#19: Top Enterprise SDR: $2.5M in pipeline created with focus mode, cold calling with no expectations of booking a demo, how to handle objections - Dyanna Daryadel, Senior Enterprise SDR at Cognism

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In this episode, I talk with Dyanna Daryadel, Senior Enterprise SDR at Cognism

Here are why you should listen to this episode, Dyanna’s results:

• Created $2.5M in pipeline since Feb 2022


• Hit/Exceeded Target for 13 months consistently: between 100 and 166% vs Target


• Set record for being promoted from Commercial to Senior Enterprise SDR within 5 months


• Presidents Club 2022 Winner

We talk about her days in the life of a Senior Enterprise SDR:

0:00 Intro

0:45 ICP

2:00 Buyer personas

2:30 SDR Quota as an Enterprise SDR

3:00 KPIs

4:17 KPIs on the phone Focus on the phone

5:34 Focus mode

9:20 How to do the math with your activities

10:55 double call - good snippets here

12:26 Cold call: focus on the conversation

14:00 how to ask for an introduction

15:38 structure of Dyanna’s calls

20:57 how to handle the objection: we use X competitor

24:06 Objection: no budget

26:25 how to pick an account

28:50 Tips for cold calling

30:15 Favorite Resource

31:15 tips for new enterprise SDR

Follow Dyanna: https://www.linkedin.com/in/dyanna-daryadel/

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Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/

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