SDR Success Techniques

I almost fired our best SDR last year. It wasn’t personal. He was a good guy, worked hard, and always showed up on time. But month after month, his numbers weren’t improving. Emails went unanswered. Calls never connected. Demos? Non-existent. We were both frustrated. I started to wonder if he was the problem. Maybe sales wasn’t his thing? Then one afternoon, we grabbed coffee. Instead of talking numbers, we talked openly. I asked him straight-up: “Why isn’t it working?” He took a deep breath and replied: “I’m following our playbook. I send hundreds of emails, but honestly, I’m just guessing. I don’t really know who’s ready to talk, so I try everyone.” It hit me like a ton of bricks. We’d built a system based on volume and hope, not precision. It wasn’t him. it was us. We’d given him the wrong tools, the wrong strategy. So instead of letting him go, we completely changed how we did outbound. We stopped guessing. We started paying attention to signals: Who’s visiting our LinkedIn profiles? (Tracked via Teamfluence™) Who’s engaging silently with our posts? (Tracked via Clay) Who’s spending serious time on our website? (Tracked via RB2B) Suddenly, our SDR wasn’t sending cold messages. He was following signals that said, “Hey, I’m interested. Talk to me.” Within a month, his reply rate doubled. In two months, he became our top performer. Today, he leads our outbound team. It wasn’t about effort. It was about timing and having a system that showed him exactly when to reach out and who to reach out to. Outbound isn’t about sending more messages. It’s about knowing exactly when and how to engage. If your SDRs are struggling, ask yourself: Are they failing you or are you failing them? It might change your perspective. It certainly changed ours. #Outbound #SalesLeadership #SDRlife #RevOps #LinkedInSales #SalesLessons #GTMStrategy #B2BSaaS #SmartSelling #GTMEngineering #AIOutbound #Teamfluence #Clay

The answer to your outbound problems isn't: ⛔️ AI ⛔️ More volume ⛔️ SDR agents ⛔️ More relevance ⛔️ Dialers It's your OFFER. Let me explain... Most reps reach out with something like: “Just want to introduce myself and our company…” “Let’s do a quick call so you know your options when budgeting season comes around...” The problem? You have NOTHING to offer. If there’s no immediate need, there's zero reason to take a meeting with you. So you need a way to entice buyers to meet when they have a problem, but are not actively shopping. Here are three types of offers you can use to entice buyers to meet with you: ✅ Offer #1: Good - Pitch The Blind Date Position who the buyer will be meeting with. Hype up the AE, sales engineer, or yourself. Show them that meeting with you will be worth their while. Example: A client of ours sells an automated welding solution. The manufacturing industry is facing a massive shortage of welding talent. Their SDRs pitched it like this: “I’d love to introduce you to Eric. He’s worked with a dozen manufacturers like Caterpillar, Karavan, and more, who are all facing similar challenges. He’ll walk you through how they’re automating the most difficult welds and dealing with the labor shortage. Even if nothing comes of it, you’ll walk away with a better understanding of how the industry is solving this.” Even if the buyer isn’t shopping, they gain value from the conversation itself. ✅ Offer #2: Better - 1:Many Offers These are high-quality, reusable insights that still feel tailored. Think: competitive benchmarks, industry research, or best practice guides. Example: We have a client that sells to ecomm brands. They conducted a mystery shop of 400 competitors to analyze response times, customer service channels, etc. Their reps used those insights to open cold calls with: “Hey Katie, I submitted a ticket on your site, and it took about 48 hours to get a response. It was about 3x longer than folks like Patagonia and the North Face. Again, it’s Jason. Mind if I share more about why I’m calling?” That’s an offer that feels immediately relevant and valuable. It gets a conversation started immediately. ✅ Offer #3: Best - 1:1 Offers These are custom-tailored experiences or resources created specifically for the prospect. It’s you and your organization putting in serious effort to customize the offer. This works best at the enterprise & strategic levels. Examples: - A cyber risk analysis - A benchmarking analysis - A workshop - A personalized audit of a website checkout flow. - Visiting and experiencing the brand firsthand, then sharing insights. - Offering free data, licenses, or pilots. These take more work, but they convert like crazy. ~~~ Which one's most applicable for you?

