Hello fellow Quota Killers...

Welcome to issue #11! We are getting over the hump (day) this week by getting tactical with tips and tricks to make sure your EOM meetings show and qualify ;)

Enjoy 🐫

Is it dry January? 🌵🏜

No shows, no fun...We are speaking and advising from experience; very recent experiences......Can you tell? Have no fear, 9 juicy tips are here.

#1 (Skylar) If booking a meeting over the phone, have them accept the invite before ending the call.

(Grant) When making the calendar invite, label it as the pain point or value add. ex: "Severance Payroll" stands out a bit more than "ADP x SalesForce".

#2 (Skylar) Listen and dig for high-quality information. The more you understand about their position, the more value you can add, building rapport and need for your meeting.

(Grant) Repeat and Reinforce this information. At the end of the call, summarize what they told you, and how your solution will aid.  

#3 (Skylar) Include any other important decision-makers in the meeting. Makes it more likely for all stakeholders to join.

(Grant) Feel free to get adventurous, suggest to your prospect tying in their boss, or CC’ing their peers who handle these issues also, the goal here is to make it a team effort.

#4 (Skylar) Try to book the meeting as close to the time of the original outreach as possible.

(Grant) Don’t forget to suggest today as an option!

#5 (Skylar) If booked more than a day in advance, send follow-up emails that provide value to their team.

(Grant) Pre-schedule these emails with gmail so you don’t have to remember.

#6 (Skylar) Loop in & introduce the AE. This keeps it top of mind and takes the edge off when the prospect hops on a call and it’s not you.

(Grant) Avoid saying Account Executive or Specialist, and replace it with “my coworker + use case”. The goal is to sound helpful, not sales-y. ex: “CC’ing Skylar Schrank, our account executive who will be walking you through the platform”. VS “CC’ing my coworker Skylar Schrank, She handles companies in similar situations to yours (ie. startups looking to expand), and will be answering your questions in our meeting”

#7 (Skylar) No meeting acceptance on the day of the invite: Call, no answer. Leave VM. Email “Hey X, just left you a VM & saw you weren’t able to accept the invite yet. Does this time still work for you?”

(Grant) Text, Call, Email, Linkedin, utilize every channel possible, and be relentless. Go big or go home, closed mouths don’t get fed.

#8 (Skylar) Still no response? Keep following up with them after. Put them in an “important call list” to make sure you are continuing to tap them if they still haven’t responded.

(Grant) Build a call only sequence with a call step every day of the week.

#9 (Skylar + Grant ) Never give up, work close to the money, and stay positive. They always come back. ;)

Weekly Podcast 🎧

{separating yourself}

Separate yourself as a SDR, from your team members and prospects. How? Be creative. How do you harness creativity? Listen to Rick Rubin, Hip Hops greatest producer.

There’s tremendous power in using the least amount of information to get a point across. -Rick Rubin

Thanks For Reading 🤓

We'd love to hear your feedback! Also, if you have valuable content or topics you would like to see covered, please share here! 

See you next time,

Skylar & Grant