Rydge Dunica’s Post

I just signed my 850th customer 🎉 🥂 In less than 2 years! 2020: SDR Director 2021: First time Founder 2022: Biz Failed very badly 2023: Launched new business 2024: Hit 100M+ pipeline for clients I've scaled my brand & business... Not through VC money NOT through hiring NOT through ads But by giving BEFORE getting... My ''give'' is... CONTENT 🗞️ → My story...the good, bad and ugly → My monthly masterclasses → My weekly newsletters → My STRONG opinion → My BEST secrets → My daily time Sure, its a TONNE of effort for ''no immediate revenue'' but my results prove it works... → £325k in Year 1 💰 → £400k+ in Year 2 💸 Be a subscriber to LONG TERM goals. And keep giving until you get. Agreed? PS. BUZZED for the SDR to AE Bootcamp to open for registration tomorrow. Check it out here; https://lnkd.in/ejFQERRF 🤘

5 things I noticed when an SDR on my team got stressed about quota... 1. Ignoring the Territory Plan - Rep would start adding loads of new non-ICP accounts [safety by numbers] 2. Reduced Research Time - Rep skipped list building and research hour in favour of more activity 3. Increase in Automation - Reps would start putting loads of contacts in automated emails to boost send volume [killing their open and response rates] 4. Still Miss Quota - Reps would still miss this months quota due to poor messaging and targeting 5. ''Lag Effect'' in Poor Results - As a result their meetings booked and opps created for the FOLLOWING month also decreased ---- When I noticed any of these I'd always schedule an extra 1:1. We'd discuss: 1. External life - was there something out of work stressing them out 2. Internal life - was someone or something [outside of quota] stressing them out 3. A mutual action plan we both contribute towards to get back on track. 9/10 the rep would go on to hit quota. ---- My advice: - Sit down. - Talk it through. - Execute together. PS. My SDR Leader Bootcamp Cohort closes today: Info here: https://lnkd.in/eiuV85Ev

Check back with me in 3 months for a demo… Every SDR has heard this before. When I first became an SDR… I used to agree. Put a date on the calendar & move on Most of the times those follow-ups lead to nothing. They were just pushing me off the phone. Too nice to say No. Do this instead… Ask: “What do you envision changing in 3 months that would make it more relevant to sit down at that time?” This does a few of things: -> Discover why a convo would be relevant. -> If they really want you to follow up. -> Gives you a chance to reverse engineer the timeline. (Book sooner) If you can’t book them now, you’ll at least have an impactful follow up. 💪 What do you say when this pops up on calls? Like, follow, and comment below 👇

What we're your goals for 2023? If you struggle to answer that then you probably haven't achieved much. Chris Russell 📞📧 is a brand new SDR and set himself two lofty goals. 1. Smash target Check. 2. Get to President Club for an all expenses paid trip to Mexico. And he's 2 meetings away with 5 ish selling days to go. Chris has kept his eye on the prize even setting up his own spreadsheet to track his progress. If you're interest in revenue enablement platform hit Chris up to help him get on the plan. If your an SDR and aren't already following him you should he's easily one of the best SDRs I've had the pleasure of working with.

Here are 3 things I'm grateful for as an SDR: 1. My team is crazy supportive because sometimes this job is hard 2. a consolidated tech stack 3. my content is always exactly where I need it to be Highspot makes 2 of those 3 things possible - pretty electric if you ask me "oh Alex I don't believe you" Ok check this out: Guide: How Strategic Enablement Increases Sales Effectiveness https://lnkd.in/gcPrwMKq

I was recently working with a company that was struggling with their pipeline converting to won deals. Their reps ran great demos, were knowledgeable, and the opportunities seemed qualified. So, what gives?! I analyzed every deal from the past 6 months that made it past the demo stage, and the results were shocking: - 58% of active opportunities had no follow-up in over 2 weeks. - 67% had outdated next steps that weren’t updated for over 3 weeks. - 42% had no next steps scheduled or noted in Salesforce. - 43% didn’t get sent a recap after the demo for over 72 hours. We immediately put together reporting and weekly pipeline meetings to track each one of these and set clear expectations with the reps. Not even 30 days later, late-stage pipeline increased by 37%. 60 days later, closed-won deals increased by over 20%. Sometimes it is the simplest things. Following up is a superpower!

To the judges of the "LinkedIn Top Sales Voice" or "Salesforce SalesBlazer" or whatever random award: There should be 1 simple requirement before you can win one of these things: Share a recording of you running a sales call in the past 45 days. 🤯 It would weed out 90% of the 🤡 who get these awards. I've met most of them IRL, and they can't sell for shit. They are good at marketing themselves, not actually closing deals. It's my biggest pet peeve. We should be recognizing the people who can actually sell. So let's do that Bravado fam. Nominate the single best salesperson you have ever worked with, managed, or learned from. The person with the absolute best raw sales skills, who you would send in for the one deal to save the company. My top 3: Sam Telfer Clay Bentley Kara Kayrouz Who are yours? I'm gonna find a way to honor these people.

How I got through a tough week as an SDR… Recall your past experiences. Here’s what I mean: 👇 As an SDR you’re bound to go through dry spells… Days or weeks where you don’t book a meeting. It’s easy to get discouraged. -> See others booking. -> See others performance. -> You’re falling behind on quota. Here’s what I did to help overcome those tough spots. Recall past experiences. Look back through that rolodex of past challenges. -> How did you overcome those in the past? -> What are you doing now in comparison? -> What do you need to change? If you’re still new in the role. Use the past experiences of top-performing reps. Ask how did they overcome this? Most of the times you know the answer already… You just have to look back to find it. What do you do to make it through those tough weeks? Like, follow, and comment below 👇

It's mind blowing what these SDRs are accomplishing 👇 This week, we launched Nooks 10K Dial Club ☎ An elite group of sellers that are changing the world of outbound through AI-powered parallel dialing. These reps have accomplished in a single quarter what reps like me could only dream of two years ago. I was stoked to see Clemente Abascal on the list, who was a mentor to many of us in my previous role. Shout out to Madison Chapman who shared these staggering stats: - 30 meetings booked - 45 meetings attended - $400k+ in pipeline And these future SDR leaders who I just recently connected with through this initiative: - Tim Quinn - Ryan Donovan -Christina Kado, MBA If you're an SDR who needs advice on cold calling - here's a great place to start. Stay tuned for more 10K Dial Club Inductees next week 🙌

This is a great post for those #salesleaders thinking about #BDR & #SDR strategies. Not a popular take today, but that needs to change. Thanks Joey Gilkey for the 7mins of detail on how to re-think outbound.