Jordan Rassas’ Post

A lot of SDRs shut down when they're told "not interested" The difference between an average SDR and a great one is their curiosity and intention Prospect: "Not interested" Average SDR: "Sounds good no problem" *Hangs up* Curious SDRs: - Sounds like you've looked into X before? - Seems like X wasn't a fit for you? - Usually when I hear "not interested" it means there's no budget or my timeline is off. Do either of those resonate or is this a leave me alone type of not interested? When your intention is to understand and learn, you'll get a lot more answers from your buyers. When your intention is to sell, you'll get defensive buyers. Prospects smell your commission breath 🤢 (Thanks Josh Braun for burning this image into memory) The next time you call or email a prospect, ask yourself: Is my intention to sell or is it to understand, illuminate a problem, and earn trust?

When stuck trying to grow B2B revenue, ask these questions to fix: • Are we stuck on 1 growth channel? (Often referrals or SDR team) • Do we have a standardised sales process? • Are we using the right tech to eliminate bottlenecks? Assess which areas need attention then action.

Reason many reps don't dial? They are afraid to make cold calls. WHY? Because they are not confident enough or lack confidence ⤵ - Confidence in their value prop - Confidence on how to start a call - Confidence on why they're reaching out - Confidence on how to handle most objections - Confident if their product or service can solve the customer's problem. If they don't lack any of these why then are they not dialing? Most SDRs who love to dial daily don't have this problem, Find any rep who lacks confidence, Fix it, Then watch them pick up the phones and smash it. Seen any SDR facing these challenges?

When stuck trying to grow B2B revenue, ask these questions to fix: • Are we stuck on 1 growth channel? (Often referrals or SDR team) • Do we have a standardised sales process? • Are we using the right tech to eliminate bottlenecks? Assess which areas need attention then action.

Outbound is NOT dead. Spray and pray SDRs are dead. But they were barely "alive". Their 0.1% conversion rate is now 0.00001%. Thoughtful, well-researched outbound will always ALWAYS work. That can be done a by a hungry 21 year old SDR. Or a 60 year old enterprise sales veteran. Outbound is beautiful. Commission-hungry, lying salespeople are what's toxic and are the reason people think "outbound is dead" So read your message and ask yourself: Does this sound like a sales email? If you're helping customers, your messaging shouldn't sound salesy. Do you disagree and think outbound is dead? #b2bsales #salesmanagement #salestraining

If you want a better “open and reply rate”(Useless metric btw) Reach out to someone you know that’s in business Have lunch with them Have a genuine normal conversation Maybe you have a common crossover Maybe not Maybe they will connect you with someone Maybe not Anyhow It’s a lot better than looking at your email or cold call stats #Sales

5 key lessons I've learned as an SDR: 1. Ask a ton of questions. 2. Rejection isn't personal. 3. Always be open to feedback. 4. Alignment with your AE is key to your success. 5. Your product isn't a priority to 95% of your prospects. Any others you'd add? 👇

Becoming a better SDR is a math problem. Low call to connect rate? Source better contact data and be intentional about the time zones you call. Low connect to meeting set? Make your intro more relevant to the persona’s challenges and ask better questions. Low show rate? Focus on uncovering real pain and shorten the # of days between the cold call and demo. Low sales acceptance rate? Look at your company’s SQL requirements to ensure you’re meeting the mark, and hold opportunity reviews with your AEs and manager. Your conversion rates are telling you something. Studying them and taking immediate action is one of the quickest ways to improve your game. What SDR metrics are your go-to? #sales #sdr

When I first started as an SDR 3 and a half years ago, I thought every cold call had one simple goal: BOOK THE MEETING. I was basically a human sales robot, delivering features like a broken record -info dumping, hoping someone would bite. But here’s the thing I learned the hard way: the real goal isn’t to pitch — it’s to uncover the pain. Some prospects will open up like they're on a therapy couch. Others will resist like they're in denial about their own problems. And some? They don’t even know they have pain. It’s like trying to get someone to admit they’ve been wearing socks with holes all week. 🤢 Your job isn’t to shove a pitch down their throat. It’s to help them realize there’s something wrong, and that you have the solution. Because pain is the secret password to the sales vault. Once you spot it, you’ve got the key to unlock the door. 🔑 #SDRlife #Coldcalling #SalesStruggles