The SDR Chronicles with Morgan J Ingram-logo

The SDR Chronicles with Morgan J Ingram

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034/ How to become a subject matter expert w/ Steven Natale

Steven Natale is an sales development rep at Event Farm and we dove into a topic that I believe is important for every SDR to understand. We all have the ability to become a subject matter expert in our field by studying and executing on the information every day. Steven breaks down how he learns about his industry and how everyone else can too.


033/ How to make outbound prospecting engaging for your prospects w/ Kailynn Dougherty

Kailynn is an SDR at Event Farm and she talks about her strategy of how she creates an engaging cadence that prospects respond to. One of her favorite things to do is even GIFs as part of her outreach to get her prospects engaged with her messaging. In this interview, we dive into her process and how she is continuously being innovating throughout her strategy with outbound prospecting.


3 tips to having an effective cold call

One of my favorite subjects to talk about is cold calling and how to make that part of your process for success in sales. Understanding how to translate your message on the phone is key because reps need to be able to convey value on the phone because you are competing against other reps who are trying to do the same thing. Use these three tips to start increasing your talk track strategy and start having effective conversations.


032/ How to enjoy your journey in sales w/ Ed Lu

Ed Lu is an SDR at Groove and he has unique story of how he got into sales and why he enjoys the journey. The journey behind being in sales is tough because it has so many high and lows. He dives into different aspects that has helped him enjoy the journey and be excited every-time he goes to work.


How having an intrinstic motivation prevents burnout

The question that I get asked a lot is how do I as a rep prevent burnout? I believe that the best way to prevent burnout is to have something that is intrinsically motivating you. Everyone is going to have a bad week and feel like suck at his or her job. However, if you something that is pulling you towards your goals than that will benefit you more than pushing towards your goals that is causing you friction leading to the burnout. Ask yourself, what is my instinct motivation? By finding...


5 steps to become an A rep SDR today

These are the 5 things I think every SDR needs to be doing and thinking about in order to be an A rep. The separation between the top tiers reps and the middle of the pack reps is consistency and having a process in place. When I first started out as an SDR, I did half of the 5 and when I committed to doing all 5 of these I quickly started overperforming. Trust the process and trust your techniques. Be self-aware of how you can add these techniques to your process. The way I innovate may be...


031/ Sales Development's Importance in the Sales Industry w/ Melissa Lui

Melissa is the SDR Manager at ServiceTitan (former ChowNow) where she leads a team of SDRs as they call into net new accounts. She takes a deep dive on why its important to embrace the journey of sales development and why sales development is important in sales. If you are patient and take your role seriously it can be an amazing time for your career. Love the journey you are on and the results will come.


How to create Twitter List

One of the things that helped me out when I started out as an SDR was creating Twitter list. The reason they work so well is that you can see all the information from an account that you are trying to get into and also take screenshots as leverage in your messaging. If you are looking to find triggers for your a company that you are trying to break into, I would start creating Twitter list.


Starting as an SDR helped me in the long-run

Everyone wants to start at the top and most people want to stay away from starting at the bottom to grind to the top. When I was first interviewing out of college, I wanted to start as an AE or a marketing manager because I already believed I had the skills. This was a poor mindset to have. After further research, I realized it was best for me to start at the bottom (an entry-level position) such as an SDR role to learn the skills and document my journey starting out. I know I have mentioned...


030/ How to prevent disengagement for your SDR team w/ Michael Shoer

Michael is the BDR Manager at Salsify and has coached/managed over 100 SDRs as a whole. The topic that we dive into today is focused on preventing disengagement for your SDR team. The hardest thing for SDR leaders is to keep the team engaged and have them involved as they progress towards another role. Michael talks about ways to keep everyone happy and active while they are in the SDR role.


029/ Building a World Class Sales Development Team with Ashley Kelly

Ashley is the Director of Sales Development at Lever, where she is building a world class sales development team. She dives into how she hires her SDRs, leads her managers to success and also proving her team with guidance to go into the AE role. Developing an SDR team is tough because you are leading people who this is their 1st, 2nd or 3rd job out of college. This interview provides the insights for anyone who is looking to build that world class team.


How to do mock cold calling as a rep

Cold calling is a skill that will help you get ahead of the pack and build confidence in yourself as a sales professional. One of the best ways to do that is by practicing your value proposition with others and your leader before you hop on the phone. Its the same thing as doing batting practice before you go up to the plate to try a hit a pitch from a pitcher. If you get the right amount of reps in, it will become muscle memory.


028/ Building the next sales leaders with Eric Platte

Eric Platte is the Senior Director of Ticket Sales at the Atlanta Hawks and this is one of the most intriguing conversations I have had on the podcast. We talked about how he has a program that helps develops the next leaders in his organization and the steps he takes to find the next sales leaders within the sports industry. Leadership is about serving your reps and not about your reps serving you.


027/ How to be a sponge in your sales role with Andrew Porter

Andrew is an SDR at Toast where he is reaching out to restaurants to help with their payment systems and internal operations. The topic that Andrew talks about is being a sponge outside of work to learn more than everyone else. You have to learn outside of your 9-5 to thrive and Andrew finds it best to listen to podcast, read books and follow others on LinkedIn to add more strategies to his outreach.


026/ How SDRs can get more confident by providing value with Allen Gannett

Allen is the CEO of TrackMaven, the host of #AllenAsk and also the author of The Creative Curve. Even though Allen is a marketing leader and works within the marketing space, he had a ton of insights on SDRs. Sales development reps can become more confident by providing some piece of value on each interaction. Once you bring that value to the prospect you will start seeing results in your career. We also discussed building your personal brand and how being creative as an SDR helps you...


025/ How to get Executive Buy-In with Christy Weymouth

Christy is the sales development director at Rentpath and in this episode she discusses how to get executive buy in so you can get more resources for your sales development team. If you have your executive team bought in to help your initiatives it helps build pipeline for your sales team


Start doing things that make you uncomfortable in sales

We all stick to things we are comfortable with and that brings us success in our careers. When I first started doing video selling, it made me uncomfortable because it was something that I was not used to. However, over time it was one of the key elements that helped me schedule opportunities and stand out from the noise. Find the techniques that make you uncomfortable and execute on those daily to be unique.


Simply SaaS University - SDR 101

This is a talk that I did in Atlanta at the Simply SaaS University that revolved around the basics of sales development called SDR 101. I talk about the main channels that you should be using to get in front of your prospects and also there is some awesome Q&A at the end!


024/ Why Cold Calls Help You Remain Persistent with Bailey Featherston

Bailey is an SDR at Vidyard where she is helping sales and marketing professionals do videos at scale. In order to get over the fear of the phone, you have to get over your fear and pick up the phone. Bailey talks about being persistent with making each call and bringing value helped her get over the phone. She finds that her biggest success is on the phone because she can resonate with her prospects and she gets a better view point of what the customer wants.


023/ How to warm up a call with research with Jackie Lipnicki

Jackie is the North America BDR Director for North America where she is helping lead a team to reach out to content marketers to help them bring the most value for their organization. People nowadays are afraid of the phone, however I believe that is due to lack of confidence before reaching out. Jackie and I discuss how to properly warm up a call and the techniques you need to take to make it happen.