Paige and I discuss how to build trust with and between your SDRs. We also talk about how to cultivate and incentivize peer-to-peer feedback.

Topics:

• How to build trust with your SDRs
• How to build and nurture your SDRs peer-to-peer relationships
• How to incentivize peer-to-peer feedback between your SDRs

Episode Resources:

• Paige's LinkedIn: https://www.linkedin.com/in/paige-cortner-68313b152/
• Skribbl: https://skribbl.io/
• If you have too many players for Skribbl: https://www.drawasaurus.org/

Show Resources:

• Matt's LinkedIn: https://www.linkedin.com/in/matt-becher/

Kyler and I discuss how to go from off-putting manager to respected leader in the eyes of your SDRs.

Topics:

• Effective and ineffective ways to delegate tasks to your SDRs
• Effective and ineffective ways to make your SDRs feel valued
• Effective and ineffective ways to reinforce your SDRs' behavior

Episode Resources:

• Kyler's LinkedIn: https://www.linkedin.com/in/thekylerjackson
• Monkey article: https://hbr.org/1999/11/management-time-whos-got-the-monkey

Show Resources:

• Matt's LinkedIn: https://www.linkedin.com/in/matt-becher/

Will and I discuss the principles of data-driven decision making, the data sources most SDR leaders haven't considered, and the tech-stacks you can and should leverage to make data-driven decision making faster and higher quality.

Topics:

• High-quality data-driven decision making principles
• Data-sources
• Leveraging data from adjacent departments
• Tech-stacks for gathering data

Episode Resources:

• Will's LinkedIn: https://www.linkedin.com/in/wjcsparrow
• SIC code directory: https://siccode.com/sic-code-lookup-directory

Show Resources:

• Matt's LinkedIn: https://www.linkedin.com/in/matt-becher/

Bruno and I talked about how a stale SDR team's monotonous day-to-day can be reshaped into a much more culturally alluring and energizing environment.

Topics:

• Daily SDR Meetings
• Career mapping for SDRs
• Building SDR team culture
• Cultural incentives for SDRs
• Monetary incentives for SDRs

Episode Resources:

• Bruno's LinkedIn: https://www.linkedin.com/in/bruno-broughton-a46788102/

Show Resources:

• Matt's LinkedIn: https://www.linkedin.com/in/matt-becher/

Rob and I talked about how he leverages statistics and value selling to increase his SDR team's conversion rate - but not the type of value selling most of us are accustomed to.

Topics:

• Quantity vs Quality
• Increasing your SDR team’s conversion rate
• Value selling
• Teaching value selling to SDRs
• MEDPIC
• Meeting cadences with the SDR team

Episode Resources:

• Rob's LinkedIn: https://www.linkedin.com/in/rob-byrne-4133b726/

Show Resources:

• Matt's LinkedIn: https://www.linkedin.com/in/matt-becher/

Do you really know your SDRs? Goltan and I talked about how she leads her SDR team by intentionally leveraging her understanding of who they are and what they want.

Topics:

• Building trust with your team
• Leading from the front
• Communicating core values
• Assessing and leveraging the different personalities on your team
• What motivates your SDRs

Episode Resources:

• Goltan's LinkedIn: https://www.linkedin.com/in/goltan-jebreili-37bb48126/
• 16 personalities test: 16personalities.com

Show Resources:

• Matt's LinkedIn: https://www.linkedin.com/in/matt-becher/