In today’s episode of ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest Skye Grace, Account Executive for Orum about the 9 Ways to Get Better as an SDR.

Episode Highlights

03:33 – Building those personal relationships and providing value to someone else's life and business is what Skye loves.

04:45 – Learning how to Coach people as human beings and having good SDRs is important, states Skye.

06:01 – The first way to get better as an SDR is, you need to understand the industry that you're in and also the customer's problems.

08:38 - Who you're targeting, who do you have the best shot at driving a meeting with and converting into a real tangible opportunity for your sales organization, asks Skye.

10:15 - Sam asks Skye, how she does temper hyper-personalization with relevance from an SDR perspective?

18:34 – Skye highlights that being productive and finding that time for self-care, calendar blocking, and creating that for yourself is important.

23:30 – As an SDR you need to know why are you networking with people and what is the reason behind that?

25:30 – Skye points out, you got to keep track of what's working, where you get a lot of engagement from because ultimately, we're serving other people when we're posting things and sharing content.

28:49 - There are these communities that can make you better. You can become masterful in what you're doing and it teaches you how to get promoted, mentions Skye.

30:45 - As an SDR you need to be disciplined, disciplined with your time knowing you do have only a certain number of hours in the day but being very effective there and that comes down to your integrity as an SDR.

34:14 – Sam enquires, what was the biggest learning curve as stepping into that SDR?

36:30 - What are some tips that you would provide other incoming SDRs, asks Sam.

37:28 - If you want to become the best, you need to go out, pick a book, read it and you need to understand the organization, says Skye.

Three Key Points

What’s important for every SDR is building a personal brand so that you're able to reach a wider audience faster and you're also humanizing yourself to your prospects. 

You need to keep track of what's working, what's been successful, and what have you had the most engagement of.

She has integrity in her work ethic, she is productive, and she is time-blocking. And maybe it's not today that she books a meeting but maybe it's tomorrow. So, you have to learn to let that go and have trust in yourself.

Tweetable Quotes

“Sale is something that I always took interest in since I always felt that this was the foundation of being a successful business owner.” – Skye Grace

“In sales, we're solving problems for other people and that's something that I've always loved doing.” – Skye Grace

“You want to figure out what tools are most important and most effective but at the same point the human element sometimes gets missed and we forget about that aspect.” – Skye Grace

“You need to find out what's most effective otherwise it is an information overload, technology overload.” – Skye Grace

“The first step as an SDR is, know your industry, know what you're selling.” – Skye Grace

“I have generated so many more opportunities and booked meetings for my company because I follow-up.” – Skye Grace

“True personalization can't be scalable.” – Sam Capra

“Anyone can have a perso