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Podcast title The SDR Chronicles with Morgan J Ingram
Website URL https://www.linkedin.com/compa...
Description The SDR Chronicles provides motivation, tactics and skills for all aspects of your sales journey. Morgan is the Director of Execution and Evolution at JBarrows Sales Training, focusing on delivering to sales development teams to enhance their skill sets and performance. In his previous role, he was the Sales Development Manager at Terminus where he managed a team of 13 reps to help B2B Marketers do Account-Based Marketing at scale. In addition, he is the host of The SDR Chronicles, which is a YouTube channel specifically geared for SDRs that provides motivation, advice, and tactics. He has been featured in Forbes, Sales Hacker, Hubspot Blog and Harvard Business Review
Updated Thu, 27 Jun 2019 18:31:00 +0000
Image The SDR Chronicles with Morgan J Ingram
Category Business

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1. 051/ Worry More About Your Champion Than Your Decision Maker w/Garrett Mehrguth
https://soundcloud.com/thesdrc... download (audio/x-m4a, 24.48Mb)

Description: Garret Mehrguth is the CEO at Directive which is a B2B search marketing agency that helps organizations do marketing the right way. Everyone worries about the decision maker, but people sometimes forget about the champion within the process. Garret and I had a great conversation on how to be a better SDR and what mindset you need to be great. Do the unscalable so you can win the day.

2. 050/ Going From Inbound To Outbound w/Ana Duenas
https://soundcloud.com/thesdrc... download (audio/x-m4a, 18.35Mb)

Description: Ana is the SDR manager at PandaDoc and I brought her on the SDR Chronicles to talk about her learnings going from an inbound SDR approach to an outbound SDR approach. As we all know, the mindset of doing inbound is different than the outbound mindset. Ana goes through what her team is doing for success in the new outbound model and what challenges have arisen because of it.

3. 049) How To Be An SDR Jedi w/Richard Park
https://soundcloud.com/thesdrc... download (audio/x-m4a, 24.21Mb)

Description: Richard Park is the VP of Sales at Vertafore and I brought him on the chronicles to talk about the importance of becoming an SDR Jedi. To become an SDR Jedi, Richard said it's important to know your schedule as an SDR, how to prospect the right way and how to strategically target your account. Tune in and be the next SDR Jedi.

4. 048/ How to Focus in on the Bumpers w/Dan Wardle
https://soundcloud.com/thesdrc... download (audio/x-m4a, 16.77Mb)

Description: Dan Wardle is the Head of Emerging Business & Business Development at Vidyard and he came on this episode to spread some wisdom on focusing in on the right metrics. The context behind this title is just because you made 200 calls does not mean it will lead to results. What you say inside of those calls and who you are calling is the most important. We talk about best practices to make sure you are prepared for the bumpers and how to be great in your current sales role.

5. 047/ How Executives Should Be Viewing The SDR Role w/Justin Welsh
https://soundcloud.com/thesdrc... download (audio/x-m4a, 17.66Mb)

Description: Justin Welsh is the SVP of Sales at PatientPop where he is helping healthcare providers have a better experience with their patients with an online platform that helps with patient acquisition and reputation management solution. Executives sometimes do not treat the SDR role the way that they should so I brought Justin on the show to discuss that more in detail. In this episode, Justin touches on the fact that you need to treat your SDRs at a higher value and help them progress into your future A+ sales professionals.

6. 046/ 5 Things I Wish I Knew When I Was an SDR W/Dan Cook
https://soundcloud.com/thesdrc... download (audio/x-m4a, 18.54Mb)

Description: Dan Cook is the SVP of Sales at Lucid where they have grown like a rocket ship in the past couple of years. I brought him on the show to talk about the 5 things he wishes he knew when he was an SDR. Dan came from a background of being an SDR to eventually being the SVP of Sales. In this episode, you will learn best practices from one of the best in the business to elevate your sales development game.

7. 045/ The Proper Steps to Take to go from being an SDR to an Executive w/Amyra Rand
https://soundcloud.com/thesdrc... download (audio/x-m4a, 21.59Mb)

Description: Amyra Rand is the VP of Sales at Criteria Corp where she is helping companies have a professionally developed employment test so that they hire the right employees. I had the opportunity to interview her on how SDRs can start implementing certain behaviors within their role today to help them become executives of the future. In this podcast, you will get an understanding of how to carry yourself in your SDR role, what tactics you can be implementing and the best way to approach executives in your company to have valuable conversations.

8. 044 / The SDR Position Is Not An One Fit All Position w/Quinn Fulk
https://soundcloud.com/thesdrc... download (audio/x-m4a, 27.65Mb)

Description: Quinn Fulk is the SDR Manager at Snowflake Computing where he is helping empowering reps based on his previous experiences in multiple industries as an SDR. There are multiple layers of the SDR role and it is not a one fit all position. The most important thing when it comes to the SDR role is understanding the personas you are going after and learning every single day.

9. 5 Ways To Schedule Meetings At Events
https://soundcloud.com/thesdrc... download (audio/x-m4a, 5.96Mb)

Description: Event season is upon us and every single sales rep is trying to schedule meetings with the same people that you are. This a great opportunity for people to build their pipeline, but you have to be creative and unique when it comes to schedule meetings at events. I talk about 5 ways to schedule meetings that have helped me at events. I hope this helps you all build that pipeline that you are looking for!

10. 043 / Onboarding - New Hires And Continued w/Emily Radkowski
https://soundcloud.com/thesdrc... download (audio/x-m4a, 21.72Mb)

Description: Emily is the Manager of Training and Enablement at Threatstack where she is developing programs to make sure her reps are equipped with the knowledge to be successful. Enablement is important for reps that are new and also for continued training. Emily talks about when it comes to enablement you need to focus on making a recipe for success, enabling them to go be great in their career and breaking down what they can be doing better each quarter.

11. Weak Introductions Vs. Powerful Introductions
https://soundcloud.com/thesdrc... download (audio/x-m4a, 3.36Mb)

Description: When you are making a cold call you only have a couple of seconds to get the prospect engaged to have a conversation with you. That is why it is super important to have a powerful introduction and not a weak one. In this episode, I talk about the three powerful introductions you can use to display value at the beginning of the call.

