🎆 Phone is king but … whom to call? When you write, let them know you’re not a bot! Barry Halpert, SDR Leader at Windward , shares some #salesdevelopment insights! 🔍
🔬 CHALLENGES IN BUILDING PROSPECT LISTS?
Finding the champion is hard, especially in enterprise companies. The product I introduce touches many people in various departments, divisions and regions, so it’s tough to decide where to start. Some work titles are not straightforward and it can be challenging to find someone who feels the pain you solve and has authority to lead a change.
📞 TIME SPENT ON CHANNELS BREAKDOWN?
Phone is king! Phone conversations get you a foot in the door. Emails are easily deleted, forgotten or filtered. Our current split is around 50-50 but I’m working to streamline lead gen and implement autodialing to get to 80% phone and 20% LinkedIn & Email.
🛡️ TEMPLATE VS PERSONALIZE OUTREACH?
Templates should be bulletproof – concise, to the point and with a clear message that is applicable to different personas. However, fine tuning a message takes you further and grabs attention. I personalize by letting know I’m not a bot. I use references to the weather, holidays, etc. I show that I know everything about them, their role, industry and company news. Personal information like hobbies, college, is easy to find, however I prefer to keep the conversation on a business level.
📅 TABS ALWAYS OPEN ON BROWSER?
Too many! I am in a constant battle to close tabs! It’s like a messy desk, stacked high with paper. It is always good to be clean and organized. The tabs I keep open are industry specific news – they’re like a window into the organization you are targeting. Then my target company list, to stay focused. And of course my calendar, to find available spots and plan my busy day.
🗄️ ESSENTIAL SDR PERSONAL TRAITS?
The key traits are: Self-motivated like a hunt, as opposed to a farmer. “Tough skin” and fearless. You are comfortable speaking to anyone. Investigative – dig deep to find the right company and contact. Relentless – take one lead and mushroom it. Technically inclined – quick in understanding technical products and using technology efficiently. Write like a poet and sing your pitch to success. In conclusion, the most overlooked trait that an SDR needs to succeed is ORGANIZATION using tech tools, otherwise you can easily drown in your leads and outreach.
🦅 EARLY BIRD OR NIGHT OWL?
I fly when I need to. Some days start with calls to Australia and end with calls to North America. I work around what targets dictate and prospects availability. I also enjoy a flexible schedule that I create.
🏙️ YOUR DREAM JOB?
Urban planning! I love cities and the way people interact with them.
