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 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.

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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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Why Cold Calls Help You Remain Persistent l #TheSDRChronicles 118 (May 31st, 2018)

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Bailey is an SDR at Vidyard where she is helping sales and marketing professionals do videos at scale. In order to get over the fear of the phone, you have to get over your fear and pick up the phone. Bailey talks about being persistent with making each call and bringing value helped her get over the phone. She finds that her biggest success is on the phone because she can resonate with her prospects and she gets a better ...

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How to warm up a call with research l #TheSDRChronicles 117 (May 30th, 2018)

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Jackie is the North America BDR Director for North America where she is helping lead a team to reach out to content marketers to help them bring the most value for their organization. People nowadays are afraid of the phone, however I believe that is due to lack of confidence before reaching out. Jackie and I discuss how to properly warm up a call and the techniques you need to take to make it happen.

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Driving SDR Results through AE Partnerships l #TheSDRChronicles 116 (May 17th, 2018)

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Andy was formerly an SDR at LinkedIn and is now an AE selling within the Lynda sector. His topic focuses on being an SDR and focusing on partnerships to help elevate your results. Most people that are SDRs have tension towards their AE's and do not reap benefits from it. Its important to focus on leveraging your relationships internally to get the results that you want.

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Finding Talent for SDR teams l #TheSDRChronicles 115 (May 8th, 2018)

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Jake is the sales development director at Motionpoint, where he is hiring a massive amount of SDRs into his team. The big thing that most people run into, is figuring how to facilitate properly in interviews how to find the right talent. It is tough, however Jake goes over multiple ways that you can make that happen.

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The SDR Fundamentals l #TheSDRChronicles 114 (Apr 25th, 2018)

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Ari was an SDR at LevelEleven and now has moved on into a role at LinkedIn. In this chronicle, we talk about the importance of learning the fundamentals of being an SDR like you would learn a sport. If you know the fundamentals, you can become more creative and create more momentum.

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 y...

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How to have meaningful conversations on LinkedIn l #TheSDRChronicles 113 (Apr 18th, 2018)

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Payton is an SDR at Apterra who has built his pipeline by having meaningful conversations on LinkedIn. The key to doing this is being yourself and implementing your own style to your network. If you are unique, people will uniquely choose to business with you.

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 ...

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Advice to SDRs looking to becoming AE's l #TheSDRChronicles 112 (Apr 11th, 2018)

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Sam is a sales development team lead at ZenProspect where he is prospecting into new accounts to help accelerate the pipeline for his company. Sam talks about why you need to be an active listener in order to be successful in sales and move into the AE role. Going from an SDR to AE required discipline and skill in order to move into that next step.

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SDR Round Table - Episode2 (Apr 6th, 2018)

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How to become an A-player l SDR Madness #15 (Apr 2nd, 2018)

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Ralph is the Global Sales Development Director at ServiceNow where he leads a large team of SDRs on a daily basis. Due to Ralph's experience, he interacts with a ton of reps and he knows what he takes to become an A-player. This last SDR Madness tip goes into the process you need to take to become an A-player within your organization.

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Get 1% better everyday l SDR Madness #14 (Mar 30th, 2018)

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John Barrows trains some of the largest SaaS/ technology companies in the world such as LinkedIn, Google and Salesforce where he helps them create a foundational structure to see consistent results. He talks about the importance of seeking to get 1% better every day. When you think about getting better every day instead of getting 200% better every year, you commit to improving yourself in the long run. Instead of being av...

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Being a sponge outside of work l SDR Madness #13 (Mar 29th, 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 to stand out with your messaging l SDR Madness #12 (Mar 28th, 2018)

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James is the Enterprise Business Development Manager at Cirrus Insights where he is helping reach out to net new prospects with innovative messaging. His belief is that you have to stand out with your messaging by adding an element of yourself that stands out. For James, it is being funny on the phone, email or through social. Further, because of this, his message stands out from everyone else. Stand out or be forgotten.

Th...

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Setting up your video outreach strategy l SDR Madness #11 (Mar 27th, 2018)

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Terrance was the SDR manager at Vidyard and is currently the product marketer there. Videos is something most people are afraid of, however if you use it the right way you will no longer be afraid. Terrance takes a detailed dive into how you should structure your videos and the strategy you need execute to see results with video.

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How to stay positive through the rejection l SDR Madness #10 (Mar 26th, 2018)

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Adam Schoenfeld is the CEO of Siftrock, who took the journey of going from CEO to an SDR. He touches on how to stay positive through the rejection and how to keep moving forward. Adam keeps a folder of all the positive responses he got during his outreach so that way he would not be discouraged. Keep Dialing and keep moving forward in the face of hardship.

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Be where your buyers are l SDR Madness #9 (Mar 23rd, 2018)

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Trish is the President of the Bridge Group and Author of the Sales Development Playbook. She is one of my favorite people to listen to when it comes to sales and she hits home with this tip. Do not lean on what you like, lean on where your buyers are. If you are playing where your buyers are not, why are you there? Trish talks about how you can be where your buyers and provide them value on a daily basis.

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Getting over the fear of the phone l SDR Madness #8 (Mar 22nd, 2018)

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Bailey is an SDR at Vidyard where she is helping sales and marketing professionals do videos at scale. In order to get over the fear of the phone, you have to pick it up. Bailey talks about being persistent with making each call and bringing value helped her get over the phone. She finds that her biggest success is on the phone because she can resonate with her prospects and she gets a better view point of what the custome...

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