12. 042 / Prospecting Smarter, Not Harder w/Alex Greer
https://soundcloud.com/thesdrc... download (audio/mpeg, 58.24Mb)

Description: Alex Greer is the CEO of SIGNAL HQ and he comes on the podcast to discuss how to be smarter with your prospecting. The landscape of prospecting changes every single day because of everything that is going on in the market. Alex talks about how he prospects and the successes and failures that he failed with prospecting. His best piece of advice was that you have to be outisde of the box in order to get the results that you want.

13. 041/ Building a career path with a fast scaling SDR team w/Cassie Fields
https://soundcloud.com/thesdrc... download (audio/mpeg, 48.11Mb)

Description: Cassie Fields is the VP of Sales and Business Development at FieldEdge and on the show, she talked about how to build career path when an SDR team is scaling fast. This episode had a lot of nuggets if you struggling with the concept of having paths for your SDRs that are looking to get promoted. The best tips were creating levels within the SDR team so it feels like the team is leveling up, developing the people and putting them in the right direction. Cassie said that your team should not be surprised when a rep gets promoted and everyone should expect that to happen. Lead your people the right way and find out what they truly want when it comes to finding them the right path.

14. 040 / Modern Sales Engagement w/Sean Murray
https://soundcloud.com/thesdrc... download (audio/mpeg, 51.80Mb)

Description: Sean Murray is the CRO at Salesloft and in his experience he has lead over thousands of reps towards success. Sean and I have a conversation about modern sales engagement and how the sales process has completely changed today from what it was in the past. You have to be on the phone, doing social selling, sending quality emails and even be doing direct mail. There is so much noise so Sean also dives into the data of what gets responses and also what doesn't. Modern sales engagement is important and something we all have to think about as reps.

15. 039 / Metrics that create a real impact w/Kevin Mulrane
https://soundcloud.com/thesdrc... download (audio/mpeg, 40.86Mb)

Description: Kevin Mulrane is the VP of Sales at GlobalWebIndex and he comes on the show to talk about focusing on critical metrics that create real impact. He mentions that as sales leaders, we do not focus on the things that will actually move the needle for our business. Kevin talks about how we talks to his executive team to keep them on track, how he gets his team to focus on things that matter and how he reviews calls to impact the right metrics that lead to revenue.

16. 038 / Tracking Team Happiness In A Quantitive Manner w/Tyler Barron
https://soundcloud.com/thesdrc... download (audio/x-m4a, 38.27Mb)

Description: Tyler is the VP of Sales at Beck Technology where he is helping a build a happy sales team that hits their goals on a monthly basis. Tyler talks about how he is tracking team happiness and how that has helped his team grow to be a community of sales professionals helping each other. We sometimes focus so much on tracking numbers that we forget that we are leading humans who have emotions and lives as well.

17. 037 / Transitioning From A Lead - Based Model To An Account - Based Model w/ Chris Ritson
https://soundcloud.com/thesdrc... download (audio/x-m4a, 41.11Mb)

Description: Chris is the Head of SMB Sales and SDRs at Peakon and we touched on the topic of transitioning from a lead-based model to an account-based model. This is difficult for most organizations because the mindset of being lead focused is different than the mindset of being strategically account focused. Chris talks about how he helped get his reps in the right mindset and how he is setting up new strategies for his reps to succeed in the new model.

18. 036/ Corp Bro- Why the SDR position is the most important role, but can also be the worst
https://soundcloud.com/thesdrc... download (audio/mpeg, 47.75Mb)

Description: I got the Corporate Bro to get on The SDR Chronicles to talk about his experience as an SDR and why he started making content. This interview was one of my favorites because we went into detail of how he is operating with success today because of his SDR foundations.

19. 035/ How to become a proficient modern sales professional w/ Samantha Lawrence
https://soundcloud.com/thesdrc... download (audio/mpeg, 49.21Mb)

Description: Samantha McKenna is the Head of Enterprise Sales, NYC and has been successful in her career for over the past decade in sales. She talked about how to be proficient as a modern sales professional and how we should focus on more than one channel in order to get results. We have to use social, video, email and phone to be an overachiever within this space.

20. How to reach out to someone when they get a new role
https://soundcloud.com/thesdrc... download (audio/mpeg, 5.48Mb)

Description: When someone moves into a new role, the first instinct for us is to reach out and start to sell to them. Instead of selling with the first email, send them an email to congratulate them on their success that is a give instead of a get.

21. 034/ How to become a subject matter expert w/ Steven Natale
https://soundcloud.com/thesdrc... download (audio/mpeg, 35.47Mb)

Description: Steven Natale is an sales development rep at Event Farm and we dove into a topic that I believe is important for every SDR to understand. We all have the ability to become a subject matter expert in our field by studying and executing on the information every day. Steven breaks down how he learns about his industry and how everyone else can too.

22. 033/ How to make outbound prospecting engaging for your prospects w/ Kailynn Dougherty
https://soundcloud.com/thesdrc... download (audio/mpeg, 45.85Mb)

Description: Kailynn is an SDR at Event Farm and she talks about her strategy of how she creates an engaging cadence that prospects respond to. One of her favorite things to do is even GIFs as part of her outreach to get her prospects engaged with her messaging. In this interview, we dive into her process and how she is continuously being innovating throughout her strategy with outbound prospecting.

23. 3 tips to having an effective cold call
https://soundcloud.com/thesdrc... download (audio/mpeg, 9.85Mb)

Description: One of my favorite subjects to talk about is cold calling and how to make that part of your process for success in sales. Understanding how to translate your message on the phone is key because reps need to be able to convey value on the phone because you are competing against other reps who are trying to do the same thing. Use these three tips to start increasing your talk track strategy and start having effective conversations.

24. 032/ How to enjoy your journey in sales w/ Ed Lu
https://soundcloud.com/thesdrc... download (audio/mpeg, 33.32Mb)

Description: Ed Lu is an SDR at Groove and he has unique story of how he got into sales and why he enjoys the journey. The journey behind being in sales is tough because it has so many high and lows. He dives into different aspects that has helped him enjoy the journey and be excited every-time he goes to work.

