SDR Chronicles chat

The SDR Chronicles provides motivation, tactics and skills for all aspects of your SDR, sales and entrepreneurial journey. As a former SDR myself, this channel provides advice from someone who is in the same role and deals with the same struggles. Execute on these tactics and #KeepDialing.

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Video schedule: Brand New Videos - Every week!

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Building a career path with a fast scaling SDR team l #TheSDRChronicles 137 (Jan 8th, 2019)

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Cassie Fields is the VP of Sales and Business Development at FieldEdge and on the show, she talked about how to build career path when an SDR team is scaling fast. This episode had a lot of nuggets if you struggling with the concept of having paths for your SDRs that are looking to get promoted. The best tips were creating levels within the SDR team so it feels like the team is leveling up, developing the people and puttin...

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Modern Sales Engagement l #TheSDRChronicles 136 (Dec 20th, 2018)

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Sean Murray is the CRO at Salesloft and in his experience he has lead over thousands of reps towards success. Sean and I have a conversation about modern sales engagement and how the sales process has completely changed today from what it was in the past. You have to be on the phone, doing social selling, sending quality emails and even be doing direct mail. There is so much noise so Sean also dives into the data on what g...

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Critical Metrics that have a Real Impact l #TheSDRChronicles 135 (Dec 18th, 2018)

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Kevin Mulrane is the VP of Sales at GlobalWebIndex and he comes on the show to talk about focusing on critical metrics that create real impact. He mentions that as sales leaders, we do not focus on the things that will actually move the needle for our business. Kevin talks about how we talks to his executive team to keep them on track, how he gets his team to focus on things that matter and how he reviews calls to impact t...

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Tracking team happiness in a quantitive manner l #TheSDRChronicles 134 (Nov 28th, 2018)

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Tyler is the VP of Sales at Beck Technology where he is helping a build a happy sales team that hits their goals on a monthly basis. Tyler talks about how he is tracking team happiness and how that has helped his team grow to be a community of sales professionals helping each other. We sometimes focus so much on tracking numbers that we forget that we are leading humans who have emotions and lives as well.

Thank you for tak...

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*SPECIAL EPISODE* Chris interviews me! l #TheSDRChronicles 133 (Nov 15th, 2018)

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Chris is someone who has an SDR Chronicles alumni and we decided that it would be best if he turned the tables on me! This interview is based on questions about my sales career, the chip on my shoulder and the reason I am so passionate about life.

Thank you for taking the time to watch this chronicle! I hope that these videos continue to inspire your journey as I share my learnings with you. Dont be a stranger and drop a co...

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Starting from the bottom of your career l Morgan J's Sales Tips (Oct 30th, 2018)

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Everyone wants to start at the top and most people want to stay away from starting at the bottom to grind to the top. When I was first interviewing out of college, I wanted to start as an AE or a marketing manager because I already believed I had the skills. This was a poor mindset to have. After further research, I realized it was best for me to start at the bottom (an entry-level position) such as an SDR role to learn th...

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SDR to AE Alignment l #TheSDRChronicles 132 (Oct 26th, 2018)

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Michael Kissen is the Director of Demand Generation at FUEL CYCLE and we talk about an important topic of SDR to AE Alignment. Most SDRs do not know how to talk to their AE's let alone send the right opportunities over. We have a deep conversation on why sales development reps need a process in place when handing off to their AEs.

Thank you for taking the time to watch this chronicle! I hope that these videos continue to in...

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Transitioning from a lead-based model to an account-based model l #TheSDRChronicles 131 (Oct 25th, 2018)

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Chris is the Head of SMB Sales and SDRs at Peakon and we touched on the topic of transitioning from a lead-based model to an account-based model. This is difficult for most organizations because the mindset of being lead focused is different than the mindset of being strategically account focused. Chris talks about how he helped get his reps in the right mindset and how he is setting up new strategies for his reps to succe...

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Why the SDR position is the most important role, but can also be the worst l #TheSDRChronicle 130 (Oct 24th, 2018)

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I got the Corporate Bro to get on The SDR Chronicles to talk about his experience as an SDR and why he started making content. This interview was one of my favorites because we went into detail of how he is operating with success today because of his SDR foundations.

Thank you for taking the time to watch this chronicle! I hope that these videos continue to inspire your journey as I share my learnings with you. Dont be a st...

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5 Things You Need To Know to be an A+ SDR (Oct 23rd, 2018)

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These are the top five things SDRs need to be focusing to become A+ reps.

