Revenue Rebels: On the Record Sales Podcast
The BDR playbook - with Samantha McKenna
Jan 14, 2022
Samantha McKenna, an enterprise sales expert with 15 years of experience and founder of Sam Sales Consulting, shares her insights on BDR management and training. She discusses foundational skillsets crucial for managing remote teams and effective onboarding strategies. Samantha also emphasizes the importance of motivating teams in hybrid environments and offers tips on crafting standout sales messages for various platforms. Additionally, she shares valuable career advice, stressing the balance between landing big deals and achieving consistent small wins.
36:58
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Quick takeaways
- Understanding individual prospects and utilizing creative outreach methods can lead to unique and successful sales connections.
- Effective foundational training for BDRs, including communication skills, is essential for their professional success and team retention.
Deep dives
Innovative Sales Strategies
Thinking outside conventional methods can yield impressive results in sales. An example shared involves a sales professional who successfully connected with an executive by suggesting an unconventional meeting at a hair salon, which led to closing a significant deal. This approach emphasizes the importance of understanding prospects as individuals, meeting them in their everyday environments rather than solely within formal business settings. This creativity in outreach not only initiated a productive conversation but also established a more personal connection that traditional methods might fail to achieve.
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