SDR Handbook (SDR Handbook)

This week we had Dale Thorn on the podcast to talk about the knowledge he has gained from speaking to over 200 Sales Development professionals.

Brandon Jeppson joined the podcast this week to talk about some non conventional SDR tactics.

You could even say they aren't "tactics" but ways to go about your day to day.

Listen in to learn just what exactly they are.

This week we had Andrew Ciardella and Raafeh Kaleem from Enel X where they have grown from being Business Development Associates to now being Principal Business Development Associate and Business Development Manager respectfully. Was a great conversation for anyone thinking about going into a non-tech-based company in an SDR role and along with that how to build a great sequence!

This week we had Sam Addicott who works in AI and actively uses/cold calls people to get them to integrate AI into their company

So who better to come and explain to us how SDRs can actually leverage AI and what it will look like in the future?

This week we had Marc Parsons on from OneUp Sales where he's an SDR Lead and soon-to-be SDR Manager as well. Marc runs a great team and shares how he coaches his team every day. He has chosen a different route than most so listen closely and there's a lot to learn!

This week we had Taylor Corr on the show, who manages the SMB and Mid Market Sales team at Quantcast.

He has been in and around Sales Development for 7+ years and knows just what is needed to build and manage a team effectively. In order to see consistent growth and accomplishment

Check it out now in the episode!

This week we had Augusto on the podcast to talk about how to build your LinkedIn from scratch and the exact things you can do to have a following on the platform.

With over 8,000 followers and a great community Augusto was great to chat with on this topic.

He is currently an SDR at Kazzcade which he just recently started at!

This week Jake came back to guest host the SDR Handbook Podcast with special guest Jake Bennett from AmpleMarket.

This week we had Aaron Reeves on to talk about his P.I.T.C.H framework that he created to get the most out of your cold calls.

This episode does a walkthrough for piece by piece of it and why he added them all in.

If you want access to this framework you can find it here.

This week we are back with a great SDR Handbook Episode where Taylor is joined by Nick Fasciana. Where they dive into the love of cold calling Nick has and what it took to get there.

Also how any SDR can find their way to success on the phones!

This week we had Elliott Garcia on the podcast to talk about how he built his following to over 10,000 followers on LinkedIn.

He talks the steps he took and what he did in order to build a great community.

Super excited about this episode with Damien Woodfull. He runs the Sell True Podcast and Program where he goes through everything we talk about in this podcast but much more indepth.

Damien has an amazing story where he ran into some health issues, specifically one where he got a concussion while up in the mountains in Vancouver. Which pushed him towards doing Yoga and practicing Mindfulness.

So much awesome topics covered here in this episode, happy listening.

This week we had Carly Pledge on from CloudCall where she is the Global BDR Manager. We spoke about how to properly manage a global team and what tactics you can use to make your team the top performers you need.

Chris Ritson joins the podcast this week to speak all things SDR. We dove into where he thinks the role is going in the future and also his take on what is going on in the market right now. After that, we dive into where he thinks most SDRs can find immediate improvement today whether they are new to the role or have been in the role for awhile.

We are back with #2 where we welcome Alex Jagiello to the podcast, who runs RevDev at Clari. We speak about what the journey was like from being an SDR not to long ago to running a Sales Development team. What it takes to do so and how to properly run a team as it grows.

This week we had Justin Lang on the show. We dive into his way of cold calling and how he has gone about teaching cold calling to sales reps over the past few years.

Thsi week we had Mando Sallavanti on the podcast. He is a financial planner at MassMutual and deals with tons of folks in SaaS.

Armando Sallavanti is a registered representative of and offers securities and investment advisory services through MML Investors Services, LLC. Member SIPC. Supervisory Office: 2 Bala Plaza, Ste 901, Bala Cynwyd, PA 19004. Tel: 610.766.3000. Sallavanti Financial Services Co. is not a subsidiary or affiliate of MML Investors Services, LLC. or its affiliated companies. MassMutual refers to Massachusetts Mutual Life Insurance Company (Springfield, MA 01111-0001).

This week we changed things up a little bit. We wanted to take a break from interviewing someone and go deep into a single topic. This week it was cold calling. I brought Jake back onto the show, which you may remember from the JC Pollard episode where he hosted the podcast. In this episode we go deep into why we cold call, our mindset behind it, and even the scripts that we use when making calls.

We got a controversial one this week, thanks for Gonzalo Quevedo for coming on to talk about this.

We touch on the incredible amount of information and tips you can find on LinkedIn nowadays and how it can be helpful or not helpful.

We talk about the fear mongering that comes from it as well.

Take a listen!

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This week we were joined by Cori Zuniga a BDR at Motus who went through an SDR Bootcamp called Satellite.

She came on to share her stories and experiences in the bootcamp and all the things she learned along the way that has led her to being a great BDR today!

This week Jake makes another guest host appearance and hosts Alex Trca who is an SDR Manager at LeadIQ at the time, and now is a SR BDR at Arena currently. This was a great conversation between the two of them and a great listen for any SDR out there!

This week we had Andy Laws as a Senior SDR Manager from Braze. Where he has worked his way up from IC to where he is now. He also was a professional cricket player and he shares in the podcast was a big learning stage for him and has brought many attributes of how he approaches the SDR world.

He also recently just released his SDR Playbook which we share in the podcast, and you can check it out on his LinkedIn!

This week we had Mohammed Kiswani on the show to talk about his extraordinary run as an SDR and then his amazing accomplishments as an AE

We dissected what exactly he did and the certain tactics that only he could have done at his company vs being at another corporation.

This week we had Zach Landres-Schnur the Head of Sales Development at LiveRamp on the podcast. Where he brought a wealth of knowledge from his almost 8 years at the company and started as an SDR and saw the department grow over the past few years. Keep your ears peeled, he drops some awesome knowledge throughout this entire episode!

