Untitled presentation (1)

The Warrior

Authored by Tim McMillin on May 19, 2015

Cold calling, lead hunting and everything else that goes into sales development should be easy, right?


Not a chance.

What is that little voice saying inside of your sales development representative’s (SDR) head  as he gets a hot prospect on the phone today?

A. Let's Go!          -- or --         B.  Oh shit!

How many times a day does an SDR get on the phone with their dream prospect, or any prospect for that matter, and they just...miss?

So often SDRs are dialling, hoping that their call goes through to voicemail, petrified to speak with a live person.  If this is how your team feels, if there is even a thought of timidness, FIRE THEM!!! Just kidding. Kind of. Give them some constructive reframing.

So, those of you who want to train a team of SDR Badasses, listen up:

Please, for the love of all things good and true, DO NOT slip into some romanticized idea that the unprepared SDR on your team will be able to win over decision makers just like David slayed Goliath on the field of battle. You’re forgetting that David killed lions and bears on a regular basis way before he took on Goliath. After all, someone had to teach David how to be a crazy badass.  Check out VorsightBP’s Guide to Cold Calling

Everyone is an up-and-coming SDR Badass wannabe:

We live in a world that is all about instant gratification: getting what you want, when you want it, and with minimal work. Of course anyone should know that getting exactly what you want exactly when you want it is a lie.  Quite frankly, it’s a recipe for disaster.  So turn in your team’s dreams of becoming a Millennial Sales Superstar by waking them up and training.

Getting people to open an email or pick up the phone is the easy part. After all, there are apps for that (Connect & Sell, SalesLoft). It’s what takes place once you have piqued someone’s interest that makes a true salesman.  Make sure your team is well versed on everything from the ins and outs of your product to basic customer service courtesies.

Know your shit!  

You have to know your pitch so well that you can have a convincing conversation about your solution in your sleep.  Moreover, the better you know it, the better your team will. So map it out! Everyone should know what their prospects’ answers will be. As of yesterday, have a list of all objections and your AIOA (Agree Isolate Overcome Ask) response.  This way when you get on the phone you’re not only prepared for battle, you’re ready to win the war. If it’s clear though that it’s not a fit for either party, don’t be afraid to take the high road and walk away.

Practice being predictably wild:

In our office, if there is one thing that everyone can count on, it is that the SDR team will be the loudest, most crazy, tenacious team players. Celebrating by riding the pony, chariot races, breakdancing and more spontaneously combust on a consistent basis when someone lands an appointment.  What does that have to do with success? Everything.  Positivity and excitement are contagious. From office culture to the sales person to the prospect.

Culture does not just happen; it is chosen:

If you work in a drab and dull environment chances are your sales will go the same way.  Every day, over and over again, we celebrate success in whatever way it comes.  Not just when we set an appointment.  Sometimes success comes from learning why we lost a prospect, or why a demo was set up for someone that was not really qualified.   If your team gets on the phone and is scared of failing, they will lose every time.  Your team needs to get on the phone knowing from the fiber of their being that they are going to win!  Whether the call goes well or not.

SDR’s have a warrior's spirit, otherwise they would not have chosen this profession.  The thing is, that spirit has to be nurtured and pushed. Be willing to push yourself, and be willing to push your team.

Find out what it will take for you to start killing some lions and bears. Goliath’s number will be up soon, once he switches from a landline to a cellular device (long distance calls are really do a number on the corporate account).

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos

More Recent Posts:

October 23, 2019

Where 1 + 1 = 3 in the Sales Application Stack - Sales Enablement

  In my previous blog I outlined 21 different sales technology categories for the Sales Application Stack .  These categories were consolidated from various industry analysts research. That blog highlighted the difference between data integration and application embedding and highlighted the benefits of application embedding and selecting software vendors who have strategic partnerships with other software providers in the CRM application space.   The concepts of application embedding needs to be expanded with the concept of “application in context”.  “Applications in context” is applications working “in context” with applications to solve a series of problems in a consistent and cohesive manner without derailing the users thought process. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

September 20, 2019

The Emperor [CRM] is Naked

  One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

August 16, 2019

AI For Sales - Business Examples

  The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

August 6, 2019

TopOPPS + Outreach Galaxy: AI Enhanced Guided Selling to Increase Win Rates

  Ever had the situation where: an important sales opportunity is in danger because of inactivity and it goes unnoticed; the opportunity is sold but they don’t have the budget till next quarter so the sales rep needs to “stay close”; or the opportunity wants to buy but “isn’t there yet” and needs further ongoing education?   ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, Guided Selling, guide winning behaviors

July 22, 2019

AI for Sales - Calculating the Sales Forecast

  I mentioned in my first blog on AI for Sales, when you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.  This is only partially correct.  While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process.   The last 6 blogs have walked through different AI use cases for each of the different areas supporting the sales process to build a foundation for applying AI to create a more accurate sales forecast.  With that background we are ready to review AI use cases for calculating different versions of the sales forecast. ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

June 5, 2019

AI for Sales - Sales Pipeline Management and Sales Rep Coaching

  This is the second of two blogs reviewing artificial intelligence use cases to support sales pipeline accuracy.    The first blog focused on artificial intelligence for guided selling. Guided selling is key to maintaining a realistic sales pipeline by ensuring that sales team rigor, discipline and process are consistent across all opportunities. This blog focuses on sales pipeline management and sales rep coaching.  It includes tools to help: ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

April 16, 2019

AI for Sales - Guided Selling

  The next two blogs cover AI for the sales pipeline.  This blog focuses on AI for guided selling.  Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce an efficient sales process.  The tasks and process are based on sales patterns of past close-won, and close-lost opportunities.  Guided selling is key to maintaining a realistic sales pipeline. ...

Artificial Intelligence, Sales Pipeline Management, AI for Sales, Sales Enablement

February 27, 2019

AI for Sales - Enhanced Data Collection

  An accurate sales forecast requires a crystal clean sales pipeline.  A crystal clean sales pipeline requires a deep history on most buyer/seller interactions for each opportunity.  By having a deep history of these interactions you can apply AI to identify buyer patterns and better guide the sales process.   Unfortunately most sales organizations do not have enough information about each opportunity to apply AI to assist in the sales process. ...

Sales Automation, Sales Tools, AI, Artificial Intelligence, AI for Sales