14 Instantly Actionable Tips For Hungry SDRs – From The Experts

By Ollie Whitfield – Tenbound Expert Network

Photo by nrd on Unsplash

The SDR job is arguably the hardest in all of business. In anything you can do in SaaS. It’s getting harder by the day with more and more noise out there. But with new tools and guidance from the very top pros in the field, there’s still a lot of hope. 

In the first of our series here on the Tenbound site, we’re reliving some of the GOAT episodes we’ve produced. 

Top, top episodes cover a range of topics that all SDRs looking for growth need to invest time and thought into. 

Mindset. Routine. Goals. Cold Calling and emailing. Thinking about AE relationships. Closing when you can. Achieving scale. There’s a lot to get through in this piece. 

So to start us off…

#1 Chris Beall

In this episode of “The Sales Development Podcast,” Chris Beall, CEO of Connect and Sell, a Sales Development legend, shares invaluable insights with host David Dulany. They emphasize the key elements for success in modern sales: mindset, curiosity in cold calls, and effective questioning to deepen connections with prospects. Chris also highlights the significance of tonality and provides strategies for handling common objections. The episode underscores the importance of “cold” conversations and how Chris’s team assists sales professionals in generating more of them, making it a must-listen for Sales Development Pros seeking actionable wisdom.

Want to watch on another platform? Here’s the link to the shownotes. 

#2 Armand Farrokh

If you’ve met Armand Farrokh, you’ll know he is a force of nature. Having excelled in Sales Development and Management he’s now leveraging his expertise in coaching and hosting a Sales effectiveness podcast. His meteoric rise is attributed to his attitude, energy, and commitment to skill development. This episode digs into his mentality and routines. Every salesperson could learn from how he sets himself up for success.

Want to watch on another platform? Here’s the link to the shownotes. 

#3 William M Ballance

In Episode 5 of our spin-off series, Derrick Williams hosts William M. Ballance, CEO of Lavender. This one’s an exciting conversation about cutting-edge technology that empowers sales professionals. What’s coming, what’s here now and what are top pros doing differently with new tech? 

The episode dives into the origins of Lavender, the mechanics of its technology, and valuable insights on how sales professionals can optimize the software for improved email communication, making it a must-listen for those seeking to boost their sales effectiveness through advanced tools and strategies.

Want to watch on another platform? Here’s the link to the shownotes. 

#4 Michael Pedone

In Episode 197 of The Sales Development Podcast, Michael Pedone, founder of Salesbuzz.com, shares his inspiring journey from commission-only sales roles to entrepreneurship. The episode delves into the age-old question of whether great salespeople are born or made, with Michael providing his insights. The conversation then explores alternative avenues for learning sales best practices beyond popular platforms like LinkedIn. Michael offers practical advice for improving understanding of Ideal Client Profiles, especially for new sales professionals. As the episode concludes, Michael discusses Salesbuzz.com’s training methods and unique client engagement approaches, making it a valuable resource for those interested in sales development and strategy.

Want to watch on another platform? Here’s the link to the shownotes. 

#5 Ran Oelgiesser

In this episode, Ran Oelgiesser, a serial entrepreneur and CEO of RightBound, discusses his mission to revolutionize sales by transforming it into a self-driving car through autonomous prospecting solutions. Ran emphasizes that merely automating routine AE/SDR processes and gaining insights from AI is insufficient; the primary goal should be the complete transformation of outbound sales. He explains the crucial role of AI in the outreach process, not just offering recommendations but making decisions and taking action. The conversation explores the analogy of comparing sales to self-driving cars, its relevance to Sales Development, and what lies beyond traditional prospect research, shedding light on the innovative direction of sales technology and strategy.

Want to watch on another platform? Here’s the link to the shownotes. 

#6 Josh Braun

In this action-packed episode, Josh Braun, known for the widely popular “Bad Ass B2B Growth Guide,” shares his unique journey from apprenticing under Jason Fried, founder of Basecamp, to his background as a teacher. Josh’s commitment to delivering excellence in training, coaching, and even elite athletics sets him apart. The conversation, enriched by insights from authors like Chris Voss, promises to surprise and engage listeners, offering a valuable perspective on sales and growth in the B2B realm.

