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Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on GTM success in health tech (and how it applies to other industries) in 7 minutes! Developing a successful go-to-market (GTM) strategy requires more than a “one size fits all” approach. Especially in the health tech space - it’s far too nuanced and regulated to copy/paste a strategy from a different SaaS industr...

How Maggie Blume of Mailshake uses email deliverability best practices to increase cold email engagement rates. -- Imagine this…you’ve just finished writing a great cold email. It’s relevant. It’s timely. It moves the soul (ok, slow down…) It’s sure to get you a response. So you hit the send button with confidence and… * crickets * What gives? 🤔 Maybe your email wasn’t that compelling? 🌴 Maybe t...

Join AJ and Alex for another episode of Opt In! In this episode, we recap our symposium on relationship building in 7 minutes! SDRs are professional relationship builders. Think about it… 🤝 They act as the bridge between their prospects and their company. 🤝 They create and strengthen bonds with their manager and AE on a regular basis. 🤝 They connect with and learn from colleagues and SDR peers...

Join AJ and Alex for another episode of Opt In! In this episode, we cover takeaway 1 of 4 from a Gartner guide on boosting SDR pipeline in 7 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 Jake Bernstein of SPINS navigated a major acquisition and got a new team on the same page. Plus, how you can apply those lessons in your day-to-day. -- If you’ve ever been part of a merger or acquisition, you know the feeling. ❓ Questions about job security. ❓ Questions about new responsibilities. ❓ Questions about tech, processes, and strategies. In short, it’s a lot of uncertainty. And th...

Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on cold email engagement tactics in 6.5 minutes! Every message you send trains people to open or delete your next message. But more importantly, it trains them to view you as a trusted resource or as a nuisance.   Ethan Beute said that 👆 in his podcast with us on grabbing attention & building relevance....

How Maria Bross of revenue.io is modernizing the way we look at SDR training, onboarding, and support. There’s a common myth that some of us are natural-born salespeople - and without that innate ability or predisposition, you won’t see success as an SDR.   Well, consider this podcast an episode of MythBusters because we reject that reality and substitute our own.   And so does our guest...

Join AJ and Alex for another episode of Opt In! We turn back time in this throwback edition where, in 6 minutes, we confirm that the devil is indeed in the details. Part of your job as an SDR is to carve out space inside your prospect’s brains for your name, brand, and value. That way, when they’re actively looking for a solution, you’re top of mind.   Carving out that space requires:  ...

How Josh Schwartz of Bregal Sagemount helps organizations not just embrace change, but actually look forward to it. A call for change is typically met with one of the following responses:  Fear  Denial   No doubt about it, change is a touchy subject. It implies that what you’re doing isn’t good enough or that you lack the knowledge to do it right - neither of which is good for the e...

Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar on running sales contests that your reps will actually care about in 6 minutes! Think back to the last sales contest you ran. Got it? Ok, now try to remember:   Why you ran it. What was the purpose?  The engagement level of your reps. Did they buy in?   The end results. Was the contest able to spark...

How Drew Torrey and Prapanch Madhiraju are making prospecting more effective, more rewarding, and more fun with their gamification tool, Rake Rewards. Let’s not beat around the bush - SDR activities can be monotonous .   Cold calls, pitches, email follow-ups, prospect research, chasing potential leads…it’s easy to lose sight of the forest among the trees.    But the trees (your dail...

Join AJ and Alex for another episode of Opt In! In this edition, we talk about best practices around building an appropriate knowledge base for new SDRs in 7 minutes! Your manager tells you to “do some research.” Ok…what does that mean?   New SDRs and reps who are ramping up a new program/division/industry feel that pain. The call for research is vague and directionless.    Where do...

How ‘The Pickle Boys’ aka Junior Lartey & Taylor Dahlem used a peer prospecting campaign to foster and grow alignment between sales and marketing. When you hear the words “sales and marketing alignment,” what image does it conjure? 📺 A Zoom meeting with the heads of each department hashing out strategy? 🎯 A carefully executed ABM campaign that hits target accounts with a succinct, powerful m...

Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar in 7 minutes! How to make meetings effective and (believe it or not) enjoyable. There’s always been conflict when it comes to internal meetings.   And now in our remote world, the issues and difficulties with running 1-on-1 and team meetings are magnified. There are more distractions for your reps, they can t...

How Lori Dunn, COO @ Optimus Technologies, views the mentor/mentee relationship and shares advice on how each party can benefit. What does mentorship mean to you?   Someone to help you navigate difficult situations?  Someone to lean on when you’re unsure of a decision?  Someone to coach up a specific skill or unblock you from negative thoughts?   There are a ton of ways you can...

Join AJ and Alex for another episode of Opt In! In this throwback edition, learn about the dangers of misleading subject lines (and what to do instead) in 6 minutes! Here’s the deal: There are a lot of emails out there. The “sea of bad prospecting” continues to grow every day. What are you doing to stand out? If the answer is “trick your prospects,” you’re wrong…and right? Now, we’re not advocatin...

Join AJ and Alex for another episode of Opt In! Learn about prospecting during the holiday season in 7.5 minutes! The most wonderful time of the year…can also be the slowest time of the year. Especially for those of us that are prospecting.   And let’s be real - you should be prospecting during the holidays. AJ and Alex tackle some of the reasons why (and how to do it effectively) in an episo...

Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar in 8.5 minutes! What you need to know before building & scaling out your SDR function. Taking a kid out of college and expecting them to generate revenue after a couple of weeks of training is…well it’s absurd.   But sales leaders continue to build SDR functions with the mentality of "hire a rep, train th...

Join AJ and Alex for another episode of Opt In! Learn about the importance of critical thinking and knowing your "why" in 7.5 minutes! Hey there listener! AJ here 👋    Recently, I received a good email from an SDR - one of the better ones in a while. And as I was reading it, something dawned on me.   It was my email.   *dun dun dun*   Alex and I talk about the situation (...

Join AJ and Alex for another episode of Opt In! Learn about the importance of company culture & engagement on SDR success in 7.5 minutes! Don’t look for culture fits , look for culture adds .   Building a sales development team is hard enough. The moving pieces (your SDRs) are unique individuals that require different levels of attention, support, and encouragement.   You shouldn’t e...

Join AJ and Alex for another episode of Opt In! Learn how to create a bountiful harvest of leads this holiday season in 6.5 minutes! Through the holiday season, it’s especially important to remain consistent and innovative with SDR techniques.    In this season of giving, let’s review a few points of interest that are sure to provide a bountiful harvest of leads for you moving into the N...

Join AJ and Alex for another episode of Opt In! Snag a recap of our onDemand webinar with Lindsay in 7.5 minutes! One of the biggest reasons SDR teams underperform?   It’s not a lack of tech. It’s not bad management. It’s not limited training.   All of those things are problems, but they pale in comparison to bad goal-setting.   More often than not, leadership teams end up creating...

Join AJ and Alex for another episode of Opt In! In this Rewind, we look back at our 2nd ever-recorded episode where we tackle the idea of being the "delta" in 6 minutes! The idea behind this episode started when AJ & Greyson (of SDRev fame) interviewed François Bourdeau for the SDRepresent video series . In it, when asked a question about what the best SDRs are doing, he brought up the idea of...

Join AJ and Alex for another episode of Opt In! Snag some tips on improving your 1-on-1 meetings in 7 minutes! How many times have you heard an SDR mumble “ that meeting could have been an email” under their breath? Ten? Twenty? Hundreds of times? To all the managers out there nodding along, the blame isn’t fully on your reps. After all, how much preparation and effort did you put into your last 1...

Join AJ and Alex for another episode of Opt In! Learn about some of the common pitfalls around asking for a meeting in 6.5 minutes! You’ve done your research. You found the right contact. You got them on the phone. You discussed pains & challenges, diffused objections, and uncovered a need you can solve.   Now all that’s left is to book a meeting and toss them to your AE. Easy, right? &nb...