Sales and order taking may seem similar but differ fundamentally. Order taking is simply processing requests, while true sales involve understanding and meeting customer needs, building relationships, and actively guiding them toward solutions. Calls are often more effective than emails for genuine sales conversations. Unlike emails, calls allow immediate, personal dialogue, letting salespeople handle objections, clarify misunderstandings, and pick up on customer tone—building trust faster. Emails are great for updates and logistics, but they lack the real-time interaction that turns inquiries into long-term relationships. For driving growth and engagement, calls offer more depth and impact than emails or order-taking alone.

I just deleted 85 cold emails today without reading them. Here’s what they all got wrong: ❌ No clear ask – Rambled for paragraphs without ever telling me what they wanted. If I can’t understand your ask in 5 seconds, I won’t read further. ❌ Buried the point – Put the actual purpose halfway down, after fluff about themselves or their company. I don’t have time to dig. ❌ One-sided pitch – Treated the email like a billboard. Business isn’t charity. If you’re only talking about what you want, I’m gone. ❌ Zero personalization – Obvious copy-paste sent to 500 people. If you don’t know who I am or what I do, why would I reply? ❌ No mutual value – Failed to answer the most important question: Why should I care? As someone who posts a lot of content, I end up top of mind for many people and my inbox is flooded with thousands of messages every week. It’s unrealistic to respond to most of them, but of course there’s always a few I end up replying to. The biggest difference? Those emails make it obvious why replying is worth my time. They don’t just ask for something, they give something. And everyone has value to offer, as long as you state it upfront. Here are some ways you can actually add value in a cold email: ▶️ Comment on or engage with my content so I already know your name ▶️ Introduce me to someone in your network who’s relevant ▶️ Share a resource, tool, or insight that solves a real pain point ▶️ Show you’ve done your homework and know what I care about Want to see what a successful cold email looks like? Drop your email below and I’ll send you an example 👇

This cold email hits all the right notes. Yes, you can steal the template, but it's the underlying psychology that will help you apply it to your prospects. ___ "Hi Lisa – Looks like your team has 12 SDRs cold emailing Benefits Directors at companies with 3,000+ employees. With ACME, your reps can see which Benefits Directors searched for ALEX-related keywords in the last 24 hours—along with their names and emails—so they can reach out while interest is high. Want me to send over a few examples?" ____ Why This Works: The Psychology Behind It 1. Personalization & Relevance – By mentioning Lisa’s SDR team and their current outreach strategy, the email signals that this isn’t a generic blast. People are more likely to engage when they feel like the message is tailored to them. 2. Curiosity & Information Gap – The line “your reps can see which Benefits Directors searched for ALEX-related keywords in the last 24 hours” creates intrigue. Lisa now wonders, “Who’s searching? How can we use this?” This open loop makes her more likely to respond. 3. Timing & Urgency – The phrase “while interest is high” suggests that taking action sooner leads to better results. It plays on loss aversion—the fear of missing out on a warm lead. 4. Low-Friction Call to Action – Instead of asking for a meeting (which requires effort), the email simply offers to send examples: “Want me to send over a few?” This feels easy to say yes to, reducing resistance. 5. Conversational Tone – The email avoids formal, sales-y language. It reads like a natural, quick note, making it feel less intrusive and more approachable.

