Summary In this episode, Thomas Blair, Director of Sales, shares his journey from being in the US Army to becoming an SDR and eventually leading a team. Thomas discusses the power of personalization in outreach, using keywords and phrases that resonate with prospects, and finding points of relevance. He advises SDRs who want to transition into leadership roles to learn sales operations and focus on building up the team rather than just individual success.   Takeaways

• Mentorship and being coachable are crucial for success in sales
• Personalization in outreach, using relevant keywords and phrases, can make a significant impact
• Learning sales operations and data analysis is important for SDRs aspiring to become leaders
• Focusing on building up the team and fostering a collaborative environment leads to overall success

Timestamps

00:00 Introduction and Thomas Blair's Background 02:06 Transitioning from the US Army to SDR 07:26 Joining a Startup as an SDR and Building a Team 08:50 Promoting BDRs and the Importance of Coachability 10:18 Moving from SDR to Sales Leadership 12:01 The Power of Personalization in Outreach 23:07 Using Keywords and Phrases to Connect with Prospects 27:29 Preparing for SDR Leadership Roles 30:43 Building a Strong Team and Fostering Collaboration