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In this episode, I talk with Brad Norgate, Senior Enteprise SDR at Cognism
We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, his cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts. In the end, he shares his favorite resource: Gong and 2 tips for other enterprise SDRs.
Follow Brad: https://www.linkedin.com/in/brad-norgate-203383226
0:00 intro
1:22 Buyer personas, KPIs, quota, etc
10:41 Time management
22:00 Cold call framework & script
31:28 First call
33:17 Personalizing vs being relevant
35:43 Top-down approach
38:23 Favorite SDR resource
40:10 3 advice for new Enterprise SDRs
42:40 1 advice to ignore
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Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
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Outbound Kitchen - B2B Sales Podcast