Sales Transformation #193 S2 Episode 62 - From College Graduate to Rock Star SDR Coach with Katherine Caldwell
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HIGHLIGHTS
01:27 Using LinkedIn to sell to VPs of sales and training SDRs
04:19 Innovating sales and interview processes for clients
07:01 Sales manager vs sales coach: Play to individual strengths with a vision board
11:03 Personal branding on LinkedIn: Use video and become a thought leader
15:48 Personalize LinkedIn videos: Do your research on your prospect
18:57 Creating a course and monthly on-demand access for clients
21:13 Connect with Katherine
QUOTES
02:21 "I was selling to VPs of sales, which people say is the hardest persona to sell to. And so I was really having to figure out how can I break through the noise in this crazy time? So I started using LinkedIn like crazy."
07:23 "We can't have that management approach where everyone is doing ABC every single day. We have to have the coach mindset where we're able to easily pick out what people are good at and then get them doing that on repeat."
09:25 "I don't think a lot of managers know that their new SDR wants a Mercedes next year or that someone's playing to buy a house or have another child coming soon. And so being able to create that vision board and have the holistic view of your salesperson will help you tap in as a coach in an insane way that no one else is doing."
13:12 "My golden nugget of advice is, after you've sent a video, they've heard your voice, he's seen your face, they've seen some follow-up, that's when you start cold calling. Because I just found so much gold in being able to call people."
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Learn more about Katherine in the links below:
- LinkedIn - https://www.linkedin.com/in/katherine-caldwell/
- Website - https://www.katchsolutions.com/
- Email - katherine@katchsolutions.com
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.