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I interviewed a top performing SDR who became the fastest promoted AE at a startup called Branch, after hitting 129% (average) of his quota for 10 months in a row.

Here are top 3 lessons I learned from him!

(Read time: 1 minute and 53 seconds)

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Lesson 1: Build relationships with AEs from day 1

Account Executives in your org will be asked about SDRs that are worthy of promotion.

Your name needs to be the first they think of.

From day 1, Tyler Hickey started building a relationship with his AE, Henry.

Tyler was always there, asking for feedback, getting coached and applying everything Henry taught him.

(This goes for every mentorship relationship: get coached -> apply -> report results -> repeat. The mentor feels validated and more inclined to keep helping.)

Here's what Henry had to say about Tyler: "Hey, you got to promote Tyler. Tyler's awesome. Tyler has been an amazing SDR for me. I could totally see him in the AE role."

He built his internal brand of an overachiever and built relationships not just with his AE, but with all the others.

When the time came, he was a no-brainer choice for the promotion!

​Watch the Full episode here.

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Lesson 2: Counterintuitive cold call opener (example)

Tyler learned this from Ryan Reisert.

Calm voice: "Hey [name], you weren't expecting my call.

It's the first time I've reached you. Do you mind if I take a half minute to explain why I called?!'

And you say it like that in that calm voice. Then you ask for the meeting upfront:

"I was calling because I'd like to find some time on your calendar to introduce my company when not calling you out of the blue like this. I was wondering if maybe next week you had some time."

The natural response your prospect will have is: "And what do you do?!"

This is a killer opener, I (Stefan) tried it myself and it worked like magic. Here's Ryan delivering that training:

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Lesson 3: Being obsessed with prospecting

This is true for all top performers, not only in sales.

It's needed to take things to the next level and really become obsessed with your craft in order to achieve top 0.1% results.

Which is what Tyler did as well. He became fanatic about prospecting:

1. Started learning from top coaches and sales expert like Ryan Reisert, Brian LaManna ​
2. Started creating a repeatable process by documenting what works
3. Started measuring inputs and comparing to outputs

Tyler says 80-90% of outbound is just process. I agree with him.

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Grab the full episode here (link) or click on the picture.

If you like Tyler's stuff connect with him on LinkedIn.

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Recap:

1. Build relationships with your AEs (even those you don't work with every day)
2. Have a structured approach to cold calling (like Ryan's opener)
3. Get obsessive with your goals (and get promoted like Tyler did)

Send me a reply to this email of how you like this new format. Just type in: "like" or "don't like" and I'll get back to you. Thank you!

Until next time - keep crushing it!

Stefan

113 Cherry St , 98104-2205, Seattle, Washington 98104-2205
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