Grooming SDR Allstars Sales Hacker Series - New York City February 18th, 2015

1. Grooming SDR Allstars

2. Managing your team

3. Begin with the end in mind

4. Hiring

5. Incentives
• Closed vs. Handoff
• Track metrics and reward (+) & (-)
• Encourage competition

6. It’s okay to be the bad guy.

7. Scoreboards Matter

8. Scoreboards Matter

9. Scoreboards Matter

10. SDR reps are the
future of your sales
team.

11. “If your young, hungry reps feel that they are
appreciated and being watched closely they will
run through walls for you.”

12. Training Tips / Tricks

13. Begin with the End in Mind
The goal is never to make calls… it’s not
to get handoffs…
The goal is to drive sales

14. Prospecting
Mindset

15. Where to get the leads?
• Bad leads help reps want to find the good leads!

16. Get Inside the Customers
Mind

17. Get Inside the Customers
Mind

18. Get inside customers mind
Where are your prospects already going to find
what you can offer?

19. How to reach them
Messaging:
Speak the DM’s language
Short, sweet, to the point
Add value. “What’s in it for me?”

24. The “mobile test”

28. Other prospecting hacks
• 5x5 reach out
• “multiple choice rejection”
• mess with subject lines
• change capitalization, grammar
• a/b test everything

29. Remember:SDR reps are the
future of your sales team!
(Treat them like it)