Thank you for taking the time to watch this chronicle! I hope that these videos continue to inspire your journey as I share my learnings with you. Dont be a stranger and drop a comment below! :)
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Morgan is the Director of Sales Execution and Evolution at JBarrows Sales Training where he trains and motivates sales professionals to become rockstars. Pre...

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How to do storytelling effectively l #TheSDRChronicles 129 (Oct 22nd, 2018)

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Paul is a speaker, author and sales trainer out of the UK and has provided insights to multiple sales reps across the world. In this chronicle, we talk about how to tell a story and how to do it the right way. Storytelling is an art and if we can tell stories to our future customers we will have better conversations as an end result.


Thank you for taking the time to watch this chronicle! I hope that these videos continue to...

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How to become a subject matter expert l #TheSDRChronicles 128 (Sep 13th, 2018)

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Steven Natale is an sales development rep at Event Farm and we dove into a topic that I believe is important for every SDR to understand. We all have the ability to become a subject matter expert in our field by studying and executing on the information every day. Steven breaks down how he learns about his industry and how everyone else can too.

Thank you for taking the time to watch this chronicle! I hope that these videos...

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How to make outbound prospecting engaging for your prospects l #TheSDRChronicles 127 (Aug 29th, 2018)

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Kailynn is an SDR at Event Farm and she talks about her strategy of how she creates an engaging cadence that prospects respond to. One of her favorite things to do is even GIFs as part of her outreach to get her prospects engaged with her messaging. In this interview, we dive into her process and how she is continuously being innovating throughout her strategy with outbound prospecting.

Thank you for taking the time to watc...

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How to enjoy your journey in sales l #TheSDRChronicles 125 (Aug 22nd, 2018)

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Ed Lu is an SDR at Groove and he has unique story of how he got into sales and why he enjoys the journey. The journey behind being in sales is tough because it has so many high and lows. He dives into different aspects that has helped him enjoy the journey and be excited every-time he goes to work.

Thank you for taking the time to watch this chronicle! I hope that these videos continue to inspire your journey as I share my ...

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Sales Development's Importance in the Sales Industry l #TheSDRChronicles 124 (Aug 15th, 2018)

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Melissa is the SDR Manager at ServiceTitan (former ChowNow) where she leads a team of SDRs as they call into net new accounts. She takes a deep dive on why its important to embrace the journey of sales development and why sales development is important in sales. If you are patient and take your role seriously it can be an amazing time for your career. Love the journey you are on and the results will come.

Thank you for taki...

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How to prevent disengagement for your SDR team l #TheSDRChronicles 123 (Jul 25th, 2018)

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Michael is the BDR Manager at Salsify and has coached/managed over 100 SDRs as a whole. The topic that we dive into today is focused on preventing disengagement for your SDR team. The hardest thing for SDR leaders is to keep the team engaged and have them involved as they progress towards another role. Michael talks about ways to keep everyone happy and active while they are in the SDR role.

Thank you for taking the time to...

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Building a World Class Sales Development Team l #TheSDRChronicles 122 (Jun 21st, 2018)

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Ashley is the Director of Sales Development at Lever, where she is building a world class sales development team. She dives into how she hires her SDRs, leads her managers to success and also proving her team with guidance to go into the AE role. Developing an SDR team is tough because you are leading people who this is their 1st, 2nd or 3rd job out of college. This interview provides the insights for anyone who is looking...

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How to be a sponge in your sales role l #TheSDRChronicles 121 (Jun 14th, 2018)

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Andrew is an SDR at Toast where he is reaching out to restaurants to help with their payment systems and internal operations. The topic that Andrew talks about is being a sponge outside of work to learn more than everyone else. You have to learn outside of your 9-5 to thrive and Andrew finds it best to listen to podcast, read books and follow others on LinkedIn to add more strategies to his outreach.

Thank you for taking th...

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How SDRs can be creative and confident while providing value l #TheSDRChronicles 120 (Jun 7th, 2018)

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Allen is the CEO of TrackMaven, the host of #AllenAsk and also the author of The Creative Curve. Even though Allen is a marketing leader and works within the marketing space, he had a ton of insights on SDRs. Sales development reps can become more confident by providing some piece of value on each interaction. Once you bring that value to the prospect you will start seeing results in your career. We also discussed building...

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How to get Executive Buy-In for your SDR Team l #TheSDRChronicles 119 (Jun 6th, 2018)

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Christy is the sales development director at ReturnPath and in this episode she discusses how to get executive buy in so you can get more resources for your sales development team. If you have your executive team bought in to help your initiatives it helps build pipeline for your sales team.

Thank you for taking the time to watch this chronicle! I hope that these videos continue to inspire your journey as I share my learnin...

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