25. How having an intrinstic motivation prevents burnout
https://soundcloud.com/thesdrc... download (audio/mpeg, 8.21Mb)

Description: The question that I get asked a lot is how do I as a rep prevent burnout? I believe that the best way to prevent burnout is to have something that is intrinsically motivating you. Everyone is going to have a bad week and feel like suck at his or her job. However, if you something that is pulling you towards your goals than that will benefit you more than pushing towards your goals that is causing you friction leading to the burnout. Ask yourself, what is my instinct motivation? By finding that you will move forward with confidence towards your goals that you are looking to hit. Mine is to be the best motivator of all time so by having that as a motivation it pulls me to do my work on a daily basis. It does not have to be extreme as that, but you have to have something or you will go crazy.

26. 5 steps to become an A rep SDR today
https://soundcloud.com/thesdrc... download (audio/mpeg, 10.60Mb)

Description: These are the 5 things I think every SDR needs to be doing and thinking about in order to be an A rep. The separation between the top tiers reps and the middle of the pack reps is consistency and having a process in place. When I first started out as an SDR, I did half of the 5 and when I committed to doing all 5 of these I quickly started overperforming. Trust the process and trust your techniques. Be self-aware of how you can add these techniques to your process. The way I innovate may be completely different from you, however, what is important is building a structure that allows you to be comfortable and confident to execute within.

27. 031/ Sales Development's Importance in the Sales Industry w/ Melissa Lui
https://soundcloud.com/thesdrc... download (audio/mpeg, 50.15Mb)

Description: Melissa is the SDR Manager at ServiceTitan (former ChowNow) where she leads a team of SDRs as they call into net new accounts. She takes a deep dive on why its important to embrace the journey of sales development and why sales development is important in sales. If you are patient and take your role seriously it can be an amazing time for your career. Love the journey you are on and the results will come.

28. How to create Twitter List
https://soundcloud.com/thesdrc... download (audio/mpeg, 7.87Mb)

Description: One of the things that helped me out when I started out as an SDR was creating Twitter list. The reason they work so well is that you can see all the information from an account that you are trying to get into and also take screenshots as leverage in your messaging. If you are looking to find triggers for your a company that you are trying to break into, I would start creating Twitter list.

29. Starting as an SDR helped me in the long-run
https://soundcloud.com/thesdrc... download (audio/mpeg, 8.87Mb)

Description: Everyone wants to start at the top and most people want to stay away from starting at the bottom to grind to the top. When I was first interviewing out of college, I wanted to start as an AE or a marketing manager because I already believed I had the skills. This was a poor mindset to have. After further research, I realized it was best for me to start at the bottom (an entry-level position) such as an SDR role to learn the skills and document my journey starting out. I know I have mentioned before that it is starting to not be an entry level role but in most organizations that is what it is seen as. Capitalize on your initial start, and don't be so narrowly focused on the finish line.

30. 030/ How to prevent disengagement for your SDR team w/ Michael Shoer
https://soundcloud.com/thesdrc... download (audio/mpeg, 49.49Mb)

Description: Michael is the BDR Manager at Salsify and has coached/managed over 100 SDRs as a whole. The topic that we dive into today is focused on preventing disengagement for your SDR team. The hardest thing for SDR leaders is to keep the team engaged and have them involved as they progress towards another role. Michael talks about ways to keep everyone happy and active while they are in the SDR role.

31. 029/ Building a World Class Sales Development Team with Ashley Kelly
https://soundcloud.com/thesdrc... download (audio/mpeg, 45.47Mb)

Description: Ashley is the Director of Sales Development at Lever, where she is building a world class sales development team. She dives into how she hires her SDRs, leads her managers to success and also proving her team with guidance to go into the AE role. Developing an SDR team is tough because you are leading people who this is their 1st, 2nd or 3rd job out of college. This interview provides the insights for anyone who is looking to build that world class team.

32. How to do mock cold calling as a rep
https://soundcloud.com/thesdrc... download (audio/mpeg, 8.47Mb)

Description: Cold calling is a skill that will help you get ahead of the pack and build confidence in yourself as a sales professional. One of the best ways to do that is by practicing your value proposition with others and your leader before you hop on the phone. Its the same thing as doing batting practice before you go up to the plate to try a hit a pitch from a pitcher. If you get the right amount of reps in, it will become muscle memory.

33. 028/ Building the next sales leaders with Eric Platte
https://soundcloud.com/thesdrc... download (audio/mpeg, 47.95Mb)

Description: Eric Platte is the Senior Director of Ticket Sales at the Atlanta Hawks and this is one of the most intriguing conversations I have had on the podcast. We talked about how he has a program that helps develops the next leaders in his organization and the steps he takes to find the next sales leaders within the sports industry. Leadership is about serving your reps and not about your reps serving you.

34. 027/ How to be a sponge in your sales role with Andrew Porter
https://soundcloud.com/thesdrc... download (audio/mpeg, 35.19Mb)

Description: Andrew is an SDR at Toast where he is reaching out to restaurants to help with their payment systems and internal operations. The topic that Andrew talks about is being a sponge outside of work to learn more than everyone else. You have to learn outside of your 9-5 to thrive and Andrew finds it best to listen to podcast, read books and follow others on LinkedIn to add more strategies to his outreach.

35. 026/ How SDRs can get more confident by providing value with Allen Gannett
https://soundcloud.com/thesdrc... download (audio/mpeg, 58.05Mb)

Description: Allen is the CEO of TrackMaven, the host of #AllenAsk and also the author of The Creative Curve. Even though Allen is a marketing leader and works within the marketing space, he had a ton of insights on SDRs. Sales development reps can become more confident by providing some piece of value on each interaction. Once you bring that value to the prospect you will start seeing results in your career. We also discussed building your personal brand and how being creative as an SDR helps you stand out.

