Today, she dishes some classic sales advice, shares a seriously impressive SDR feat, and her hopes for the future of sales.
Merissa, welcome to the #salestage!
💪 SUCCESSFUL SDRS DO THIS
Build your own lists, don’t just wait for marketing to send you leads.
Connect with people on LinkedIn because growing your network is so important.
Consume books like Fanatical Prospecting and Smart Calling.
Always be prospecting and always develop your skills in your own time.
🤩 WHEN YOUR TEAM IMPRESSES YOU MOST
A prospect once told my rep, “I do not want to speak with you or anyone on your team. Remove me from your list” at the beginning of a call – somehow this rep was able to turn this around into a booked meeting!
🌱 WHAT YOU HOPE CHANGES ABOUT SALES
I hope SDRs are able to work more strategically. More weight should be put on the results they drive vs the calls they make and the emails they send.
💡 UNDERRATED SALES ADVICE
Always be prospecting. Do not get complacent with a full pipeline.
📚 SALES PODCAST/BOOK RECS
The Sales Gravy Podcast & Fantatical Prospecting – Jeb Blount
The Sales Development Podcast – David Dulany
Flip the Script – Becc Holland
The Art of Sales & Smart Calling – Art Sobczak
Never Split the Difference – Chris Voss
How to Win friends and Influence People – Dale Carnegie
Atomic Habits – James Clear
🍴IF YOU WEREN’T IN SALES
I would probably would own a restaurant, or be a restaurant GM.