4 things you'll learn in this episode:
- How Brad manages his time
- The 4-step cold calling framework
- Personalizing vs being relevant
- The top-down approach
Brad Norgate is Senior Enterprise Sales Development Representative at @Cognism.
We talk about his days in the life on an Enterprise SDR, his approach to enterprise prospecting, cold calling process, thoughts on being relevant vs personalizing, and his top-down approach to enterprise accounts.
At the end, Brad shares his favorite resource: Gong, and 2 tips for other enterprise SDRs.
Connect with Brad Norgate:
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Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
TIMESTAMPS:
(0:00) Top enterprise SDR
(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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Outbound Kitchen - B2B Sales Podcast