SDR Training

Does anyone have any book recommendations specifically for Sales Development Representatives/Business Development Representatives. I know a lot of the sales books out there are tailored towards closing but was wondering if anyone knew of any good books related to qualifying.


Thanks!

☑️ Qualification Calls
😎 Sales Skills
👨‍🌾 SDR
12
hh456
Celebrated Contributor
4
sales
Cold Calling for Cowards
CaneWolf
Politicker
4
Call me what you want, just sign the damn contract
Multiple folks in here have recommended Fanatical Prospecting.
barney2021
Tycoon
2
Account Executive
Yep first book I was given in my SDR days. Learnt loads from the AE’s though to avoid being a robot
BmajoR
Arsonist
3
Account Executive
@paddy just got promoted to trainer, he might be of help. 
CuriousFox
WR Officer
3
🦊
Check out SPIN Selling by Neil Rackham. 
LordBusiness
Politicker
2
Chief Revenue Officer
Forget the books just search this forum for “SDR” and collect the real knowledge. Most sales books just regurgitate the same shit folks have been saying for 80 years with a subtle spin. The only winner is the pocket book of the writer 😆
MCP
Valued Contributor
2
Sales Director
Sales Development Playbook.
Chickenwing3791
Opinionated
1
SDR Manager
This one was key when I was first starting out. Super basic but gives you a great overview of the SDR role
cw95
Politicker
1
Sales Development Lead
Anything by Geoffrey Moore, but equally there are lots of links on here to help!
sellingsellssold
Politicker
1
SDR
A lot of people have posted good information if you use the search bar you can find some!
Justatitle
Big Shot
1
Account Executive
This may come off the wrong way but as an SDR the best way I learned was making more calls. There’s no role play or thing I could read that would help me more than talking to prospects and being genuinely interested in what they care about. Hope that’s helpful 
butwhy
Politicker
1
Solutions Engineer
Are you in SaaS? Give "The Phoenix Project" a read - fun characters and you will basically understand the pain of every single one of your prospects, which can help in basic qualification on the technical/solution side (which most SDRs aren't awesome at, understandably).  
TheDuchess
Opinionated
0
Sales Enablement Queen
'Problem Prospecting?' is one of the best books I've read this year and one I recommend to all new SDR hires. 

Beyond books, would also recommend simply following some of the high profile industry SDRs to get their insights - most give these away for free and can hugely accelerate your success since most SDR teams & managers are still pushing an outdated approach to prospecting.
goose
Politicker
0
Sales Executive
Anything from Jeb Blount
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Gap Sales. For discovery I'd recommend listening to John Barrows podcasts and 30 minutes to presidents club.
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