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hey everybody what's going on it's patrick and here so in this video i'm gonna be talking about my best advice when it comes to being successful as a sdr bdr sales development rep business development whatever you want to call it it's entry level sales first why i'm making this video is because i know a lot of you guys are starting your sales career and primarily your job is to do sales prospecting which is to generate leads and a lot of people always ask me questions you know when you actually get the job what is it that you need to learn or do to actually become successful and advance in your career right whether you want to just move up the ladder become an account executive make more money you know whatever the case is i'm gonna be sharing with you my best tips on exactly how you can do that so if you're ready for this video make sure to give it a like subscribe turn on notifications and let's go ahead and dive on it so the first tip i have for you is you want to learn copywriting if you're doing sales prospecting a lot of times you're writing a lot of emails a lot of linkedin messages right the lazy people what they're gonna do is they're gonna say hey manager can you send me a template that you guys use and the manager will say okay sure patrick here's the template and this this literally happened to me when i worked at oracle i asked around i said like hey guys you know what are you guys sending what's the email people are like oh you know i got this magic email template that everyone's using and it just works and they gave me the template copied it like pretty much exactly changed the product name and stuff like that sent it out to 20 people it didn't work i do a little more research and i find out that not a lot of people were being honest with me on the success rate of their emails so what i did was i started to learn copywriting now copywriting is directly related to sales but not a lot of people don't think of it that way so copywriting is a specific skill on how to sell using words specifically writing words right when you're a sales development web actually a lot of the job is selling over messages and like email and linkedin messages and things like that so you gotta study copywriting so how i did it was i read a book on david oglevy which is a advertising legend who was really big into copywriting these are the kind of guys from like the 1930s or whatever they would send mail to everyone and then people would send money through the mail and to get a certain product or service right yeah even though it was like i don't know 70 or more than 70 years ago like the foundations of copywriting are still there it's just persuading with words now after i learned from david ogilvy i read this thing called the boron letters from gary halbert and actually it really changed my perspective on what copywriting was because writing persuasively is not about using the fanciest words or having these crazy complex sentence structures and trying to do all these crazy things instead the goal copywriting is to get the person to read the first line the goal of the first line is to get the person to read the second line the goal of the second line is to get the person to read the third and so on so if you think about how people they just read line by line so as if your sentences are engaging enough that everybody wants to read line after line after line next thing you know they read the whole email all the way to the end and then the call to action is hey if you want to learn more schedule a time to talk on my calendar and that's the magic of it right you don't need to make it complicated you don't need to learn all these fancy techniques you just need to write clearly persuasively keep it simple and have a call to action at the end right and so you know if you're looking to learn copywriting and specifically for cold email you can watch some of my videos to kind of get the vibe but if you want to learn like true copywriting you gotta study the experts and so david ogilvy is someone that took inspiration from and gary halbert is someone i really took inspiration from so i would definitely check out the boron letters by gary halper if you're looking to learn more on copywriting the next thing you got to learn if you want to be a sales development rep and succeed in the job it's actually cold calling right because you actually don't need to learn how to pitch quite yet or like do a formal presentation you need to learn how to talk to people call them up randomly and have a nice conversation for with them for five minutes to set up the next appointment so you don't have to learn all the nuances of selling you only need to nail the first like five to ten second interactions and that's really honing down on your sales script so if you watch some of my cold call videos a lot of times i'm just saying like hey john how's it going this is patrick from oracle how you doing today and then john will say oh i'm doing pretty good um what is this about and then i go into my script right it actually doesn't matter what you say it's how you say it the magic of it is mastering the tonality and seeing it in a way where someone will actually want to listen to you so if you try some of these cold calling techniques and it just doesn't work you need to really reflect back on how you sound and how you do that is you record your cold calls listen back to it and think to yourself if i got that cool call would i actually want to respond would i actually want to continue talking to this guy if not then the problem is your tonality so mastering cold calling is all about tonality i would say it's 70 tonality 30 script because i could give the perfect script to anybody but it doesn't mean they're going to be successful in sales if