How This Tech Sales Rep Became Number One
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- čas přidán 15. 06. 2024
- 3 things you'll learn in this episode:
- How to become a top-performing rep in tech sales.
- How to identify your Ideal Customer Profile using your CRM reports.
- How to quantify pain points during discovery calls
Join me in this episode as we unpack David Sánchez's journey to becoming the top-performing BDR at Aircall.
David's results:
- First BDR at Aircall to reach the Expert BDR position.
- Created $1.75M ARR in outbound sourced pipeline.
- Sourced $400k ARR in Closed Won Revenue.
Connect with David on LinkedIn:
/ saleswithdavid
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📬 For more prospecting and sales development tips, join 3,601 SDRs getting the SDR Game newsletter here: sdrgame.substack.com/
Connect with me on LinkedIn: / elriclegloire
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Key moments:
00:00 Hybrid BDR/AE at @aircall_
02:25 Becoming a Top Performing BDR
03:23 Identifying Ideal Customer Profile and Pain Points
06:14 Understanding Conversion Rates by Country
07:43 Factors Affecting Conversion Rates in Different Countries
09:38 Using Keywords and Reports in Salesforce for Targeting
13:04 Learning from Top Performers at Aircall
14:46 Territory and Account Management
17:38 Becoming an Expert BDR
20:28 Using Alerts and Buying Triggers
22:51 Keeping Track of Alerts and Triggers
24:20 Prioritizing Leads and Prospects
25:20 Quantifying Pain Points
29:32 Approach to Discovery Calls
36:13 Quantifying Pain Points During Discovery
39:32 Advice for Aspiring Top Performers
47:00 Closing and Conclusion
What was your biggest takeaway from this episode? Let me know!
If you enjoyed this video, you might like my weekly newsletter, where I share actionable prospecting tips, join 3,607 SDRs getting the newsletter here: sdrgame.substack.com/
It’s Key to be in sales demos , as David said, invaluable to gain insights into customer reactions, pain points, and how the sales team effectively communicated the product's value. This hands-on approach is crucial for refining sales strategies.
100% That's the best way to learn about your ICP + Buyer personas.
The CSM disco's tip is a good one, already set the reminder for monday.
Nice! Let me know how it goes :)
Which video do you recommend for a BDR that sales software that can be used by many industries like a business texting software? Here you mentioned a software that you use to sell that can be sold to any industry ? Can you point me in the right direction?
Hey - do you have an example? I don’t think I have a video on that. But happy to give you how I would approach that
@@ElricLegloireOutbound oh okay understandable, I thought you may have had one.
Can you help share any best practices or tips or insight on this? I am a BDR and we gather our own leads , cold call prospect , and book demos . But it’s a newer startup with a new team . So everyone is new in the sales team and to the sales role
@@ColdCallSteve Of course, I need more insights from you. Could you share what's the name of your company? Buyer personas?