Tips and Advice for new SDRs: See webinar at: https://www.linkedin.com/feed/update/urn:li:activity:6542445119034011648 Original article: https://www.linkedin.com/pulse/advice-new-sdrs-sam-nelson/

1. Advice for new SDRs

2. Two sections:
1. 5 Things to Understand
2. 7 Things to Do

3. Things to Understand

4. Things to Understand - #1
Doing awful your first
few weeks is ok.

5. My Start Was Awful
-Came in last in the bootcamp competitions
-AE asked for me to be transferred to
someone else
-First 7 meetings no-showed
-Placed next to the manager for extra help
-Given less than desirable account list

7. Things to Understand - #2
You will develop skills that are
insanely valuable and generally
applicable

8. -Comfort with discomfort
-An eye for good ideas that sound like bad ideas
-Calculated risk-taking
-Prioritizing a comically endless workload
-Thinking in funnels, not absolutes
-Mental stability through high pressure
-A numbness to the sting of rejection/failure/criticism
Specific Skills You Will Develop

9. Things to Understand - #3
Sounding like a rookie on
the phones is an
advantage

10. People respond to
imperfection. It
makes you more
likeable.

11. Things to Understand - #3
You will hit a wall at
some point

12. At some point you will wonder if you have
made a huge mistake by becoming an SDR.

13. Things to Understand - #4
You cannot convince
people beyond your own
conviction

14. Learn why people love the
product, develop that love
yourself

15. Things to do

16. Things to Do - #1
Work like an animal,
especially in the
beginning

17. “The woman in charge of sales was so
tenacious that I used to feel sorry for
potential customers on the phone with
her. You could sense them squirming on
the hook, but you knew there would be
no rest for them till they'd signed up.
If you think about people you know,
you'll find the animal test is easy to
apply. Call the person's image to mind
and imagine the sentence "so-and-so is
an animal." If you laugh, they're not. You
don't need or perhaps even want this
quality in big companies, but you need it
in a startup.”
-Paul Graham

18. Compound Interest

19. Things to Do - #2
Get your first 30
connects out of the
way ASAP

20. They will be bad. Just accept it and
get them out of the way as early as
possible.

21. Things to Do - #3
Listen to discovery
calls from the best AEs

22. You will gain:
1) A high level understanding of the product
which will increase your confidence
2) Start developing an instinct for what
prospects respond to

23. Things to Do - #4
Listen to your manager
to get a foundation

24. “Learn the rules like a professional so you can break
them like an artist” -Pablo Picasso
15 years old 25 years old 89 years old

25. Things to Do - #5
Learn how to use your
SEP (Sales
Engagement Platform

26. Small improvements in better
understanding how to leverage
your SEP can cause a huge
increase in productivity

27. Things to Do - #6
Do $100 favors for
your coworkers

28. Look at doing good deeds like VCs view
startup investing

29. Things to Do - #7
Make a running list of
non-business-stopping
questions you have for your
manager to ask EOD

30. Come to 1 on 1 meetings with your
manager with a list of questions and
things you need.

31. Happy Hunting!
See LinkedIn Article: Advice for new SDRs (https://www.linkedin.com/pulse/advice-new-sdrs-sam-nelson/)
See Webinar: Tips for new SDRs: (https://www.linkedin.com/feed/update/urn:li:activity:6542445119034011648)
Follow me on LinkedIn: https://www.linkedin.com/in/realsamnelson/