36. 025/ How to get Executive Buy-In with Christy Weymouth
https://soundcloud.com/thesdrc... download (audio/mpeg, 56.20Mb)

Description: Christy is the sales development director at ReturnPath and in this episode she discusses how to get executive buy in so you can get more resources for your sales development team. If you have your executive team bought in to help your initiatives it helps build pipeline for your sales team

37. Start doing things that make you uncomfortable in sales
https://soundcloud.com/thesdrc... download (audio/mpeg, 9.93Mb)

Description: We all stick to things we are comfortable with and that brings us success in our careers. When I first started doing video selling, it made me uncomfortable because it was something that I was not used to. However, over time it was one of the key elements that helped me schedule opportunities and stand out from the noise. Find the techniques that make you uncomfortable and execute on those daily to be unique.

38. Simply SaaS University - SDR 101
https://soundcloud.com/thesdrc... download (audio/mpeg, 194.87Mb)

Description: This is a talk that I did in Atlanta at the Simply SaaS University that revolved around the basics of sales development called SDR 101. I talk about the main channels that you should be using to get in front of your prospects and also there is some awesome Q&A at the end!

39. 024/ Why Cold Calls Help You Remain Persistent with Bailey Featherston
https://soundcloud.com/thesdrc... download (audio/mpeg, 44.16Mb)

Description: Bailey is an SDR at Vidyard where she is helping sales and marketing professionals do videos at scale. In order to get over the fear of the phone, you have to get over your fear and pick up the phone. Bailey talks about being persistent with making each call and bringing value helped her get over the phone. She finds that her biggest success is on the phone because she can resonate with her prospects and she gets a better view point of what the customer wants.

40. 023/ How to warm up a call with research with Jackie Lipnicki
https://soundcloud.com/thesdrc... download (audio/mpeg, 62.19Mb)

Description: Jackie is the North America BDR Director for North America where she is helping lead a team to reach out to content marketers to help them bring the most value for their organization. People nowadays are afraid of the phone, however I believe that is due to lack of confidence before reaching out. Jackie and I discuss how to properly warm up a call and the techniques you need to take to make it happen.

41. What is the voice of your brand?
https://soundcloud.com/thesdrc... download (audio/mpeg, 9.26Mb)

Description: The one question that has been on my mind since VoiceCon is "What is the voice of your brand?" The reason that this question is important because it is how people relate to your content when you put it out there for the marketplace to hear. When I think of this question there are four things that come to my mind on what I believe my voice is associated with my brand. I believe it is an underdog mentality mindset, tenacity, a motivator personality and a keeping it real with the audience.

42. VoiceCon Recap
https://soundcloud.com/thesdrc... download (audio/mpeg, 16.71Mb)

Description: I am CONVINCED that voice is going to be the future of content after going to #VoiceCon. I was able to get all the questions answered and makes some great connections with people within the space. It is an early space to be in, however there is a huge opportunity for everyone. This conference got me excited to produce more audio/voice content and start taking the space seriously. You all will start to see more daily content of audio from me based on the stats and the people that I talked to. What stood out to me most was Gary Vaynerchuk point of understanding the long game. He told me think about all of the people who stopped in Utah during the gold rush and missed their opportunity to get the gold like their friends. Don’t hesitate when you know that is where the world is going and there is white space there. When opportunity arises you can either be skeptical or rise to the occasion to change the trajectory of your career.

43. 022/ Driving SDR Results through AE Partnerships with Andy Linder
https://soundcloud.com/thesdrc... download (audio/mpeg, 42.85Mb)

Description: Andy was formerly an SDR at LinkedIn and is now an AE selling within the Lynda sector. His topic focuses on being an SDR and focusing on partnerships to help elevate your results. Most people that are SDRs have tension towards their AE's and do not reap benefits from it. Its important to focus on leveraging your relationships internally to get the results that you want.

44. 021/ Finding Talent for SDR Teams with Jake Rothstein
https://soundcloud.com/thesdrc... download (audio/mpeg, 51.23Mb)

Description: Jake is the sales development director at Motionpoint, where he is hiring a massive amount of SDRs into his team. The big thing that most people run into, is figuring how to facilitate properly in interviews how to find the right talent. It is tough, however Jake goes over multiple ways that you can make that happen.

45. Ability to Adjust
https://soundcloud.com/thesdrc... download (audio/mpeg, 5.97Mb)

Description: The ability to adjust to your environment and try new things is key when it comes to being successful. There are a lot of things in our world today that are happening yet most stray away from them. Become the person who tests those things out to see what results you can get at the end of the day. If you are not making appropriate adjustments, then you are ultimately setting up yourself for failure.

46. The 10 Commandments Of Sales Development
https://soundcloud.com/thesdrc... download (audio/mpeg, 7.80Mb)

Description: These are the 10 things that SDRs need to STOP doing that is HINDERING your short term and long term SUCCESS. I see these bad habits being done across the board and it not only is hurting your SDR career but your professional career as well. My hope for this audio is for everyone to embrace these 10 commandments of what not to do as an SDR and bring more respect to the field of sales development.

47. How to become an A-player w/ Ralph Barsi - SDR Madness #15
https://soundcloud.com/thesdrc... download (audio/mpeg, 3.53Mb)

Description: Ralph is the Global Sales Development Director at ServiceNow where he leads a large team of SDRs on a daily basis. Due to Ralph's experience, he interacts with a ton of reps and he knows what he takes to become an A-player. This last SDR Madness tip goes into the process you need to take to become an A-player within your organization.

48. Get 1% better everyday w/ John Barrows - SDR Madness #14
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.15Mb)

Description: John Barrows trains some of the largest SaaS/ technology companies in the world such as LinkedIn, Google and Salesforce where he helps them create a foundational structure to see consistent results. He talks about the importance of seeking to get 1% better every day. When you think about getting better every day instead of getting 200% better every year, you commit to improving yourself in the long run. Instead of being average, aspire to be great.

49. Being a sponge outside of work w/ Andrew Porter - SDR Madness #13
https://soundcloud.com/thesdrc... download (audio/mpeg, 2.76Mb)

Description: Andrew is an SDR at Toast where he is reaching out to restaurants to help with their payment systems and internal operations. The topic that Andrew talks about is being a sponge outside of work to learn more than everyone else. You have to learn outside of your 9-5 to thrive and Andrew finds it best to listen to podcast, read books and follow others on LinkedIn to add more strategies to his outreach.

