Written by actively operating sales leaders, this book is filled with immediately actionable advice without the usual fluff & self-promotion you find in many sales books. Even better, nearly every insight is backed by academic or commercial studies.
Here are 12 of my top take-aways:
1. Hire for IQ + Curiosity + Conscientiousness + Grit
2. The best SDR candidates have been working for 2-3 years in recruiting.
3. Have SDR candidates pitch your solution to you during the interview process
4. Set quotas such that 2/3 of SDRs meet or exceed in each month
5. Build progressive AE skill training into micro-promotions for SDRs
6. Email reply rate and phone connect rate do not vary much by time-of-day or day-of-week.
7. Keep email subject lines to 1 word (your company name, not the prospect's)
8 Personalize about 20% of email #1. The book goes deep on best practices for this.
9. Filler words (um, ah, etc.) are not really a problem on cold-calls
10. To minimize no show rates, get the prospect's cell phone number when scheduling meetings.
11. To hit your numbers, measure: capacity = ramped SDRs; effort = activity/SDR; and effectiveness = meetings/activity.
12. Promote SDR managers from within rather than hiring from the outside
- File Size: 2935 KB
- Print Length: 197 pages
- Simultaneous Device Usage: Unlimited
- Publisher: BookBaby; 1 edition (December 17, 2019)
- Publication Date: December 17, 2019
- Sold by: Amazon.com Services LLC
- Language: English
- ASIN: B082WM95VK
- Text-to-Speech:
Enabled
- Word Wise: Enabled
- Lending: Not Enabled
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Amazon Best Sellers Rank:
#70,216 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
- #250 in Sales & Selling (Books)
- #28 in Sales & Selling Management
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