In this week's episode, we are joined by Elric Legloire a founding SDR at Castor as well as the host of The SDR Game Podcast. Taylor and Elric get into why Elric started the podcast, what his biggest takeaways have been, and what it means to be a founding SDR at a startup.

This week we have DeAndre Porter on, the Snr GTM Manager at Brex. Where he runs the SDR function and is helping build the amazing GTM team at one of the top tech companies in the world.

This week we had David Wilkins on the podcast. He is the Author of Closing The Gap:  Turbocharge Your SDR and Sales Team Alignment

He is also the founder of SDR Leaders of EMEA and the former Director of Sales Development EMEA @ Snowflake.

Mike Wander is an AE at Lavendar, the purple heart company we all see on LinkedIn. He also runs a show called The 3-minute Sales School where he takes a person's email and gets a better score on Lavendar than they did initially. He also was in the United States Marine Core and has been killing it as an AE since entering the world of tech sales.

This week we had Tyler Hickey on the pod to talk about how he was able to go from an SDR to AE in 10 months at his current company Branch.

We walked through the previous experience he had that helped push him to be able to do it.

Jill Bruno joins the pod this week to chat about how she has led great SDRs team and what she was able to do to build motivation and accountability on those teams.

Tune in for some great insights from a great leader!

In this episode, we have the great JC Pollard on to talk about his tactics in prospecting even as an AE, and how he did it as an SDR. JC works at Gong and has made his way up through the ranks very quickly.

Jacob makes a guest co-host appearance to run this episode and ask JC all the great questions we all want to know!

This week we had Cody Branchaw who is an SDR at SEON Fraud Fighters. A huge topic of this episode is the practice of authenticity as an SDR and how you can apply that in your day to day activites.

This week we had Joseph Smith on the show to talk about the journey he has taken as an SDR and what it has been like.

From solar sales to a SR SDR, we get to learn it all!

This week we had Bojan Samardzija on from Key Outreach. Where we went through all his key insights into cold email outreach and how he makes it work.

Especially in the age of AI and how many emails land in folks inboxes nowadays.

This week I had the pleasure to sit down to speak with Scott Williams who went through it (and thats being light with it).

He works for Onit, and in the past ran a team of 5 SDRs but soon after up'd that to 27 in a very short amount of time before bringing on help.

So the insights we can glean from him are enormous!

This week we had Brian Montoya on the podcast to talk about how to brand yourself on LinkedIn and how to actually do that step by step.

This week we have Jeff Torbeck on the show. He has been a sales development rep at companies like SalesForce and many others during the 2000s and first few years of the 2010s.

After that he went on to lead teams and help grow companies from $0 to multi million dollar ARRs. The list goes on and on but he came on to talk about top of funnel and help SDR teams everywhere.

This week we had Kellen Casebeer on the show to talk about message market fit. Which is trickier and more important then you may think.

The great thing is, SDRs are a huge part of this process and we go through how an SDR can help companies figure this out while they work there!

This week Jake comes back to speak about how SDRs can influence organizational change.

That you really do have the power to bring on tools, help change the sales team and or impact how the company moves forward with messaging etc.

You are the frontlines of the company!

This week we had Max Schwartz on from Gradient AI where he spoke to us all about his experiences growing up that helped him become the SDR he is today. Along his journey, he sold hot dogs outside of arenas and learned everything there is to market yourself to total strangers.

This week we have Lewis Gadsdon on the podcast to talk about hiring SDRs and how to go about interviewing them.

We get insights into his world and how they have been able to hire tons of successful SDRs for tons of companies based in the UK.

This week we had Phoenix Rose on the podcast. He is a previous SDR in B2B SaaS and recently started a free Slack group for folks that are looking to become better in sales.

In our first official episode, we bring in Caspian Lewke! 

Caspian is a Sr SDR at Gong and has been leveraging LinkedIn for quite some time now. From posting memes almost every day straight for a year. Caspian was awesome to have on to share his knowledge around LinkedIn and in general on prospecting. 

This episode is full of great tactics and tidbits to steal and use for yourself!

This week we had Cam Harold on the podcast who is VP and Head of Sales at Push Operations. Helping a company that is over 12 years old utilize outbound on a new scale and create an SDR team that over-achieves at every level.

Was great having him on and speaking about SDR teams and his great respect for them!

Joined by Jacob, today Taylor goes in about cold emailing and all the good and the bad that comes with it.

Speaking on topics like personalized emails, automated emails and tools you can use!

This week we had Sanjay Day on the podcast from Catalyst Software. This was a great episode between TDG and Sanjay where they talked about how Sanjay first started as an SDR and how he got to become a Senior rep on the team, among many other things!

This week we had Robert Akerele on the podcast to talk about his way of creating a great prospecting list. We walked through it step by step making it easy to utilize for yourself or build off of.

Robert was rated a top 60 SDR by Demandbase a few weeks ago and has been constantly hitting quota for every company he has been at.

This week we had Stephanie Goulet on the podcast. She is an SDR at Braindate, where she spends her time trying to get into contact with event managers and more to help get their product at awesome events like Collision in Toronto.

We spoke about the journey in the world of SDRing and really was a great conversation as some tips and tricks were given by Stephanie and also by Taylor!

We brought back Augusto talk about his experiences on this episode 50 special going in-depth on Go To Network

The good, the bad and the ugly on this topic is all covered thanks to Augusto!

This week we had Benyamin on the show to talk about how to navigate a company to work at for your next or first SDR role.

We spoke about what exactly you can be asking in the interview process as well as what you can be doing in your first days in your new role!