50. How to stand out with your messaging w/ James Buckley - SDR Madness #12
https://soundcloud.com/thesdrc... download (audio/mpeg, 2.89Mb)

Description: James is the Enterprise Business Development Manager at Cirrus Insights where he is helping reach out to net new prospects with innovative messaging. His belief is that you have to stand out with your messaging by adding an element of yourself that stands out. For James, it is being funny on the phone, email or through social. Further, because of this, his message stands out from everyone else. Stand out or be forgotten.

51. Setting up your video outreach strategy w/ Terrance Kwok - SDR Madness #11
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.07Mb)

Description: Terrance was the SDR manager at Vidyard and is currently the product marketer there. Videos is something most people are afraid of, however if you use it the right way you will no longer be afraid. Terrance takes a detailed dive into how you should structure your videos and the strategy you need execute to see results with video.

52. How to stay positive through the rejection w/ Adam Schoenfeld - SDR Madness #10
https://soundcloud.com/thesdrc... download (audio/mpeg, 3.00Mb)

Description: Adam Schoenfeld is the CEO of Siftrock, who took the journey of going from CEO to an SDR. He touches on how to stay positive through the rejection and how to keep moving forward. Adam keeps a folder of all the positive responses he got during his outreach so that way he would not be discouraged. Keep Dialing and keep moving forward in the face of hardship.

53. Be where your buyers are w/ Trish Bertuzzi - SDR Madness #9
https://soundcloud.com/thesdrc... download (audio/mpeg, 3.19Mb)

Description: Trish is the President of the Bridge Group and Author of the Sales Development Playbook. She is one of my favorite people to listen to when it comes to sales and she hits home with this tip. Do not lean on what you like, lean on where your buyers are. If you are playing where your buyers are not, why are you there? Trish talks about how you can be where your buyers and provide them value on a daily basis.

54. Getting over the fear of the phone w/ Bailey Featherston - SDR Madness #8
https://soundcloud.com/thesdrc... download (audio/mpeg, 2.93Mb)

Description: Bailey is an SDR at Vidyard where she is helping sales and marketing professionals do videos at scale. In order to get over the fear of the phone, you have to pick it up. Bailey talks about being persistent with making each call and bringing value helped her get over the phone. She finds that her biggest success is on the phone because she can resonate with her prospects and she gets a better view point of what the customer wants.

55. How to research before a cold call w/ Jaclyn Lipnicki - SDR Madness #7
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.16Mb)

Description: Jaclyn is the Head of Business Development Representatives for North America where she is helping lead a team to reach out to content marketers to help them bring the most value for their organization. People nowadays are afraid of the phone, however I believe that is due to lack of confidence before reaching out. Jaclyn talks in detail on how you can do research before a cold call and sound confident to your prospects.

56. Getting started with direct mail as an SDR w/ Jen Steffan - SDR Madness #6
https://soundcloud.com/thesdrc... download (audio/mpeg, 2.84Mb)

Description: Jen was an SDR at Brightfunnel, where she now is working in a customer success role. While she was an SDR, she did direct mail campaigns that were successful and generated results for her. This quick tip touches on how you can start direct mail today and start seeing results like Jen.

57. Embrace the journey of sales development w/ Mellissa Lui - SDR Madness #5
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.31Mb)

Description: Melissa is the SDR Manager at ChowNow where she leads a team of SDRs as they call into net new accounts. She takes a deep dive on why its important to embrace the journey of sales development and not rush it. If you are patient and take your seriously you will get that promotion that you are looking for. Love the journey you are on and the results will come.

58. How to model success w/ Taylor Scotto - SDR Madness #4
https://soundcloud.com/thesdrc... download (audio/mpeg, 3.53Mb)

Description: I have Taylor Scotto who is an SDR leder from Everwise take a deep dive on how you can model success from people who are performing well. Success is all around when you are in the trenches with your fellow reps. Do not be afraid to ask for help and see what type of tactics others are using to accomplish their goals. Don't let your ego get in the way of learning from someone else's success.

59. How to prepare daily for success w/ Jake Wolpert - SDR Madness #3
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.12Mb)

Description: Jake Wolpert who is an SDR from Feedvisor talks about what he does daily to prepare for success. If you don't plan, then you plan to fail. He correlates his commitment to preparation from sports and he uses those lessons from his sports team to see success in his SDR role. Come prepared to dominate the day and put yourself in a situation for consistent success.

60. Leveraging Screenshots in your outreach w/ Nicholas Longo - SDR Madness #2
https://soundcloud.com/thesdrc... download (audio/mpeg, 3.07Mb)

Description: Nicholas is an SDR at Pitney Bowes and he makes his outreach unique by leveraging screenshots in his emails. This has helped him get responses and resonate more with his prospects. If you use social listening correctly, you can find out what your prospect needs are and leverage that information to provide value to them.

61. Be an Active Listener w/ Sam Cartwright - SDR Madness #1
https://soundcloud.com/thesdrc... download (audio/mpeg, 3.62Mb)

Description: Welcome to SDR Madness. These episodes will be daily tips provided throughout the March Madness tournament in order to give you all guidance as you close out the quarter strong. Sam is a sales development team lead at ZenProspect where he is prospecting into new accounts to help accelerate the pipeline for his company. In this SDR Madness tip, Sam talks about why you need to be an active listener in order to be successful in sales.

62. 020/ How sales enablement helps SDRs with Melissa Madian
https://soundcloud.com/thesdrc... download (audio/mpeg, 48.13Mb)

Description: Melissa is the Principal at TMM Enablement Services where she helps organizations understand the importance of sales enablement for their internal operations. The topic that she dives into today is how to use sales enablement in your organization today to help your SDRs grow as sales professionals. If you SDRs are growing, than that means that your organization will be prepared to take on future leaders.

63. SDR Round Table: The Current Mindset of an SDR
https://soundcloud.com/thesdrc... download (audio/mpeg, 124.08Mb)

Description: The SDR Round Table is a gathering of sales professionals to bring value to the sales and sales development community based on a live conversation. It is derived from the concept of King Arthur and the Roundtable. The main purpose is to have an authentic conversation that provides actionable tips, techniques, and advice for sales development professionals and young professionals in their careers. We will be doing these quarterly and having engaging conversations just like this one.

