CLUB
Head of Sales Development @ AirGarage
Director of Sales Development @ ServiceTitan
Senior Sales Manager @ ServiceTitan
Sales Development Manager @ ServiceTitan
Sales Development Manager @ ChowNow
RESOURCES DISCUSSED
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Things you can steal
222 (Lead) Coaching SDR Teams and SDR Leaders (Melissa Lui, AirGarage) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
