New SDRs have an overwhelming number of things to learn to become proficient.

When training them I use the analogy of learning a piece of music to help understand the process to proficiency.

Musicians are taught to take a new piece of music and break it down into parts: vs, chorus, bridge; or just...

Trish Bertuzzi wrote The Sales Development Playbook in 2016 and it’s still completely relevant and foundational for understanding how to run Sales Development.

I’ve recommended this to every new SDR manager I’ve coached in the last 10 years and will continue to do so.

Sure a lot has changed in Sal...

Here’s when… (watch the video)

Storytelling moves deals. You know that already.

But outbounders need short stories.

Prospects don’t have the time or attention for anything drawn out like you might use once a deal is in progress.

Not case studies.
20 seconds. Pain → Action → Win.

Reps should have a library of these ready for ca...

Cold calls come with objections. Guaranteed.
So stop hoping they won’t show up. Expect them.

That shift alone keeps your heart rate down and stops the panic reflex that wrecks most calls:
voice shoots up, pace accelerates, you ramble, or you tap out early.

Expecting the objection flips the script. Y...

It’s not new. But it’s never been more important.

Why?

Because distractions are relentless:
Slack. Teams. LinkedIn. Email. Pop-ins. Notifications. Noise.

Time blocking is how you fight back.

Here’s how to make it stick:

• Coordinate with your team—everyone blocks the same time
• Leaders: Make the
...

If you're an SDR Leader or a leader of a leader of SDRs, you're going to want to join this webinar.

We'll be talking SDR KPIs. What metrics matter and how to use them, so your team drives revenue.

I'll be joining Greg Casale, Kevin Kelly, and Richard Lane.

It's hosted by durhamlane.

Date: Thursd...