Uchenna Nkemjika Aguoji

I've never met a world-class SDR who wanted to be a career SDR. It's extremely rare. This is a big problem because SDRs aren't being promoted fast enough right now. ⛔️ The SDR Promise of forever ago to 2022 - Pay your dues and grind it out for a year - We'll promote you to AE in 12 months or less - The best SDRs became AEs in as little as 8 months ⛔️ The reality in 2024 Most sales orgs aren't growing as fast as they were in 2022. There aren't enough AE spots available to promote deserving SDRs in 12-18 months. Many reps have been SDRs going on 3 years or more. ----- So why's this a problem? You're losing talented SDRs because career progression is limited at your company. Here are a few ways the best sales orgs keep talented SDRs around: ✅ "Belt system" Create tiers of SDRs. SDR 1, SDR 2, SDR 3, etc. Each tier comes with an upgrade in pay, responsibility, career development, and title. The key is building a formal program that helps with this. A part of that program is "Preparing to become an AE." Gives reps a progression leader to level up over a few year period. ✅ Find another home Great sales orgs always find a place for great talent. Even if that isn't to be an Account Executive. Put reps in sales enablement, customer success, account management, etc ✅ Promote to leadership If the rep exhibits future leadership material, make them a team lead. Give them a small team and half the quota. ✅ Create an ISR (inside sales rep) model An old trend that's coming back with many orgs. This works well if your only sales motion is enterprise. The ISR is responsible for breaking into net-new accounts and works smaller deals (less than $50k). They close pilots, trials, etc. ~~~ How else does your org keep talented SDRs around when AE promotions aren't available?

523

117 Comments

My #1 SDR Job Hunt tip: Be Different SDRs Jobs average 150+ Applications; if you want to be a top applicant; • Remember they don’t know you. • Remember managers are sales people, sell yourself to them. • Remember they want Top Performers, show them why you are one. Top Performers don’t hit send on a CV & hope. They make it happen for themselves. If you want to reach them, you need to: • Speak to multiple people in the role. • Find out what the manager's like to hear. • Connect with the hiring manager on Linkedin. • Send a Video to them, Why you & Why [Company]. Bonus: FOLLOW UP It takes an average of 8 touches to book a meeting. Don’t you give up after 1. Remember: • Don’t: Create 1 video & send it to everyone • Do: Find something personalised to include in your video CLEAR difference, shows you know the importance of personalisation today. How you perform in interviews reflects your future success on the job. Show them your desire to be the best. --- If you want a free guide on how to craft the video you are sending • Like & Follow • Comment "DM" p.s. Send the video in a hot dog suit Seems to work very well for Will Falkenborg 🌭 🤷‍♂️ Rate this morning's mug? IYKYK

35

7 Comments

SALES, SALES, SALES - Let's meet & work together for the rest of your sales career - Account Executive Opening$ 💘 Revenue Tool - SaaS Series B $125- $150k base $1m- $1.2m quota $7k- $500k deal size selling into #saas #sales #gtm teams actual inbound $$ growing their sales team from 5-12 SDR support (one on one for now) for #startup rep$ only 💘 Direct to Healthcare Tool - SaaS Series B $900k quota Some SDR support ideal candidate has worked with #insurance and has #saas background 💘 Manufacturing ERP Account Executive & Implementation Consulting org $95-$110k base. $200k++ OTE $200k+ deal size Must MUST MUST have sold #erp to manufacturing companies this is NOT a platform, or a RESELLER, this is a CONSULTING ORG that sources, refines fit and works with the customer throughout a very long up to 2 year implementation process - you will be the #csm #am NO COLD CALLING OR SALES EMAILS you will work DIRECT with JUST the founder open to seeing #sdrs who have sold #erp to manufacturers who want to get out of software, and into consulting - SDR Opening$$ 💘 Direct to Healthcare Tool - SaaS Series B 10+ qualified attended meeting a month selling into #hr mostly within #nonprofits and #homehealthcare $55-$65k base, up to $200+ per qualified, attended meeting do not contact me if you aren't going to take my coaching seriously :) cold call me 10x in a row text me send me a blind invite do what you got to do <3 #sales #salesrecruiter #gtmsales #founderledsales #saleshiring #salesjobs

