Diary of an SDR

@BrianLaManna_ Unreal, well done mate

So honored to share I was one of the winners of Gong-A-Mia!!! Gong instituted a new mid-year Awards Trip - designed to incentive reps for Fast Starts and Linearity. Yes, yes. I'm aware. I sell at Gong. I'm fortunate to be at the right place at the right time, as the momentum keeps accelerating. Big thank you to my customers who trust us with transformations - there is no tech investment that has a larger outsized impact on revenue. And big TY to the all-star internal team around us, that helps bring every new logo onto Gong's platform. To Syros, Greece, here we come! 🇬🇷 🇬🇷 🇬🇷 P.S. My 2H goals are getting bigger, not smaller :)

Just ranting on here, but feel like I struggle with list building and finding new companies that match our ICP. We have quite a broad ICP - high volume of B2C interactions. And quite a narrow market. Would welcome any tips for repeatable systems that are acc practical.

@RooktoRep Everyone’s gone from hitting quota every month to 40% this month and last. No BDE deal has been closed in 3 months. Pressure ramping big time. Sorry for the lack of funny story 🤣

Weekly Discussion: Anything happen this week in your role you want to discuss? Tips? Something that is working? Funny stories? Would love to hear it, could be anything.

@salesxsaas Got the top 3, is ChatAE any good?

If you have a W2 you likely have access to a premier sales tech stack: Salesforce Sales Navigator Zoominfo Gong But it still has its shortcomings so fill gaps: ChatAE (sales prospecting agent) Veerview (fill contact data gaps) HeyReach (LinkedIn automation) Claude Pro (LLM)

@Pipeline_papi 50 dials per day Per month target: 10 Meeting Ready Leads 5 opportunities that progress to demo

Question for all the SDRs & AEs out there What are your daily KPIs?

Anyone got any experience/heard anything about Capital Closer and Conor Martin?

@saleskhalifa What do you actually use AI for day to day. I am a BDE so I have it set up for each company: 1. Fit for our ICP - yes or no? 2. Killer use cases 3. Email to send to relevant job title

Your experience using AI will dramatically be improved once you do these things: -Use Claude Code & work out of the terminal -Stop mentally operating in chats & start operating in projects / skills -Create and operate out of a master AI folder that you keep up to date with all your relevant skills and projects -Use AI to interview you about your job, the more context the better, vault this file in your AI folder, every new skill or project will factor this context in Doing these things will dramatically improve your experience and results using AI

@BrianLaManna_ Appreciate I am at the start of my sales career, but I fully understand this. Maybe it is just sales as an industry where this clarity is so good? I feel like once Monday hits it is hard to step back, no pressure, and zoom out on what is going on, what direction you are going.

Wow... so divisive to work 2-3 hours on the weekend to set the week up for success. The reality - we get paid a shit ton of money to do what we do. ENT Sellers earn $300K - $1M a year... and the amount of work you put in directly impacts your pay. Have friends in investment banking that get paid $110K a year to slave 80-90 hours. With no variable. Hell yes i'm going to work ~50 hours a week sometimes, so I can make 2-3x my OTE. And the beauty is you never have to... but you have that lever when you want to as a seller. Sorry, absolutely not sorry.

@BrianLaManna_ this actually goes hand in hand with what I am currently going through. I feel myself with less and less conviction and desire to just pitch slap people. Getting the conversation going is where I find myself best.

@diaryofaSDR yep all the time. i'd be way less salesy and just have great conversations on the phone. be genuinely curious, try to understand where they're coming from, more confident, slow, etc.

I run every demo using my “Hook, Line, and Sinker method.” Here’s how it works: 𝗧𝗵𝗲 𝗛𝗼𝗼𝗸 Start with their top priority. Reaffirm what they care about most, connect it to a critical metric, and highlight the potential ROI. This sets the stage and grabs their attention. Example: “You mentioned reducing churn is critical. Right now, churn is at 15%. If we lower it to 10%, it’s worth $1.5M to your business.” The key here is to frame the value in their own words. Speak slowly, with energy and conviction. 𝗧𝗵𝗲 𝗟𝗶𝗻𝗲 Next, dive into what they’ve tried and why it’s not working. This part builds tension by highlighting the gap between their current state and where they want to be. Example: “Today, you’re tracking churn manually in spreadsheets, but it’s too reactive and time-intensive, making it hard to catch issues before they escalate.” This step reinforces what they are doing isn't working. 𝗧𝗵𝗲 𝗦𝗶𝗻𝗸𝗲𝗿 Now, it’s time to show your solution. This is where you tie everything together, positioning your product as the tool that helps them win. Focus on how it solves their specific challenge and drives the results they care about. Example: “With [Feature], your team gets real-time churn alerts, helping you take action before it’s too late. It saves time and ensures you’re proactive, not reactive.” This structure keeps your demo sharp, relevant, and focused on value. And remember, your product isn’t the hero - they are.

@diaryofaSDR that’s the Diary of an SDR

Crazy how much your mood can swing as an SDR. 
Last week? Didn’t book a single meeting. Longest dry streak I’ve ever had. Honestly started to get in my head a little. 
Then yesterday…booked 4 meetings in one day. Felt on top of the world.
 Now today? Can’t get anyone to even pick up the phone.
 That’s the job. You can’t get too high. You can’t get too low. It’s all about the in-betweens. Consistency is the real skill in this role.

@thedevchandra working in sales for a Unicorn AI company in the UK.

I'm tired of seeing the same faces on my feed man I need brothers in tech, AI, startups, marketing, distribution, vibecoding, sf or elsewhere to build along like, drop your startup, let's make some friends.

I am just going to start posting advice on here for me to look back on. ‘’What are your goals?’’ The question that opens up anything. Get them to tell you the gold and you can re-engineer why your product is the answer seamlessly.

@RooktoRep @FidelCacheFlow Surely people don’t want to be an appointment setter their whole careers?

@FidelCacheFlow What's the longterm play tho? I understand what you are saying.... but to become an Mid-Market/Enterprise AE you need to become an (SMB) AE first... How do you become an SMB AE? SDR --> AE promo path.

I’m done playing nice and politicking with the tech sales industry. SDR Contract Stacking smokes the Corporate BDR and SMB AE role. Incomparable 2-3x the comp. 10x the leverage and flexibility. 10x the skill development. It’s OK to put yourself, and put the money first Fancy corpo titles don’t pay the billz Our Stackers make more than most AEs..

one thing about this product I sell is the agnostic element. We work across every industry. And I find myself trying to tailor my call so much to that company I feel like I am going numb with AI. AI is working for me a lot of the time. I just don’t want it to be a crutch.

@thesuspendedrep have you ever had any experience of it working?

You need to ask for permission before sending a lead magnet to a cold audience. Back it up with stats and a relatable customer story. Then make a simple ask. Also worth noting that employees do IT security and OpSec training to specifically not fall for this.

@TechSalesGuy gonna give that a go tomorrow. calendar invite works a joke. my mentor has a 52% accept/decline rate in the last 3 months

there's a sneaky new outbound sales play where reps share google docs with prospects to bypass spam filters it works and it's exactly why buyers don't trust salespeople

@TechSalesGuy Genius to be fair

@saleskhalifa Who would you say is?

I don’t consider any of these names “top sales guys” They are way better marketers than salespeople Selling sales tactics to D2C companies If you ain’t selling b2b you ain’t a top sales guy Sorry, different leagues