One of the greatest opportunities I see for the next generation of client-facing professionals: Being the ones who can read and exercise the norms, whether with colleagues or clients, and still infuse their own personality into the work. Those who can master this will be the ones who build stronger relationships and ultimately win more business. Sure, the pendulum has swung hard toward AI efficiency. And proficiency in it will likely be an essential skill. But over-relying on it? That comes with a hidden cost: it can dull the skills of empathy, discernment, and human connection. I suspect it might become tempting to believe that the safest path to employment and promotion is to keep your head down in automation:  Follow the prompt exactly, never straying from the template, and assume that originality is too risky. But customers can feel when you’ve disappeared behind automation… and it seems that they don’t love it. According to Salesforce, 52% of customers say they’re willing to pay more for a great customer experience, and they define that experience as one that feels more personal and less automated. That means the professionals who keep showing up with genuine connection won’t just feel different (in a good way!), they’ll be the ones winning more trust and more business. This humanness will be the differentiator. Some easy ways to practice this is to start by noticing the social norms, and then thoughtfully adding personality to them. Like: ☑️ Pay attention to how experienced colleagues communicate with clients. What tone do they use in emails, how do they open conversations, how do they handle pushback? How can you use that as a framework and then infuse your personality into it? ☑️ Notice how client meetings start. Do they jump right into business, or spend a few minutes building rapport? What do you know about the client that you can chat about beyond asking about the weather :)  ☑️ When you send a recap or follow-up, include a warm line or a small personal detail you remembered, instead of relying solely on a template. Because if more than half of your customers are willing to pay more for an experience that feels human, it’s a skill worth exercising to make sure they get it! #YouthSkills

Most SDRs try to pitch first on cold calls. Big mistake. Start by winning the objection - then win the trust - then sell. Here’s a simple 5-step cold call framework I’ve taught to 1000s of SDRs👇 1. Opener → Trigger the truth 🎯 Use their name and yours ❌ Don’t pitch yet 💬 Ask a low-context question to gauge their energy Example: “Hey Mark, it’s Chris Ritson - got a minute?” Listen closely to their tone - it'll tell you a lot about how they are feeling so you can respond effectively. 2. Reason for the call - Get Aligned ✅ Outline why you called them 👬 Refer to their persona so they feel like you understand their day to day challenges and role. 💥 Example: “Reason I called is I work with [insert persona] like you on challenges like [insert common challenge]. Mind if I grab a minute to chat more on that? This acts as a double permission based opener. The goal? Make them trust you so when you ask 'pain' questions they'll be more likely to tell you. 3. Comfort Blanket → Uncover Pain ✅ Recap how you help 🧠 Use “typically” language to surface real problems by listing 2/3 common challenges. 💥 Example: “Typically, when I speak with [insert persona] they tell me A, B & C are challenges. Then Ask: “Do either of those feel familiar?” The goal? Make them feel understood before you qualify. 4. Problem Storytelling → Build belief 🧩 Share a relevant story 🔍 Focus on the problem, not the company logo 📈 Use tangible, specific results Example: “John’s team went from 45% to 85% hitting quota in 3 months...” No need for industry-perfect stories - just relatable problems. 5. Confident Recommendation → Book it 🗓️ Recommend next steps, take control 🎁 Highlight what’s in it for them ⏰ Offer 3 times Example: “I recommend a 30-min call. Free tomorrow at 1, 2 or 3 - what works best?” Pro tip: book it within 5 days = 90%+ show rate. Bonus: One Last Thing → Qualify Smart 🎯 “What’s your ideal timeline to fix [problem]?” 👥 “Would it help to loop others in?” Use the last 30 seconds to learn just a little more. If your cold calls feel like battles, try flipping the script: Objection first. Then trust. Then value. Which step are you most excited to try? Let’s talk cold calls 👇 ---- PS. 📌 If you're an SDR who wants to be an AE I created a quiz just for you. - Get your ''AE readiness score'' - Find out if you're AE ready - Takes just 5 minutes Join 1000's who are going to take it when we go live tomorrow.