10

2 Comments

Stuff you think you learn as a SDR: → How to set meetings → How to cold call → How to email blast a ton of people Stuff you're actually learning as a SDR: → How to identify buying signals without talking to prospects → How to tailor a pitch in real time based on these signals → How to run A/B tests on email campaigns → How to creatively source peoples personal contact information → How to track down anyone in an organization and get them on the phone or get in front of them → How to track the most mundane tasks every single day and understand what levers to pull to hone your craft → How to list build at scale with no budget → How to leverage AI to engage prospects at scale → How to work cross-functionally to build campaigns to engage top accounts and so much more. All skills I use to this day. The SDR role is no joke. Do it right, it'll transform your career.

75

22 Comments

Be honest with why you need experience for your SDR/BDR role? You could be saving yourself huge amounts of money for the same results by going with an entry level hire. Legit reasons for needing experience - Complex sell with a tough buyer profile (CISO, CTO, CRO etc) - You don't have an outbound process or manager who can train. Non legit reasons - You're too lazy to train - You think hiring with experience improves your retention (it's the opposite) Analyse your SDR culture, could you be going with no experience?? #sdrjobs #sdrteam #salesjobs

18

4 Comments

$500k That's what EACH SDR could bring in revenue for in the first year, but you're missing out. Why? Because you're not setting up your teams for success in the onboarding process. What if you could ramp each SDR within 3 months rather than the average 6-7 months? Imagine, the pipeline increase you would see. Imagine the deals that will close this year. Want to learn more? Lets chat. 🇬🇧 living in 🇳🇱 | Get more content like this ➡️ Follow David Wilkins 🔥 hit the 🔔 for updates on new posts | Fix your outbound TODAY: Saleswise: Top of Funnel Consultancy

38

7 Comments

Hey AE... it's not your SDRs job to qualify the buyer for you. You want them to come to your desk and massage your shoulders while they're at it? Maybe grab you lunch on their way over too? Just admit it... you suck at selling. You want to be an order taker, not a sales pro. Back in the day, I would have killed to have someone going to market on my behalf and finding the smallest of threads for me to pull on. Just give me something to follow up on. Anything... ...and I would've worked that contact until they bought or sent me a demand letter. And once I did my part, I would've personally gifted my SDR simply for creating a opening for me to bull rush through. Nowadays, you want SDRs to build your lists for you, qualify the contact, show up to the meeting with you, do the follow up on your no-shows, and re-work contacts that ghosted you (for good reason... they ghosted you because you suck) "But these aren't even contacts I can sell to" --> help them build better targeting "But It's a waste of time to show up to a call with someone who isn't qualified" --> 1) most deals may not seem qualified at first anyways... again you suck at sales, and 2) help them with targeting yet again "But If they didn't show up to the meeting then they were never interested. Why would I spend time trying to get them back on the calendar when the SDR can do it?" --> You have the greatest chance of getting them back on if you follow up because you know way more. They didn't show up to the SDRs first booking, what makes you think they'll show up on the SDRs next booking? "But They ghosted me so the SDR can work them until they're warm again" --> No bubba. They don't need to get involved in middle of funnel. You're the one with more expertise, more context post-meetings, carry more weight in the sales process. You get them back. In what world does a sales process make sense to go SDR -> AE -> back to SDR -> back to AE? Now, I blame your leadership for allowing this, but you have to break this mold that plagues sales orgs today. You are not an order taker. Your SDR is not your servant. The contact belongs to you the moment the SDR has a meaningful conversation. It should never go back to the SDR. Otherwise you're a disservice to the company and, in my opinion, a waste of salary.

