Zackary Edgmon

SDRs need to be qualifying on their calls. 💯 Better qualification = more chance of a deal closing later down the line. So, here are 10 qualification questions to ask. 1️⃣ How did you find out about us? 2️⃣ Are you the person who makes the decision on this? 3️⃣ What are your priorities at the moment? 4️⃣ Can you list your top challenges? 5️⃣ Is doing nothing an option for you? 6️⃣ What are your personal goals? 7️⃣ Can you tell me about your budget? 8️⃣ What other solutions have you considered? 9️⃣ When do you expect to see results from this solution? 🔟 Who is in charge of implementing this solution? Any more you'd add? Let us know in the comments!

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SDRs - Struggling with your ramp? Here are 5 tips to immediately improve your results and beat your ramp 1. Meet with 3 top performing BDRs, pick their brains on everything from Prospecting, Research, Sequences, calls, emails, Linkedin DM's etc. Once you have a good pool of knowledge on strategies that are working in the current market you can adapt it and make it your own. 2. Problem enablement: The most important thing to know is WHO you help and HOW you help them. Speak to your AE's who've closed business, CSMs and your own internal personas. The goal is to be able to crisply articulate how you can help a target persona in a target account get to their desired state. No one cares about WHAT you do, they care about how you can help them. 3. Volume: Practice makes perfect, you're not going to get good without the reps so get out there and prepare to fail. 4. Double down: If you find one medium is yielding more meetings then double down on that one, e.g if you're booking 5 meetings a month through call and 1 via email, try changing to a call only sequence for a while to see if it ups your results. 5. Feedback loops: Regularly ask your top-performing peers, AEs and your manager in your 121 for SPECIFIC advice. This means you'll always be growing your skillset. Make sure you're not getting advice from everyone though as this will dilute your focus P.S I'll do a part 2 of this next week but anything you'd add? For now, enjoy a picture of Emre Ceyhan and me at our recent Spike Week!

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SDR Dashboards - what do you want to see? Gimme your top 3 stats/charts/reports you like to see on YOUR dashboard for pipeline gen. There's the obvious activity levels and SQL/SAL volumes but what else do you like to see.....

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Some great advice here for those in the Biz Dev world! Let's go!!!

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Here are six reasons why cold calling isn’t dead 😵 1. Cognism’s data says It’s not dead The research done by Cognism in their state of cold calling report on 10,000 cold calls shows that it remains highly effective. Having contact details also helps. 2. More SDRs are entering into sales SDRs are no longer limited to startups. Aaron Ross highlights the importance of SDRs even in established industries. SDRs are crucial for mainstreaming B2B sales. 3. Executives love it! The RAIN Report shows that 57% of C-level and VP buyers prefer cold calls as the first point of contact. Cognism’s data reveals that C-suite executives will likely pick up the phone. 4. It Provides value to prospects (they can’t find anywhere else) Experienced salespeople can turn cold calls into meaningful conversations by identifying prospects’ pain points. The goal is sales discovery—finding out if the prospect has a problem you can solve. 5. Rejection is part of the process Rejection is part of cold calling. Sometimes, it’s about timing or reaching the wrong person. If your stats don’t add up, review your list and target industries, sizes, and job titles that fit your customer base. 6. Cold calling isn’t as saturated as other channels Email has become oversaturated, making it harder to book meetings. Cold calling cuts through the noise with direct conversations. Cognism’s data shows a 75% chance of prospects picking up on the first attempt. What are your thoughts on this? Let us know in the comments 👇

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Here are six reasons why cold calling isn’t dead 😵 1. Cognism’s data says It’s not dead The research done by Cognism in their state of cold calling report on 10,000 cold calls shows that it remains highly effective. Having contact details also helps. 2. More SDRs are entering into sales SDRs are no longer limited to startups. Aaron Ross highlights the importance of SDRs even in established industries. SDRs are crucial for mainstreaming B2B sales. 3. Executives love it! The RAIN Report shows that 57% of C-level and VP buyers prefer cold calls as the first point of contact. Cognism’s data reveals that C-suite executives will likely pick up the phone. 4. It Provides value to prospects (they can’t find anywhere else) Experienced salespeople can turn cold calls into meaningful conversations by identifying prospects’ pain points. The goal is sales discovery—finding out if the prospect has a problem you can solve. 5. Rejection is part of the process Rejection is part of cold calling. Sometimes, it’s about timing or reaching the wrong person. If your stats don’t add up, review your list and target industries, sizes, and job titles that fit your customer base. 6. Cold calling isn’t as saturated as other channels Email has become oversaturated, making it harder to book meetings. Cold calling cuts through the noise with direct conversations. Cognism’s data shows a 75% chance of prospects picking up on the first attempt. What are your thoughts on this? Let us know in the comments 👇

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Fractional SDRs are the most underrated secret weapon in sales today. 🌟 Companies utilizing fractional SDRs see a 30% increase in qualified leads compared to traditional methods. 1️⃣ Cost-effective expertise: Fractional SDRs bring top-tier skills without the full-time salary. This means companies can access high-level talent and experience at a fraction of the cost, optimizing their sales investment. 2️⃣ Flexible scaling: Need more hands on deck during peak seasons? Fractional SDRs offer the flexibility to scale up or down based on demand, ensuring your pipeline is always full without the overhead of permanent hires. 3️⃣ Specialized focus: These professionals excel in specific niches, allowing them to target and engage prospects with precision. Their expertise in particular industries or market segments ensures higher conversion rates and more fruitful relationships. 4️⃣ Rapid onboarding: Fractional SDRs hit the ground running. Their extensive experience allows them to quickly understand your product and market, minimizing downtime and accelerating lead generation. 5️⃣ Proven processes: With a background in various sales environments, fractional SDRs bring tried-and-tested methodologies that can be customized to fit your unique business needs. This increases efficiency and effectiveness in building a robust sales pipeline. Is your sales pipeline suffering from stagnation? It might be time to consider the fractional approach. #fractionalsdr #saassales

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