We talk about the SDR role being tough - and it is. Modern buyers have changed the way we sell. SDRs need to be more consultative and guide prospects down the funnel with skills like storytelling, subject matter expertise, and social nurturing.

But not every SDR is doing that.

It’s easy enough to come into work every day and do the bare minimum. Follow the playbook, run the sequences, put in the activity, go home. That’s the life of a C or B level rep.

‘A players’ are constantly going above and beyond their daily responsibilities. I’m talking about content creation, joining online communities, learning from sales leaders...top reps put in the work to hone their craft and get better at the job.

We think a big part of what separates the ‘A players’ from their B and C player counterparts is mindset. They have that self-starter mentality to grow within the role, not just do the role.

We sat down with Tad Bustin, Sr. Director of Client Success at demandDrive, to talk about the mindset needed for SDR success and how to impart that on your team.