Want to watch on another platform? Here’s the link to the shownotes. 

#7 Ollie Whitfield

In Episode 201, Ollie Whitfield, Marketing Lead at VanillaSoft, offers practical and tactical insights on cold email strategies. He discusses the development of innovative email frameworks and the process of choosing the most suitable ones for their objectives. Ollie emphasizes the distinction between email frameworks and templates, a crucial point for those crafting cold emails. The conversation delves into the psychology behind these frameworks and highlights the critical role of relevance in achieving success with cold emails. Ollie concludes by inviting listeners to reach out for further insights into cold email best practices, making this episode a valuable resource for anyone looking to enhance their email outreach efforts.

Want to watch on another platform? Here’s the link to the shownotes. 

#8 Kristin Hersant

In this insightful episode, Kristin Hersant delves into practical strategies for field account executives to maximize the potential of touch patterns within sales engagement systems and collaborative workspaces, particularly in enhancing communication between SDRs and AEs. The conversation explores Groove’s (now part of Clari) product roadmap, user-friendly interfaces, and the importance of creating champions for Sales Engagement Platforms (SEPs). This episode offers a valuable perspective on what sets Groove apart in the marketplace, making it a must-listen for those interested in optimizing sales processes and collaboration in the field.

Want to watch on another platform? Here’s the link to the shownotes. 

#9 David Kreiger

Many companies have downsized their Sales Development programs despite thousands of open SDR job listings. Regardless of your role, maintaining a strong and consistent pipeline is crucial for success, necessitating either hiring SDRs or outsourcing. David Kreiger, with his experience at SalesRoads, shares insights on how to establish a highly effective program, whether in-house or in collaboration with an outsourced company, providing valuable guidance for current times.

Want to watch on another platform? Here’s the link to the shownotes. 

#10 Jeremy Donovan

In this dynamic episode, Jeremey Donovan discusses a wide range of topics, including the future of technology, the challenges of AI development in the “uncanny valley,” insights into Diversity and inclusion email outcomes, and the intricacies of book writing. Jeremey provides valuable insights and perspectives, making this episode a compelling listen for those interested in the evolving landscape of technology and its impact on sales and communication.

Want to watch on another platform? Here’s the link to the shownotes. 

#11 Amir Reiter

Amir Reiter, overseeing a 200-person nearshore operation, maintains a hands-on approach by personally testing the phone systems. In this episode, he explores the latest techniques, mindset, and innovative approaches to market outreach, offering valuable insights into staying at the forefront of sales strategies and operations.

Want to watch on another platform? Here’s the link to the shownotes. 

#12 Calvin Patterson

Calvin Patterson’s career has been marked by a dedicated pursuit of Sales Development knowledge, including trial-and-error, certifications, courses, and affiliations with performance improvement organizations. He argues that viewing SDR roles as temporary can harm one’s career prospects, emphasizing the advantages of his lifelong commitment to Sales education and growth.

Want to watch on another platform? Here’s the link to the shownotes. 

#13 Steve Hall

Steve Hall, renowned for his expertise in reaching CEOs, shares invaluable tips in this episode, emphasizing the importance of demonstrating your understanding of the person you’re reaching out to. With his dry sense of humor, Steve’s insights soar, highlighting how mastering his laser-focused H2H (human-to-human) strategies is crucial before getting caught up in technology, making this episode a must-listen for sales representatives seeking CEO engagement success. 

Want to watch on another platform? Here’s the link to the shownotes. 

#14 Aurelien Mottier

Aurelien Mottier is the CEO and Co-founder of Operatix (now part of MemoryBlue), a leading provider of Outsourced SDR programs. He has successfully grown the company from bootstrapping and developed a robust Sales Development process that consistently delivers results to clients. In this week’s episode, he shares insights on his journey and offers valuable lessons on building a thriving business and achieving consistent success in Sales Development, even in challenging times.

Want to watch on another platform? Here’s the link to the shownotes. 

That should be plenty of content for you to get through over the next few weeks and months.  Of course, there is a ton more on the Tenbound site here. The Sales Development podcast publishes regularly on all of your favorite audio platforms like Spotify, Apple Podcasts and everywhere else.