UNSUBSCRIBE: The demandDrive Podcast

The path to sales success is unique - both in the steps you take and how you define "success." For some people, success means being a top individual contributor. They're born to be hunters, and they thrive in that role. They might define success as making as much money as possible. For some people, success means leading others. They have what it takes to motivate and manage a team -...

One of the most significant learning curves for anyone entering the sales world is becoming comfortable with hearing the word ‘no.’ And you don't have to just get comfortable with it - you have to hop back on the horse and make another call right after hearing it. It takes time to see a door closing or a phone hanging up on you as not rejection, but redirection. Episode 4 dives into these topi...

Join AJ and Alex as they recap their top takeaways from our Growth Guiders event. Highlights : 🧠 The mindset GTM leaders need to adopt for consistent growth 🛟 Why you need to think about saving more than just *your* team during tough times 🤝 How internal alignment can create a stronger buying journey for your customers Want to watch the full Growth Guiders discussion? You can do that here: http...

Time Management - The Key to Success may sound like just another piece of content about managing your time, but it is far from that. Episode 3 is a dynamic conversation about getting back to the basics of the SDR role. It’s filled with tips and advice from a former SDR turned manager, Andrew Smith (who still gets on the phone with his team), who has takeaways for any listener. === Episode Recap &a...

Join AJ and Alex as they recap the finer points from our SDR Symposium on Time Management. Highlights: 🕒 Importance of power hours for various tasks, not just calling prospects 🔄 Using evidence to create an efficient agenda for productivity 💡 Experimentation and habit-building to determine optimal working times 📞 Adapting working hours to align with prospect engagement times 🤝 Balancing time...

SDR: From Acronym to Sales Career is an episode that walks you through the journey of starting as a new SDR with little-to-no sales knowledge, to cultivating relationships, honing in on networking skills, and eventually, creating a career path for yourself. This episode is a great listen for both new and tenured reps, showing how even though it might have just sounded like a funny acronym === Epis...

Why Paul Slack, Founder & CEO at Vende Digital, continues to beat the sales and marketing alignment drum. Plus, how true ABM can solve a majority of your alignment problems. === Stop us if you’ve heard this before: “Following up on marketing leads is a waste of time - they’re all garbage!” Or “Sales reps are so lazy! We generated hundreds of leads and they aren’t even bothering to work them.”...

“You got the job, now what?” A simple question that has anything but a simple answer, which is why it felt like a perfect topic to dive into for the first episode of SDR Insider: Insights from Top Performers . If you recently started as a new SDR, are feeling stuck in your current role, or you’re any place in between, this first episode undoubtedly will leave you feeling ready to conquer the quart...

Join AJ and Alex for a special episode of Opt In! We pepper our co-founder Dan Paul, with questions about our newly adopted “revenue development” messaging in 20 minutes! === Recently, we've updated our website language to use the term 'revenue development' instead of 'sales development', and that change has spawned questions - from our current client base, from prospects, and...

How Chelsea Leahy, Director of Training at demandDrive, is helping elevate the SDR role by focusing on foundational sales skills and an intent-driven mindset. Plus, a look at the new dD Academy! === “I would be laughed off the phone.” To say that B2B sales has changed would be selling its evolution short. The SDR role has evolved from a high-volume, ‘just get the meeting’ position to a more consul...

How Taylor Del Giudice, Co-Founder at Quack, is booking over 80% of his meetings via the phone with his ‘perfect’ cold calling framework. === Think back to the absolute best cold call you’ve ever had. What made it great? What was missing that normally derails you? How was your tone? Your questions? Your close? Ok, snap back to reality. We know that not every cold call can be perfect. Sales, by nat...

Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the evolution of the SDR role in 8.5 minutes! === In our opinion, the SDR function is often criminally underutilized. Traditionally, companies look at the SDR function with the following (overly simplified) formula: 🤝 🎓 + (📃 + 💻 + 📞) + 🧑‍🏫 = 🤑 Hire College Grad + Give them a list, laptop, and phone + 1...

