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Starting a new SDR role next week! Welcome any and all advice!

Hi Fellow War Roomers,

So I'm starting a brand new position next week as an SDR for a SaaS company. I have some sales experience but am looking to really nail this role and hit the ball outta the park! What advice do you have for an SDR starting a new position?

People to align with/questions to ask?

Books to read?

Leaders to follow?

What advice do you wish you had been given?

Any and all advice/comments much appreciated!

Thanks ladies and gents!

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πŸ₯Ž Training
🧒 Sales Management
9
Hotlead
Politicker
+7
Producer
Fanatical Prospecting by Jeb Blount, great started book/ audiobook for people starting off in the cold calling gameΒ 
neversettle
Politicker
+6
SDR
Thank you! Ordering now:)
Savagedoge
Politicker
+7
Account Executive
This. And Gap selling.Β 
neversettle
Politicker
+6
SDR
Thank you @Donniedarko!Β 

whathaveyousoldtomorrow
Opinionated
+4
Account Executive
THIS - the audio book is read by Jeb and its like having the best sales manager you will never have on demand.
CoorsKing
WR Officer
+11
King of the Coors Knights
Pull a report of QO opps within the last 18 months. Unless the loss description is due a technical gap, you should start there. When I was an SDR any time I changed territories I could routinely hit my quota for the first few months strictly based on QO contacts.Β Β 

This is a personal preference, but I always like when my new SDRs take the time to learn how I run calls / qualify opps, because every rep is different and likes to know certain things going in to calls.Β 
neversettle
Politicker
+6
SDR
Thank you so much for this information! I really appreciate it. This may be a stupid question but what does QO stand for?
CoorsKing
WR Officer
+11
King of the Coors Knights
Qualified Out - basically ops the account team killed for various reasons.
CuriousFox
WR Officer
+11
Senior Account Executive
Make friends with your AE. Schedule a 1 on 1 meeting with them so you can learn their process and formulate a plan.

neversettle
Politicker
+6
SDR
I'll be doing this first thing. Thank you for the advice!
CuriousFox
WR Officer
+11
Senior Account Executive
Happy to help always 🀩
salesnerd
WR Officer
+16
Head of Growth
First one in, last one out for 90 days Learn your CRM Learn your product Pay attention during trainings
Stratifyz
Opinionated
+9
Business Development Rep
Realize that this shit sucks. There’s nothing sexy about making 80 calls / 50 emails a day. But, the suck can only last for so long and if you perform, it’ll end sooner. You’ll have your highs and lows. In your lows, review your process / CRM data and make sure it’s all tight.
MaoMao
Fire Starter
+2
SDR
Everything you do, I repeat everything you do, must be documented, repeatable, and scalable. Meaning keep on top of everything you do. and if you create a process, like a new email cadence, ensure it is documented with a good naming convention. This creates scalability! It's our jobs as SDRs to do everything we can to make sure everyone else's life is easier, especially our AE. Think about it this way, you probably hope to become more than an SDR one day. When that happens someone else will need to be hired to replace you. How will you leave an easy-to-follow guide for your successors? If you create processes that are trackable, repeatable, and scaleable you'll excel! Good luck!Β 
neversettle
Politicker
+6
SDR
Oh this is good stuff. Thank you! Documented, repeatable and scalable....love it!
wHaTyAgOtCoOkInG
Catalyst
+4
Account Executive
i like gap selling by keenan and challenger selling. Once you join, see who the top sdr is and replicate them until you make it your own
neversettle
Politicker
+6
SDR
Thank you so much for this!
Selichimorpha
Politicker
+7
Growth Executive
Have patience and be like a duck, let the water roll off your backΒ 
SADNESSLieutenant
Arsonist
+8
SDR
Never split the difference book
whathaveyousoldtomorrow
Opinionated
+4
Account Executive
Yes, but completely ignore the Ackerman Model.
wh
whalehunter
Good Citizen
Enterprise AE
Just put in the work and get reps that’s what you need the most. Figure out what works and what doesn’t, fail fast.
2
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Advice
6
4
ADVICE NEEDED: First things to do as a new SDR in SAAS
Advice
6
People to focus on meeting first as a new SDR in a SAAS start-up
+118
BlueJays2591 , Β  RaymondRisotto , Β  SaaSyBee Β  and 118 people voted
*Voting in this poll no longer yields commission.
13
Just landed a new job as a SDR Manager and I'm stoked
Discussion
16