The Quota Killers - Issue #1

November 09, 2022

As SDRs, we are constantly seeing tips, tricks, and advice floating around slack or LinkedIn regarding best practices for how to work in the sales environment. In our experience, this information has the tendency to get lost in sauce (or the DM’s ;). Thus, Grant and I have decided to create a newsletter as a centralized place to direct and provide input on this influx of knowledge. We will weekly publish knowledge around topics such as calling, emailing and prospecting while also discussing broader lifestyle aspects. We feel that there is an equal importance. The hope for this newsletter is to build a community of quota killers by encouraging, sharing, and developing knowledge within the industry. We hope you enjoy it, and look forward to all feedback! 💪

-Skylar Schrank

Prospecting "Active Accounts" 🔎 🕵🏼‍♂️

{A deep dive with Grant}

“Active Accounts”...It’s my theory and process behind prospecting. Roughly 73% of my SQOs are from companies that fit this criteria..let me explain.

I was browsing magazines at Barnes and Noble and saw a headline mentioning a company launching a new AI product. I recognized the name as I had just prospected them earlier this week, and that’s when it all clicked. My prime criteria for prospecting often led to companies that were coincidentally going through major organizational changes, things like acquisitions, funding, and product launches. {hint, hint, this information will go a long way when personalizing your emails and cold call openers 💪}

The key takeaway is not the specific events mentioned ,it’s the drastic opportunities they present. This is especially prevalent considering the shoot first, aim later mentality of the younger industries we are prone to sell to. “Active Accounts” are constantly going through drastic changes, and drastic changes present drastic opportunities.

To do a deeper dive, you can consider the business cycle and timing of the organization you are prospecting, it can be just as important as your other parameters. For reference, roughly 73% of my previous months SQOs were in the news within the past 8 weeks. That’s pretty active…

Weekly Podcast Picks

Key TakeAway: “Every winner and every loser have the same goals (...) Your goals don't make you unique. It's the activities that you do that make you unique.”- from the book Atomic Habits

Key Takeaway: Our work space plays a huge role in how effective we are at our job. Listen to this on your next HGW for some tips and tricks on how to optimize your working space. IYKYK.

Lifestyle 🧠 🧐

{Skylar's tips and tricks to get in the zone}

Studies show that Binaural beats can increase concentration by helping the brain organize and retain information. Remote working environments require creative ways to hold yourself accountable and keep focus. I use binaural beats daily, typically in the morning, when I am planning out my day, sending strategic emails, or just need that extra boost of focus when my mind feels scattered.

Weekly Tip 🤯

{Proper SalesForce Hygiene..}

Salesforce shows you the exact date and time of every action, this is especially prevalent when claiming accounts and managing rules of engagement. {All you need to do is click on the action and scroll to the very bottom of the action page!} So Double-check, triple-check, and even quadruple-check that your “new” account isn’t being touched by another SDR. Just like your mom taught you! 🤪

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