301

65 Comments

SDRs can’t just rely on Motivation to be successful Discipline is needed in the long-term. After a job switch, new role, etc.. - You’re energy is through the roof. - You’re excited to get started. - Willing to do the hard work. That feeling is temporary. Over time it will fade. Instead focus on building discipline. It won’t fade over time. It will get stronger. Do this: - Create a daily routine. - Find an accountability partner - Set activity targets by time of day. - Set clear goals (Daily, Weekly, etc.) Motivation comes in bursts. Discipline is consistent. - Be consistent. - Have predictable results. - Survive the ebbs & flows of sales. Discipline > Motivation. ➡️ How did you build discipline being in sales? Subscribe to my newsletter - Sales Synergy - 👉 Link in bio.

107

55 Comments

As an SDR you have one Job... Job Description = Find out if someone has a problem that your product/service solves. FULL STOP! Yes there are many variances of this and ways about doing it. However, the crux of my point is that you are not there to... SELL or controversially... there to just BOOK MEETINGS. ❌ You are there to BOOK MEETINGS with people that HAVE A PROBLEM!! Shift your mentality from... Do you want a meeting?? ➡️ Do you have a problem?? Find the problem, find the meeting 📈 #SDR #Coldcalling #salesdevelopment #confidence #Sales #Prospecting

28

1 Comment

I have never seen this said so well 👇 It’s the BDRs role to target ICP companies, find the figure of authority and peak interest by identifying a problem and presenting a possible solution. Some of these companies (most) will not have budget allocated, a project on the horizon or a timeline to work towards… They have a problem that they want to solve at some point… It’s down to AE’s to make them realize it’s something they need to solve asap, create budget, make a project and SELL. However, I’ve never been an AE, just a frustrated BDR in my past life… So just an unsolicited rant I guess… #Bant #sdr #BDR #prospecting #sales

12

SDR Managers, it's time we start compensating SDRs for meetings that aren't booked. Booking meetings is the goal. Outreach is the process. Too many SDR Managers are obsessed with the goal. If all you care about is the number of meetings booked, that's all your SDRs will care about. That's when unqualified meetings slip through the cracks. That's when SDRs who work hard and are improving their sales skills are discouraged because there aren't immediate results. If SDR managers want to foster SDRs that are process focused, you need to start rewarding SDRs for the process. Disqualifying a prospect is just as important as qualifying one. You save the sales org time and resources. That's worth money. Focus on process and the goals will follow. Not the other way around. P.S. When I implemented this structure for my team, the number of meetings booked dipped slightly but qualified meetings that eventually became closed won skyrocketed.

115

34 Comments

When SDRs interview for AE jobs... AE Interview - rejected - no experience AE interview - rejected - no experience AE interview - rejected - no experience AE Interview - rejected - no experience AE interview - rejected - no experience AE interview - rejected - no experience AE Interview - rejected - no experience AE Interview - rejected - no experience AE interview - rejected - no experience AE interview - rejected - no experience AE Interview - rejected - no experience AE interview - rejected - no experience AE interview - rejected - no experience AE Interview - rejected - no experience SDR: ''I'll never get an AE job...'' Next AE interview - job offer - BOOM! Interviewing is like prospecting. You lose more than you win. But when you do finally win. It feels so damn good 💯 PS. Supercharge your interview skills using my 26-page free guide: https://lnkd.in/eQDiG-EN

63

5 Comments

Sellers... When you ask your prospect a question do you pause for an answer? Or do you feel the need to justify the reason behind your question? It's a trend I see a lot. In SDR's in particular. They ask a great question. Then spend another 20-30 seconds justifying it...by which time their prospect has basically forgotten the main crux of the question itself and gives you a short answer. Try flipping this around. "I typically find that..." "With that in mind, can I ask...", "can you describe..." or "can you tell me..." You'll be surpised how much better your conversations become. 👌🏼 #SalesEnablement #Sales #RevenueEnablement #ColdOutreach #ColdCalling

3

4 Comments

Do you want to break into an SDR/BDR role? Think about why. 99.9% of candidates we speak with struggle with this. Think about: -What keeps you going when times get tough? -What impact can a career in sales have on you? -What do you want to be doing in the next 3-5 years? -Do you have transferable skills (give me real-life examples)? It’s not: -I like talking to people -My family and friends said I have the gift of the gab -I want to help organisations improve their performance Spend 30-60 minutes answering this question. To figure out why YOU want to. It will help you stand out compared to thousands of other job hunters. #sales #salescareers #hiring #sdr #bdr P.S. If you can turn your answer into a story - even better!