Tired of traditional sales pitches? Discover the magic of consultative selling! Here's how to transform your sales pitch from salesy to consultative: 💡 Listen First, Pitch Later: Start by understanding your prospect's needs and pain points. Active listening builds rapport and trust, paving the way for a more meaningful conversation. 💡 Ask Powerful Questions: Dive deep into your prospect's challenges with open-ended questions. Uncover their goals, priorities, and obstacles to tailor your solution effectively. 💡 Educate, Don't Sell: Position yourself as a trusted advisor by offering valuable insights and industry knowledge. Focus on educating prospects on how your solution can address their specific needs. 💡 Customize Your Solution: Offer personalized solutions that address the unique needs of each prospect. Tailor your pitch to showcase the direct benefits and ROI they can expect. 💡 Collaborate and Problem-Solve: Engage prospects in a collaborative dialogue. Work together to brainstorm solutions and overcome objections, fostering a sense of partnership. Benefits of a consultative sales pitch: 🔋 Builds stronger client relationships 🔋 Increases trust and credibility 🔋 Positions you as a valued partner, not just a salesperson 🔋 Drives higher conversion rates and customer satisfaction Ready to revolutionize your sales approach? Embrace consultative selling today! #ConsultativeSelling #SalesTips #SalesStrategy #BusinessDevelopment #CustomerSuccess #RelationshipBuilding #TrustedAdvisor #WinWin #SalesMindset #EmpathyInSales #ListenAndLearn #ValueSelling #Sales #technology #digitaltransformation

Too many salespeople focus on "perfectly crafted scripts". The real game in sales? Trust. Think about it: Behind every email, every pitch, and every campaign is a human being with unique desires, struggles, and goals. So here are 5 steps to build trust (+ win more deals): 1. Ask better questions. People judge you by the quality of your questions. Ask relevant, thoughtful questions that uncover real pain points. 2. Ditch generic outreach. If you’re still sending "Hope you're doing well!" emails, STOP. Mention something specific about their business, industry, or challenge. 3. Actually listen. Salespeople love to talk. The best ones know when to pause, listen, and truly understand. 4. Follow up with value, not desperation. Instead of "Just checking in," send an insight, a resource, or a relevant case study to help them decide. 5. Make trust your priority. A deal should never end a relationship. So, stay in their corner. Little acts of care build lasting relationships. Scripts and strategies have their place. But real impact comes from the relationships you build. This week, challenge yourself to slow down and connect. Prioritize people over transactions, and watch what happens. The impact will surprise you. ❤ PS. Which one of the above(1-5) are you trying first?

One bad conversation can stall a deal.  (Let's fix that.) Here's the trap even the best can fall into: ✅ You said, “Can I get 15 minutes?” ❌ They heard, “You’re just a name on my calendar.” ✅ You said, “Here’s our pricing page.” ❌ They heard, “You’d better be ready to commit.” ✅ You said, “Do you have any questions?” ❌ They heard, “I’m done talking, it's your turn to buy.” In client development, tone is strategy. And the difference between pressure and partnership? Just a few words. Because the real challenge isn’t getting time  with a client. It’s making that time count. Here are 12 proven phrases to build trust  (without sounding like a sales rep): 1. “How have things been going with [X]?” → Feels personal, not transactional. 2. “What’s your thinking around [this topic] these days?” → Opens a door, not a pitch. 3. “What would success look like if everything went right?” → Focuses on their goals, not gaps. 4. “What’s one thing you’d love to improve in 90 days?” → Specific, hopeful, and actionable. 5. “What feels risky or fuzzy about this?” → Makes doubt safe to share. 6. “Want to sketch some options together?” → Co-creates instead of prescribes. 7. “Want me to mock up a few paths forward?” → Shows flexibility, not a fixed pitch. 8. “Want to hear how others tackled this?” → Adds value, zero pressure. 9. “What would need to shift to make this a priority?” → Respects their timeline, invites partnership. 10. “Would a custom version be more helpful?” → Tailors the next step to them. 11. “Great point, can we unpack that together?” → Builds trust through collaboration. 12. “What’s the best way I can support you right now?” → Puts their needs first, signals partnership. These phrases do more than sound better. They feel better. Because they reflect how great BD actually works: 👉 With empathy 👉 With curiosity 👉 With clients, not at them Try one this week. It could turn a stalled deal into a deep conversation. Which one will you lead with? 📌Follow Mo Bunnell for client-growth strategies  that don’t feel like selling.