In this episode of the East Coast Elite series, we sit down with Madina Burkov, VP of Global Sales Development at Harness, to break down everything you need to know about starting a career in tech sales as a Sales Development Representative (SDR).

Madina shares insights into the essential skills for success, how to assess if a company's SDR program is right for you, and the critical role SDRs play in generating pipeline and driving revenue. We also discuss practical advice on how to stand out during the application process, the importance of a growth mindset, and why the "gift of the gab" isn't the only path to a successful sales career. 🏹

Key Topics Covered

00:00 - Intro

01:48 - Madina’s role and the purpose of an SDR

03:36 - How SDRs partner with Account Executives

06:22 - Key metrics for measuring SDR success

08:03 - What to look for when joining a tech sales company

09:13 - The essential qualities of a successful SDR

11:02 - Why sales is a skill that can be learned

14:49 - How deep an SDR needs to understand the technology

16:06 - Enablement and ongoing training for SDRs

19:20 - The SDR role in a long-term sales career

22:59 - Handling rejection

33:07 - Choosing startup vs. established organization

40:51 - The value of being proactive in your job search

47:43 - The benefits of working in an office vs. remote

51:51 - How to stand out when applying for an SDR role

💥 3 Biggest Lessons:

Sales is a Learned Skill: Don't be discouraged if you don't have the "gift of the gab." Sales is a skill that can be learned and taught through practice and a strong growth mindset. The ability to be curious, ask good questions, and be coachable are key attributes for success.

Quality Over Quantity: As an SDR, your focus should be on the quality of the meetings you book, not just the sheer number of them. High-quality meetings that turn into qualified opportunities are what AEs and sales leaders truly care about, and wasting an AE's time can damage your reputation within the company.

Be Proactive: To break into the tech sales industry, especially as a new applicant, you must be proactive. Don't just submit an application and wait. Do your research on the company and its challenges, and then use LinkedIn to find and reach out to the hiring manager and other SDRs. This demonstrates your ability to do the job and helps you stand out from other candidates.

🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel!

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💬 Notable Quotes "The SDR role in tech sales... it's not for everyone, it's a grind, it's a tough, tough job". "You have to be genuinely interested in the product and what it is in the space as well in order to do well, otherwise it's going to be really, really tough". "Usually an executive or a person would get hundreds of emails and really only a handful of phone calls". "Being proactive... that's the key... and not just submitting an application and waiting for somebody to get back to you". "What do you think is going to really set you up for success, right? And what kind of organization is going to allow you to be successful?". #softwaresales #huntersandunicorns #playbookuniverse #EastCoastElite