64. 019/ How SDRs can leverage inbound selling with Jen Spencer
https://soundcloud.com/thesdrc... download (audio/mpeg, 65.62Mb)

Description: Jen is the Vice President of Sales and Marketing at SmartBug Media where she helps with brand strategy and making sure the sales team is leveraging their resources efficiently to source meetings and drive revenue. The inbounds that you get in from a company is important to leverage as an SDR. Pay attention to how they are communicating with you to give them the most value for their prospect. Be intelligent about your inbound process so that your SDRs are intelligent when reaching out.

65. Why SDRs Should Read the Sales Development Playbook
https://soundcloud.com/thesdrc... download (audio/mpeg, 8.81Mb)

Description: This is from a video I did in the past about an incredible book I read as an SDR while I was still in the role. The Sales Development Playbook by Trish Bertuzzi is an important book for SDRs. This book helped me with tactics to perform better in my role and how to be a future leader as well.

66. How Fanatical Prospecting Helped Me as an SDR
https://soundcloud.com/thesdrc... download (audio/mpeg, 5.21Mb)

Description: This is one of the first books I read as an SDR that helped me take my game to the next level. If you read this book you will learn the fundamentals on how to be a great SDR and win the day.

67. How to move from SDR to AE
https://soundcloud.com/thesdrc... download (audio/mpeg, 10.56Mb)

Description: For most SDRs the next step in their career is to become an account executive or go into the AE role. This role is focused on closing revenue for the company and they have specialization in specifically closing the deal. Proper documentation, due diligence in your SDR role and being a top performer all go into the promotion of becoming an AE.

68. Announcing The SDR Round Table and why I am excited about it
https://soundcloud.com/thesdrc... download (audio/mpeg, 10.29Mb)

Description: I am super excited to announce that I will be adding a new segment to #TheSDRChronicles called The SDR Round Table. It is derived from the concept of King Arthur and the Roundtable. The main purpose is to have an authentic conversation that provides actionable tips, techniques, and advice for sales development professionals and young professionals in their careers. These conversations will be live and be done quarterly throughout the year. There will be many familiar faces that you have seen on LinkedIn on the roundtable with me as we take a deeper dive into the modern sales techniques of sales development and sales. The first one will be next Friday,2/23 at 2:30pm EST which will be LIVE and you will be able to ask us questions live about issues you may be facing in sales development or value that you want to add as well.

69. 017/ How to Keep Your Psyche Steady During Your Journey with Bryan Wish
https://soundcloud.com/thesdrc... download (audio/mpeg, 62.03Mb)

Description: Bryan is the marketing consultant at "The Creative Curve" where he is helping Allen Gannett with his new book launch. The topic we dive into is understanding how to not let your psyche take a downturn in your career. This goes into self-awareness and knowing what you need to have to be mentally in tune with yourself to be successful. If your psyche is off, then your results will diminish and you will not be effective in your role.

70. 016/ How to do Cold Call Introductions with Ryan Wuflestad
https://soundcloud.com/thesdrc... download (audio/mpeg, 52.91Mb)

Description: Ryan Wulfestad is the VP of Business Development at Light Business Development Group where he helps generate pipeline for the organization. He has had previous experience in sales development where he made cold calls and also was an internal trainer as well. Powerful cold calls start with powerful intros. When you intro yourself with a weak intro, then it will lead to a weak conversation. Cold calling is a skill that can be developed over time and every day you can work on it to be better every single day.

71. 015/ From SDR to CSM with Jason Katz
https://soundcloud.com/thesdrc... download (audio/mpeg, 6.68Mb)

Description: Sales development is a perfect place to start your growth in your career. It allows you to go multiple positions and navigate to something you want to do for the long-term of your career. Jason who was formerly an SDR found his passion in customer success. He shares how the SDR role has helped him become a great CSM and help him with his process.

72. If you have momentum, keep going
https://soundcloud.com/thesdrc... download (audio/mpeg, 11.95Mb)

Description: If you have momentum, keep going. In 2015, I did 2-3 motivational livestreams every day for about 6-7 months to spread my message to a wider audience. I ended up being recognized by a good amount of people on Periscope and connected with some amazing people.I had an awesome audience and people resonated with my message. However, I became got sick for a week. I stopped making the videos as consistently and eventually stopped doing them all together. At the end of the day, I should have braced through my sickness and told my audience what was happening. I did not want to embrace that I was not fired up and not in a state of motivation for my audience. The lesson is be vulnerable with your audience and to stay consistent when you have momentum.

73. Asking the right questions for your SDR interview
https://soundcloud.com/thesdrc... download (audio/mpeg, 8.15Mb)

Description: If you ask the right questions, you will get the right answers. When Lucas Ulloque and I were hiring SDRs we were focused on two things. Did they have intrinsic motivation? Did they have a chip on their shoulder with something to prove? These questions helped us find the best candidates for our team and continue to build a family within the SDR organization.

74. 014/ How to immerse yourself in industry knowledge with Jeremy Leveille
https://soundcloud.com/thesdrc... download (audio/mpeg, 45.37Mb)

Description: Jeremy is the Channel Sales Manager at Navisite where he is fairly new to the role. The topic that he dives into today is how to immerse yourself in industry knowledge so you can speak to your prospects on a higher level. If you can speak on a strategic level, then you will find yourself speaking to more executives and getting more results.

75. 013/ How to have patience in your role with James Bawden
https://soundcloud.com/thesdrc... download (audio/mpeg, 44.42Mb)

Description: James is a SDR at Evalueserve where he has been doing his role for over a year. The topic that he dives into today is being patience within your role. The SDR role can be tough, however be patient during the role to gain the skills and knowledge that you need to continue to move forward.

76. How to Hire the Right SDRs
https://soundcloud.com/thesdrc... download (audio/mpeg, 7.85Mb)

Description: How to hire the right SDRs and create an impactful team. As a previous SDR manager, I was responsible for hiring SDRs and making sure they were a good fit on the team. Making one bad hire can ruin an organization. I discuss three tips that helped me find the right SDRs that wanted to be coached towards success and wanted to flourish in their career.