i find someone who has just amazing tonality they know how to sound how it influences other people i can get this person put them on the phone with no script and they can tell something so it's not about the script the script is just to give you a guideline to kind of get started but to win in cold calling it's all about tonality i think of the voice as an instrument you can control how you sound and how you sound influences other people's perception of you so some people think that oh patrick's being because that's not how he really sounds how do we really sound is that something that we can decide how we sound right because we're all born a certain way with a certain voice yes but how we use it is a little different it's like saying we're all born with a body but some people want to go to the gym and be fit some people want to just eat a bunch of chips and candy and then get fat everybody's born with something but how you use it is more important and some people maybe your voice is not pleasant you know just how you were just raised and born and maybe you have accent and things like that okay but what are you doing to improve it right what are the things that you can take inspiration from to change the way you sound maybe to make it more pleasant more peaceful more attractive you know whatever whatever it is you want to do what are you doing to improve it that's really the game right because if you focus on those first 10 seconds and mastering your tonality well selling just literally becomes so much more easier and so that's a very important tip uh for you guys so the final step of the process it's not going to be technique it's more about building relationships internally at your company right so if you're watching this video you are probably a sales or business development rep generating leads and you're probably working at a company and you got to understand that if you are working at a company it's all company politics the larger the company the more company politics there are all right i'll share with you my experience when i worked at oracle when i worked at oracle i started as an account executive rep that also had to do sales prospecting right so it's like a hybrid role what i did was i made sure that i had a good relationship with my manager i had a good relationship with all my peers other people that i sell with i had a good relationship with just people that worked around the office i knew that the director the so the manager's boss knew who i was my managers boss's boss's boss knew who i was and my managers bosses boss's boss's boss's boss also knew who i was and they had a positive perception of me meaning that if all these people like me as a person and they know i'm hitting my numbers well any time there's an opportunity for advancement who do you think they're gonna look at to uh consider filling that spot with or if there's an opportunity to lead a team or this opportunity to speak and share my knowledge and build more credibility at a company who do you think they will choose to take that spot the person that they know the person that they trust the person that gets results right so it's all internal politics now if nobody likes you and you hit all your numbers it's like okay this guy can make money but we're not gonna hire him to be the sales manager because he's not good with people if you're hitting your numbers but they don't like you they'll say you know that guy's really good at hitting his numbers but this other guy not as good but he's easier to work with so i'm gonna hire him it's just like do people like you within the company and i know a lot of people they don't like playing that game because they feel like they gotta kiss ass to boss they gotta kiss ass to whoever but the reality is it's not being it's just being a good person overall because i never felt like do anything i didn't want to do to earn the position i did it when i was working at oracle it was just like i had a mission i wanted to be great at sales i wanted to be someone that people could work with easily and i want to get results if you come in with that mentality and you actually do what you say you will do everybody will want to work with you and so wherever you're working whatever country you're working in it's all the same game do people like you internally do you do your job and you do a good job and you get results and can you be better than your peers because in a big company there may be 10 other people competing for the same spot and when it comes to advancement how do you make sure that's you you got to let your manager know that's your goal you got to hit all your numbers so there's no excuse to why you shouldn't be able to advance and you need to show that you're a better candidate than other people you know there's two ways to be successful right one is metaphorically if there's a bunch of buildings if you want to be the tallest building you could tear every other building down to end up the tallest which i would not recommend but i know in some cultures that's what they do the other way to do it which i recommend is build the tallest building be the best because when you're the best it's undeniable you don't need to tear anyone down you don't need to do anything you don't want to do and that really just comes down to how hard you work you know how much you reflect on becoming a better salesperson your attitude and like how easy you are to work with and if you do all those things then the next step for advancement becomes super simple and so with that said i hope you guys learned something in this video and i hope you guys um enjoyed me sharing my personal experiences if you enjoyed it make sure to give it a like subscribe turn on notifications and with that said that's everything we got to cover and i'll see you guys in the next one