30 Minutes to President's Club | No-Nonsense Sales #18 - Prospecting with some personality and permission-based selling (Sarah Brazier, SDR turned AE at Gong.io)
Aug 26, 2020
Sarah Brazier, an Account Executive at Gong and instructor at Sales Impact Academy, shares her insights on sales prospecting with a focus on authenticity. She emphasizes writing like a human on LinkedIn and using permission-based selling techniques to foster better engagement. Sarah discusses leveraging higher-level connections for referrals and the importance of upfront contracts to get buy-in during cold calls. Her unique approach blends personalization with practical strategies, making sales conversations more meaningful and effective.
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Setting and Reviewing Daily Goals
- Set daily goals that encompass both your personal identity and your professional role.
- Review these goals at the end of each day to inform your actions for the next day.
Daily Activities and Metrics for SDRs
- Build one targeted sequence per company, adding at least 20 people to it.
- Aim for 40 dials and 20 emails daily, following up each email with a LinkedIn touch and a call.
Personalized LinkedIn Outreach
- Personalize LinkedIn connection requests with details referencing the recipient's profile or shared interests.
- Avoid generic messages and focus on building rapport.