13

1 Comment

If you want to get promoted, you can’t rely solely on quota attainment to land the job. Imagine you’re part of a 100-person SDR org. People are eagerly waiting for an SDR Manager role to open up. Now let’s say 60% of your org is overattaining against quota. That’s 60 SDRs who are just as hungry, driven and qualified as you are. Out of those 60, maybe 10% want to go the SDR Manager route. That means you’re competing against 6 strong candidates. All of whom have surpassed quota. (Not to mention the external candidates) If it was just about quota attainment, then the choice would be obvious... The person with the highest quota attainment would get the job. But that’s not how it works. Now imagine you’re somewhere in the middle of the pack in terms of quota attainment. But throughout the year you’ve: - Mentored new SDRs and helped them be successful. - Regularly networked with leadership to get feedback and guidance - Earned recommendations from your field team - Led team trainings and initiatives - Built a positive internal brand Even though your attainment wasn’t the highest… You’ve set yourself apart from the other candidates who rely solely on numbers to make their case. While it might not guarantee you the job. You make it easier for the hiring team to picture you succeeding in the role. So if you want to stand out, focus on what you can control beyond the numbers. It helps you go from being one of many, to the one they choose.

50

7 Comments

9 years ago, my incentives matched my fixed pay in my SDR job. I was making 13 lacs on a 70:30 Split . Second year in the SDR role. What you are looking at is 225% quota achievement When companies tell you unlimited incentives, ask how many of them make 200%? When someone says market is bad or this is the market rate, first ask them how did they get that rate because School of SDR is the only one who has published india's only SDR benchmarking report and report says average is 8.14 lacs average(one year old data). I paid 10 lacs in 2019 to a fresher with 0 experience. I paid 12 lacs to a fresher with 0 experience in 2022. Ask and you'd get it! #sdr #salary #justsaying

224

11 Comments

You DO NOT need to hire SDR’s with SDR experience! ❌ Yes, it feels safer to hire someone who has done the job before. I get it. Sure candidates with previous SDR experience can be great… But when you actually consider what makes a good SDR, it’s actually almost always due to their soft skills, not their pre ious experience as an SDR… Why? 1. More experience -= more expensive 💰 2. Great SDR’s are promoted quickly 📈 3. Top performing SDRs have diverse backgrounds ⚽️ 4. A poorly motivated SDR, regardless of experience never works out 🥱 Curious, what backgrounds have you seen from your top performing SDRs? 🧐

18

9 Comments

Below is the perfect SDR profile It's how I've built multiple successful SDR teams. Check it out 👇 One of the biggest questions I received was about what kind of profile you should hire for SDRs. Should you hire someone with lots of experience or fresh graduates? I look at it more in these key attributes: 🔥 fire in the belly 🤔 inquisitive 🤾‍♀️ competitive background 💪 Resiliency Nowhere there have I mentioned education or background. It is irrelevant in my mind and provides no insights into the above. If you want to build a winning SDR, take my advice and look at these skills to build your SDR team out Whats your key attribute? #salesdevelopment #growth #sdr #GTM #sales #coldcalling 🇬🇧 living in 🇳🇱 | Get more content like this ➡️ Follow David Wilkins 🔥 hit the 🔔 for updates on new posts | Fix your outbound TODAY: Saleswise: Top of Funnel Consultancy

24

11 Comments

Sellers... When you ask your prospect a question do you pause for an answer? Or do you feel the need to justify the reason behind your question? It's a trend I see a lot. In SDR's in particular. They ask a great question. Then spend another 20-30 seconds justifying it...by which time their prospect has basically forgotten the main crux of the question itself. Try flipping this around. "I typically find that..." "With that in mind, can I ask..." or "can you describe..." You'll be surpised how much better your conversations become. 👌🏼 #SalesEnablement #Sales #RevenueEnablement #ColdOutreach #ColdCalling

10

7 Comments