Join AJ and Alex for another episode of Opt In! In this episode, we share the trigger event template from 30MPC and talk through why it’s so important in 12.5 minutes! Note - this was shamelessly stolen from the good people at 30MPC. Click here to view the original source material (under “Things You Can Steal”) === Trigger events - situations that present an SDR with a relevant reason to reach out...

How Jagrit Gambhir, Social Media Strategist @ Sybill, views psychological safety and its importance in the workplace (especially for SDRs). === The role of the SDR has changed dramatically over the past 5 years. It’s no longer a “spray and pray” type of job. You win by making long-term deposits, remaining relevant over an extended period of time, and being authentic and empathetic in everything yo...

Every SDR goes about the job a little differently. The most successful SDRs employ numerous best practices, tricks, and life hacks to get the most out of their prospecting , like: 📧 Developing their own nurture cadence outside of marketing. 💬 Maintaining strong communication with both sales AND marketing. 📞📞 The contentious “double dial”. While the foundation of the role is pretty standard acr...

Join AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 4 of 4 from a Gartner guide on boosting SDR pipeline in 8 minutes! === According to ⁠a guide published by Gartner⁠ , “ 70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling...

How Itai Amoza, Co-Founder & CEO @ StoryDoc, is building a tool to help sales reps flip a common objection into a competitive advantage. === Let’s do a little “read and react” exercise. Below, you’ll find an objection that SDRs face on a regular basis: “That sounds interesting. Why don’t you send me some information to look over and I’ll get back to you?” How did you feel reading that? Most cu...

Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the lessons we learned rewriting 50+ sales emails in 9.5 minutes! === If there’s one thing we learned after rewriting over 50 cold sales emails, it’s that a lot of the common mistakes we saw weren’t tied to a particular caliber of company. From the tiny tech start-up to the unicorn-funded behemoth, we saw a lot...

How Christian Erba, AE @ Contractbook, overcame his fear of cold calling and made it his greatest weapon. === Do you remember your first cold call? How did you feel when your hand moved to pick up the phone (or load up your digital dialer)? Nervous? Excited? Some combination of the two? For a lot of reps, that feeling of anxiety, fear, and discomfort doesn’t go away quickly. Depending on their min...

Join AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 3 of 4 from a Gartner guide on boosting SDR pipeline in 7.5 minutes! === According to a guide published by Gartner , “ 70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling...

How Charlotte Lloyd, Sales Director at Investment Monitor, views cold calling in today’s sales environment and how to do it *right.* === Let’s start with an obvious (to us) statement: No, cold calling isn’t dead. If you Google, “Is cold calling dead?” you’ll get a TON of hits (about 75 million, in fact). And if you look at the “People Also Ask” section, you’ll see questions like: - Is cold calling...

Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on the fate of sales development in 9 minutes! === Sales development looks a whole lot different in 2023 than it did in 2013. Or 2016. Or even 2020. Tactics, trends, and technologies change quickly. Best practices are constantly evolving. How much value we place in the SDR role seems to change every day. Point bei...

How Adrianna Vidal, Community Manager at RevGenius, made the jump into SaaS sales, saw success as an SDR, and built her online brand. === Breaking into the world of SaaS sales can be daunting. It’s competitive (high earning potential), it’s confusing (we love a good acronym), and it’s fast (new tools and strategies pop up every day). But if you can embrace all of that, the sky’s the limit. That’s...

Join AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 2 of 4 from a Gartner guide on boosting SDR pipeline in 8 minutes! According to a guide published by Gartner, “70% of chief sales officers are implementing or considering investments in SDRs to generate pipeline due to concerns over a lack of adequate pipeline and the transition to virtual or hybrid selling organiza...

How Kate Erwin, Head of Content at Contractbook, breaks bread with her sales counterparts to support company growth. === Marketing gets a bad rap in the world of SaaS sales. They’re looked at as the “fluff” behind the real work - sales. And as fun as it is to belittle marketing, their jobs can make the lives of their sales counterparts much, much easier. From creating personalized content to runni...