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all right today I'm covering how you can dominate the SDR role from the top down the problem I see is a lot of sdrs show up with the right attitude and ready to work hard each day but they don't have a wellth thought out strategic plan as to how they're going to be successful people understand this in other areas of life if you're into fitness and you're trying to grow muscle you generally come out with a workout routine and you know what you're doing on which day which days are going to be rest days you don't just show up to the gym ready to go and say time to get big or if you're trying to get good at basketball or in sports or something you don't just show up to the court and say time to time to get good at basketball you plan out here's what I'm going to work on today I'm going to work on my three-pointers in the corner I'm going to work on these dribbling drills it's the same thing in the SDR role in this video I'm going to be sharing how you can use that same philosophy to dominate the SDR role so let's get into it all right first and this might seem obvious is you have to know your metrics you have to know your targets know what your kpis are and not just being able to recite like I need to get five opportunities and a million dollars worth of pipeline but you have to know in reverse engineer what that means as to how you're going to get there most sdrs their key kpis revolve around the number of meetings they set the number of qualified opportunities they get and maybe a pipeline value associated with that like a million dollar is the example I'll use here so if you have a million doll pipeline quota for example you don't just think about that number and that amount of pipeline the first question you should ask yourself is what's the average size of an opportunity in my organization and that'll tell you how many opportunities you should expect to need in order to get there if the average opportun is $100,000 then you should expect to need 10 it's not an exact science and you want to be aiming higher because sometimes you get opts that are bigger than expected or smaller than expected but this is the first step to reverse engineering then you can think okay how many meetings does it take to generally get a qualified opportunity what's the conversion rate is it 50% do every two meetings you should expect one is it every four meetings because that'll tell you how many meetings you should need to expect and then you can take it a layer deeper I don't think it's totally necessary but how cold calls and cold emails generally does it take to set a meeting the reason I don't like that one is because every rep's different and every rep conducts themselves differently so I don't think it tells you much information about what you'll need and then it becomes about how can we give ourselves as many high quality shots on net as possible how can we move fast at a high quality and that's what the rest of this video is going to be about is how to do that so the first step to doing that is what I call coiling the spring and the idea for this stemmed from when I was an SDR I found myself doing things on a daily basis like sitting down ready to work hard and then I was like okay I got to build a list today okay now I got to create a cold call script or an email template that's targeted for this list now I got to pick out a time of the day that I'm going to be sending those emails or those coold calls and I found that it was just adding a lot of friction to my day that was unnecessary so I thought why don't I just take a day two days even a week to just do all that added work that I was going to do on a daily basis throughout the quarter and just do it all upfront once so that I never have to do do it again and I can just focus on execution the rest of the quarter that's what coiling the spring is and it starts with segmenting your territory so when I first segment my territory I separate what I consider my very good a-level high Target accounts either because I have certain information about them maybe I worked with my account executive and they know something's going on at the company and if I'm able to set a meeting with the right Persona there it'll be certain to be a qualified opportunity I separate the ones that I want to be extra targeted on and then for the that's for my daily operations and the goal is to create as many targeted lists with as similar characteristics as possible and then create email templates and scripts that are targeted specifically for those lists so that when I sit down to prospect I can pick a list take the associated template and then just go so some ways to do this and you can get really granular is segmenting list by industry so contacts that are in the retail industry contacts that are in the life science Industry contacts that are in the construction industry you can also separate it by installs in my territory Greenfield in my territory installs in the retail industry you can also do it by Revenue by employee count ideally if you have the time you can combine all these because then you can make your email scripts and your call call scripts slightly targeted you don't have to change that much about the script but make it slightly targeted for that specific industry on that list and then the next step is separating it by personas because most companies don't just sell one product to one Persona they sell either one product that applies to multiple different personas or they sell multiple products that apply to a multitude of different personas so you can do people and Finance in the retail industry people in HR in the life science Industry you do each line of business or each Persona that you could possibly Target for each industry and then you build the lists and the templates that are targeted for each of those lists I'll link to my value statement framework and how I personally do this because the goal is that you don't have to change that much about the script or the template just a few key words you plug in play depending on the Persona or the industry and then it could apply to everyone on the list this takes a lot of work to do right but when you do it you're going to be so happy you did and it can last you so long if you do it right and save yourself that daily friction that just slows you down when you're making coal calls emails or LinkedIn whatever you're doing all right so we know our metrics we've reverse engineered them we've coiled the spring and done all that day-to-day drudgery up front so that we can just focus on execution now it becomes about implementing a daily process and that's going to involve the interactions and actually doing the work and giving yourself those shots on net so that's the emails the calls the social media you got to come up with a process that you adhere to each day to make sure that you're staying consistent my personal process was to start the day with emails so I would sit down 8:00 a.m. put the headset in drink my coffee I'm listening to music I've already decided the day before who I'm going to be emailing that