30 Minutes to President's Club | No-Nonsense Sales #64 - Leveling with prospects so you actually book meetings (Parker Eide, SDR Manager @ Gong)
Jul 14, 2021
Parker Eide, SDR Manager at Gong and 2018 SaaSy Sales Management Impact Award winner, shares key sales tactics to enhance meeting bookings. He emphasizes the importance of 'leveling' with prospects and identifying buying triggers quickly. Parker discusses utilizing email interactions to prioritize leads and encourages asking for second chances after less-than-ideal pitches. Listeners can learn how to tackle objections, optimize their daily schedules, and adopt strategies for increasing email open rates, all while maintaining a positive sales mindset.
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Pre-Call Prep
- Prepare for cold calls the day before, including research and task lists.
- This avoids scrambling during prime calling hours and allows for personalization.
Leveling with Prospects
- Level with prospects by acknowledging the cold call and your role as an SDR.
- Highlight your research and personalize your pitch to make it relevant.
Three by Three Research
- Use the "three by three" rule: spend three minutes finding three relevant pieces of information about the prospect.
- Look for hiring, funding, growth, or relevant technology usage.