Darin Alpert’s Post

I would not go as far as to say AEs should work for SDRs (way too much respect for how delicate the later parts of the sales cycle can be for AEs) but 100% agree that you are doing yourself a disservice in not seeing the relationship as a strategic partnership with SDRs. Being able to sync on targeted accounts/personas/falling back on historical trends is something most CRMs and marketing teams today will allow you to have the data on, and serves as more than enough “ammo” for a great AE/SDR relationship. #SalesReadiness #Velocity

Want more SDR booked meetings? As an AE, this is what you should be doing with your SDRs... 1️⃣ Work with the SDR team to build a targeted list of opportunities within companies you WANT to book meetings with 2️⃣ Give feedback on every meeting sat - use voice notes in Slack to give a 30-sec overview of the state, health and potential of the lead 3️⃣ Bribe them Good luck! #sales #SDR #pipeline

WE HAVE A FREE TRIAL! SDRs, please do not lead with this, and please do not use it as a crutch to book meetings. While offering something free is certainly enticing, mentioning a free trial should be avoided unless absolutely necessary. If you aim to excel as an SDR, strive to avoid mentioning it at all costs for the following reasons: 1. Your AEs will immediately be handcuffed going into that meeting. (How can they put a price on something that you said was free?) 2. You did not identify a pain point. (Does this solution actually solve a problem for the prospect?) 3. You didn't build enough value. (Will the prospect see the ROI?) Try to ask more questions, find a use case, and build value. I guarantee you will see the quality of your meetings go up. #sdr #sales #freetrial #booking

The best AEs understand the journey from SDR to success. SDRs are the backbone of sales, mastering precision prospecting, effortless rapport-building, and graceful rejection handling. When given more, they excel at nurturing deals, understanding needs, and confidently communicating value. To SDRs: dream big, your skills drive success. To AEs: stay connected to your roots and keep pushing forward! Let's applaud the SDRs and AEs elevating the sales game. #Sales #SDR #AE #SalesSuccess

Key to Success as an SDR: Do what You said You would, when You said You would. Consistency builds trust. Trust creates opportunities. Opportunities drive results. The best SDRs don’t just hit their activity metrics—they follow through with discipline. Whether it’s sending that follow-up email, making that extra call, or refining your pitch, execution is everything. Your word is your currency. Spend it wisely. What’s one habit that keeps you accountable? #SDRLife #SalesSuccess #Discipline #FollowThrough #OutboundSales #TrustInSales

3 things I did when I became an SDR that I’d recommend: 1.) Focus LESS on product and MORE on your ICP’s pain points. Every day, learn about a new customer story. Every day, write down a new/recurring objection, and obsess over how your company solves this. Learn about common pain points and how to proactively address them on calls. 2.) Become meticulous about your data. You leave money on the table by not completing disposition workflows, not prioritizing your lead lists, and not time blocking to ensure your tasks are complete by EOD, and your CRM/SEP is updated accordingly. Don’t let these small motions cost you! 3.) Shadow top performing SDRs and AEs. Make a point - at least once a week - to do a 30 to 60 minute shadow session with a top performer. I still remember listening to Chris & Dan on the sales floor at B12, and adopting things they’d say when I made my cold calls. Consistency in sales is a major 🔑. There genuinely are no shortcuts to success in tech. Find your rhythm, find your mentors, and keep the ball rolling! ✌🏻💛 #SDRTips

when a sdr candidate I placed with a client tells me they aren't getting paid for their accepted and attended meetings because the CEO has decided SDRS only get paid if it turns into closed won 👀 Rep has set 12 meetings in the last 60 days that his tenured AE (also a candidate of mine) confirms were of quality has anyone EVER heard of SDRS being SOLEY commissioned based on closed won (this was NOT what was agreed to but unfortunatly language was not in the offer letter) am I crazy for saying this is messed up? or is this something you have seen before? #sdr #bdr #salesdevelopmentrepresentive #gtmsdr #foundingsdr #sales

Working on building rapport with prospects? Gabe Lullo 😎 breaks it down in 4 simple steps.

Everyone always says you need to “Understand your ICP” But if you have just started in SDR, how do you actually do that? Here are 3 simple steps 1️⃣ Sit down with some top performing account executives - These guys/girls are the ones that are getting the best understanding of who your customer is & why they buy from us - Talk through; Why their deals close?, why do they fall through? why do prospects find our solution so compelling?, what is going on in the industry at the moment? 2️⃣Listen to calls - *If you have access to a call recording software* - Listen to the discovery calls of top performing SDRs & AEs - What questions are being asked?, What answers are being given consistently? What problems are prospects constantly mentioning? 3️⃣A/B Test your messaging - Especially at the start you need to be trying different openers, different questions, different potential pain points - Only through this will you start to find your rhythm over time and understand what do prospects really care about ——- What else helped you understand your ICP at the beginning of your journey?

This cold calling framework booked me +7 meetings/week as an SDR & AE full cycle (Copy it): This is not only a proven framework I added +10 sales objections with what to say and NOT to say to handle them like a pro The doc includes: → The PPVT framework → Talk track and scenarios → A plan to follow while calling → 11 objections & how to handle them + My specific cold-calling methodology. Want access? Sharing the link with everyone that: → Likes this post → Comments "calling"