77. Don't Be A CopyCat, Be Yourself
https://soundcloud.com/thesdrc... download (audio/x-m4a, 8.05Mb)

Description: Do not be a carbon copy of someone you admire. On this #FailureFriday, I talk about the time when I first starting making videos and I tried to be someone else. One of my favorite motivational speakers of all time is Eric Thomas. I watched one of his videos on YouTube and was instantly hooked. However, I became too captivated by his presence that I tried to do all of my videos like him. At the end of the day, my videos were not successful and it wasn't me. The lesson is don't copy someone else's movements, be yourself to create your own movement through your videos.

78. How to Stay Energetic Every Day
https://soundcloud.com/thesdrc... download (audio/mpeg, 6.83Mb)

Description: You hear it all the time. Find your purpose and pursue it with reckless abandon to live the life you want to be energetic. That is true, however, once you focus on your purpose it is more about how it makes you feel than the money you make. You become more fired up. More engaged and locked in on your long term goal. Focus on your purpose and everything comes together for you to be energetic every day.

79. 012/ How to Leverage your Network at Events with Scott Barker
https://soundcloud.com/thesdrc... download (audio/mpeg, 67.95Mb)

Description: Scott Barker is currently living his dream, as the Head of Partnership at Sales Hacker. He helps align the vision of other companies with the SalesHacker events as they continue to build the B2B sales community. The topic of the show today is how to leverage your network at events, which Scott knows all about. As they always say, your network is networth so these tips will help you schedule the meetings that you have been missing out on.

80. How to Gain Respect as a SDR Manger
https://soundcloud.com/thesdrc... download (audio/mpeg, 8.90Mb)

Description: One of the hardest things for a new SDR leader is to gain respect from their team. There are three things I executed on when I was promoted to SDR manager to make sure that I had the respect from my reps. Gaining respect is important. If you don’t have it, your reps will not listen to you and the team would be in disarray. You work for your reps, they don’t work for you.

81. How to Crack into the C-Suite
https://soundcloud.com/thesdrc... download (audio/mpeg, 10.10Mb)

Description: Sales professionals on a daily basis reach out to C-suite to gain their attention so that they can be above the power line in their sales cycle. In this podcast, I explain the tactics and methodologies you need to be focusing on to crack into the C-Suite.

82. Why You Should Not Let the Dissapointments in the Role Affect You
https://soundcloud.com/thesdrc... download (audio/mpeg, 5.60Mb)

Description: In our role, we all face disappointments that we wish we did not face. However, those disappointments make us who we are and help us elevate our game to the next level.

83. Rant/ Why You Need to Take the Extra Mile
https://soundcloud.com/thesdrc... download (audio/mpeg, 11.89Mb)

Description: So many of us are blessed with the opportunity to be in sales, entrepreneurship and the ability to work in our own creativity. However, that promotes a schedule that goes beyond the regular 9-5 work. Sales is based on much you put in and that is how you get out of it. There are no shortcuts. There is no easy path. I make calls later in the day to catch people as they go out of work. I call early so I can catch them as they go into work. I do it because I know it will help my career in the long run, just as my friends in sales do the same thing. It's the extra steps that will help you become the best version of yourself and as a salesperson. Make your own commitment to be 1% better everyday and do the extra activities that help you become the greatest sales professional that you can be.

84. 011/ From CEO to SDR with Adam Schoenfeld
https://soundcloud.com/thesdrc... download (audio/mpeg, 55.18Mb)

Description: Adam Schoenfeld is the CEO of Siftrock and has over taken on an exciting journey from CEO to SDR. The topic we will talk about why executives should treat their SDRs with respect and why CEOs should take the same journey that Adam took.

85. How To Handle Getting Peoples Voicemail Greeting All Day Long
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.23Mb)

Description: I talk about how to handle getting people's voicemails all day long. Further, why it is important to keep pushing and making it to the light at the end of the tunnel.

86. 010/ How to be a Human in a Digital World with Bob Perkins
https://soundcloud.com/thesdrc... download (audio/mpeg, 52.99Mb)

Description: Bob Perkins is the president of AA-ISP and has over 20 years of sale experience. AA-ISP is a collection of sales professionals and leader who helps grow the profession of sales everyday. Bob's mission is to continue to help sales professionals be elite and stay within the current trends. The topic we will talk about is how to be a human in a digital world and create humanity through your message. This is one of the hardest aspects of sales today because of all the noise of sales and automation.

87. How To Stay Focused In Sales Development
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.14Mb)

Description: Not able to stay focused on your role? Confused on how you are going to make it? No worries, this episode talks about the steps that you can take to make sure that you stay focused on sales development and that you do your role correctly.

88. 09/ Being Radically Candid as a Sales Leader with Chris Castaldini
https://soundcloud.com/thesdrc... download (audio/mpeg, 43.44Mb)

Description: Chris Castaldini is the Director of Global Sales Development at Optimizely where he is helping coach sales developments to become better sales professionals and leaders. He is extremely passionate about helping organizations grow and scale through the effective implementation of an outbound sales process. I brought Chris on to talk about being radically candid as a sales leader and how you can help bring more transpernecy to your organization.

89. Starting off Q1 Strong
https://soundcloud.com/thesdrc... download (audio/mpeg, 8.28Mb)

Description: Q1 is an important quarter because you want to start off the year strong and laggard. This is an important episode because I go over the tips and tacts that you can use to make sure your Q1 starts off great.

90. How to Achieve a Positive Mindset
https://soundcloud.com/thesdrc... download (audio/mpeg, 6.83Mb)

Description: Having a positive mindset is the best thing to have because it lets you flow into the actions that you have to take. In order to get better results I used these steps to get into a positive mindset.

91. 08/ Sales Done Right with John Barrows
https://soundcloud.com/thesdrc... download (audio/mpeg, 73.07Mb)

Description: This audio clip is from the #101 episode of my YouTube series as I relaunch it back up. I have the one and only John Barrows who is a sales trainer for fast growing companies such as LinkedIn, Box and Salesforce. The topic we will talk about is sales done right and how you can get it right as a sales professional.

