Relevance vs. Personalization: The Truth About Enterprise Prospecting скачать в хорошем качестве

Relevance vs. Personalization: The Truth About Enterprise Prospecting

In this episode of the SDR Game podcast, Alrik sits down with Brad Norgate, a Senior Enterprise SDR at ‪@Cognism‬ , to uncover the truth about relevance vs. personalization in enterprise sales. You'll learn invaluable strategies for mastering enterprise prospecting, effective cold calling techniques, and how to maximize sales development results. Key techniques include Brad's top-down approach to engaging enterprise accounts and his innovative use of Gong to refine his strategy. Brad shares his journey, tackling initial struggles and ultimately achieving a connect rate of up to 15%, double the industry average. Discover actionable sales tips and insights that can transform your cold emailing and calling tactics. Follow Brad:   / brad-norgate-203383226   — Follow me on LinkedIn:   / elriclegloire   For more prospecting and sales development tips, join 1'852 SDRs getting the newsletter here: https://sdrgame.substack.com/ Chapters: 00:00 - Intro 01:18 - Cognism Overview 05:17 - Key Performance Indicators (KPIs) 10:41 - Day in the Life of an Enterprise SDR 11:01 - Daily Structure for SDRs 13:11 - Morning Routine for SDRs 17:06 - Post-Lunch Activities 19:58 - End of Day Tasks 21:45 - Cold Calling Strategies 23:36 - Cold Calling Script Tips 25:51 - Discussing Benchmarks with Prospects 27:59 - Product Discussion on First Call 28:31 - Call Termination Strategies 30:06 - Ending the Call Effectively 33:16 - Personalization vs Relevance in Sales 35:44 - Top-Down vs Bottom-Up Sales Approach 38:28 - Favorite Resource for SDRs 40:10 - Advice for New Enterprise SDRs #sdr #salesdevelopment #prospecting