day I take the associated email template so there's no work I've already done it up front and I just start firing off the emails as fast as I can I'm not an email automation guy I do it one by one and try and add little things before I send it off to make it more targeted but I've done most of the heavy lifting up front and from 8:00 to 9:30 I would generally focus on sending emails then I would take a break maybe at an internal meeting or two and late morning 10:30 to 12: is when I would start focusing on my coold calls and again I already have the list picked out I have the coold call script ready to go I'd get in a conference room and just bang out those calls and it didn't always work out this way I'm in Eastern time but I would call accounts on the west coast dur in mountain time because it was early morning for them so I did get that early morning cold call effect I think it's a good time of the day to call people before they've gotten their day started and that's not the important piece the important piece is the daily process that I followed that was something I sat down I knew exactly what I was doing I'd already done the busy work up front and then it was just go time in the morning then the afternoon was when I spent 30 minutes or an hour deciding who I would be targeting the next day and then again at the end of the day usually 3:30 or 4: till till my day concluded I made more cold calls again and in this block I tended to focus on the East Coast accounts and try and catch people at the end of their day social media I get a lot of questions on social media I never really cracked the code on social media and I chose to just double down on emails and calls because that's what I was good at and I was getting more than enough success from them so I was just doubling down on the areas I had success the way I treated it is after I went home I was winding down for the day I don't know I was watching TV or something I'd pull out my laptop and just start sending off some social media peoples some contacts in my territory and that was just a little extra mindless way to give myself some shots on net and more potential to get meetings which could potentially lead to qualified opportunities and get to my pipeline goal so that was let's call it Monday that was day one what I would follow is an ABAB Cadence so the next day I would do the same routine I just laid out and then on Wednesday the first thing I would do in that email call block in the morning is follow up with all the emails that I sent on Monday to list a and then on Thursday I would send follow UPS to list B and I would follow this ABAB schedule when I wasn't cold calling a certain list that day I was emailing them and when I wasn't emailing them I was cold calling them that day I'll link to a video where I go into that structure in more depth but the key to this is the daily consistency you can't just do this one or two days and then give yourself a pat on the back you spent all the time coiling the spring doing the hard work up front you got to be consistent with it because your results are going to EB and flow you're going to have weeks where you do every right but the results just aren't there and then you're going to have weeks where you didn't do a single thing differently you did the same thing as the prior week and it the meetings just flow and it feels too easy anyone who's been in the SDR role a reasonable amount of time understands that feeling it's the same thing with cold calls you can go 50 60 dials without getting a live call and then you get a string of 10 calls where you get like eight lives you never know when that hot streak is going to come and it's the same thing with meetings and that's why this won't work unless you're consistent with it every day that's by far the most important piece and lastly you got to optimize you got to sharpen the wheel when you first start doing this it's going to feel a little bit uncomfortable you've never done it before it's your first week doing it but the more you do it the more it's going to become second nature and it's going to start to feel like a game so some of the ways you can optimize is nailing your AE and internal team in all of those relationships because they can often point you in the right direction and when you have a strong relationship with your AE that you're communicating well with again it just reduces friction it reduces any worry you generally have more visibility into what the outcomes are going to be because they've told you if you set a meeting in that account it's going to be an opportunity or they're able to point you in the right direction and tell you things in one meeting that it would have taken you weeks or months to learn like an account that you should be targeting if you hadn't just been in communication with them you can also report back on this process so that they know you're grinding that they're working hard and they're going to be Keen to reward you so that you keep doing this stuff for them another area to optimize which I talked about earlier in the video is those account you set aside for more targeted prospecting so this process I laid out that's for your general prospecting so that you're able to move fast at a high enough quality but there you're going to have some very key strategic Target accounts that you either know are a good fit for your product or service or that your AE has explicitly pointed out to you those are the ones you're going to want to spend a little more time with and not just include in your general day-to-day Cadence and then as the weeks and months go by you want to be testing and tweaking your templates your scripts your follow-ups don't change too much at once but try a different followup see if it starts getting more hits ask your peers who's performing really well what scripts and templates are they using sales is one of those jobs where plagiarism is okay if a rep has a script or a template that's working for them hopefully they're sharing it if you think it's going to be better than what you have try it and again don't change too much and be very careful who you're taking scripts and templates from make sure they're actually doing well and you understand why what they're using is working but you want to be tweaking and optimizing your templates cuz when you're doing such a mass amount of interactions at scale the smallest Improvement can lead to massive increases in results if you send out a, emails and you go from a 1% success rate of booking a meeting to a 2% that's a difference between 10 and 20 meetings that's a lot so don't fix what's not broken but always be looking for areas where you think you can improve at the margin and again anytime you're implementing a new process like this it's going to feel uncomfortable but it will eventually become second nature and this is how you can start to gamify the SDR role so high level know where you're going do the busy work upfront reduce friction in your day focus on daily consistent execution and then optimize as you go hope this helped if it did hit the like button and I'll see you on the next one