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Student

Valued Contributor
Praised Answer
Good Citizen
+2

I’m freaking out (just a little)

I'm at 25% of my newbie quota as an SDR and im watching everyone excell around me. 
I'm trying to learn from those around me but I don't know what they are doing differently. it's getting a little frustrating and I keep calling but I feel like my wheels are spinning but I'm not moving. 
🧠 Advice
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CuriousFox
WR Officer
7
🦊
Have you shadowed some that are successful to see what they are doing and how they do it?
jefe
Arsonist
2
🍁
Best course of action right here.
DataCorrupter
Politicker
3
Account Executive
OP, in the hopes of helping, you always want to understand WHAT they do (what to copy), but more important is WHY they do it. If you hear them overcome an objection, why do they give THAT rebuttal, and why do you think the prospect uses that objection? When you understand that, you stop copying others and you can create your own thing, your own style. Being your authentic self is major key, people internally and externally will jive with it in an unconscious way and you'll find more real success.

A lot of SDRs never figure this out. They cold call and sound like a sales robot, get hung up because they're not personable. If you figure this out early, it'll lead to a much more successful sales career in the long run.
GDO
Politicker
1
BDM
yes the Why is crucial here. Blindly copying is not the way. Also the things you copy need to fit your personality as well
Mothy
Politicker
0
Account Executive
Not only is WHY crucial to being authentic, and successful as an SDR, it's also critical through your entire sales career imo. Prospects care significantly less about WHAT your product does (especially because there is likely a list of companies that have a similar offering), but HOW it can help them, and WHY your product is different from others in a crowded space.
ThatNewAE
Big Shot
3
Account Executive - Mid enterprise
I can see that you are new to the role / company. Take a deep breath. It's good to be competitive, but I once made a mistake of competing with folks who had 3x of my experience, and just got anxiety attacks as a result.
Shadow their calls. Shadow their work - what do they do before and after calls. What emails do they send out as a follow-up, what strategies do they use, what phrases do they most use - and why.

Once you understand how they look at this art, you will know how to excel too.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
The only concerning thing about your comment is that you don't know what others are doing differently. Is that because you are doing exactly the same things, or because you're not able to determine what the differences are?
All else is normal - you're new, you're learning, and sales is also cyclical. There are definitely highs and lows and it takes a good deal of patience and a good attitude to get through those lows.
Diablo
Politicker
1
Sr. AE
As you mentioned you are learning from people around but you don’t know what they are doing different - what are you learning? just curious
new
Valued Contributor
0
Student
My biggest take away has been how they go through sales force to find good opportunities
bigfella
Tycoon
1
AE (Account Executive)
Keep your head down, patience is a virtue. It will happen.
ScorpionZD
Executive
1
Enterprise SDR
Part of the game, don't be shy to copy other reps if it's working. Try your own systems too. Either your win or you learn
oldcloser
Arsonist
1
💀
Nothing abnormal about this. You are in sponge mode. Just absorb. You'll be just fine.
FoodForSales
Politicker
1
AE
maybe its not for you.
pirate
Big Shot
1
🦜☠️ Account Executive
Keep going! Keep swimming! Don't give up! When I started sales ... God I was so bad. I was scared of the phone and lots overthinking and paranoid what everyone thought of me. Just try and shadow people, come to War Room and share your problems and talk to your manager and AEs and you'll get there
new
Valued Contributor
0
Student
Thanks
Mothy
Politicker
1
Account Executive
One of the biggest pitfalls I have seen new SDRs fall into is trying to sell the product. That is not your job. Your job is to sell the meeting. Find the prospects that fit your ICP, do a little bit of qualification, and generate enough curiosity for them to agree to a meeting. The Account Executive will then sell the product. Keep things high level, drill down on pain that your product helps alleviate, or a goal that you can help their business achieve, and get them curious.

The other piece of advice I would give is to use a script. Especially when you are brand new to the role/company. When you use a script, you can focus much less on what you are saying, and put all of that into how you are saying it. The words you say tend to matter less than how you say them in my experience.
ApocalyBoom
Politicker
0
Account Executive
I know you are new to this role/company. Take a deep breath. Being competitive is great but I once made the mistake of competing against someone with three times the experience and had an anxiety attack.

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