92. How to Set Goals for the New Year
https://soundcloud.com/thesdrc... download (audio/mpeg, 8.84Mb)

Description: These are the proper steps on how to set your goals for 2018. This exact process is what I did for 2017 and allowed me to hit the majority of my goals. If you plan for success accordingly, then you will results accordingly.

93. Establishing an SDR to AE Relationship
https://soundcloud.com/thesdrc... download (audio/mpeg, 7.80Mb)

Description: This episode discusses how to establish a good relationship between you and your AE. Having tension within your organization helps no one and the tips I talk about make sure it is fruitful for everyone.

94. 07/ How to Leave a Proper Voicemail with David Gricius
https://soundcloud.com/thesdrc... download (audio/mpeg, 7.28Mb)

Description: Morgan brings a special guest David Gricius to explain how he leaves voicemails for his prospects which have generated a high response rate for his email outreach. The goal is to get the prospect to respond and not looking only for callbacks.

95. Setting Your Morning Routine
https://soundcloud.com/thesdrc... download (audio/mpeg, 6.76Mb)

Description: Morning routine is essential for success as every single person who hits their goals has one. I share my morning routine and how it can help you in your career.

96. 06/ Having Mental Toughness as a Sales Rep with Kerry Sullivan
https://soundcloud.com/thesdrc... download (audio/mpeg, 34.73Mb)

Description: Mental toughness is what every rep needs to be successful. Kerry Sullivan comes on the podcast to talk about mental toughness and how you need to get after it every single day.

97. How to Hit your December Quota Number
https://soundcloud.com/thesdrc... download (audio/mpeg, 9.39Mb)

Description: I dive into 3 tips that can help you have a great December and how I hit my quota as an SDR. These tips are actionable and you can get them knocked out over the weekend! I know it is a super tough month, however, I know all of you will keep dialing and make it happen.

98. How to do Personalized Connect Requests on LinkedIn
https://soundcloud.com/thesdrc... download (audio/mpeg, 6.93Mb)

Description: Knowing how to do personalized connection requests it is important for your sales career and your professional career. I have seen multiple people talk about this on LinkedIn lately and I am in the camp of being personalized with your connection request. Be personal so people want to connect with you, because there is too much noise to be generic.

99. 05/ How To Do Cold Outbound Outreach with Heather Morgan
https://soundcloud.com/thesdrc... download (audio/x-m4a, 63.50Mb)

Description: I bring a special guest Heather Morgan who talks about cold outreach and how to grab the attention of your prospects. Heather is the CEO of Salesfolk where she helps companies do cold outreach correctly. So many sales development reps do cold outreach incorrectly and rely too much on templates to be successful. This podcast provides the tips for your outreach to be crisp and on point.

100. 04/ The Value of Account Based Marketing For SDRs with Sangram Vajre
https://soundcloud.com/thesdrc... download (audio/x-m4a, 10.43Mb)

Description: Sangram Vajre CMO and Author of ABM for Dummies. He talks about why Account-Based Marketing is important for Sales organizations and Sales Development Represenatives (SDRs).

101. 03/ Taking Account-Based Approach that Wins with Matt Benati
https://soundcloud.com/thesdrc... download (audio/x-m4a, 37.97Mb)

Description: Matt Benati breaks down Account-Based Intelligence and how he uses it for LeadGnome. He also dives into how it is beneficial for SDRs and sales organizations.

102. 02/ From SDR To Leadership with Phill Keene
https://soundcloud.com/thesdrc... download (audio/x-m4a, 66.70Mb)

Description: In this content, Phill Keene comes to talk about going from being an SDR who was doing cold calls and doing email templates to a leader within his organization.

103. Why You Want to Start a Career in Sales Development
https://soundcloud.com/thesdrc... download (audio/x-m4a, 6.06Mb)

Description: The sales development representative role is an entry-level role that younger professionals take to learn sales to eventually become closers. This track talks about why I believe it should be your first job out of college.

104. How to Handle the Phone Objection "I'm In a Meeting"
https://soundcloud.com/thesdrc... download (audio/mpeg, 5.76Mb)

Description: Most people's objections are that they are in a meeting. This material tells you how to overcome that.

105. Handling Objections on the Phone
https://soundcloud.com/thesdrc... download (audio/mpeg, 5.45Mb)

Description: Pick up the phone! Everyone hates the objections from getting on the phone so this material takes a deep dive on how to overcome it.

106. Getting Your Schedule Organized
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.68Mb)

Description: If you do not schedule your life, your will life will schedule you! It is a MUST to organize your schedule so that your results become more consistent.

107. Why Consistency is Key in Sales Development
https://soundcloud.com/thesdrc... download (audio/mpeg, 4.51Mb)

Description: Consistency is key! I talk about the importance of being consistent because of consistency breeds excellence.

108. 01/ Set Massive Amounts of Demos with Jim Tocci
https://soundcloud.com/thesdrc... download (audio/mpeg, 7.33Mb)

Description: This is the interview portion of the SDR Chronicles Auditoral Encounter. We talk about setting a lot of demos at events and how to be successful.

109. How to Handle the Budget Objection
https://soundcloud.com/thesdrc... download (audio/mpeg, 6.09Mb)

Description: Budget is an objection that can be handled and a talking point that you need to take a deeper dive into the reason they say that.

110. How to Handle the Competitor Objection
https://soundcloud.com/thesdrc... download (audio/mpeg, 5.55Mb)

Description: If you are in the marketplace selling a product or service you will most likely run into competitors. This audio touches on how to handled those objections and handled them correctly.

111. Handling the Objection No Thanks in an Email
https://soundcloud.com/thesdrc... download (audio/mpeg, 6.00Mb)

Description: We all hate the dreaded no thanks in an email. This audio is focused on helping you overcome that!

112. Keeping Your Emotions in Check
https://soundcloud.com/thesdrc... download (audio/mpeg, 5.45Mb)

Description: Emotions can be a flaw if you play into them every time you are super successful or if you are a failure.

https://soundcloud.com/thesdrc... download (audio/mpeg, 4.45Mb)

Description: We have gone audio! I talk about the importance of having a steady mindset and how it will help you be a winner in sales.