In this episode of the Enterprise Sales Development Podcast, we speak with Lydia Hutchison, Head of Sales Development at HyperCurrent. She discussed the best approach to cold calling, and shared tips on how to research prospects before calling, and craft effective messaging. She also discussed the best and worst habits among SDRs, including the importance of being organized and coachable, as well as the pitfalls of relying too heavily on templates and not personalizing outreach. Finally, they delved into the future of the SDR role as a whole, exploring how technology and automation are changing the landscape and what skills SDRs will need to succeed in the years to come. Tune in to gain valuable insights that can help you improve your sales game!
WHAT YOU’LL LEARN
Best approach to cold calling
Best and worst habits among SDR’s
The future of the SDR role
QUOTES
“And that's why it's so important like as a leader and a people manager to make sure that your team really understands… the value of them as a person to the business as a whole. And that's harder to do in bigger organizations for sure. It's hard to do at any size. Let's be honest. It's really kind of a management skill that you have to pay attention to people get caught up in the daily grind and, you know, you can tell when someone starts to lose their excitement or they seem disconnected from the rest of the team. So staying on top of that like, you know, you matter here's what you're doing here's. How you're contributing to bottom line like that's. Who doesn't wanna feel important at their job. Like without that, your moral is gonna suck.” -Lydia Hutchison [18:00]
“Make sure your value page is the same, define MQL SQL, all that stuff together, write it down. Have it on paper because what sales considers a qualified lead is often very different from what marketing considers a qualified lead.” -Lydia Hutchison [21:53]
“This stuff that field sales is talking about and saying to prospects is different than the conversation that SDRS have because they don't know who we are yet.” -Lydia Hutchison [23:11]
“I think AI can help with that. But if you're like asking chat PT to just write your sales emails, I mean that's probably not gonna last very long” -Lydia Hutchison [36:20]
TIMESTAMPS
[0:00] - Meet Lydia Hutchison
[3:58] - Lydia’s first SDR role
[6:31] - Lydia’s biggest sales lessons
[8:03] - Lydia on managing SDR’s
[10:52] - Lydia on coaching sales calls
[13:03] - Worst habits in cold calls among SDR’s
[19:56] - Sales development and marketing
[22:40] - Sales and marketing pitch deck differences
[27:31] - Why Lydia does not like list lead outbound
[33:55] - Lydia on the zone resistance
[35:07] - Where is the SDR role heading into
[39:49] - What makes a successful SDR at the start
[45:38] - Connect with Lydia
CONNECT
Lydia’s LinkedIn
CIENCE on LinkedIn
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CIENCE on Twitter
CIENCE on Instagram
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Mastering the Art of Cold Calling: Insights on SDR Best Practices and Future Trends with Lydia Hutchison | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
